business magazine
GOLF MEANS BUSINESS
re-print with permission
By Andrée Martin

It is a known fact that Golf is not just a sport, it is a game that is played for many reasons. Golf is the only sport in which people with different ability levels can enjoy time together on the same playing field, fairways and greens, for a period of three to five hours. As a sport, individuals play recreationally, socially, to get outdoors, to get away, to compete, to have a friendly match or not, and to conduct business.

Golf and business…does it really work? Is it critical to business success? Golf is key to building business relationships. Most avid golfers I know or have interviewed for this article do play to develop and successfully cement existing and desired business relationships including clients, vendors, sub-contractors, business to business, and business to consumer contacts on the golf course. Depending on the business culture, golf and business do matter.

So, you do not want to be left behind or out of the loop? Do you wonder how all this works? Do you wish to be included and not cringe at the thought of playing in a corporate outing? Do you wish you knew a couple additional tips fore success?

Here are four primary keys fore success on the links:
1. Know the rules and etiquette of the game.
2. Know your manners. Actions speak louder than words.
3. Golf is a little different fore men than women.
4. When is it appropriate to “talk” business?

First Success Key: It is not how well you play but knowing the rules and etiquette that counts! Manners are everything. There are many questions your local LPGA or PGA Professional would willingly teach you in preparation for that important round of golf. Here are a few critical rules to know:

• Go into an event prepared to play and have fun. Arrive at least 15 minutes ahead of your tee time. Learn the common formats used in Corporate Outings, how to pay, where the bag drop is, and who to tip ahead of play. Learn how to drive a golf cart and adhere to general cart rules. Keep the cart at least 30 feet from all greens, stay on the cart path on par 3’s, use the 90 degree rule whenever you can, and only drive when someone is NOT getting ready to hit or in the middle of their swing.

• Know when to pick up. When playing your own ball versus a scramble or captain’s choice format, play the double par rule. A better player will appreciate your respect for the rules and etiquette more than trying to attempt every shot. Conversation is great, however, you should always be ready with your club selection made before it is your turn. As soon as it is your turn, be walking into your pre-shot routine to make your shot.

• On the Green, the furthest one away goes first unless a playing partner says to go ahead to keep up speed of play. Freeze in your tracks no matter where you are when someone addresses the ball and by all means, BE QUIET! Another overlooked, yet important piece of etiquette is to step over or around an opponent’s line from the ball to the hole.

• Business golf should be a social, “get to know you” event, so don’t be competitive. Unless you are playing with peers purposely having a competitive match, enjoy the round and save winning for another day. Be present with those you play with. Turn off the cell phone and treat this round as a meeting. Other business can wait for you later or at the office.

Second Success Key: Golf is a test of character, confidence, patience, and humility. Even the best players on the golf course learn to make lemonade out of lemons. Actions do speak louder than words. Those who ask you to play may not be impressed with your golf swing, but they will be observing your appearance and behavior. Golf by nature tests and reveals the player’s honesty, accountability, reactions to adversity, and ability to perform under pressure.

Count all your shots unless it is clear from the beginning that mulligans or gimmees are allowed. Even then, let your playing partners give you the putt, don’t just take it. If you cheat, your playing partners may believe you would go along with something in business that is unethical.

Learn the appropriate way to play bunkers and hazards. Hazards of life and golf challenge our fortitude and willpower. How creative can you be while maintaining your integrity and watching your language? Know the rules and your options.

Be professional but have fun. Enjoy and compliment your friends and companions at every appropriate opportunity. Instead of dominating the conversation, be a good listener. A beginner should play enough golf to enjoy their round and not wonder at every turn whether s/he was doing it “right” or not.

Third Success Key: Golf is a bit different for men than women. Dress for success. Looking the part is even more important than playing well for women. Appropriate dress for women can either strengthen or weaken your first impression and how you are representing your company. Cleavage and age appropriate attire is an issue these days. If in doubt, ask your golf professional, know what is too much and what is acceptable. Many country clubs require shorts to be a certain length. While men can’t wear crew neck shirts, women can. The January issue of Golf For Women Magazine often has the fashion trends and new looks for the year.

Throw your perfectionist tendencies out the window or leave them at home! Successful business women golfers tend to be assertive without being aggressive. Competition is great, just remember your purpose and reason for playing. Be your true and authentic self. Most men I interviewed said there is nothing a woman can do wrong except try to be a man or someone you are not. They love watching a beautiful swing. Even a respectable swing, knowing the rules, awareness of speed of play, and having fun with your group with moderate results will pay off. Proper “table manners” and remembering to stroke that male ego goes much further than “beating the guys” unless of course, you are a part of a big match and they are counting on you as a team player. In this case, “You go, girl!” “Tee her high and let her fly!” For the beginner golfer, be OK with picking up your ball to keep the speed of play going. Learn how to play double par from your local teaching professional along with golf’s basics.

Fourth Success Key: When is it appropriate to “talk” business? Most customers that play golf are looking for a relaxing time away from the office. If you let them relax and enjoy the golf outing without pressuring them about business, they will appreciate your patience and 9 times out of 10 they will share things that will help your business relationship. Remember, there is always a proper time to discuss business. Best business practices save the big business questions for the 19th hole or follow up the next day at the office by calling for a business appointment. Thank you cards give great lasting impressions as well.

My better players often ask if there is a time to downplay his or her competitive drive when playing with a customer? The following story is a great example of a time to curb that urge:

A friend of mine’s direct boss at a Fortune 500 company was a very competitive player with a 1 handicap (excellent player). He tells this story, “My handicap was around 11 and my boss enjoyed beating me straight up with no strokes. One morning prior to a regional meeting that he was conducting, he invited me to play nine holes with him. We were all tied after seven holes and he started to talk trash on the eighth tee. I proceeded to hit my tee shot to within one foot of the par three and took a one stroke lead going into the ninth hole. We both had a par on the last hole and I won by a stroke. The meeting was scheduled to start in one hour but my boss could not leave the course in defeat. He edged me out by two strokes on that back nine and I walked into the meeting with him 90 minutes late with my peers impatiently waiting for him to start the meeting.”

Focus on the customer. Here is another example:

“My host, a man, played with two women (me and lady from another company). He adjusted handicaps at the turn so that each of us won a side and he made sure he was not the winner. That really taught me something about him as person and business golf!”

Life and business are about having fun while inspiring others around you to have fun. Attitude is everything and it is what you make of it that matters. The camaraderie of becoming friends and learning to trust and get to know people from a shared experience of playing on a level playing field is a wonderful opportunity for all involved. As far as making more time for golf? Ask yourself, what is important to you and your business? Business success and business growth doesn’t always come from the bottom line. While it is measurable, consider how important it is to making a stronger connection to key clientele, sales people, board members or vendors. Golf does mean business!

student comments: "Andrée Martin has a special ability to help golfers of all levels. I have been playing golf for 25 years and my game was in a slump. After three short lessons, Andrée had me hitting solid shots with renewed confidence. I highly recommend Andrée to golfers of all ages and experience levels." Larry Diana President, Advanced Personnel Services