If you’ve ever walked into a networking event with the question “Who here can give me money?” quietly screaming in your head — this episode is for you.

In Episode 3 of The Awkward Handshake, Megan Eckman and Mary Williams take on one of the most loaded questions in business: how long it really takes to get paid through networking — and why trying to shortcut that timeline usually backfires.

This conversation dismantles the fantasy that deals are made in the room and reframes networking as what it actually is: the front end of a much longer relationship and decision-making process.

This episode covers:

• Why networking rooms are not sales floors — and never were
• The difference between leads, discovery calls, and actual sales
• Why most people are trying to solve a business development problem in the wrong space
• How many conversations it realistically takes before money changes hands
• Why “hot,” “warm,” and “cold” leads still matter more than ever
• How economic conditions quietly shape decision timelines
• Why desperation is felt immediately — even when it’s unspoken
• How treating people like walking ATMs destroys trust

You’ll also hear:

• Why saying “yes” at an event often turns into a “no” later
• How networking helps you read the economy in real time
• Why follow-up is leadership, not pestering
• How boundaries show up in emails, timing, and tone
• Why some rooms feel exhausting — and others feel expansive
• The difference between peacocking and actual traction

At its core, this episode makes one thing clear: networking isn’t about extracting value. It’s about building context, trust, and enough shared understanding for a real decision to happen later.

Keep in touch!

Follow Megan Eckman

• Fat Cap Design
• PDX Spellbound

Follow Mary Williams

• Sasquatch Media Grounds
• Sensible Woo