An Insider’s Guide to Business Lunches
By Patricia Belyea / Guest Columnist
Marketing / November - December 2007
Having lunch with a client, usually a marketing director, is one of my favorite business activities. During our one hour together I can learn more about my client personally, glean info about his or her company’s strategic plans and catch up on any ongoing projects. The cost is usually around $50 and it is money well spent forging a stronger relationship with a person who is important to our business.
Seattle is a casual city so there is little pressure to host a perfect business lunch. All the same, I want the experience to be as delightful as possible. Choosing the right restaurant, with excellent food and impeccable service, is the first step.
Often I search for a place that is new to my guest. This adds to the pleasure and memorability of our mealtime meeting. Our lunch should be upbeat, engaging and positive—a reflection of our work relationship.
Dahlia Lounge, a few blocks from my office, is always appreciated with its adventuresome food and cocktail-time lighting. Other favorites are Café Flora for vegetarian fare, Portage Bay for organic food, Vios for a Greek feast and The Met for steaks.
Within 24 hours of our date, I confirm our lunch via email. Although I was born with a lateness gene, I strive to arrive early to our agreed-upon venue to be there to welcome my guest.
Over the years I have learned what is best to eat. Foods like spaghetti or a loaded burger are too messy. Olive oil for dipping bread has a propensity to drip down my front and ruin clothing. I also decline the pepper service as a big flake from an oversized grinder can incite an embarrassing coughing fit.
It is easy to converse with a client over lunch as we truly appreciate one another. This makes the social aspect of our time together fun and meaningful. Business is rarely touched upon until the end of our meal.
Jacqueline Whitmore, a foremost authority of business etiquette and protocol, agrees with discussing business last. She suggests: avoid the common blunder of immediately getting down to business. Focus on the relationship—ask questions that let you learn about one another, swap stories, and listen before moving to business.
Because business is on the agenda, privacy may be a good idea. I like a corner booth where there is the least amount of traffic and little chance of eavesdropping. A restaurant with a medium amount of background noise is useful for covering up a confidential conversation. Uber-quiet and ultra-boisterous spots are not ideal establishments for a business lunch.
Being relaxed is key to a successful interaction, yet today’s client doesn’t tend to get carefree with an alcoholic drink. An exception might be a glass of wine, enjoyed as an accompaniment to the food. (Hard liquor, especially the proverbial three-martini lunch, is now passe.)
To add sparkle to the meal, a bottle of bubbly mineral water served in stemmed glasses is a new standard. Mocktails, made with infusions and juices, are welcomed by some clients. Other non-alcoholic choices are specialty iced teas and berry-studded lemonades.
Coffees and desserts are an agreeable way to end a lunch date. I let my guest take the lead in choosing this final course. If a shared dessert is ordered, I ask the kitchen staff to serve it on two plates.
There is no struggle over the check. I invited my client, so I pay. If the restaurant does not know me, I let the host know beforehand that I will handle the bill. The only time I go Dutch is when my client’s organization has a no-gift policy.
I can’t think of a client who doesn’t appreciate the thoughtfulness and generosity of hospitality. Whether it be breakfast, lunch, a coffee break or dinner, taking time to break bread together adds depth to any working relationship. It’s just good business.
Patricia Belyea is founding principal and Strategic Director of Belyea, a graphic design firm specializing in branding and marketing programs. She can be reached at Booth 64 at Dahlia Lounge or patricia@belyea.com.