How To Make The Work Lunch A Smashing Success

How To Make The Work Lunch A Smashing Success
Samantha Ettus







The work lunch is a social situation that's ripe with potential pitfalls, from stilted conversation to less-than-tasteful table manners. Plus, you've got business to cover, right?

In this setting, it's best to ignore your companion's etiquette (or lack thereof) and focus on your own, making sure it projects an impeccable reflection of your personal brand.

Here are five steps to transform your power lunch from awkward to awesome with grace, tact and tenacity.

1) Reach Out the Right Way
Settle on a date and immediately offer up a location. Don't take a back seat and offer a meek "Where do you want to go?" or "Whatever you want is fine." Such a lame deflection of a seemingly meaningless decision is in fact the equivalent of a wet noodle handshake. Instead, offer three diverse restaurant options that are geographically convenient for both of you--a great sushi place, a hotel lunch spot and a lower-priced, more casual option. It is helpful to have a roster of places that you go to regularly, know well and can suggest without advance warning.
Starting strong will take the pressure off you and ensure that your companion looks forward to the lunch with anticipation rather than dread.

2) Set the Agenda
Map out your business agenda ahead of time.
If this is a first meeting, Google ( GOOG - news - people ) your guest to obtain important background information that will allow you to initiate engaging conversation and help you avoid any potential pitfalls. If you learn your companion lived in Hong Kong, ask if they have spent any time overseas. Likewise, skip talk of kids with a single person. With just a small effort, you can prevent any awkward silences and foster an easy, flowing conversation, which will help get your meeting off on the right foot.

3) Time Your Arrival
Arrive five to 10 minutes early, be seated first and you will already be in the driver's seat. If you rush in five minutes late you are more likely to be out of sorts and waste the first few minutes of lunch just catching your breath. Order a drink, settle in and mentally review your agenda--in business there is no shame in having one.

4) Choreograph the Main Event
This is a lunch meeting, not a conference call, which means the situation necessitates a personal and positive connection. Start with small talk and save the business until the food arrives. Rely on your research to get things going but be discreet and avoid specifics--if you know too much and reference your guest's kids by name, for example, you might come off looking like a stalker. Stick to topics that are easy and conversational--children, travel, tech. Avoid politics, religion and dating.

Once the food arrives, transition to business talk. You planned your agenda ahead of time, so take the lead and begin with the first item. Make sure to listen as much as you talk. If your primary goal is to network (as opposed to something more actionable), ask many questions and find an area in which you could be helpful to your companion. The right networking relationship is as much about give as take.

5) Know When to Close
This is the time to follow through on your agenda. If the conversation has gone off course, it's your final opportunity to bring it back. Remember that a business lunch does not require complete subtlety. It is perfectly acceptable to return to your agenda stating clearly: "I was hoping to get your thoughts on ABC project" or "I wanted to see if you could join me in my effort to XYZ."

Finally, if your lunch date is not checking their watch and they seem amenable, it is nice to close with coffee or tea. But be sure to ask for the check at the same time so you don't drag out the finale. Like any good date, you want to leave them wanting more.

Samantha Ettus is a personal branding expert, the host of Obsessed TV and the author of the best-selling Experts' Guide series of books. Follow her on Twitter @samanthaettus.