Play golf and tennis to build business relationships

The famous American business-management consultant Peter Drucker once said, “More business decisions occur over lunch and dinner than at any other time, yet no MBA courses are given on the subject.”

This statement is probably as true today as it was decades ago. The advent of social media means that we spend much of our time networking digitally on our smart phones or tablets. But it’s nice to get out of the office once in a while and network in person. As we seek balance in our lives, it’s also important to remain physically fit, and what better way to do this than by playing golf or tennis while networking and having fun while doing it.

Although networking possibilities exist in other sports, golf and tennis are lifelong activities and ones that women do just as well as men.

Paige Arnof-Fenn, founder and CEO of the Mavens & Moguls marketing consulting firm, says tennis and golf are great ways to learn about people, including their:

• Ethics — do they cheat or lie? Exaggerate? You learn a lot about character through sports.

• Humor — do they take themselves too seriously? Are they able to keep it light even when having a bad day?

• Resilience — can they bounce back after a bad round?

• Teamwork & sportsmanship — are they fun to hang out with for hours?

• Small talk — does it make them uncomfortable or are they good at it?

• Manners — do they have any? Your mom is right — they matter.

Pick up the phone right now and invite a key partner, vendor, employee or even a competitor to play a round of golf or tennis. Remember not to take the game too seriously. You’re not a pro, there is no prize money, no standings to worry about, and The Masters and Wimbledon are still months away. The important thing is to connect with your guests in a meaningful way.

If you want to build strong business relationships, play golf or tennis. Both games offer a great way to socialize, to meet new people and solidify existing relationships.

Golf provides plenty of time to talk between shots, especially if you are riding in a golf cart. Don’t lose your temper and do play an honest game. Golf involves strategy, tactics, technology and a keen ability to focus. The handicap system allows mediocre players to play with good ones. The game doesn’t have to be competitive; you don’t even have to keep score. It doesn’t matter who drives the cart, just don’t wreck.

“Golf is an excellent test of character,” said Zack Bates CEO of Private Club Marketing, a firm that promotes private members' clubs. "Business is more than a transaction; it's about building relationships with people and to do that you need to know more about them.

"Golf rewards players who remain calm, cool and collected under pressure and think strategically to overcome challenges. Values all too similar in business," Bates said. "According to the PGA of America, over 50 percent of business professionals see golf as a perfect networking opportunity. Seventeen percent of executives who tee it up earn more than those who don’t. And of Fortune 500 CEOs, an estimated 90 percent play golf.”

Tennis will provide a better workout, more movement and can be played in an hour or two versus a four-hour commitment for 18 holes of golf. Sir Richard Branson, founder of the Virgin Group, is an avid tennis player who treats each point separately. He has said he believes that discipline and determination to compete are similar to what an entrepreneur experiences in business.

A tennis stadium, when play is at the highest level, is after all the modern-day equivalent of a coliseum with the players its gladiators, although there are no lions eating the losers.

In doubles, you get to play with a partner, and you must accept his or her abilities as part of your team. Your partner wants to win as much as you do. Any mistakes are just that, so don’t get angry. Be supportive and congratulate your partner and your opponents when they make good shots. Be happy you are outside in wonderful weather having fun.

If you are a good player, you will vary tactics based on your opponents' weaknesses. Your long-term goal is to win the match but the more important goal is to connect with the other players. In both tennis and golf, the players are the referees, so it’s up to you to make good line calls. Don’t argue with your opponents, it’s their call. Tennis is an honorable sport and the code for playing emphasizes this point.

A great way to build strong relationships is to attend various community golf outings and play in the scrambles. Attend the luncheons, dinners and awards ceremonies. Do play the 19th hole and enjoy a beer, burger and socializing.

Golf and tennis provide an authentic way to get to know your peers and to develop and reinforce business relationships. People want to do business with those they know, like and trust. What better way is there to accomplish that than by playing a sport?

Dennis Zink is a volunteer, certified mentor and chapter chairman of Manasota SCORE. He is the creator and host of Been There, Done That! with Dennis Zink, a nationally syndicated business podcast series. He facilitates a CEO roundtable for the Manatee Chamber of Commerce, created a MeetUp group, Success Strategies for Business Owners and is a business consultant. Email him at centreofinfluence@gmail.com.