Be a Pro

CEO, VPs and senior level management will all tell you one of the top spots to get business done is on the golf course. It's on the green that you can see the true colors of the man or woman standing next to you. Do they throw their five iron when things don't go their way? Or are they a pro, even when they are losing? With character revealed in such a way, it's no wonder that everyone from big budget corporate entities to smaller community businesses are hosting golf events to build business and their brand.

"The corporate world has been steady in working with larger golf budgets in recent time," said Gabe McGraw, director of golf, Gold Bond Inc., Hixson, Tenn. "The largest uptick comes from the distributors working with local companies that want to have their company around the community they work around," he explained. Tim Hanson, MAS, president, Ball Pro Promotional Group, Eden Prairie, Minn., explained further. "According to one of our golf ball manufacturers, corporate was up 6 percent in 2011," he said. "Golf tournaments are an excellent way to raise money, and we think businesses and nonprofits are catching on. Remember, do not focus on the participants to raise money. Think sponsorships."

If Not You Then Who?
Sometimes it's befuddling trying to figure out who to call to reach the decision maker. When swinging for that golf promotion, there are a few places to start. "Typically, you'll contact the marketing manager or VP of sales," said Hanson. "More importantly, you'll want to find out what their golf needs are—golf tournaments, stock items, employee incentives or for personal needs," he continued. But there are other invaluable resources as well. McGraw recommended calling local golf courses and getting a list of tournaments that the course did the previous year. "They will not give the contact info but it should get you started in the right direction," he said.