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20 Answers: How much business do you conduct on the golf course?

We asked 20 Las Vegas professionals, "How much business do you conduct on the golf course?"

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“I play golf as much as possible, although you wouldn’t know it by looking at my game.”

Adam Sperling, tournament director, Justin Timberlake Shriners Hospitals for Children Open

“I use the golf course more for strategic–planning meetings than anything else. It’s a great opportunity to get three or four hours of dedicated time in on a particular subject.”

Steve Flynn, partner, Langdon Flynn Communications

“In our line of work, most of our customers don’t have time to play golf. Our golf outings center around community events for various charities. It’s a great way to give back to the community, and it gives our employees a chance to get out and have fun for the day.”

Greg Schenkel, food service sales manager, Meadow Gold Dairies Las Vegas

“Not as much as I would like to. I use golf to get away from the office with partners and clients as an opportunity to build camaraderie with them.”

Mark Haley, president, Smart City Networks

“Business is all about relationships. Golf provides the opportunity to spend time with people, one-on-one, and to discuss life. It’s a way to build lifelong friendships.”

Renee Hale, president/CEO, Always Creative

“I seldom conduct business on the golf course, but I’ve found that golf is a great instrument for determining whether you want to do business with a person.”

Bob Faiss, chairman, gaming & regulatory law department, Lionel Sawyer and Collins

“By incorporating golf outings into many of the meetings packages at Ravella at Lake Las Vegas, business professionals are easily able to take their work out on the course for a change of pace.”

Cherylanne Thomas, director of sales and marketing, Ravella at Lake Las Vegas

“20 percent.”

Doug Sipe, pro shop assistant, Desert Pines Golf Course

“I don’t technically do any business on the golf course.”

Kyle Helms, tournament director, JMA’s Troops First Foundation

“A lot. It’s a great way to judge someone’s character and to build relationships. A lot of my business, right now, is building relationships for our program.

Business Golf 101 | www.moderndcbusiness.com

Practically everyone at the management or partner level and, depending on the industry, others in the company have the opportunity to play golf for business even if it’s only in a charity tournament once or twice a year.For others, golf is a staple in their business development cupboard where the goal is to get clients, investors and others out on the links on a regular basis. At whatever level you play, your success at developing business on the course has less to do with your skill as a golfer than with how you approach the game.

A round of golf is one of the best ways to develop or improve a business relationship.For the four to five hours of a typical round, you and your partner and the others in your foursome are sharing a common interest and the game automatically gives you something to talk about. Because golf is one of the most frustrating games on the planet, with highs and lows alternating on an almost a minute by minute basis, the game can also provide insights into a person’s character, honesty and approach to life. Conversely, a round of golf also gives you an opportunity to shoot yourself quite accurately in the foot and make sure that you never do business with that person again. The purpose of this article is to provide advice on how to use golf as a way to create business while avoiding the pitfalls that can lead to an undesired outcome.

Golf is a game of rules and honesty. The United States Golf Association (USGA) has a rule for every situation. A gopher grabs your ball and runs into the woods, there’s a rule. Your ball lands in a pit of rattlesnakes, there’s a rule. A meteor strikes the earth while you’re in the middle of your backswing, there’s a rule. The point here is that how you follow the rules says a lot about your character and is one of the things that your playing partners will be watching. Ok, the average hacker doesn’t adhere to the rules with the religiousness of the professional tour or even most tournament play. This is, in part, because the rules of golf are very complicated.

Some of the rules verge on silliness and strict adherence will slow down play. What is important is to gauge the degree to which the people you’re playing with are going to bend the rules before you start the round. For example, a couple of the groups that I play with have a leaf rule for fall play, i.e., if there are a lot of leaves around, its very easy for a ball that would normally be easy to find to roll under some leaves and be lost. In that case, one of the other golfers can let you have the “leaf rule” so you can put a new ball into play without penalty.

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