Business Relations. How to form and maintain long lasting. relationships in the business world.

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Myra McKinney
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1 Business Relations How to form and maintain long lasting relationships in the business world.

2 Why do we do it? To improve your business Better projects/products To form friendships Do you want a work associate as a friend? Can you separate work and personal life? To become a trusted advisor You want the client to ask you first.

3 Ask yourself this Is it easy to develop a friendship while sitting at a business meeting?

4 How do we do it? Do you have a business associate who likes to do the same thing as you or wants to try something new? What do you like to do? Dine, golf, ride bikes, play cards, social media, etc. Invite the associate to the function or event. You must follow some basic rules

5 Basic Rules You must adhere to the Ethics of your Profession. NSPE, AIA, etc Sarbanes Oxley Individual company or licensure board Simply stated: Ethics is knowing right from wrong, and choosing right - even when faced with difficult circumstances

6 Basic Rules If you invite the client, you are expected to pick up the tab. Be careful of client rules regarding gifts, procurement laws, etc. If the client invites you, you should offer to pick up the tab. Be on time; in fact, be early. Be considerate; use manners; know the etiquette of the situation. Above all else, have fun. If you don t, the other person won t have fun either. Be careful when putting associates together or exposing too much about yourself

7 What you should/shouldn t pay for You should pay for dinner, golf, tickets to events, etc, Client may offer to buy. Accept graciously What not to pay for

8 Dining

9 Know (or ask) the associates preference for restaurants What does the person like to eat? Does he/she like casual or elegant meals? Does anyone have dining restrictions? Vegetarian, vegan, seafood, allergies If all else fails, make multiple reservations and make a final decision prior to dining. (Don t forget to cancel unused reservations.)

10 Where to dine? Use recommendations from friends or clients. Use restaurants that you know are reputable. Use guides like Zagats, Fodor s, Mobil, AAA, or Michelin. Don t be adventurous unless you know the client is willing to do so.

11 What you need to do Plan ahead Be there early, look over table, wine list Meet with restaurant staff Discuss/review plan for dinner with coworkers Introduce all attendees before sitting Pre-determine who sits where a mistake here could waste the entire night

12 Manners You should wipe your spoon before passing it to a neighbor. Do not blow your nose with the same hand that you use to hold the meat. -- Erasmus, Dutch humanist and author of the first modern book of manners in 1526.

13 Basic rules of dining Which is my water, bread plate, napkin? Napkin The place setting No oars No elbows When to start Bread and rolls are broken off into bite-size pieces Dishes are passed from left to right Salt and pepper are always passed together Hold a stemmed glass by the stem It s spelled seafood, not see food, for a reason. The table is not the powder room. The finish

14 Place setting Formal Dinner Place Setting 1. Napkin 2. Fish Fork 3. Main Course Fork 4. Salad Fork 5. Soup Bowl and Plate 6. Dinner Plate 7. Dinner Knife 8. Fish Knife 9. Soup Spoon 10. Bread and Butter Plate 11. Butter Knife 12. Desert silverware 13. Water Glass 14. Red Wine Glass 15. White Wine Glass

15 What to drink? Allow the clients to order their own drinks. Remember - some clients may not drink alcohol. Ask if the table would like a preferred beverage? Tap water, sparkling water, mineral water? Wine (sparkling, still, dessert)

16 How to order wine Individual wine knowledge. Ask the server for a recommendation. Rely on the Wine Steward or Sommelier. Allow client to select wine. Be careful of this method. Invite Jeff as a guest.

17 What do you do when the wine shows up? The bottle will be presented Make sure it is what you ordered You will be presented the cork You can feel it to make sure it is wet, but don t smell it. It smells like a wet cork. The server will pour you a small bit - smell it, swirl it, smell it again, and taste it. Remember you can send the wine back if it is bad. If you don t like it, it s still yours so choose wisely.

18 Okay, so you think you are safe. Here are some things that can still wreck the night and your new friendship Bring up a really hot political topic, or boast about how much you like Hillary. Discuss religion Tell your client that his/her spouse looks really hot tonight Drink way too much

19 Remember. You are representing yourself and your employer You are forming a new friendship.have fun If your business associate didn t like you, they would not be there Be ethical

Talk about food 1. = I m getting accustomed to the food here.

Talk about food 1. = I m getting accustomed to the food here. (No.16-1) Talk about food 1 1. What kind of food do you like? = What s your favorite kind of food? 2. I like Chinese food best. = I like Chinese cuisines. 3. I eat any kind of food. = Any food will do.