It was around 1991, right after the Japanese Bubble had burst.
I was working in corporate marketing department of securities company at that time and visited various listed companies without any advanced appointments many times.
I would simply asked the reception if I could meet the manager of the finance or accounting department and succeeded in meeting and building good relationships with their managers.
For the second step, I brought along my senior boss to greet with the company’s manager of finance department. At last but not least, brought along my head of department to greet with the company’s CEO.I repeated this style. Over and Over….
One day my Boss asked the CEO of the company for golfing.
The players were….
1 The CEO (Client)
2. Director (Client)
3. My company’s Director (Senior Colleagues)
4. My Boss (Head of Department)
Firstly, I book for golf and prepared cars for each clients.
I asked the secretary department for detailed preparation,
Secondly, I prepared the invitation cards and brought them to the company and passed them to the director in person.
I didn’t send them by post because it was a great chance to see them again.
Thirdly, I bought very famous Senbikiya Mellon as a gift for our clients.These Mellons cost about USD300 each.”Entertaining” gifts should be big or at least heavy.
Fourthly, on the X day (the day when the clients and bosses play golf), I drive my car early in the morning with the gifts.
I have short greeting and bowed to my clients, and to my boss.
I go along with them to the first hole and take photos for them before teeing off.
I waved them off, and said ”Play well! Good Luck!”
I wait for them in the restaurant and finish my food before they come back.
After they finished playing, we chat together over a cup of coffee.
Finally, I pass the Heavy Melons as their Gifts to the customers and wave Good bye !
And returned home by car.
ALL DONE!
Heavy workload and lots of details to take care of.
What did you think?
This is the old style of Japanese business golf.
The way we do business is also changing rapidly.
I bet we don’t see the same style of business now.
Masahiko KUMADA / MAC
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