Your best suit was pressed, the meal went off without a hitch, and you thought your professionalism and top-notch product sealed the deal.
They didn’t.
When 40 percent of all deals today are made over a meal, avoid gaffes that might give a client reason not to do business with you, says Jacqueline Whitmore, a consultant and author of “Business Class: Etiquette Essentials for Success at Work.”
“Whenever we make a mistake such as talking with a mouthful of food, ordering the wrong kinds of foods, or holding our fork like a shovel, we ruin a relationship and diminish our personal brand,” Whitmore says. “You can have someone who looks great, be very well educated and have a great résumé. But if they have the manners of a barbarian, the client will lose faith in that person’s ability to put their best interests at heart.”
Are your power-lunch skills rusty? The Style section offers you practical tips from business etiquette experts and area executives to help you win precious brownie points.
A potentially successful business lunch can go south quickly because of poor etiquette. Brush up on your power-lunching skills by taking this quiz:
1. When hosting a client, should you go to your favorite place, or to somewhere new if you discover your client is more adventurous?
2. Just before lunch, you hear your married boss is having an affair with the secretary. Your client seems genuinely chatty. Do you share this bit of gossip?
3. The waiter at Morton’s asks if you would like to have a glass of pinot noir or a martini. Should you?
4. You’re hungry and The Capital Grille is your favorite haunt. Should you order the most expensive entree or the cheapest?
5. Yum! That baby back rib “special of the day” suits your craving just fine. Should you order it?
6. Lunch is more complicated than you thought. Flustered by the table setting, you can’t figure out which bread plate is yours. Is your water on the right or the left?
7. A waiter slips and cream of broccoli soup lands in your lap, while a glass of iced tea smacks you in the head. How do you respond?
8. A rapport emerges between you and your client. Then your phone rings. Do you answer? What should you do if your client’s phone rings?
9. The waiter asks if you and your client want crème brûlée, chocolate mousse or sticky toffee pudding for dessert. Your client declines, but should you?
10. Lunch is over; the bill is placed on the table. Who should pay for the meal and how?
QUIZ ANSWERS
1. In general, if you are initiating the lunch, you are responsible for choosing the restaurant. So select one you are familiar with so you can know the quality of food, service and how much you’ll likely spend. But if you find out your client has been dying to try that new Thai place, take him there. It will impress him that you cared enough to do some homework.
2. Never gossip. Even if the client brings up some juicy tidbit, steer the conversation in a different direction.
3. The host should take their drinking cues from her client. Ask the client, “Would you like a beverage? Soda, wine, water?” If the guest doesn’t drink, then you probably shouldn’t either. But if both of you have a drink, do so moderately. Getting drunk is a definite deal-breaker.
4. Order the middle-of-the road entree.
5. Opt for a more manageable dish that’s easy to cut and get into your mouth, and won’t end up all over your shirt. Steak, fish and a salad are safe choices. Stay away from foods such as lobster, crab legs, ribs, chocolate fondue and noodles with red sauce.
6. The bread plate on your left and the water on your right is yours. When in doubt about which utensil to use with which course, work from the outside of the place setting inward. Familiarize yourself with a standard table setting, but also learn how to use additional accoutrements such as fish knives and finger bowls.
7. Remain calm. Being inconsiderate, surly or arrogant to wait staff will make the client wonder if you will display the same attitude while working with her. Be polite, excuse yourself, clean up in the bathroom and return with a smile. Your client will be impressed by your ability to handle glitches gracefully.
8. If you forget to turn the cellphone off before lunch and it rings, apologize and then turn it off. Don’t try to pretend it’s somebody else’s phone ringing. If your client’s phone rings, let him talk. You may even choose to get up and go to the bathroom to give your client more privacy.
9. If your guest orders a salad, appetizer or dessert, you should do the same. You never want to have your guest eat alone. Many people feel uncomfortable when they are eating and being watched.
10. If you asked your client out to lunch, you pay for it. That means the coat check and the valet parking tips are on you as well. Arrive early, introduce yourself to the maitre d’ and provide your credit card prior to seating so that the handling of the check will be seamless. It’s just another way to let the client know you have it all together.
– Sheba R. Wheeler and Kristen Browning-Blas
