Monday, Mar. 02, 2009

20 Under 40: How golf can help at the office

Barbara Koosa Ryan knows 1040s and four irons. The Columbia tax accountant talks about how her lifelong passion for golf helps her career.

Can taxes and golf mix?

In my case, they do.

I grew up with a golf club in my hand, so naturally the game of golf has impacted my life.

After playing on Irmo High School’s golf team (it was really the boys team since I was the only girl) that won the S.C. high school state championship my senior year and competing in numerous other junior events for several years around the country, I earned a golf scholarship to Furman University.

I played professional golf for two years after finishing graduate school and competed on ladies minitours until 1994.

At the end of 1993, I wasn’t playing well enough to compete at the level I wanted, so I decided to use my education and begin a career in public accounting. For the last 15 years, I have focused on being a tax accountant.

Still, as tax partner with a public accounting firm and an avid golfer, I found that combining these two different pieces of my life has deepened my relationships with my clients and allowed me to enjoy my golf game at the same time.

Some people have asked if golf and business actually mix.

They are a good mix if handled appropriately.

Playing golf with clients, prospects and colleagues can help a business person build and enhance important professional relationships and your business.

A strong relationship with your client, for example, allows you the opportunity to better understand his business and provide more accurate advice to assist him.

He might communicate issues to you that are important to him — especially what you are doing well or sometimes, more importantly, what you need to improve.

A strong relationship also can lead to referrals of his connections to help build your business.

Getting out of the office and onto the golf course is one way to do just that.

Yes, you’ll talk some business, but you will also learn more about your client, and you’ll have some fun too.

Here are a few tips to consider while mixing golf with business on the course — some of which are good thoughts for any time you’re in the office:

If you are new to the game, learn about it. Take some lessons from a PGA professional or sign up for a PGA professional clinic (usually much less expensive). Just like in the business world, you should use a mentor or coach to help achieve your goals and learn the industry to help you understand your client’s business.

Learn the rules of the game and make sure you understand the etiquette. In golf, do not walk through a person’s line before they putt, watch your shadows, and NO cell phones. If you wouldn’t answer a call in a meeting, do not answer one while on the course. Many courses do not allow cell phones anyway.

Be prepared and arrive on time. Just like you prepare for your client meetings, you should always prepare for a day on the course with a client. Arrive an hour ahead of your tee time and loosen up, go to the driving range and hit some balls and putts before you play. If you have practiced some before you tee off, you will feel more prepared for the day, play better and be more relaxed.

Think ahead. On the course, you must avoid slow play. We call it “ready golf” — a shot should be planned out and struck within 40 seconds of arriving at your ball. Keep the “meeting” flowing as if you are running one in the office.

Plan your day. Playing golf with a client is like having a six-hour meeting, so have a plan for the items you want to cover. But keep the number of points limited so that your message isn’t lost in the details. (That means no 20-page PowerPoint presentations.)

Have lunch before you play or plan for a drink afterwards to cover a few points. You may be able to work in an item while playing but do so toward the middle of the round — while walking down the fairway or waiting to tee off.

It would most likely be best to not cover business in the first few holes or while playing the last few.

Play your best. People ask me if I “let my boss or client win” while I am playing with them. Absolutely not. I play the best I can play every time I play. And after most rounds (or every) I wished I had played better. Clients and colleagues will appreciate the trustworthiness and you doing your best every day. Be a good sport and play the course and your game and have fun.

Keep your cool. Golf can be frustrating, but you don’t lose your temper in the boardroom in front of a client, so don’t lose your cool on the golf course in front of a client either. No temper tantrums if your shot goes in the woods or water.

Follow up. After playing with a client or prospect, follow up on the idea or two that you discussed with them and see if another meeting to discuss is warranted. Also, send a personal note saying “thank you” if you were invited to play.

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