Business Building Magazine

Linking Golf to Your Business Success

By Will D. Rhame & Jane Hedges McKinnon
Published: February / March 2008

As businesspeople we gamble on many aspects of our daily business activities: the ebb and flow of the market, inventory issues, sales strategies and much more. On a theoretic basis this type of gambling is considered strategic planning by most, and therefore completely acceptable in all segments of our society. But what about betting for money or a prize when playing golf for the first time with a client or prospect?

Try not to play the miracle shot. If you have just hit a bad shot, chances are unless you are a professional, you are not going to follow it up with the best shot of your life. Look at the numbers and find the easiest shot possible. Get that confidence back.

There is a great divide among people’s opinions when it comes to betting during a round of business golf. Many people feel convinced that you should never bet when playing golf with a customer or potential client, while others insist that a little wager helps get those competitive juices flowing. It’s a complicated issue that touches morality, ethics and personal judgments.

Betting by its nature has a powerful impact on those who do it. It can even become addictive and anything addictive can be destructive. However, betting can also be beneficial under certain conditions.

Actually, betting can help nurture a relationship, especially in a round of business golf. The key is how you set it up and for what you gamble. In a round of business golf the objective is to develop a bond and rapport with your guest, and that has little to do with winning a bet, but it has a lot to do with the structure of the bet.

More consistent putts come from a swing that maintains the direction of the clubface through the ball. Practice doing the backswing with the front arm then switching to the rear arm for the downswing. Eventually you will be able to practice hitting the ball this way and it will also help with distance control.

First, we need to understand that betting does not always have to involve money. You can bet for a round of drinks, lunch or any number of things. However, if betting for money is appropriate, then only bet for an insignificant amount ($5 or less per nine holes). The magic behind betting in a round of business golf is the structure and the psychological impact it creates.

Assume you have invited someone with whom you want to develop a relationship (your primary guest), and two other golfers to create a foursome. Naturally, you will be sure to pair with your primary guest. Depending on everyone’s handicaps, you might structure a 2-person team best ball. Assume you bet for a round of drinks the first nine holes, and $5 for the second nine holes. It’s safe, simple and non-threatening.

To ensure consistent chip shots, make sure that the hands and wrists are quiet through the movement. Most chip shots can be played with one or two clubs and changing the position of the ball will more likely give you the shot you are seeking.

Now you have created an atmosphere that is psychologically powerful in helping develop a strong bond between you and your primary guest. Together, you are helping each other try to place each shot and win each hole. Because the bet is insignificant there is no real pressure and it becomes a source of communication, strategy, and in business golf, humor.

People with opposite personality styles can benefit from a betting structure because it gives them a better opportunity to bond. In fact, what is the one word you and your guest are saying to each other after the first few of holes? That’s right….Partner! After the round is over you now have another subject to talk about, and that helps build camaraderie.

Play the numbers game. On the tee box or closer to the green on a par 5, play the club that will allow you to use your favorite club into the target.

It’s important to be sure that the other two golfers you invite have handicaps similar to yours and your primary guest. If your guest has a high handicap, then be sure that one of the other golfers has a high handicap too. It can be very intimidating to a high handicap golfer if he or she is surrounded by low handicap golfers. What was supposed to be fun, relaxing, and enjoyable for your primary guest turns out to be stressful and potentially humiliating.

Finally, it’s important to keep our competitive spirit in check. Relax and enjoy the round. Because in a round of business golf, the only thing you really want to win is a personal friendship.

Will D. Rhame is the author of the book Business Golf, The art of building relationships through golf . Jane Hedges McKinnon is former mini-tour professional, teaching executives how to play the perfect round of business golf. For information regarding corporate training seminars call 813-404-9316 or email willrhame@thevoyagers.net