Just Business Unit 7 Corporate Entertaining

Unit 7 Corporate Entertaining

“I don’t think meals have any business being deductible. I am for separation of calories and corporations.”

Ralf Nader, born in 1934, an American political activist

LEAD –IN

1.Some companies seem only too happy to spend enormous sums of money on their best clients in order to 'keep them sweet”. Does your firm do any kind of corporate entertaining? Does this make good business sense or is it just another form of corruption?

2.What about corporate gifts? What gifts have you ever received or would you be happy to receive? When is a gift a bribe? And where do you draw the line?

3.Do you agree or disagree with the phrase “There’s no such a thing as a free lunch.”

4.Imagine you have to entertain a group of foreign businesspeople. Which of the following activities would you choose? What would you add?

historic sites	opera/concerts	motor racing	tennis
bar/nightclub	wine tasting	golf	restaurant
theatre	horse racing	football	art galleries

5.Can you be bought? To find out how 'open to persuasion' you are, do the following test in pairs:

What’s your price?

1.One of the suppliers tendering for a contract with your company invites you out for lunch at a top-class restaurant in London to 'talk things over'. Do you...

a.Insist that you cannot be bought and promptly scratch the supplier's name from your shortlist?

b.Politely refuse, saying that you never mix business with pleasure?

c.Take advantage of the situation by ordering a more expensive meal than you usually

have?

d.Give yourself a real treat - caviar, lobster, vintage champagne, the best brandy...?

2.You have been assigned to choose a venue for your company's annual conference. The manager of one of the hotels you are considering lets it slip that there could be a week’s holiday for you and your family. Do you...

a.Report him to his regional manager?

b.Smile and point out that free holidays are not a condition for winning the contract.

c.Gratefully accept a large en suite room with minibar and a view of the bay?

d.Ask him if he could manage a fortnight and include the use of a car?

3.The father of an applicant for a post in your company sends you a Rolex watch and a case of Bollinger champagne for Christmas. Do you...

a.Send them back with a note saying: “Thanks, but no thanks”?

b.Return the watch, drink the champagne and forget the name of his son?

с. Give his son the job immediately and ask him if he has any other children looking for work?

d. Write him a letter saying you never received the matching Rolex he obviously intended for your partner?

For an analysis of your answers look at page 68.

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Business Brief

Read the texts and do the exercise below.

Corporate hospitality, or entertainment, is defined as the practice of offering meals or other recreation to business visitors.

It has been said that when two American or European businessmen meet, they are there to do a deal, but in Asia they are there to establish a relationship. Entertaining in Asia is often used to ‘size up’ a potential business partner – partner in the sense of future supplier or joint venture associate. Asians will want to know more about the guest, their background and their contacts before going ahead and doing business. This is an essential part of the business process, not just polite etiquette.

Relationship building takes different forms in different places – invitations to karaoke evenings in Japan or the yacht on the French Riviera are not to be refused. The demand for corporate hospitality in the UK has been criticized for making events such as grand prix racing or Wimbledon more expensive for ordinary people. But corporate sponsorship of sport and culture brings in large amounts of money, and many such events benefit from this overall.

Entertaining in the form of invitations to your host’s home exists in some cultures but not others, where work and private life are kept entirely separate.

Socializing in another language is not easy. Small talk usually helps to break the ice. Business socializing has its own set of rules and practices that are far different from socializing with friends and family. It’s important to understand that no matter what you’re doing, or with whom you’re doing it, attending corporate events is still part of your work.

A good rule is not to do anything that you wouldn’t do at the office during a regular working day.

Most social situations with clients include a meal. The traditional business lunch, or power lunch, is a way to develop relationships, win future contracts, and gain referrals. But it takes strategy and planning for your meeting to be successful.

Conferences are a wonderful way to network or make valuable contacts. If you arrange a conference make sure you choose the right venue, so that the delegates feel comfortable.

All the expenses/costs incurred by a company in entertaining its clients, partners or company staff for business purposes are called entertainment expenses/costs. If an employee incurs these expenses, they are required to be supported by documentary evidence to qualify as deduction against income (are allowed to be deducted).

