Peanut Butter and Jelly, Yin and Yang, Golf and Business


By Richard C Myers


This successful pairing of work and sport is likely one of the draws for people who enjoy golf. More than one salesman or lawyer has taken up the sport simply so he or she doesn’t get left out of important business discussions.

Experts say that while the golf course is in excellent place to do business, there are certain rules to follow. These are unwritten rules, to be sure, but if you inadvertently violate one of them, your golfing partners will notice.

First, remember why you’re there. Don’t think of the business golf outing as an opportunity to make a deal, think of it as an opportunity to make contacts that might make you a deal. Golf is an excellent way to make contacts when you compare it to a staid business lunch where there might be uncomfortable silences. You can take a swing, step back, and have a chat. And repeat. Making contacts never looked so easy.

Second, make good pairings. If you’re trying to cozy up to a new client, pair that person with the person from your firm who would be facilitating a deal. Bring along a current and happy client, and maybe even a longtime client who you’ve established good rapport with. This confluence of ideas and expertise is sure to benefit these new connections.

Third, use your observation skills to everyone’s advantage. Let the client or senior person take the lead. If they seem to not want to talk business very much, resist the urge to bring the conversation around to business again. If it seems they are quite focused on getting some business done, then by all means follow that lead.

Finally, remember golf is just a game. If you are someone normally prone to on-the-course frustrations, this is the time to let the sleeping beast lie. Save the temper tantrums for a game with friends, not the game with your boss or important clients. Similarly, if you notice the business guest getting frustrated and angry at his or her game, taper off the business conversation and take a more casual approach. Trying to conduct a deal with a frustrated golfer could be career suicide.


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