When out with a client at a restaurant and trying to win an account versus nurturing an account, wouldn’t your behavior and actions differ? I would be more likely to have a different approach for each situation and have a difference in behavior. Please clarify the proper etiquette for these situations.

You are right correct in that you would approach it differently. How you would approach it would depend heavily on your normal behavior patterns. For example, if you have a behavior that is not very “dominate” or assertive, you would need to be more assertive and ask for the business. Awareness is key. Also, having a purpose, in this case, wanting to close the deal, is critical to identify so that you can modify your typical behavior to get what you want.

On the other hand; if you are the driver type behavior and you are trying to nurture an account, you might have to tone it down a bit to build the relationship.

To learn more about CHUVA group’s Rules Of Engagement…the business meal program, click here.