Vocabulary

Exercise 1 Give the words from the text for the definitions below.

1.spending time with other people at different events

2.meeting and talking to people to exchange information and advice about work or interests

3.a business activity in which two or more companies have invested together

4.someone you work with or do business with

5.friendly and generous behavior towards visitors and guests

6.informal conversation about things that are not important

7.make people feel more relaxed and ready to talk

8.sending someone to another person for help, information or advice

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9.organized occasion or planned activity

10.place where an activity happens

11.financial support given to pay for an event in exchange for advertising or to get public attention

12.money that a business spends on taking customers to restaurants, theatres, etc., as a way of making business deals easier to complete

13.lose, owe, or have to pay money as a result of doing something

14.take an amount from a total

Listening

Listen to the text about forms of corporate entertainment and answer the questions below.

1 What do these figures refer to: 40 billion ( give three facts )

15,500

365?

2What does BCCI stand for? What was it famous for?

3What did the Ritz Hotel do to increase their turnover?

4Who was allowed to take part in the competition?

5What are the two aims of business lunches?

6How do Fiat and Neckermann entertain customers?

7What is special about corporate entertaining in Austria? Why does it seem to promise a good return on an initial investment?

8How can marketing change in the future?

9What does the Pareto Principle say?

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Reading and Language

Read the text Looking After the Twenty Percent and do the exercises below.

Looking After the Twenty Percent

There's no doubt about it, corporate entertainment is big business. In Japan, for example, where relationship-building is a fundamental part of business life, a staggering 40 billion dollars of marketing expenditure goes on corporate entertainment annually. That's roughly equivalent to the Republic of Ireland's GDP for 1993 or Venezuela's total foreign debt. The infamous Recruit Group, which has been the subject of repeated scandals in Japan, once paid fifteen-and-a-half thousand dollars for a single meal for a dozen executives at a favourite restaurant. So it's easy to see how the money the Japanese spend in a year on wining and dining important clients could add up to the cost of 365 brand-new jumbo jets!

To some, corporate entertainment is merely an expensive and perhaps unnecessary luxury. To those who take a dimmer view it's nothing short of bribery. But the truly corrupt corporate entertainer is relatively rare. Famous fraudsters, the Bank of Credit and Commerce International, did indeed specialize in 'sweetening' their most valued clients - frequently international terrorists, drug barons and Third World dictators - with shopping sprees in London and endless lines of credit at Las Vegas casinos. But this is a million miles away from an everyday business breakfast at the Hilton or a power lunch at the Savoy. For most successful business people would agree that goodwill is a crucial part of clinching lucrative deals and these days goodwill costs more than a smile.

A few years ago, the Ritz Hotel, recognizing the major contribution made by executive diners to its restaurant turnover, invented the award of Business Luncher of the Year to honour, in their words, "the executive who does most to help the recovery of the economy by lunching out". Only those who spent in excess of £5000 a year stood a chance of winning but there was no shortage of candidates willing to compete.

What the Ritz was acknowledging is that business lunches are an important part of corporate culture, whether to consolidate professional relationships between colleagues and charge it to expenses or to manipulate over-cautious clients into an immediate agreement. After all, it's rather difficult to reject your host's proposal (however unspeakable) when you have just eaten a hundred dollars' worth of their entertainment budget!

How cost-effective it really is for Fiat to own an art gallery so it can take customers on special conducted tours or for the German Neckerman company to have a whole department organizing weekends in the Mediterranean for important clients is, of course, open to question. Certainly in Austria, where corporate entertaining is tax-free, offering Mozart festivals to music-lovers and Klosters to corporate skiers seems to promise a good return on an initial investment. But can it legitimately be considered part of a company's overall marketing effort?

It can. What more and more companies are realizing is that across-the-board marketing doesn't work. Marketing in the future will have to be more clearly focused. And it may turn out that big above-the-line media campaigns prove less effective in moving goods than simpler strategies for getting the client on your side. Of course, in times of recession corporate hospitality looks extravagant and doesn't make for good public relations. But it still makes sense to target your best clients. For if the so-called Pareto Principle is true and eighty percent of your business really does come from twenty percent of your customers, then shouldn't you be looking after the twenty percent?

