In my post about Client & Guest Hosting, Barry Mahoghner asked, “why wait until after the round to discuss business?”

This is a great question, and one which I thought was important enough to warrant it’s own post.  Here’s what I think…

Instead of trying to close a deal, your time on the course with clients should be focused on two things:

1. Having fun, and
2. Creating a good impression. 

Trust me, managing the subtleties and the highs and lows of a round of golf will demonstrate much more about your character and your personality than a board meeting or power point presentation ever will.  It’s human nature to want to do business with people we like and respect.  Spend your energy here first.

Then, when it’s time, get to the point after the round when you’re off of the course and when you won’t be interrupted or distracted.  If you make the pitch or go for the kill too soon, you will seem transparent – that this was all that you wanted.  Make it about golf, fun and possible friendship before you make it about work.

This doesn’t mean that work related topics can’t be discussed on the course – such as product information, services, costs, production, budgets, projections, etc., etc., etc…  But it does mean that you should keep work chatter to an information gathering and giving level.  Then, when it’s time, use that information after the round to help you close the deal.