Author: Abdul Mikael, Country Manager Philippines, COO at AND Solutions
I came to the Philippines a little over a year ago, and let’s just say—I’ve had my fair share of surprises, learning curves, and “aha” moments. With over 200 meetings (70+ since November alone) under my belt, I’ve learned what works, what doesn’t, and how business actually gets done here.
If you’re a foreign professional looking to do business in the Philippines—or just curious about how things work—here’s what I’ve picked up along the way.
Being an foreign professional in the Philippines: Local insights
One of the best things about doing business here? The people. Filipinos are some of the most welcoming, hospitable professionals I’ve worked with. They’re friendly, open to conversations, and if you show the effort to understand local customs, they’ll appreciate it.
A great way to start? Learn a few Tagalog words. Even though most business is conducted in English, making the effort to use respectful language can go a long way.
One of the first things I learned was ‘po’—a simple word that adds respect to your speech. If someone asks you a question, responding with “Yes po” or “Okay po” immediately makes the conversation feel more polite and natural.
And of course, knowing how to say thank you properly matters. Instead of just Salamat (Thank you), saying “Maraming Salamat po” (Thank you very much) shows deeper appreciation—whether after a meeting, a meal, or a business deal.
💡 Pro tip: If you’re planning deals or big decisions in December, avoid. The country slows down during the holiday season as families take center stage—something I learned the hard way.
Business culture: Relationships first, deals second
Meetings here aren’t just about business. Expect some small talk first. Family, food, travel—these conversations aren’t distractions; they’re how trust is built. In many ways, business in the Philippines feels more like a friendship before a transaction.
And yes, food matters. If you’re invited to lunch, say yes. If you’re hosting, serve Filipino food. It’s not just a meal—it’s a sign of goodwill.
Someone once told me, “A meeting without food in the Philippines? That should have just been an email.” I mean, it makes perfect sense.
Here’s an interesting tradition? Group photos. At business events, Filipinos often make sure women stand in the center rather than the edges as a sign of respect. It’s a small detail, but one I’ve grown to appreciate—and now, I make sure to do the same.
Negotiation and pricing: Focusing on value, not just numbers
Unlike in some markets where prices are fixed, in the Philippines, pricing discussions can be part of the business culture. While some companies offer discounts as a relationship-building gesture, not all businesses negotiate on price—and that’s okay.
At AND Solutions, our pricing reflects the value, scalability, and long-term impact of our solutions, rather than discounts. Instead of negotiating on price, discussions often focus on tailoring solutions, optimizing ROI, and building long-term partnerships.
Building trust: Why local presence matters
In many places, signing a contract means the deal is done. In the Philippines? The real work starts after the handshake.
Trust is everything. Companies want to know that you’re not just passing through, but here for the long haul. Attending events, meeting stakeholders in person, and being present all show that you’re serious about doing business here.
And while online meetings are efficient, they don’t replace face-to-face interactions. Video calls are great for quick updates, but I’ve noticed that conversations flow more freely, decisions happen faster, and relationships deepen when you meet in person. If there’s one thing I always push for—it’s in-person meetings.
Of course, having strong local colleagues is invaluable. They understand the market, the nuances, and—most importantly—how to get things done. I’ve been incredibly lucky to work with some of the best—shoutout to Lorenzo and Valerie—who have helped us grow and build meaningful relationships in the Philippines.
Beyond our internal team, we also work with Modern Strategy, a consulting firm that’s been instrumental in shaping our go-to-market strategy. Ming & Jeffry’s expertise in market expansion and B2B engagement in Southeast Asia has been a game-changer for us.
Decision-making: Hierarchy is KEY!
If you’re used to flat organizations where anyone can make a call, adjust your expectations.
In the Philippines, final decisions often rest with top executives. Mid-level managers may be involved in discussions, but they rarely have full authority to close a deal. If you’re pitching, make sure you’re talking to the right person—or prepare for multiple layers of approvals.
Companies can also be cautious about adopting new technologies. Job security is a big concern, and automation—especially AI—can sometimes be viewed with skepticism.
But here’s the key: AI isn’t replacing jobs—it’s making them better. In industries like finance and lending, AI isn’t about reducing workforce needs; it’s about enhancing productivity, freeing up time for higher-value work, and allowing teams to focus on strategy rather than repetitive tasks.
Take document-heavy industries like banking, insurance, and financial services. Processing thousands of statements, invoices, or forms manually is time-consuming and error-prone. Solutions like mindox help businesses streamline document processing with AI—automating the heavy lifting so employees can focus on what truly matters: decision-making, customer engagement, and strategic growth.
When discussing AI and automation, the best approach is to frame it as a tool for empowerment, not displacement. Focusing on how technology supports local expertise rather than replaces it can make conversations much smoother.
Final thoughts: Key takeaways
Doing business in the Philippines is a mix of strategy, patience, and relationship-building. If you’re If you’re new to the market, here are a few key takeaways:
✔ Business is personal. Small talk, meals, and shared experiences matter as much as contracts.
✔ Trust is built over time. A handshake doesn’t mean the deal is done—it means the relationship has begun.
✔ Be present. Frequent engagement signals commitment and credibility.
✔ Decisions take time. Be patient, and make sure you’re speaking to the right people.
✔ Enjoy the experience. You’re not just here for business—you’re in a country rich in culture, hospitality, and opportunities.
If you’re an expat doing business in the Philippines—or thinking about it—let’s connect. I’d love to exchange insights and hear your experiences.
📩 Find me on LinkedIn or catch me at the next industry event. 👋
This article is part of our AND Voices series, where we take you behind the scenes of doing business in different markets.
First up was Abdul Mikael, our Philippines Country Manager & COO at AND Solutions, shares his insights after a year of building relationships, closing deals, and navigating over 200 meetings.
At AND Solutions, we believe first-hand market insights are crucial for building meaningful business relationships. Through AND Voices, our experts share their experiences of working in different markets, understanding local business cultures, and adapting to unique challenges.
Stay tuned for more insights from our team as we continue to explore what it really takes to do business in new markets.
