Everyone knows that a lot of business actually gets done on the course. In fact, there’s one Kitsap banker who shall remained unnamed — whose clients all know they can forget about catching him on Wednesday afternoons because he’s out on the links — doing ahhh... “business development.” This banker actually negotiated playing golf and the cost of doing so as part of his employment package as a condition of joining the bank.

So, when is a good — and bad time to approach business on the course? Bill Storer, is the owner and president of a Basking Ridge, New Jersey company called Business Golf Strategies. His company offers seminars to help managers and salespeople use golf as a business tool. His seminars also cover the basic rules and etiquette of the game.

“If used properly, there is no better, more cost-effective method of client entertainment,” says Storer. “After all, where else can you have what amounts to a six-hour sales call in such a pleasant environment?”

However, a successful business meeting on the course requires more than knowing how to play a reasonably good game of golf. Storer says that two of the biggest mistakes made on the golf course are not having an objective for the day and paying more attention to your golf game than to the client. “You’re there for the customer,” Storer says. “If you’re having a bad day on the golf course, that’s OK as long as the customer is having a great time.”

Storer reports that another major faux pas is using a cell phone — and especially taking calls from the office, or even worse — other clients — while on the links. Storer suggests that you either leave it in your car or keep it turned off in your bag. If you do bring it, reserve it for the customer’s use only.

Storer suggests the following strategies for a successful golf course meeting:

DO
• Offer to drive the cart
• Offer to keep score
• Compliment the other player
• Pay for any expenses
• Know the rules of the game

DON'T
• Swear out loud
• Drink alcohol on the course
• Coach the client
• Throw your golf clubs

Business Golf Strategies offers seminars for corporations, and Storer is in the process of preparing a workbook and tape series for individuals, which will be available later this year. You can find more information about the company and its programs at www.businessgolfstrategies.com.