For those of you that golf, you probably already understand how wonderful this sport is for building relationships. How often do you get to spend 4 to 5 hours with someone and really get to know them on a personal level. Golf can definitely reveal a lot about someone's personality that you may not see in a business setting. Does this person get extremely upset? Does this person throw clubs? Does this person have a hard time dealing with frustration? Whatever the question, you will get to know people in a different way.
In fact, a lot of business gets done as a result of a golf game. Many corporations have an entertainment allowance for their sales people so they can take them out golfing. Golf is the ultimate business sport.
Harvey Mackay's recent column, When it comes to business, get in the game of golf, discusses this phenomenon in greater detail. According to Mackay, "an estimated $28 billion in annual sales (in the U.S.) is attributed to contracts and relationships initiated on the golf course. That's why more than 20 million rounds of business golf will be played this year."
That is amazing! If you are not a golfer, then I encourage you to think about picking up the game. Not only is it great for building relationships, but also it can be fun too. I have been playing golf my entire life. Of course, it can be very frustrating when you are not playing well.
Has golf been a good business tool for you?
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I was discussing this very subject with a business contact on Friday afternoon....over a round of golf!
I agree that golf is a fantastic opportunity to deepen existing relationships, and to get to really know each other's personalities better.
Some view corporate golf days, however, as a great opportunity to make new business contacts. In my experience, this hasn't been the case. When you meet someone new on the golf course, it's often seen as 'bad form' to talk shop. Most business discussion takes place at the 19th hole, and that's better done in small groups rather than at a large golf day.
Either way, with the English summer, you need an umbrella!
Posted by: Andy Lopata | July 20, 2008 at 08:27 AM
Jason: Have fun on the links! We've chatted a bit how my own golf timeline has intense spikes separated by long gaps. As with any other professional networking, need to think how the commitment may translate to your desired business ends. This build-up goes to my own current conclusion that other networking is a better use of my time than golfing in Chicagoland, simply by considering the innovative technology people that are most of my current target clients. Of course, I'm game if a prospect or client would show an interest!
Posted by: Bob Brill | July 20, 2008 at 05:12 PM
Andy, you are correct. I couldn't agree with you more. Business should not be talked on the course. It is a great time to get to know people so you can follow-up with them afterwards. Relationships and sales take time so leverage golf as an opportunity to get to know people better.
Posted by: Jason | July 20, 2008 at 09:00 PM
Bob, thanks for sharing your thoughts on this post. You are correct that you need to focus your efforts on networking activities that work for you. For me, golf has been a great opportunity for me to get to know people better.
Posted by: Jason | July 20, 2008 at 09:02 PM