DINNER TABLE DIPLOMACY

As chef to the British Ambassador I could tell what was afoot by who was coming to dinner. Many an international disaster was averted, or deal negotiated, not around the boardroom, but in the intimacy of the dining room.

It’s much the same when business entertaining. In the current economic climate, business relationships are vitally important; everyone fighting for their share of the market.

First things first, begin with the end in mind; decide your objective.

What is your purpose in entertaining? To secure a job or contract, open up negotiations, industrial espionage, a thank you for favours done, or support in a tricky situation?

In the hierarchy of your business sector where do you stand; new kid on the block or head honcho?

Once you have established your purpose you can select your venue with confidence. After ascertaining your guest’s dining preferences, ensuring everything goes smoothly, prior planning is essential for success. So, know your prospect.

Do your research; ask their PA, secretary, or other colleagues. Always keeping sight of your main objective.

The ultimate compliment is of course an invitation to one’s home – it’s what the The Queen, Obama and Cameron do; but be careful of the company you keep.

The style, reputation and cost of the venue will dictate whether you want to impress by being ‘seen’, prefer a discrete private room, or show off a new venture.

Firstly, unless eating at your local greasy spoon, make a reservation. Always, always check out an unfamiliar place first.

In New York, your table position in a top restaurant says everything about your status. Do you really want that tiny table by the kitchen door?

As an independent inspector, many a report rests on where I am seated. Unlike some guides, I feel strongly that the environment and service have almost as much impact on the experience as food quality.

It doesn’t hurt to impress upon the maitre d’ the importance of the occasion, tipping well if necessary. Remember, you are the customer, and paying their wages.

Unless arriving with your guest, be there on time to welcome him or her – and prevent them ordering that expensive single malt or Hennessy Paradis, costing more than the meal!

Where possible, do not allow guests to see menu prices, but do urge them to choose first. If you’re on a budget, a good way of steering them towards cheaper options can be dealt with deftly by the maitre d’ recommending the ‘set menu’ or other less pricey items. If it’s a place you are familiar with, simply steer them towards an old favourite with ‘I have always enjoyed the……here’.

In a different context, one of the most romantic dates I ever experienced was where the menu had been pre-selected. My host achieved his aim, but to do that takes guts and insider knowledge.

Remember, as the host, like all good sales people, you are in control. It is after all a sales job one way or another.

A bit about Linda - As a former chef to the British Ambassador to the UN, in New York, I was fortunate enough to gain international attention with innovative British cuisine, often specialising in theme menus. Back on home soil I became a Senior Inspector with the AA, before setting up Service Matters. I have a reputation as a tough cookie, renowned for my objectivity; and an outspoken, slightly controversial public speaker. As the only operator of an approved WSET wine school in Somerset, I am proud of the current success rate of 100% for my exam students.