Hosting the Business Lunch

It’s true. Deals are often won or lost based not on what you know but rather on how you handle yourself at lunch. People want to work with people they believe in; people who are like them and sometimes people they just like. So, if you can’t navigate your way through the meal, how can you focus on impressing your potential client. Follow these luncheon guidelines to ensure the meal goes smoothly, you are the perfect host and you are their pick.

Where should you meet for lunch? Offer your guest a choice of two restaurants. One should be close to his or her work and the other should be in an area that would provide a brief respite from the daily grind; perhaps a restaurant in a newly renovated area of the city, one that looks over the water, or is located in a building that has a great view. Be sure however, to know the layout of any restaurant you suggest so you know what to expect. Arrive at the restaurant about 10 to 15 minutes early as you don’t want your guest to have to wait for you.

Who sits where? Be sure to give your guest the best seat which I believe is whichever seat the guest chooses. However, if you are meeting with two people you will want to maneuver them, if possible, to seats beside each other rather than across the table. This position allows you to comfortably talk with both and will avoid the tennis-match motion of moving your head from side to side.

When it’s time to order, give your guest menu clues; you might begin by saying "the swordfish sandwich is great here, and make sure to save room for dessert.” When the waiter arrives to take the order your guest can feel comfortable ordering first. Your order should be similar to your guest's order. But remember, what you recommend and what you order – even the type of restaurant you choose for lunch – sends a message to your client as to the way in which you will handle their business.

When the food arrives, as the host you should begin eating first. Take the first bite, then stop eating long enough to hold a brief, interesting monologue; just long enough for your guest to take a few bites of food. Then engage your guest in conversation. You will find that your guest will be better able to engage once he or she has satisfied initial hunger pangs.

Who pays? As the host, you always pay the bill. If you have conducted the meal as a proper host and if the waiter is savvy, he or she will know to give the bill to you. If your guest asks to pay all or part of the bill, tell them “thank you for your offer, but you are a guest of ABC Company today”.

What do you talk about? As for conversation during the meal, weave it artfully in and around the details of food. Be prepared with items of conversational interest secured from the morning’s newspaper, TV, the internet, radio or weekly news magazines. How you do it is up to you, but be prepared with items of conversational interest; items that are appropriate and of interest to your guest.

The decision of if and when to talk business at a business lunch is one you will need to determine based on several factors. Consider why you are meeting; is it to establish relationship, talk business or both? Who begins the business part of the conversation? What exactly constitutes the business piece of the conversation? It can be murky at best and you will need to use your best judgment.

Use these five-steps to weave business conversation into the lunch.

1. Hold polite, non-business conversation until your orders have been taken.

2. After the order has been taken, you can turn to business, keeping it introductory.

3. When your food arrives, cease business conversation and engage your guest in polite conversation.

4. After the waiter has removed your plates you can return to business. This is where it might get heavy, and if you need to discuss next steps, do so with your guest prior to leaving the table.

5. When you get up from the table, walk to the door with your guest while engaged in upbeat, non-business conversation..

Follow these guidelines to be a good host. Create an environment conducive to the business of the day, whether you strive to establish relationship or conduct business.

People want to work with people they like and there is no better way for a customer to know if he or she will enjoy working with you than through the business lunch.