Leadership is a term heard from the playground to the board room. It’s a term that seems hard to get your arms around, yet one that is recognizable when you see it. And it’s a quality sought by many. Books are written about it. Leadership training courses abound. And thousands of quotes attempt to define it.

Leadership and Golf? What do they have in common? Sports in general can create leadership qualities, yet golf more specifically can lead to the values of great leadership. It is well know that integrity is the most valued attribute in a leader – and the bottom line of golf. It’s a game of integrity and honesty. It’s the only game where you are the referee. Industry research on what constitutes leadership tells us that personal qualities of high values, strong character, true motives, personal style and developed skills are important in leaders. The values most frequently mentioned are integrity, empathy, and emotional intelligence. Golf teaches and develops the attributes of honesty, integrity, social or interpersonal skills, risk taking and planning. Golf teaches us to have a vision, adjust, evaluate and assess situations. We get involved in decision making, personal responsibility, skill development, recognizing and controlling emotions and then having fun.

Those three important values.

Integrity: Know the rules and play by the rules. Be true to yourself first and others will follow.

Empathy: It’s our valued currency that creates bonds of trust, providing insights into what others might be feeling or thinking, and sharpening our “people acumen” – helping us make better decisions.

Emotional Intelligence: Your capacity to recognize your own feelings and those of others helps motivate yourself and those around you.

Develop lifelong leadership skills, by developing a game of a lifetime. Remember. . .GOLF. . .It’s a game – Great Opportunities – Lifelong Friends!

Join Kay McMahon, LPGA Teaching Hall of Fame, at Cranwell Resort and Spa, Lenox, MA for a Women on Course Stay & Play, March 22-23.

Ask the women in your office to play in a corporate outing and you’ll hear all the common responses: “I don’t play, but I’ll drive the beer cart,” “Sorry, I have too much work on my plate,” “Oh, you don’t want me, I’m horrible.” You may even hear the “F” word – FEAR.

We’ve all heard the golf course is where the boys are – forming alliances and deals outside the board room. So how do we overcome our intimidation and join in? It’s simple – know what to expect and what is expected from you.

Before you sign on the dotted line to participate, even as a volunteer, understand what you are getting into. The golf course has its own culture, lingo, dress code and rules. And assuming you are adequately equipped, dressed and well-practiced, it’s good to know what makes a corporate outing more than a casual round with friends.

Look the Part

It pays to invest in the game. When you’re giving a business presentation, chances are you’re not in your casual Friday clothes carrying a battered brief case. So too should you prepare for your corporate golf outing. Think about trading in your hand-me-down clubs for newer technology. You’ll even boost your game as well! Leave the khaki shorts and polo shirt for another day. Invest in a golf business suit or consider a golf dress. Or try a tailored outfit designed for the game. You’ll be surprised at how good looking and comfortable you can be!

Is a Handicap Required?

A handicap is an equalizing system, which allows players of varying abilities to compete with each other. Many tournaments will require you to have a handicap to participate so they can put teams together and make it fair. For outings that require handicaps, be prepared to encounter more competitive players – great prizes or prestige could be at stake! To establish a handicap, a player will need to track a number of golf scores with a club that uses the USGA Handicapping System. (WOC article next month: Handicap 101).

Play the format

Ask what format the outing will follow and try to play a practice round with your golf buddies. Teams are usually assigned as 2 or 4 players, and are usually paired by the organizers. Sometimes teams are requested in advance. Don’t take for granted you will be paired with your officemates unless you ask. Listed here are some of the more common formats. Slight variations are always possible.

Scramble. The scramble team is the most common format for corporate and charity outings because it is generally most comfortable for all skill levels. All players tee off from their respective boxes. The team will select the ball in the best position to take the next shot. Sometimes the rules will require a minimum number of tee shots selected from each player so be sure you are comfortable with your driver. For the second shot, each player in the group will hit from the location of the best tee shot. From this position, place your ball one club distance away, but no closer to the hole. Play continues in this fashion until the ball is holed.

Best Ball. Often confused with a scramble, this is another team format where each player plays their own ball where it lands from tee to green throughout the round. The best score of the group for each hole is the one recorded as the team score.

Stroke Play. In this format, the total number of strokes for the round determines the winner. Scores are recorded as a ‘gross’ score – the actual number of strokes taken in a round and can also be calculated as a ‘net’ score – the actual number of strokes taken in a round adjusted for a players handicap.

Skins. This is a hole-by-hole competition where each hole is won by the lowest score. As with stroke play, scores can be tracked both as a gross and net score if handicaps are factored in. The player with the most holes won at the end of the round is the winner.

Know the Lingo

Finally, it’s good to brush up on terms you may hear in relation to a corporate or charity outing.

Shotgun Start. Each team will be assigned a starting hole so everyone can start playing at the same time. Typically your cart will have a sign with your name and the starting hole number. You may see an A or B after your number, which would indicate two groups are starting on the same hole, with group A going first.

Mulligan. A mulligan is a second chance to hit the ball and the first shot is not counted in your score. Mulligans are not allowed under the rules of golf, but often used in friendly matches. At charity outings you will often see mulligan’s for sale with the proceeds going towards a charity.

Closest to the Pin. A common contest on par 3 holes, all tee shots that land on the green are measured to the flagstick. At the end of the day, the player whose ball lands closest to the tee wins.

