When a lunch is not really just a lunch<\/p>\n
By Yohana Susanto<\/p>\n
JAKARTA (JP): Our office complex during lunch hour often
\nreminds me of a bee colony.<\/p>\n
The queen bees and drones are probably those privileged few
\nrelaxing in the open terrace cafe or getting hair treatment in
\nthe beauty salon.<\/p>\n
But it is the thousands of worker bees that catches my eyes
\nand my respect.<\/p>\n
These restless producers are buzzing around with fierce
\ndetermination to yield only the best.<\/p>\n
How many of us really have the time to relax during lunch
\nhour?<\/p>\n
Many will agree that the lunch hour has become one of the most
\nfavorite times to do business.<\/p>\n
Business luncheon, followed by business dinner or power
\nbreakfast and high tea are probably the most sought after
\nappointments, as these are the most common forms of business
\nentertainment.<\/p>\n
Nowadays, combining business with social activities are highly
\ndesirable. Socializing with business associates offer a great
\nopportunity to talk in a more relaxed atmosphere and cement
\nrelations. Thus, to be able to entertain and be entertained is an
\nart that has to be mastered by all business players.<\/p>\n
While interviewing candidates, negotiating projects,
\npersuading senior partners or entertaining clients, whether
\nduring dinner, lunch or breakfast, I realize that most of the
\npatrons at the restaurant are business executives conducting
\nbusiness entertainment.<\/p>\n
However, I often also notice discomfort, disappointment or
\npure boredom in these business executives.<\/p>\n
During my last interview with a candidate for a very senior
\npost at a Chinese restaurant during the busy lunch hour, I could
\nnot help but notice the patrons at the table next to ours.<\/p>\n
A mid-thirties executive seemed to be entertaining another
\nmid-thirties executive, presumably a prospective client.<\/p>\n
The host ordered what seemed to be a 10-course meal. The guest
\nwas definitely trying to please the host, although he seemed to
\nbe very uncomfortable with his chopsticks, the fine ambiance and
\nthe overattentive waiters.<\/p>\n
But it was their conversation that caught my guest's and my
\nattention the most as they were talking earnestly about their
\ncommon hobby of football throughout the meal.<\/p>\n
As I escorted my guest to the door, I was apprehensive that
\nthe waiter might give the bill to the wrong person as the host
\nwas sitting on the \"wrong\" seat.<\/p>\n
This is a good reminder to the so-called business entertainers
\nthat business entertainment has become a basic business skill
\nthat must be mastered and perfected, as it can be costly in terms
\nof money, time and effort.<\/p>\n
Although there are various aspects to business entertainment,
\nthe key to successful business entertainment is by having a
\nmental framework of the business entertainment.<\/p>\n
This mental framework forces us to answer three questions when
\nplanning a business entertainment, regardless of whether it is
\ndinner, cocktail, high tea or even a party.<\/p>\n
The first question is, \"What is the occasion?\"<\/p>\n
Just like any other business activity, we have to determine
\nthe objective or goal of the business entertainment.<\/p>\n
Is the occasion to sell our products, services or ideas? Is it
\nto inform our guest of our new service, recent cooperation or new
\ndevelopment? Is it to ask regarding our invoice or to follow up
\nour proposal? Is it to get to know our partner better or to
\nsocialize?<\/p>\n
By answering the first question, we will then have the
\nobjective of this business entertainment.<\/p>\n
The second question is, \"Who is the guest?\"<\/p>\n
After conveying the invitation, we have to make sure who will
\nbe coming. Will it be the president director himself or is he
\nsending his assistant or subordinate?<\/p>\n
It is very important to have this information before going to
\nthe third question, which is, \"What is the budget?\"<\/p>\n
After answering the three questions, we can plan our business
\nentertainment in detail.<\/p>\n
The answers to the first two questions will assist us in
\nmaking or adjusting the budget, and the answer to the third
\nquestion will help us decide the degree of sophistication,
\nelaborateness and ambiance of the venue and its service.<\/p>\n
Fine dining is one where the patron is fully served, whereas a
\nbuffet is self-served. The elaborateness factor will guide us in
\nchoosing the menu itself.<\/p>\n
A 10-course Chinese dinner is fit for a very special occasion,
\nwhereas a six or seven course meal may be sufficient for regular
\nbusiness.<\/p>\n
An elaborate western dinner with two main courses, sherbet,
\nand dancing might not be appropriate for contract negotiation,
\nbut necessary for pure client entertaining.<\/p>\n
The ambiance is another factor that has to be taken into
\nconsideration as it will add extra \"color\" and \"flavor\" to the
\nwhole business entertainment.<\/p>\n
For instance, is ethnic ambiance suitable for your expatriate
\nguest or will it be better to take him or her to an international
\nchain restaurant?<\/p>\n
You will certainly earn an extra point if you can take him to
\nan impressive restaurant which your guest has not been to.<\/p>\n
If the purpose or the objective of the lunch is to follow up
\non a business proposal and you need time to persuade and convince
\nthe prospective client, it is necessary to make sure your guest
\nhas the authority and influence.<\/p>\n
If your guest is the decisionmaker, a fine restaurant with
\nsimple yet exquisite cuisine will be the best choice.<\/p>\n
The fine ambiance will allow you to get to know your guest
\nmore personally, and more importantly, you can go over your
\nproposal in a peaceful surrounding.<\/p>\n
On the other hand, if the decisionmaker decides to send one of
\nhis subordinates, a less expensive restaurant may be a wiser
\nchoice, especially from the budget perspective.<\/p>\n
These considerations should definitely be thought through when
\nplanning for a business entertainment.<\/p>\n
A mental framework can assist us when making crucial
\ndecisions. Just like the worker bees buzzing around and flapping
\ntheir wings 11,400 times per minute, we must ensure that every
\neffort we make for our business will be as fruitful as theirs.<\/p>\n
The writer is general manager of the Jakarta Consulting Group.<\/p>", "url": "https:\/\/jawawa.id\/newsitem\/when-a-lunch-is-not-really-just-a-lunch-1447893297", "image": "" }, "sponsor": "Okusi Associates", "sponsor_url": "https:\/\/okusiassociates.com" }