Power Entertaining E-Book

Eddie Osterland

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 312

Veröffentlichungsjahr: 2012

Beschreibung

Master the art of entertaining and cement lasting business relationships in the process You're at a fancy downtown restaurant for dinner with a million-dollar business deal on the table. The waiter hands you the wine list. Now what? So much for that shiny M.B.A. and your powerful business connections. What matters right now, at this moment, is your wine IQ--and your ability to entertain this client in a way he'll never forget. In Power Entertaining Eddie Osterland, Master Sommelier, and America's foremost wine and food coach outlines dozens of power entertaining tips that can make anyone a more effective host or hostess--be it at a corporate business event or private dinners with clients in restaurants. When it comes to hosting big business meetings or important sales events, you will discover how to entertain business clients and business associates with ease, knowledge, and confidence, using good wine and food as the ingredients to build strong and lasting business relationships. * Teaches how to transform boring business meetings and sales functions into memorable social events that people will want to attend again and again * Enables you to build long-term business relationships based on the time-honored principles of courtesy, generosity and old world hospitality * Learn how to convince the restaurant's Maitre d' to give them the best table in the house--even on a busy Friday or Saturday night Success is always in the details, so master the finer points of entertaining before your next big business event.

Leseprobe

Contents

Foreword

Preface

Acknowledgments

Introduction

Chapter 1: My Definition of Power Entertaining

Now Business Entertaining Is Part of Your Job Description!

Building Business Relationships Is More Important Than Ever!

How Power Entertaining Is Different from Traditional Business Entertaining

Chapter Overviews

Chapter 2: Toss (and I Do Mean TOSS) That Caesar Salad!

The Reception

The Hors d’Oeuvres

The Entrée

Eddie’s Checklist for Planning, Managing, and Hosting Flawless Banquet Events

Chapter Wrap-Up

Chapter 3: 20 Secrets of Successful Power Entertaining

My 20 Secrets of Successful Power Entertaining

Chapter Wrap-Up

Chapter 4: Power Pairing Great Foods with Great Wines

Create Wine and Food Synergy

Beaujolais

Bordeaux

Burgundy—Red (Pinot Noir)

Burgundy—White

Cabernet Sauvignon

Pinot Noir

Merlot

Champagne and Sparkling Wines

Chardonnay

Chablis

Other Factors in Designing Wine and Food Pairings

Resources for Power Pairing Wines and Foods

Chapter Wrap-Up

Chapter 5: Your New Best Friends

How a Sommelier Can Assist with Your Power Entertaining Events

Introducing the Wine Merchant

Sampling Wines on Your Own

Finding Wines Online

Chapter Wrap-Up

Chapter 6: So Many Wines, So Little Time!

Beaujolais

Bordeaux (Left Bank and Right Bank)

Burgundy (Red and White)

Pinot Noir

Sparkling Wines

Wines of the Pacific Northwest

Cabernet Sauvignon

Merlot

California Wines

German Wines

Chablis

Italian Wines

Spanish Wines

Rhône Wines

Chilean, Argentinean, and South African Wines

Other Wines

Fortified Wines

Port (Portugal)

Premium Sake

Beer

Chapter Wrap-Up

Chapter 7: Taste Wine like the Masters Do

Demystifying Wine

A Systematic Approach to Wine Tasting

Visual Sensations: First, Drink In What You See!

Olfactory Sensations: What the Nose Beholds

Taste Sensations: Now for the Really Fun Part

Three Waves of Flavor

How to Manage Paired Wine Samplings at Power Entertaining Events

Chapter Wrap-Up

Chapter 8: Out of the Kitchen Closet

Eddie’s Favorite Online Food Emporiums

Where to Go for Information and Advice about Wine and Food

Chapter 9: Power Entertaining at Home

Themes for Power Entertaining at Home

Storing Wines for Home Use

So You Want to Build a Wine Cellar?