Longest Drive. Another contest generally played on par 5 holes. A prize is awarded for the shot that is hit the longest distance off the tee box.  In mixed events there is generally a prize for shots off the forward box (women) and one from another box (men).

Knowing what to expect is usually what we need to feel more comfortable. Next time everyone in the office is gearing up for a company outing, be a part of the fun. Get out your clubs and don’t be afraid to play!

Business golf is really about getting to know the people you are playing with more closely. You are interested in building a relationship with them. It’s not about competition, or boring them with a 6-hour sales pitch.

There are five simple steps to playing a round of Business Golf. You’ll have a better chance of succeeding in building a business relationship if you follow these steps. Read on! And enjoy your success.

First, the Invitation. While the invitation is primary, think about the location first. Keep in mind this is a business affair so a successful and professional first impression is very important.

This may be the first time you’ve gotten the group together, so take the time to consider the quality of the facility. The venue should be more upscale if possible and close to each player’s skill level. Private country clubs usually fit the bill well for a round of business golf since the golf course is generally not as busy and after golf accommodations are usually very nice.

Once the location is secured, your invitation follows. If you expect business to be discussed, make sure your invitation isn’t casual. An off-hand remark to play golf sets the expectation for playing a casual round together. However, an informal invitation takes on new meaning when it is followed by a written invitation.  You should even consider sending a card by mail, instead of email. Once received, the message is clearly understood – this is business outing and more serious than golfing with friends or colleagues. You can follow-up that card with an email and ask for an RSVP by email, but go the extra distance by sending out a card through the mail for the invitation.

What do you say in the note? The content of the note should offer thanks for the opportunity to connect professionally. It should express gratitude for the interest in playing golf and include the date, time and location. Be sure to provide RSVP information.  Close the note by asking the invitee if they would include enough time in their schedule for an after round talk. This clearly sends the signal that there won’t be a 6 hours sales pitch but rather a casual chat after the event.  Once the invitation has been accepted, prepare for the next step.

Second, the Greeting. Avoid the last minute arrival. Instead, get to the golf course at least an hour before tee time so you can take care of the preparations. These include:

• Is the tee time still on schedule?
• Is there a semi-private place in the grill for after the round of golf.
• Are there any concerns about the golf course to consider?
• If the course is new to you, learn more about its amenities and where they are located.

When your guest(s) arrive, make them feel comfortable. Greet them positively and set expectations for a good day of golf. As your start the day, discuss how the golf game will be played. Make it a conversation with your guests. Be sure to affirm there will be no business talk during the game. Tell them that you would like the round to be relaxing. You and your guests are there to have fun and enjoy golf.  Be sure to take care of any problems back at the office before your round begins.

Third, the Round of Golf. How you are going to treat this round of golf is a good conversation starter. If you are not with serious golfers, you could be there to just enjoy the game. If, on the other hand, your guests are serious golfers, ask them how they would like to play. Reach an understanding before you tee off.

If everyone agrees, a little competition during the round is fine. Or you might just be golfers who hack around the course that day. What is important is each player is given an opportunity to say how they want to play the round.  Mandating seriousness to someone who is not interested in playing golf seriously makes for an uncomfortable round of golf.

Take clues from the discussions on how the game will be played. The traits displayed are often the same traits exhibited in business areas as well. Once the round starts it is time to learn and listen.  You can each learn from each other while playing the game. Often the true personality is revealed when a person is relaxing. Take note. Having Fun should be the goal for the round.  Being humorous and witty are great traits if they are normal and will balance out a bad round of golf. Be yourself.

Betting or placing wagers on the round is natural for any sport or game.  Golf included.  However, gambling on anything outside of who buys the drinks after the round is not advisable in a round of business golf.

It’s also advised that you should hold on any alcoholic beverages until after the round. At the conclusion of the round, you should make every effort to that your guests. Offer a period of time immediately after the round to take a break from each other. Everyone can have the opportunity to check into the office before meeting up in the designated area after golf discussions.

Fourth, After Golf. After the round of golf there usually is a period of time where the scores are added and stories are told.  The same goes for a round of business golf however, the conclusion of the day deals with a light business discussion.

The discussion is where questions are asked and answers are given.  Sometimes your experience during the golf game will determine whether or not you want to do business with your guests. A good game can be the beginning of a solid business relationship.

The “After Golf” conversation should be low key but directed to learning how you can help your golf partner improve his business.  Your guest should have some expectations that there will be a business discussion but it’s not for signing a contract or making a hard sale. Conclude the day on a pleasant tone. The positive experience on the golf course will be the impression that is remembered.

And Lastly, the Follow-Up. The Follow-Up is the goal and the end result of business golf.  Once a successful round of business golf is played the relationship can now open doors to business. It’s more likely now that you will get responses to phone calls and emails. This business association should continue developing over time.  Your reward for a round of golf will most likely be a follow-up office visit, where more direct business talks can occur.

Know what it means to play business golf and understand the investment you are making. Follow the five simple steps for the best likelihood of success.

Scot Duke is author of the ebook How to Play Business Golf and CEO of Innovative Business Golf Solutions, LLC, a consulting company specializing in operations management and the use of effective social media practices. He is located in Addison, Texas.  Mr. Duke can be contacted via email at scot.duke@innovativebusinessgolf.com.  More info can also be found on his blog at www.scotduke.com