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Conference 7.286::golf

Title:Welcome to the Golf Notes Conference!
Notice:FOR SALE notes in Note 69 please! Intros in note 863 or 61.
Moderator:FUNYET::ANDERSON
Created:Tue Feb 15 1994
Last Modified:Fri Jun 06 1997
Last Successful Update:Fri Jun 06 1997
Number of topics:2129
Total number of notes:21499

1704.0. "mixing business with golf, how to???" by SMAUG::GOVOTSKI (Ray Govotski) Fri May 21 1993 17:00

A friend of mine, Bob who doesn't work for Digital, will be taking a customer 
out for a business meeting/golf day. Bob's employer will be buying lunch and 
picking up the greens fees for both players. I jokingly asked Bob if he'd take
a dive and let the customer win. He replied no; and that he is going out 
there to play his best. We talked a bit more, and came up with the idea that
Bob should tell his customer that it's him against the course and don't 
bet with the customer. Also, this is Bob's first meeting/golf day and I 
myself have never had this kind of opportunity. 

Anyways, what would you do in a similar situation? Would you take a dive
and let a customer win? Do you think Bob should go all out? Also, when during
the round is the best time to talk business (before, during, or after)? Can
a business meeting happen on a golf course during a round?

Ray

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1704.1POWDML::VARLEYFri May 21 1993 17:3216
    As far as talking business on the course, I'd discourage it, unless the
    customer initiates it (and then keep it extremely focused). Forget
    "taking a dive," or anything like that. I'd suggest he treat the
    customer like he was Bob's host at a really nice club, and Bob wanted
    to be invited back. Bob would be aware of how his host was playing,
    acknowledge his host's good shots, be encouraging and Bob would not
    whine or bitch about his own bad shots. He should also keep any bets
    very modest - perhaps the customer doesn't even want to bet.
    
     Bob might even want to discuss business at a later date, setting up an
    appointment after the round - he'll have to play this by ear. My
    opinion is that people do business with those folks they like and
    trust, all other things being relatively equal, and you get a pretty
    good "read" on someone on the golf course.
    
    __Jack
1704.2SMAUG::GOVOTSKIRay GovotskiTue May 25 1993 15:436
   Re .1 Jack

   Thanks for the advice, I'll pass it along.

   Ray
1704.3Be a good companionSIERAS::MCCLUSKYThu Jun 10 1993 17:1820
    While this may be late, I have had done this frequently.  Jack hit it
    on the head, when he suggested that it is the relationship you build
    with the customer that helps in doing business.  I recently sold a
    DECadmire license on the course.  It started with a discussion in the
    car on the way to the course - an hour's drive.  About the second hole
    we had a wait and the customer asked a couple of questions.  At 13 I
    saw an opportunity and mentioned the product again.  Having
    refreshments afterward, the customer brought up application
    development, which started a conversation that culminated in his
    request for me to demo the product the next week.  The point is be
    natural.
    
    What ever you do, do not take a dive.  Do not bet unless the customer
    wants to bet and try to keep the wager as small as reasonable.  If the
    customer is Michael Jordan, refuse the $1,000 per hole.  Try to build
    the relationship - you want to play with that customer many more times
    and he will spend much more with you.
    
    Big Mac