Southern California's No. 1 Golf Source
SITE
SEARCH
GOLF RESOURCE GUIDE:
instruction
|
||||
|
Hilary Bruggen knows as well as anyone that first impressions are often lasting impressions. Especially on the golf course. One of her clients is a big-time British businessman who was planning a merger with another company. Lawyers had the papers drawn up and all that was needed were a few signatures. Just days before they were set to ink a deal, they went out to celebrate the impending merger on the golf course. Turns out, the chairman of the other company cheated three times during the round. And that became what’s known in the business world as a deal breaker. “Business golf can actually be detrimental to business,” said Bruggen, founder of Strelmark, a national consulting firm that helps professionals and companies gain and retain clients through strategic relationship marketing. “Unfortunately, many professionals aren’t getting the most out of business golf because they fail to leverage its strategic value or follow proper golf etiquette.” But there is a way to make it work. “The game lends itself to business bonding due to the quality time, the positive milieu, the numerous interactions, and the camaraderie that builds new business relationships,” said Bruggen, who works with clients in Palm Springs and Thousand Oaks. “But, let’s face it, if your prospects can’t stand a few hours golfing with you, you can forget about developing any business with them.” Bruggen, an avid golfer who competed in the 2003 and 2004 U.S. Women’s Southern Amateur, maintains that when planned and played properly, four hours of business golf can accomplish what other costly and time-consuming marketing initiatives such as brochures, web sites, and presentations fail to: helping professionals bond and build trust with potential clients on a personal level and pass the likeability test. Engaging in business golf doesn’t require a fantastic game (only about 10 percent of U.S. golfers have broken 100), but it does require setting goals, applying common sense and avoiding some of these common business golf blunders: Never attend a golf tournament for networking reasons, if you don’t know how to play and don’t know golf etiquette or language. The best way to learn is to go to golf school. Call golf clubs in your area for business golf after hours or consider attending a golf school on your next vacation. To help pass the likeability test when golfing, be positive about the game and especially your guest’s game. Don’t be a poor sport or a whiner. While you want to play competitively, don’t leave your golf partner in the dust. On the other hand, avoid getting on the course with someone whose skill level is way above yours — you’ll just be a drag. If you oversell your abilities when you can’t actually golf that well, you’ll blow your professional credibility as well. Remember, most corporate golf tournaments are team events played in groups of four players. Letting down the team is unlikely to endear you for future business relations. While anyone attending a business golf outing expects to do some business, let business discussions evolve naturally and always let your playing partner bring it up first. Often the best time to talk business is on the back nine or better yet, in the clubhouse over drinks. If the client does initiate a business conversation on the course, tread gently if you sense a mood shift. Don’t touch upon business if your guest begins losing their temper or ruin the rhythm of the game if they’re playing well. Don’t drink too much or use an afternoon of golf as a license to become instantly and overly chummy about business. Learn the rules and traditions of the sport, such as, no cell phones or distracting chatting or laughing. Respect those around you. It’s known as the “game of gentlemen” for a reason. Know where to stand at all times. Remember, you’ll always be in the right place on the course and particularly the green if you’re directly facing at a comfortable distance the front or backsides of players. Overall, treat the course like you would your own front lawn by not leaving anything unnatural on the course, smoothing over kicked up turf called divots and raking bunkers after use. Get the complete low-down on etiquette and rules, and understand politeness pays. When arranging a foursome, choose carefully. Good golfers want to play with others at their same level. Consider corporate standing as well. Peers also prefer to play with peers, so balance the quality of golfer well with their corporate rank. If you’re hosting a golf event and want to provide giveaways, most golfers appreciate a sleeve of balls and well-made golf shirt over promotional knick knacks. |
||||
RSS Subscribe
