Wine Rookies: Our handling of wine matters more than you think

Feb. 23, 2012 - PRLog -- "Your handling of wine, whether ordering it or just drinking it, matters more than you think to your colleagues. Sometimes people see your comfort or expertise with wine not as a comment on your knowledge, but on your character." — The Wall Street Journal

You're at a fancy downtown restaurant for dinner with a new client, and a million-dollar business deal is on the table. The waiter hands you the wine list. 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?" What do you do?

The problem is that 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 ask 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 his 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'll never forget — in a way that will cement your relationship with him (or her) for years to come.

I've seen many dinner guests dealing with the consternation over what goes with what and how much to spend. I would like to shed some light on some "Power Entertaining" practices that I utilize in my presentations to corporate sales and marketing teams that will work in most any restaurant situation.

In order to have the very best experience in strengthening client relationships within the restaurant environment, you need to do a little pre-planning. Here are my suggestions:

When you make your reservation, ask to speak directly with the wine director/sommelier. This person will make your evening. Use them, that's why they are there.

Tell the wine director you want to spend time with your clients and wish to pre-arrange as much as possible to achieve that goal. Decide right then if you have found the right person who is willing to work with your intentions. Your successful experience depends upon your relationship with that person. If you can't find the right person, change restaurants.

Give him or her your budget.

Ask if the restaurant has a private dining room. There is nothing worse than trying to enjoy the subtleties of fine food and wine when they are competing with the roar of most dining rooms at 8 p.m. Many restaurants have small rooms or can create quiet ambience for you. This is powerful.

Always start with Champagne for ultimate acknowledgement.

Tell the sommelier you wish to compare two wines with each course and have them served prior to each course so you may discuss them first (this is original, as well as educational). You want your guests to leave with some new insights, like tasting the difference between Oregon pinot noirs and those from California.

Other tasting possibilities:

• New World vs. Old World (California Chardonnay versus French white Burgundy or two Chardonnays with completely different styles to discuss)

• Horizontal tasting (compare two wineries or two of the same grape varieties) Napa Pinot Noir versus Santa Barbara Pinot Noir. Discuss styles. Your sommelier will prep you on what to say.

• Vertical tasting (Compare two vintages or two wines from the same winery, discuss influence of age)

Ask about signature menu items and go with those. Ask which wines on the restaurant's list are showing best with them. If you are fortunate to live in the same city as the intended restaurant, go there in advance and ask to taste specific food and wine pairings. Why leave anything to chance?
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