As we all know, there is a lot of business done on the golf course. How many times have you had a client, or been the client on the course? If your job requires (or allows) you to entertain possible clients, or to build your relationships with current clients on the course, you’ll want to read this page.

I had the privilege to interview Scot Duke of Innovative Business Golf Solutions. All of the Innovative Business Golf Solutions publications, seminars, golf schools and services use a no-nonsense simple approach of showing golfers, and non-golfers, how golf can improve your business’ image and employee’s moral which ultimately improves the bottomline.

Mike:
Scot, you mention in your book, How To Play Business Golf, that there is a difference in playing golf with a client and playing business golf. What is the difference?

Scot:
Mike, the biggest mistake business people make when they go to take a client, potential customer, employee or vendor out for a round of golf is they try to make the golf part a six hour sales pitch. When you play business golf the business is purposefully separated from the golf.

There is a time for golf and a time for the sale. The golf part of business golf is about getting to know the golfer or golfers you are playing. Plus it also provides a window into who you are and the values you hold towards the game.

How someone acts on the golf courses is more than likely how they will act in business. So there is much more to playing business golf than just casually asking a business associate to go play golf and then pounding them upon the head for 18 holes to buying your product or service.

Mike:
What are some of the major Do’s and Don’ts?

Scot:
I get asked this question more than others so I am taking it there are a lot of people either want to use golf as a business tool or have tried it without success. To answer your question the major thing a person needs to DO is be honest at all cost.

Show the up most respect to your guest at all times. Be yourself and do show your guest your best side. Too many times this is a person’s intention, but the pressure to make a sale will usually push the host to become someone who only is interested in making a sale.

Do not use a Cellphone, blackberry, blackjack, wireless PDA or any thing that takes your attention away from the business at hand. Do not smoke cigars and if you smoke cigarettes do it discreetly…even if the guest is smoking… Hold back on the alcohol.

Remember this is business golf. Also keep in mind golf is a game and not a life and death situation. So keep the emotions in check and do not loose your temper. It is good to show some disappointment, you are human, but if you tend to throw or break clubs you are not displaying a very sound character to your guest.

These things are very unpopular and tough for most business people to do. However, they are the main reasons why golf is not working for most people who try it. Oh, there are some exceptions, but they are very rare. I found during my two year study that these are the root causes of failed business deals when golf was used.

Mike:
Where is the best place to play business golf?

Scot:
Country Clubs. Or golf resorts. A potential client is not going to be interested in playing a golf course he can play anytime. Private country clubs offer all of the amenities needed to allow a business person to show a professional image.

Again, business people need to remember that image is very important to winning over a new client. Nobody is going to want to do business with someone who does not look or act professional. Where you play business golf is part of that important first impression.

Mike:
There is a lot written on the subject and a few other people who are talking about using golf as a business tool. What sets your method a part from others?

Scot:
The concept of using golf as a business tool is not unique and has been going on since golf started. So, naturally there have been a number of people who have talked about golf and business. I also write and talk about golf and business. However, what makes my approach different is I show you how to do it. I have developed a five step process that gives you an 85% better chance of achieving what you set out to accomplish. I have not seen anyone else offer a step by step method like I have developed. This method is offered in my seminar/workshops.

Mike:
Thanks for the opportunity to visit with you. If someone wanted to learn more about business golf where would they go?

Scot:
Thanks for letting me tell your viewers about business golf.

My web-site is a good place to start. Innovative Business Golf Solutions . Viewers should be able to read all I have to say on business golf and other subjects. My contact information is there and most importantly they can purchase my book, How To Play Business Golf.

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