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How To Play Business Golf
Building and maintaining solid business relationships is the key to success, but how can you legitimately escape the tense office environment and spend dedicated time getting to know a customer, client or boss on a personal level?
Business Golf, once the domain of the executive elite is now accessible for anyone wishing to create and strengthen business relationships in a relaxed atmosphere. In fact, according to a 2002 COMPAS Leader Poll, "business leaders use golf as an important tool in doing business and say that it is extremely remunerative; for each dollar they spend on golf they earn over $1500 in business revenue as a result. Further, only restaurants surpass the golf course as an effective place to conduct business outside of the office."
The strong demand for golf has resulted in several new courses being opened every year thereby reducing membership costs. Corporate and charity tournaments also represent a tremendous networking opportunity where organizational hierarchy may be temporarily eliminated and a common ground created for building rapport.
An important benefit of golf is that it provides a unique window into the personality, values and conduct of others. This could prove to be very useful in future business dealings as one's behavior on the course is a reflection of their business character and ethics. For example, a golfing partner who cheats on every hole might be someone to be careful with when making deals. It must be realized, however that this window is made of two way glass. Take advantage of this opportunity to project a positive image of yourself by demonstrating proper Business Golf Etiquette.
Follow these Business Golf Etiquette Tips to a tee and not only will you and your partner enjoy the day, you will also stand out as being polished, professional and trustworthy.
Scout's Motto
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Be prepared.
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Arrive early to get organized and to practice.
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Plan ahead and identify the outcomes you want from the day.
These goals are just as important as any other business meeting. Prepare sound bites for your company or yourself that you can draw on if needed.
Don't Be green About The Greens
Never attend a golf event for business purposes if you don't first make the effort to learn the basic game and the lingo. You'll only embarrass and alienate yourself and your company. Take lessons or attend a clinic.
When Hosting...
- Pay for your guests ahead of time. Make sure everything is arranged for your guest such as lockers and meal reservations.
- Confirm the tee-off time.
- Send confirmation to guest with directions and contact information for the course.
- Be the cart driver.
- Focus on your guest, not on improving your game.
- Play the same tee as your guest.
- Invite your guest to play first at the first hole.
Behave Yourself
The links is not the place for you to get in touch with your inner child. No tantrums, throwing of clubs, foot stamping, swearing, whining, making excuses or indulging in other demonstrations of poor sportsmanship.
Conversely, when you are playing well, be gracious. Don't interpret the relaxed environment as an opportunity to behave in a manner unsuitable for the office, such as making jokes, gestures or remarks that may be considered by others as offensive.
Business Or Birdie
There is a time and place for everything. Spend the day building rapport and developing relationships. Only talk business if your guest brings it up first. Otherwise, save it for the 19th hole.
You Got Game
Don't compromise your credibility by playing badly unless, of course, you are an Oscar winning actor.
Don't gloat when you are playing well, instead, turn it into a compliment, "You must be bringing me luck, this is my best game this year!" Sincerely compliment specific aspects of your partner's game.
Never coach or give unsolicited advice. If you are a beginner, warn your partner about your skill level and make sure they are O.K. with it.
Be An Etiquette Eagle
- No cell phones / pagers/ PDA's.
- Always be ready for the next shot - don't make others wait unnecessarily.
- Never brag or complain about the cost of membership or green fees
- Take care of the course, remove your tees, replace kicked-up turf and rake after a bunker shot.
- Don't walk into or cast shadows over someone's putting line.
- Maintain a safe golf cart speed.
- Get out of the cart whenever your opponent does.
- Dress appropriately. If in doubt, call the club.
- No cheating or creative scorekeeping.
- Don't distract other golfers by loud talking, laughing, and crinkling food wrappers.
Don't let your manners be your handicap. Ace this opportunity to make a good impression and create shared memories that will enhance your business relationships and increase your bottom line.
Aviva Shiff, co-founder of Spark Training & Coaching Associates, helps businesses discover and amplify their talent through insightful assessment tools, relevant training workshops and strategic coaching. With over 15 years of corporate leadership experience in the financial services industry, Aviva is strongly focused on the development and implementation of training and coaching programs that are rigorously aligned with organizational purposes, values and goals. Aviva, a certified Expert in North American Business Etiquette, holds a Bachelor of Commerce Degree and has also been certified as a Human Resources Manager. She currently serves on the Board of Directors and chairs the Marketing Committee of Muki Baum Treatment Centres. For more information, visit: www.sparktac.com.
| How to Play Business Golf |
| A survival guide by Golf Digest teaching professional Rick Smith |
Some people cringe at the thought of playing in a corporate golf outing. They worry that they will embarrass themselves on the course, either by playing poorly or by simply not knowing what to wear, how to act, or even what to say during the round. Believe me--I have been to dozens of corporate outings and seen many top executives literally quaking in their golf shoes at the thought of teeing it up in front of their peers. Instead of fearing that a business round will be the low point of your career, why not take advantage of the situation?
