The Business Dinner
I have seen to many bright young men and women crash and burn at these dinners. Do not be another.
You have been asked to attend dinner with a client for the first time. Yes, it will mean getting home late and tired but you still have to get up early the next morning. There is much to be gained here and also much to be lost. Especially the later if you are unprepared. I have seen to many bright young men and women crash and burn at these dinners. Do not be another.
You have previously attended the Planning Session. A while a strong understanding of the business proposition in play will be essential, you must also exhibit social grace and business etiquette. Fail in the later and your future will stagnate, if not collapse entirely. This dinner is primarily a bonding ritual and it is unlikely that a final “deal” will be cut at this table.
• Dress well:
o Shined Shoes
o Crisp suit, color dark (ladies – dark colors, heels, nothing low cut. You are not on a date and do not apply makeup at the table)
o Power tie – bold, bright diagonal to contrast the suit. And learn to tie a Windsor Knot
o And don’t you dare loosen that tie• The Restaurant
o Be on time
o Turn off your cell phoneo Shake hands with all client members, women included. Handclasp must be firm and brief. Do not give anyone a “dead fish” i.e., a soft flabby hand
o Allow your senior member to lead everyone to the table, unless you were asked to make the reservation
o Be sure to have a pen and paper on your person• Table talk
o Business will not be discussed first. This is the ‘glad you could make it tonight’ phase – ‘we were looking forward to meeting with you folks in a more relaxed setting’, etc., etc.
o Know the basics of your local sports teams (ladies too I’m afraid)
o Know as much as possible about the clients company and recent activities
o Do not flirt with members of the opposite sex under any circumstance
o Be prepared to talk about your family if necessary
o Laugh at the clients jokes and do not tell any of your own (it is safer)
• Ordering
o Alcohol – only if your senior member has a drink and then only one no matter how much others drink
o Pass the wine list unless you know what you are doing and have been asked to order for the table.
o Choose simple selections from the menu. Avoid the ribs, the soup and the lobster bib at all costs. Keep it simple, salad and entree only. You must be able to talk freely.o Offer the client members to order first
o Alcohol – only if your senior member has a drink and then only one no mater how much others drink
o Be prepared to pick up the check if your senior member asks you to. He or she will approve the expense back in the office and you will be reimbursed.
o Be courteous to all wait staff• Business talk
o It will come up eventually, probably it will be brief – 15 to 20 minutes
o This is not the time for excessive detail unless asked. Allow your senior member to lead and support his or her proposals
o Nothing negative is spoken of in this setting i.e., I am sure we will be able to meet your expectations, etc., etc. Stumbling blocks can be discussed in the office
o Be prepared to jot down any specific questions the client has that can not be answered at the table and give a time frame when you will have the answer
o When the business conversation stops, you stop• When the dinner is concluded be prepared to chat out in the street with the client if
necessaryo You leave when the client leaves, not before
o Again the firm handshakes are applied to all clients and the “it was really nice to get together with you tonight” stuff
o Reconfirm any future meetings or calls that were agreed at the tableGet home and get as much sleep as possible but – you must arrive on time tomorrow no matter what. Good luck, I hope you land the deal!
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1 Comment
Ahhhh, business dinners…lol