Tee Time

Golf Lesson No. 2: Pairing Up

Once you've settled on the best place to tee off, it's time to learn the art of pairing, says Gretchen Kihm of golf course management company American Golf Corp. in Santa Monica, California. One strategy: Partner your potential client with whomever is closing the deal. Bring along your longtime customer Joe and new client John to complete the foursome; they can be called on to offer unique perspectives when needed.

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This article was originally published in the June 1998 print edition of Entrepreneur with the headline: Tee Time.

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