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As
host, you are
one who decides when to start discussing business. That will depend on a number of factors such as
time of day and how well you know your clients. At breakfast, time is short so get down to business quickly. At lunch, wait until you have ordered so you won't be interrupted. Dinner,
more social occasion, is a time for rapport building. Limit
business talk and do it after
main course is completed.
When you know your clients well, you have more of a basis for small talk. However, because you have established a business friendship, you can eliminate some of
chitchat when time is an issue. When you don't know your clients well, spend more time getting acquainted before launching your shoptalk.
Sometimes you simply need to use your own judgment about when to get down to business, realizing that if you wait too long, your clients may start to wonder why they were invited. If you begin too early in
meal, your guests might suspect that you are more interested in their money than you are in them.
Keep an eye on
time, but don't let your guests see you checking your watch. Breakfast should typically last an hour; lunch an hour and a half. Wrap up your business dinner in two to three hours, no more.
Handle any disasters with grace. With all your attention to detail, things can still go wrong. The food may not be up to your standards,
waiter might be rude or
people at
next table boisterous and out of control. Whatever happens, make sure you are not
one to lose control. Excuse yourself to discuss any problems with
staff. Your guests will feel uncomfortable if you complain in front of or to them.
Limit
amount of alcohol you drink at
business meal. The three Martini lunch is mostly a thing of
past. However, cocktails and wine are still part of
business dinner. Since alcohol can have
same effect as truth serum, keep your consumption to one or two glasses. When guests are drinking liberally and you sense trouble, excuse yourself and discreetly ask
server to hold back on refilling
wine glasses or offering another cocktail.
Your conduct over
meal will determine your professional success. If you pay attention to
details and make every effort to see that your clients have a pleasant experience, they will assume that you will handle their business
same way. Before long you could have them eating out of your hand.
(c) 2005, Lydia Ramsey. All rights in all media reserved.

Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author of MANNERS THAT SELL - ADDING THE POLISH THAT BUILDS PROFITS. She has been quoted or featured in The New York Times, Investors' Business Daily, Entrepreneur, Inc., Real Simple and Woman's Day. For more information about her programs, products and services, e-mail her at lydia@mannersthatsell.com or visit her web site http://www.mannersthatsell.com