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 Q How can I
eat, drink and close a business deal over lunch?
A Business lunches can easily become no more than a social event unless you have a
clear focus about what you want to achieve. Here are six tips to consider:
Outline your objectives. Know what you want to achieve during the lunch. Be prepared with
a list of key points you want to cover in your discussion.
Set boundaries around the length of time of the lunch appointment. A 90-minute lunch will
give you sufficient time to eat, drink and close the deal.
Curb small talk. Take care of the small talk at the beginning of the lunch. While small
talk is important, be sure to limit the amount of time spent soas not to short change yourself when you get
down to business.
Take notes. Let your client know you will be taking notes to avoid missing important facts.
This reduces unnecessaryfollow-up contact for informationthat was already provided.
Order wisely. Choose a meal that allows you to take notes easily without worrying about
spilling sauces or leaving greasy fingerprints on your notebook
Remember food etiquette. Avoid asking questions as the other person is putting food into
his or her mouth. Pace your questions and your client’s responses to ensure everyone is able to enjoy the
meal without feeling rushed or having to speak with a full mouth.
Margaret Miller is a certified executive coach and president of TERAGRAM Coaching & Consulting
Group (www.teragram.ca), in Hamilton, Ont.
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