Stocking Your Wine Cooler or Wine Cellar

Chapter Wrap-Up

Chapter 10: Masterminds

What Is It with All Those Initials?

Chapter Wrap-Up

Epilogue

Appendix A

Appendix B

Appendix C

Appendix D

Appendix E

Appendix F

About the Author

About the Collaborator

Resources

Index

Supplemental Image

Praise for Power Entertaining

“It’s not overly dramatic to say your professional destiny can hang on the impression you make. If you are meeting or hosting prospective clients or employers at a reception or business meal, read this book first. Its “I didn’t know that” insights and page-turning stories show how to handle yourself with savoir faire so you’re the one they relate to, respect, remember, and want to work with.”

—Sam Horn

The Intrigue Expert;

Author of POP! and SerenDestiny

“Finally, we have a book on how to cement business relationships that last. Eddie Osterland shares the rare entertaining insights that can create a memorable experience for those you care about in your life and work. It is not only an art, but a defined strategy for growing your business or organization. This is a must-read for every business owner, executive, and professional in the marketplace!”

—Mark LeBlanc

President of Small Business Success;

Author of Growing Your Business and Never Be the Same

“Master Sommelier and outstanding Vistage speaker Eddie Osterland notes that most people ‘treat wine as a beverage, not as a true partner to good food.’ CEOs and executives should understand that if they treat wine as more than a beverage, it can be the perfect complement to cultivating and strengthening their business relationships. Eddie shows us how, as his book expands our knowledge, sensibilities, and opportunities.”

—Rafael Pastor

Chairman of the Board and Chief Executive Officer,

Vistage International, Inc.

“Edmund Osterland is not only America’s First Master Sommelier, he is a brilliant businessman who understands the principles of how to make occasions special. He can show you how to make any meeting or event a more memorable and impactful event. His mastery is matching the elements to the intended results. He has toured the world training senior executives in the finer touches of leadership and gracious business practices. Let him show you how to make your business dealings more fun and more creative. I learn from him and admire him. You will, too!”

—Jim Cathcart

Past President of the National Speakers Association;

Author of Relationship Selling

“Eddie Osterland is one of the most dynamic, entertaining, and knowledgeable wine experts in America.”

—Kevin Zraly

Windows on the World Complete Wine Course

“Eddie has a finely honed palate and a special knack for creating exciting wine and food pairings. His enthusiasm when sharing his knowledge about wine and wine tasting is infectious, informative, and very much down to earth. Not only does Eddie know his subject like few others, he knows how to communicate his vast experience and ideas in a fun and easy-to-understand manner.”

—Jeffrey Davies

Signature Jeffrey M. Davies Selections

Cover image: Vladimir Ovchinnikov/iStockphoto (briefcase); Alex Salcedo/iStockphoto (wine)

Cover design: Jeff Faust

Copyright © 2012 by Eddie Osterland. All rights reserved.

Power Entertaining™ is a trademark of Eddie Osterland.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

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Library of Congress Cataloging-in-Publication Data:

Osterland, Edmund A.

Power Entertaining: Secrets to Building Lasting Relationships, Hosting Unforgettable Events, and Closing Big Deals from America’s 1st Master Sommelier / Eddie Osterland.

Includes index.

ISBN: 978-1-118-26902-2 (cloth)

ISBN: 978-1-118-28344-8 (ebk)

ISBN: 978-1-118-28475-9 (ebk)

ISBN: 978-1-118-28722-4 (ebk)

1. Business entertaining. 2. Public relations. 3. Strategic alliances (Business). 4. Success in business. I. Title.

HD59

650.1’3—dc23

2012022845

This book is dedicated to the late Henry J. van der Voort (1915–2008). Henry was the proprietor of Château Bellegrave, Pauillac, Bordeaux.

