PPB November 2016

about it—learning from them is

huge both from the knowledge

and relationship development

standpoint. You don’t know what

you don’t know, so step back

and learn, then you can lead.

PPB

What lessons have

you learned about the way

promotional consultants can work

with clients for the best outcome,

and vice versa?

Kollmann

It’s amazing how

helpful it is to work with someone

who asks questions about what

you’re trying to achieve, and listens,

then offers ideas and solutions.

I can go to a distributor and tell

them what product I want from

what vendor, because I have that

background—but I don’t want to

do that, because then I’m limited

to what I used to know, and they’re

only an order taker vs. having the

chance to show their creativity.

You can also be a consultant who

isn’t as ‘creative’ or ‘visionary’, but

listens, is responsive, helpful and

delivers—everyone has the ability to

be that type of person.

We recently went through

a rebranding initiative and have

worked with a few providers in

different areas. There are a couple

who truly made life easier and, at

the risk of upsetting many others

who I know could have done similar

work, I am so grateful to them. So

many say that they want to be an

extension of their client’s marketing

department or to make things

easier for them—and some truly do.

Believe me, when balancing a lot

of other things, if you can do that,

you become a hero and can have a

customer for life.

WATER COOLER

Serve Up A Successful Business Meal

Dining protocols are an exercise in modern etiquette

Sitting down to a business lunch or dinner is a great way to talk shop in an informal, friendly

setting. But in an increasingly global economy, how you navigate the meal can have just as big

an impact on the outcome. Cross-cultural consultant and international protocol expert Sharon

Schweitzer offers these tips for ensuring a successful business dining experience.

If you’re sending out the invitations, you are the

host and, therefore, should be footing the bill.

In the U.S., tipping is standard and at least 15 to 20

percent is considered acceptable. The tip should

reflect the total price of the bill. Additionally, be

mindful of guests’ food restrictions or allergies, and

allow them to include any preferences or needs with

the RSVP note.

When it’s time to order, be prepared to offer

suggestions to fellow diners. Provide at least two

recommendations—one each at the top and bottom of

the menu’s price range. As the host, you set the pace

of the meal by placing your napkin in your lap to signal

the start of the meal. You also should be the first to

place your loosely folded napkin on the table, to the

left of the plate, at the end of the meal. Some of your

dining companions may be used to ordering alcohol

at business luncheons, while others abstain as a rule.

The host sets precedence; however, just because

you’ve ordered a cocktail doesn’t mean your guests are

obligated to do the same.

The host sets the pace for mealtime

conversation as well. Keep the conversation

going, but allow for guests to contribute by asking

questions and expressing genuine interest in fellow

diners’ responses. While the purpose of the meal

is business, it’s acceptable for conversation to

drift into non-work topics. Keep the subjects light,

though—think travel, pets, books—and steer clear

of politics, sex and religion. Don’t interrupt the flow

of conversation to speak to a server, either. Wait for

a break in the conversation to signal politely, or call

softly to the server.

continued from page 68

NOVEMBER 2016

THINK