The corporate golf event should be viewed as an opportunity. Golf brings out your real character: It tests your fortitude, your confidence, and your humility. Your boss or client may not be impressed with your golf swing, but they will be observing your appearance and behavior. It's in this character-analysis game--not the one with the clubs and balls--where birdies and bogeys are really made.
The golf outing is actually a microcosm of the business world. It's no different from a job interview or a sales conference. Be prepared. Know how to dress, whom to tip, and what to say. Know the rules of the game and, equally important, the etiquette. Be professional, but have fun.
Again, your actions on the golf course are being monitored by your peers, your customers, and your bosses. You may not be able to break 100, but you don't have to be Tiger Woods to dress and act like a professional. In the accompanying graphics, I'll give you some simple tips so that you not only survive your next corporate outing but also leave an impression that will further your career.
Mixing Business and Golf...It’s not whether you win or lose but how mind your manners
It's no secret in corporate circles that golf and business offer a near-perfect match. Where else but on a course can executives spend a leisurely four hours in such a private, sociable setting? What better way to cement a relationship with a client than by lifting a glass together after a round?
For starters, learn the etiquette. There's a protocol in golf that includes not talking when someone is hitting, not stepping in the line of a putt, and treating the course with respect. Many new golfers seem to feel that they're above raking bunkers or replacing divots, says David Glenz, head pro at Crystal Springs Golf & Spa Resort in northwestern New Jersey (Glenz was named one of America's 50 Greatest Teachers by Golf Digest). "If you carry that attitude, especially to a nice private club, it would be easy for the person who has brought you to lose respect," he says.
Another key to success is engaging your playing partners but avoiding the hard sell. Less-experienced business golfers, says Hansen, think they need to come back to the office with something to show for all their time spent away. Just focus on the personal side, he says: "I am expecting that, by the 18th hole, you know their spouse, you know their children, you know the church they go to, you know everything about them."
Regardless of how serious your partners take the game, don't try to impress. The golf swing is difficult enough when you're relaxed. Add a degree of tension, and it becomes even harder. As CEO of RDA Corp., a software development outfit outside Baltimore, Don Awalt plays a lot of business golf. "I've seen cases where people get so intimidated," he says. "You know, they're whiffing or hitting the ball three feet." Actually, most people pay scant attention to what you shoot; they're too busy focusing on their own game. What people will remember is how enjoyable it was to play with you.
Dealing with setbacks may be the biggest challenge of all. Given the nature of the game, everyone is bound to struggle. "There are days that course is going to kick you in the teeth, and seeing how someone reacts is very revealing," says Awalt. Short of cheating, the worst thing to do is lose your temper. Nothing wrecks the flow of a convivial round more than someone screaming in anger or throwing a club.
If your partner is struggling, avoid giving unsolicited advice. If the golf swing were so simple that a single adjustment in grip or setup were the answer to a player's ills, we'd all be pros. So much for a casual stroll on the course.
By: Paul Rogers
The Host with the Most
The days of the three-martini lunch and $100 tab are over, but that doesn't mean that fun and games are completely gone. As a matter of fact, playing golf with customers is a big-time business maker. So big, in fact, companies are catering to business people who want to learn business golf etiquette — companies like Patricia Stephenson & Associates Inc. Stephenson, a national speaker and corporate trainer, presents to and trains professionals on basic business etiquette and business entertaining.
"Entertaining outside the office is a powerful business tool," she says. "Take the golf course...where else can you possibly spend four or five hours alone with a customer? Most golfers are passionate about the game. If you can treat them to a round of golf at an exclusive country club, you can bet the ranch they will return your calls."
If you're golfing, Stephenson cautions, "Play your own game. Don't deliberately blow shots to let clients win, because that could backfire. If you're a really good player, don't totally humiliate them on the golf course, either. It's okay to hold back. It is imperative that you know the etiquette of the golf game before you step on the course. If you don't, you will not make a good impression."
Golf aside, Stephenson also has some basic tips on how to entertain customers. "First, make clients feel comfortable, and make it easy for them to accept the invitation," she says. "For example, what is their favorite restaurant? What type of foods do they like? What is their favorite sport? The more comfortable you can make your clients feel, the better they will feel about you, your company and your product."
"If you are golfing or playing tennis, racquetball or any sport, make sure you've paid for your guest ahead of time; make sure everything is arranged for that person. If you're meeting at a restaurant, get there early before your client. Pick a table that will allow you to discuss business. Give the maitre d' a tip, and he or she will roll out the red carpet for your client. Give the maitre d' or your server your credit card ahead of time, tell him or her to add 20 percent, and let the server know that you will sign it on the way out. This way, the check never comes to the table."
The bottom line: "Business entertaining really is relationship building," says Stephenson. "The whole idea is to be relaxed, have fun, build bonds and have your customers view you in a favorable light."
Patricia Stephenson is a national speaker and corporate trainer. She has presented business etiquette seminars and keynote speeches around the country for the past 18 years. Some of her most popular programs are "Business Golf", "Business Entertaining" and "Highly Effective Networking Skills."
Call her at 561/687-8455 or email patricia©missgolfetiquette.com
-- Article by Renee Houston Zemanski
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