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Discuss

1. What in the article did you personally find most amusing, interesting, surprising, and shocking?

What amused me was ...

What interested me was ...

What surprised me was ...

What shocked me was ...

2.Was there anything in the article that annoyed you or you thought was wrong? Was there anything you didn't know?

It annoyed me that...

I wasn't aware that...

I'm not sure about...

3.Without referring back to the text, can you expand on the following facts and figures mentioned in the article?

1$40 billion

2Romania and Venezuela

3$15,500

4365

5BCCI

6The Ritz

7Fiat and Neckermann

8Tax

9Above-the-line marketing

10The Pareto Principle

4.What do you understand by the terms above-the-line and below-the-line marketing? Can corporate entertaining really be considered a below-the-line marketing strategy?

5.Does 80% of your business really come from 20% of your clients or do you think that's an exaggeration?

6.How often do you eat out on expenses in a month? What's the most you've ever spent on wining and dining an important client? Was it worth it?

7.Do you ever have working breakfasts? Have you ever clinched a deal over a meal? What sort of food do you like? Do you have a favourite place you take people to for lunch or dinner? Have you ever had to attend a business meal which you really did not want to be at?

8.Do you have to give up many of your evenings to socialising with business contacts? If so, does this affect your home-life?

Vocabulary

Exercise 1 Look back at the article. Find the expressions that mean:

1.basic part (par.1)

2.impressive, astonishing (par.1)

3.approximately equaling (par.1)

4.known for something bad (par.1)

5.entertain somebody by taking them out for a meal (par.1)

6.amount to a particular total (par.1)

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7.be skeptical about something (par.2)

8.none other than (par.2)

9.someone who gets money by deceiving people, swindler (par.2)

10.persuade someone to do what you want by dining and wining them and giving them presents (par.2)

11.period of time when you do a lot of shopping (par.2)

12.business lunch (par.2)

13.make a profitable deal (par.2)

14.spend more than an amount (par.3)

15.admit, recognize (par.4)

16.arrange for payment to be made by the company (par.4)

17.influence someone to do what you want (par.4)

18.careful to avoid danger (par.4)

19.doubtful (par.5)

20.the amount of profit made from an investment (par.5)

21.allowed by the law (par.5)

22.marketing activities (par.5)

23.involving everyone or everything (par.6)

24.relating to a company’s spending on advertising, as compared to other marketing activities such as research (par.6)

25.economic downturn (par.6)

26.help to make something possible (par.6)

Exercise 2 Now complete the following summary of the first half of the article using the words below. Referring back to the text will help you. Listen and check your answers.

A.

culture	scandals	extravagant	hospitality	contribution
part	entertainment	luxury	clients	marketing

A lot of people regard corporate (1) ... as an unnecessary (2) ... , but not the Japanese! As far as they are concerned, it makes a major (3) ... to a company's overall (4) ... effort, and they spend a staggering $40 billion a year looking after their most important customers. That's roughly equivalent to Romania's GDP!

And, though there have been repeated (5) ... in Japan involving the most (6) ... companies, extending (7) ... to your most valued (8) ... remains a crucial (9) ... of Japanese corporate (10) ... .

B.

Without changing the meaning too much, which of the adjectives in the summary above could be replaced by the following words?

a. significant

b. total

с. phenomenal

d. vital

C.

Find as many word partnerships as you can in the summary above.

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Exercise 3 Divide the following expressions into two groups which mean

We reached a deal	We failed to reach a deal
We clinched the deal.	We swung the deal.
We wrapped up the deal.	The deal fell through.
We blew the deal.	We screwed up the deal.
We struck a deal.	The deal's off.

Reading and Discussing

Skim the article below, decide which of these headlines is the best. Then do the exercises that follow.