I met Henry late one evening in a Honolulu restaurant, where I was working as a wine steward. Henry was impressed with my passion with wine and suggested I study it seriously under the famed Dr. Emile Peynaud at the Université de Bordeaux. He graciously offered to set me up in language school in France and personally introduced me to Dr. Peynaud. The rest is history as I became the first American Master Sommelier while in Bordeaux, and I owe it all to Henry, the most elegant, generous, and good-living gentleman I have ever met.

Foreword

The old adage, “It’s not what you know, it’s who you know,” has been a popular business maxim for many years. Unfortunately, this statement misses the mark, and we need to add an element to it that makes it all worthwhile.

It’s not what you know.

It’s not who you know.

It’s how you know them, and

It’s how they feel about you that matters.

The marketplace has changed dramatically in the past few years, and loyalty seems to be a thing of the past. Forging new connections and establishing and cementing key relationships with prospects, customers, and your advocates can make you successful. Failure to take the strategies and ideas offered in this book can break your success.

Every once in a while you meet someone who has a certain something about him or her. It’s the way that person thinks, talks, and interacts with others. You know something is different, but you can’t put your finger on it. I believe these special people have a sense of clarity and expertise that cannot be denied. Eddie Osterland is one of those rare people you not only want to know but want to know what he knows.

Eddie has captured the essence of what it means to live life and to create an experience that transcends the norm of entertaining for business or for pleasure. Not only does he provide you with what you need to know, he also provides you with what you need to do to get your groove on and improve your odds in the game of business.

His enthusiasm is infectious, and his commitment to helping others is clearly evident in how he serves others, both personally and professionally. This may be the one book you read this year that can have the most impact on your career.

The best piece of advice I can give you is to devour this book. Keep it within arm’s reach and refer to it often. Take action on what you learn, and you will have a greater likelihood of succeeding by design, not by accident.

We’re often judged by the company we keep. We’re respected for the company that keeps us. Start reading now and you will find out how simple this can be and how fast you can experience the rewards of relationship building. You will discover that a life you can taste is a life worth living and sharing with others.

—Mark LeBlanc

Small Business Success;

Author, Growing Your Business and Never Be the Same

Preface

Have you taken a colleague to lunch lately? Why not invite him or her out today—and include a few other people from different parts of your company or business network. Soon, you’ll have an ever-expanding web of friends and contacts.

—Keith Ferrazzi

Author, Never Eat Alone

Why I Wrote This Book

You’re at a fancy downtown restaurant for dinner with a new client. A million-dollar business deal is on the table. The waiter hands you the wine list. Now what?

You wonder, “To make a good impression, should I spend $350 on the Cabernet Sauvignon 2001 Hillside Select? Or, do I go with something half that price that the client will like just as much—maybe more?”

The problem is you don’t know what makes a good Cabernet, much less the Hillside Select. After all, you went to business school, not bartender’s academy!

“What if I order the wrong wine?” you say to yourself. “I’ll embarrass myself and might lose the deal!” For all you know, your client is a passionate wine collector and connoisseur, with a trove of 1,000 bottles of vintage Bordeaux gathering dust in a wine cellar.

Your forehead begins to break out in a cold sweat. You have to make the right decision.

Who would have thought that your shiny Ivy League MBA, powerful business connections, and past successes doing big business deals would help so little now? What matters right now, at this moment, is your wine IQ—and your ability to entertain this client in a way he or she will never forget. In a way that will cement your relationship with him or her for years to come.

So, what do you do?

That’s where I come in. I’m Eddie Osterland (known to my friends as “Eddie O”). I’m a Master Sommelier (MS), and if I may say so, one of America’s foremost wine and food coaches! I was the very first American ever to earn this title (of MS), and I can help you make the right choice of wine on this occasion and in countless other business situations as well. For the past 25 years I’ve been giving advice on business entertaining to CEOs and companies all over the world. I even coined a term, power entertaining, to describe what I do. And it’s the title of this book!

I love my job. It’s actually my passion and my mission in life. Or, as the wine-loving French might say, mon métier and mission—to educate people about fine wine and food and how to put them together in enjoyable combinations.

