Building business relationships over the dinner table

A good business relationship, unless it’s purely for financial reasons, is largely dependent on how well matched the key players are; we are all well aware of aware of the maxim, ‘people buy from people they like’.

Opposites can attract, each bringing something to the partnership, and the same goes when selecting wines to go with food. The most successful pairings, considered ‘classics’, stand the test of time, like a good marriage.

It is well known that, particularly in Europe, the development of regional combinations of wine and food styles over the centuries has evolved as a result of complementary flavour nuances, and considerations – complexity, intensity, weight and acidity.

This is why that bottle of plonk served outside on the terrace of a sunny Mediterranean resort seems to lose its sparkle when tried again at home on a cold, wet, winter's day.

• Wines have their own flavour characteristics; fruity, floral, vegetal, earthy, which can provide the clue to a good match with accompanying food
• Pair light dishes with light bodied wine, heartier dishes with 'punchier' wines
• Rustic foods go better with rustic wines, whilst great dishes deserve a 'great' match
• Decide if you want to mirror the key flavour components, or provide a contrast
• Look for well balanced acidity; refreshing lively wines will provide a better food match than fat, flabby wines low in acidity
• Consider tannin; these wines taste better with foods high in protein and fat
• Be careful of oak, as oaky wines can be difficult to match
• For a 'sweet' relationship always ensure wine served with pudding is sweeter than the pud itself, or it will seem flat and dull

CLASSIC FOOD AND WINE MATCHES

Brut Blanc de Blanc Champagne	Caviar	Champagne, the most food friendly of all wines. Saltiness of the caviar works well with the lively acidity, cleansing the palate
Burgundy Chablis	Oysters	Clean, crisp flavours of a classic Chardonnay, have the body to meet its match head on.
Sancerre (white)	Goat's Cheese	Classic regional pairing. 'If it grows together, it goes together'.
Sauternes	Foie Gras	Rich sweetness of the wine cuts nicely through the richness of the dish – where 'lux' meets 'lux'.
New World Chardonnay	Lobster	Style is the key here; this bold, buttery wine stands up well to the meaty weight of lobster.
Bordeaux (try an aged Medoc – Paulliac or St. Julien)	Roast Spring Lamb	Proteins in the meat match well with the full-bodied style and tannins in the wine.

Linda Piggott-Vijeh of Service Matters has been advising the hospitality industry on food and wine for almost three decades and, in addition to conducting regular tastings, she has a 100% pass rate for her WSET exam courses.