The Art of the Business Lunch
Building relationships between
12 and 2

By Robin Jay
Career Press, ©2006
Franklin Lakes, NJ.
Paperback, 254 pages
ISBN 1-56414-851-3

The Green Sheet, Inc. is not responsible for the availability, ordering process or payment options regarding this book.

et's do lunch. How does that invitation grab you? Do you respond with enthusiasm or cringe at the thought of prying yourself away from the one safe haven of your day: face time at your desk with a sandwich?

Well, dear ISOs and merchant level salespeople, brace yourselves: It doesn't actually matter how the thought of a lunch date with a client, potential client or colleague makes you feel. In this line of business, it only matters how it makes them feel.

If you can grasp this down in your bones, you'll have taken a step on the way to mastering a tool many of us (not you, of course) brush aside: the business lunch. Now, some lucky people are naturally loquacious and gracious, even if the spinach in the salad they're trying to consume is sticking annoyingly to their teeth or if they're bearing the brunt of a cold blast coming from an air conditioner rattling ominously at the back of their heads.

But what if you're not so lucky? What do you do if every time you endeavor to break bread with peers, all of a sudden you feel like you're eight years old again sitting with your parents and siblings at the dinner table being quizzed on your multiplication tables, and you're afraid to open your mouth because you just might squeak instead of speak?

For those who could use some guidance (not you, of course), The Art of the Business Lunch: Building Relationships between 12 and 2 by Robin Jay is chock-full of tips and tricks on how to transform yourself from a deadbeat luncher to a lunch-hour phenom. Not necessarily overnight, but one sure step at a time.

Dubbed the "Queen of the Business Lunch," Jay was an award-winning advertising account manager for more than 18 years before she embarked upon her current career as a consultant, public speaker and corporate trainer. She has lived in Las Vegas for more than 30 years. OK, Las Vegas, the city's reputation alone might give her an edge when it comes to dazzling her companions, especially if they're from out of town, but she does have to deal with summer heat so intense it could melt her clothes to her skin en route to pick up her guest for the noontime repast.

Tip from the book: Keep a spare set of clothes handy at all times for disasters such as this. And, Jay explains why it's a good idea to escort your lunch partner to the eatery you've selected, when possible.

Think of the opportunities for intimate conversation it provides. If all of this gives you the willies (the figurative you, of course, not really you), Jay suggests you just might be in the wrong profession.

Seriously, though, there's a lot to learn about how to make the best use of business lunches even for those who already enjoy the meals they share with colleagues and clients. Mastering this aspect of business has the potential to enrich your bottom line and the overall quality of your life.

Some of the information is commonsense fare, things you already know, like it's a good idea to thank your clients for taking the time to have lunch with you. But reminders never hurt, because in the day-to-day rush, many of us (not you, of course) forget to do some common-sense things.

The book also addresses issues and challenges you may have encountered or might encounter next time you invite someone to lunch. For example:

• How do you know which restaurants are right for doing business and which ones are the kiss of death?
• Are there foods you shouldn't order? (think spaghetti)
• Is it really OK to order alcohol in the middle of the day?
• What do you do about your cell phone?
• When is the best time to bring up business?
• Should you mention your health problems?

At the end of the day, it's about listening well, establishing solid relationships and making people feel special. The rest will follow with a little guidance from Jay.