As the host of an event, what are the most important things we need to be aware of?
1] You never get a second chance to make a first impression. Greeting and timing are so important. When the client comes through the door, move to shake their hand and do it firmly. Introductions are appropriate at this time. Be sure you introduce your guests or other attendees of lesser importance to the most important person, your stakeholder. For example: “Jim, this is Gary Jones, the CEO of Polaroid. Gary, Jim is the assistant controller for Microsoft.â€
2] Come early and give your credit card to the restaurant so there is no challenge on who pays at the end of the evening. The shape of the table is important to foster communication and exude power. If the event is for many attendees of equal power, a round table is best because everyone is on equal footing. If the client is coming with his or her assistants, make sure the most important person is to your right, and the next important person is to your left. Spouses have equal importance in a business setting. If the children of the client arrive unexpectedly, do not patronize them. Treat them as equals. If the client thought enough to bring his children, there’s a reason for it.
3] If the menu is not preset, the host always receives the wine list, so talk to the maitre ‘D beforehand to explain all protocol and procedures. Request a server to assist you, find out how he/she is going to serve the bread, coffee, tea, and go through the wine list or menu ahead of time. Work with the server to find out what the restaurant’s signature dishes are. The event should be a dining experience!
What is the most common mistake you see people making at the dinner table?
1] The way people handle service ware in a dining experience always amazes me. Acceptable continental dining dictates that you hold your fork in the left hand with the tines facing down and push the food up on the fork with the knife in your right hand. Americans switch their fork into their right hand after they have cut their food both ways are acceptable. If you stab the meat and cut crosswise behind the fork, it does not make a good impression. There are fun and engaging etiquette classes for corporate professionals and I would be glad to recommend companies that specialize in that area.
2] Second to handling service ware is talking with food in your mouth. Amazingly, people still do it and it is never acceptable.
When is the appropriate time to discuss business at the dinner table?
1] Knowing when to speak at all in a conversation during dinner is crucial. Listening is so important. I often bring a small pad and pen so I can make a few notes and not interrupt the speaker. I would then summarize my business points at the end of the conversation. Usually you want to find a common ground, so do your homework on the corporate company and the client and also research your similar interests.
2] During the first course, social communication and non-business related topics are good. Then ease into the mission statement of their company. Their mission statement is always a good place to start off the business component of the conversation. It focuses on their brand and lets them know that you are in accordance with their goals and vision. Next would be to discuss the purpose of your visit for about 20 minutes. The conversational stage should conclude when everyone is just about finished with the entrée.
3] It is not proper to ask for the sale until all the other areas of the negotiation have been covered. Did you probe for any objections that you night need to find solutions for? Did you enhance your company’s features and benefits for the client? Make sure that during the entire conversation, you continually check on where you are in the process of closing the sale. It’s a good idea to repeat what was said to summarize each area of negotiation, making sure everyone is on the same page. If they are good negotiators, they will hit you with at least one objection or request to sweeten the deal. Be ready with a last fabulous benefit to close the deal. Make sure you get the client to agree to your action plan. Try not to leave the table without setting another meeting, another date for the review of the new proposal, or a realistic timeline or projection for funding.
What are the top “do’s and don’ts†of service?
On this point I could go on for ever!
The server should always do the following:
1] Handle the glass by the stem, not the bowl. The water glass is the guide when setting glassware on the table. It sits at the tip of the knife and regulates all other glassware.
2] Work on opening and closing banter, and know the menu backward and forward. A server should be able to speak intelligently about at least 5 wines to pair them with the menu.
3] When asked something you do not know, say you will check with the kitchen, or be happy to find out for the guest. Avoid answering with “I don’t know.â€
4] Always back off in a confrontation with a guest. The guest is not always right, but they are never wrong!
5] Be like a ghost and anticipate every need of clients at your tables.
6] Stand at attention at all times. Do not chit-chat with fellow employees. The server is like an actor on the stage and someone could be looking at him/her at all times.
7] Always be professional. If the guest seems intoxicated, inform the management.
The server should never do the following:
1] Put his/her thumb on the rim of the plate.
2] Cross the personal space of the guest by reaching over the imaginary center line down the center of the guest.
3] Pick the glass up from the table to fill it, unless there is no other option.
4] Organize plate stacking any other place other than behind the guest’s back.
5] When serving six guests from a single bottle of wine, pour as many glasses as possible until the bottle is empty then approach the host to notify him/her that not all the guests were served.
6] Serve men before women.
7] Address the guest that has his/her hand up in the air for a toast.
8] Serve from the right in English Service.English Service is always from the left.
9] Place heavy items on the sides of an oval waiter’s tray. Heavy items go in the middle so the shoulder can support them.
10] Use only one napkin to polish stemware. It is important to reduce skin contact with the service ware, so always use two napkins when polishing stemware, china or flatware.