The Handshake Test

Every vendor walkthrough, trade show booth and after-hours conversation is a test most people don’t know they’re taking. This session looks at how informal, unwritten moments still decide who gets the deal, the hire, or the partnership, and why the old rules for passing that test are quietly costing companies business they never see lost. Drawing on real procurement decisions, this talk makes the case that culture isn’t a soft skill anymore. It’s due diligence.