While on the links, Lacny relies not only on his trusty McHenry metal driver, but also on his business savvy. He spikes the conversation with references to his company s expertise topics such as contract negotiations with steamship lines, suppliers, importers, exporters, airlines and logistics managers and directors. More companies are following Lacny s sales strategy. But some businesses still view golf as an excuse to get out of the office. But if you re in sales, your company needs to make a commitment.
Golf is perceived as fun.
And, yes, you re having fun. But it s no different from making a sales call you still have to watch what you say, how you act and follow the rules. And it brings you and your client together because you re both good and bad at the same time, so you are developing a partnership. The NBGA, formed last August, is an individual member organization designed to encourage the use of golf in developing professional business relationships. They seem to care that you showed up to play on their golf course.