In Power Entertaining you’ll see me display my passion for wine, food, and entertaining as I outline dozens of ways that you can entertain others with flair and confidence, be it at business dinners, client appreciation events, sales meetings, conferences, team retreats, business receptions, retirement functions, or office parties.

Become the Ultimate Business Host!

For example, when it comes to hosting business dinners, banquets, or important client events, I’ll show you how to:

Entertain clients with ease, class, and confidence, using good wine and food as the ingredients to build strong and lasting business relationships.

Delight colleagues and friends by serving delicious pairings of wine and food that they’ll remember for years.

Transform boring business meetings and sales functions into memorable social events that people will

want

to attend again and again.

Use business entertaining as a business development and client relations

strategy

.

Impress Clients When You Take Them to Dinner!

But wait; there’s more—as all those late-night infomercials always say. I’ll also show you how to entertain clients and business associates with style when you take them out on the town or to dinner at a nice restaurant. You’ll learn how to:

Impress clients and colleagues with your intimate knowledge of fine wine and food.

Order with confidence from restaurant wine lists.

Select, taste, and appreciate fine wines just as master wine tasters do!

Close big business deals by ordering just the right wine for the occasion.

Get the best possible customer service from waiters and the bartenders, even in restaurants known for their world-class attitude.

Charm (even surprise) business associates into seeing why they must start doing (or keep doing) business with you.

Take Your Home Entertaining to a Whole New Level

And there’s still more you’ll get from reading Power Entertaining. For example, I’ll show you how to take your home entertaining to a new level, in ways that will wow your family and friends alike. You’ll:

Learn the basics of casual (but classy) home-based entertaining using wine and food to create unforgettable social events for family and friends.

Learn about fun and fabulous foodie websites where you can buy exotic items such as tuna belly and acorn-fed ham to serve to friends and family.

Learn how to find, select, and serve wines from many countries and teach people something about these wines at the same time.

Finally, here’s still other stuff you’ll learn from reading Power Entertaining:

How to start and stock a home wine cellar

How to entertain without getting stressed

How to bond with wine merchants and sommeliers in your local community, people who can help you plan business and home events

Why your palate is unique to you (as unique as your fingerprints) and why developing a taste for good wine and food involves learning to trust your judgment about what you like

I want you to enjoy this book because I wrote it for you! I want you to learn to love good wine, good food, and entertaining as much as I do. And the power entertaining tips I share in this book are intended to do exactly that. They’ll help you entertain others with ease, enjoyment, and self-confidence—in a variety of business and social situations.

This isn’t a book about wine per se (there are many other fine books out there on that topic). But this is perhaps the only book on the market today that focuses on how to use the power of good wine and food to impress your boss, clients, friends, and family.

So, my friend, why not open up a bottle of your favorite white or red wine right now, take a sip, and then take a deep dive into this book. Prepare to enjoy yourself, and may your next business function or client meeting over wine and food be a roaring and enjoyable success—for you and your clients alike!

All the best!

Acknowledgments

As I reflect on my career as a sommelier, and on the writing of this book, I realize that there are many individuals who helped shape me into the person I am today and who continue to guide and enrich my life in wonderful ways. I owe all of them tremendous debts of gratitude.

My parents, Edmund and Nancy Osterland, instilled in me a deep passion and love for entertaining. My mother worked in New York City as a cabaret singer and pianist and performed regularly with jazz legend Bill Evans. My dad, who lived to the ripe old age of 98, was an elegant man and consummate host. Together, the two of them threw the best parties in my neighborhood when I was growing up as a kid in Mountain Lakes, New Jersey, in the late 1950s and early 1960s. I learned a lot from them about how to throw a good party and, more important, how to extend warm hospitality to others. No doubt it’s due in part to them that the word was the one-word descriptor that appeared beneath my high school yearbook picture!