Japan says good buy to karaoke nights

Japan prefers to sing as budgets are cut

Japanese government to tax gifts and entertainment

Corporate entertaining in Japan

Hisako Saka, a hostess at a bar called Bouquet in Tokyo's high-class entertainment area, is complaining. 'Customers go home before the last train and order far fewer drinks. They are less cheerful and talk about restructuring all the time,' she said. 'Fewer girls are deciding to become hostesses. My salary has halved.' Corporate entertaining is in steep decline. Newly released figures from Japan's National Taxation Administration have revealed that Japanese companies spent 13.3 per cent less on entertaining and gifts in the year to last January than in the previous year. The latest figures show spending on entertainment is at its second lowest level since records began in 1961. The decline indicates that the high spending days of the 1980s are over and that a new phenomenon – cost control - has entered the corporate dictionary.

As the credit environment has tightened, losses have multiplied, restructuring has taken hold and the concept of shareholder value has crossed the Pacific, leading to entertainment budgets being cut. In the boom days some executives would think little of running up a £7,000 bill in one night entertaining an important client.

These days the entertainment still goes on but at more modest establishments. Cheaper restaurants are busier and karaoke parlours are being chosen over expensive nightclubs. Kunio Sato, a bar owner for the past 35 years in Ginza, Tokyo's most famous entertainment area, said sadly, 'Companies are much stricter these days with what they will let their employees spend compared with the old days.'

The cost cutting does not end at the bar. Some of Japan's huge conglomerates have cut down ritual corporate gift giving. Budgets for gifts at New Year have, in some cases, been cancelled, forcing employees to buy the gifts themselves, according to an employee at one conglomerate.

From the outside, the discovery by Japanese companies of basic cost control can be seen as an encouraging development in an economy that had previously let spending run wild.

By Ken Hijino and David Ibison

Exercise 1 Find words or phrases in the article which mean:

1.reduced by 50% (par. 1) - __________________________________

2.decreasing rapidly (par. 2) - __________________________________

3.reorganising a company (par. 4) - __________________________________

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4.a plan of how to spend an amount of money for a period of time (par. 4) - ___________________

5.economically good times (par. 4) - __________________________________

6.a large business organisation of several companies (par. 6) - _____________________

Exercise 2 Are the following statements true or false?

1.There are now fewer opportunities for entertaining corporate clients. _______

2.The number of bar hostesses is increasing. _______

3.Spending on entertainment is the lowest since 1961. _______

4.Saving money is now important to businesses in Japan. _______

5.It is now rather difficult to borrow money. _______

6.In the 1980s a bill for one night entertainment of important client could amount to £ 7,000. _______

7.Entertaining in restaurants and karaoke bars is more important than entertaining in nightclubs. _______

8.Employees prefer to pay for corporate gift giving themselves at New Year. _______

9.Cost control is viewed by Japanese companies as a negative trend in business. _______

Speaking

Role play the following situation: You are senior managers at a hi-fi manufacturer. Your company is losing market share. You strongly suspect your main rival is using unfair methods to promote its products. For example, you are almost sure that they have been:

a)making cash payments to main dealers;

b)offering expensive gifts to important customers.

Consider how to solve the problem.

Grammar

Exercise 1 Put question tags at the end of these sentences.

1)You won’t forget about my request, ………………..?

2)We have to suspend the project, ………………………?

3)Let’s go out tonight, ……………………………………………?

4)Don’t interrupt, …………………………………………………..?

5)I’m in charge here, ……………………………………………..?

6)We’d better postpone the meeting, …………………….?

7)They’d rather book a less expensive hotel, ……………….?

8)You had to break the agreement, …………………………?

9)Give me the menu, …………………………………………………?

10)Let’s consider all the pros and cons, ……………………..?

11)They’d rather die than abandon their homes………….?

12)I’d better not waste any more of your time, ………….?

13)I’m going to be promoted, ………………………………………?

14)Do it first thing tomorrow morning, ………………………..?

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Exercise 2 To make suggestions we use shall I/we, let’s, why don’t, why not.

E.g. Shall I give you a lift?

Let’s book a restaurant for tonight, shall we?

Let’s not worry about the bill. (more formal)/Don’t let’s worry about the bill. (less formal) Why don’t we take out a bank loan?

Why not apply to a recruitment agency?

Complete the sentences with suitable words where necessary.

1)Why ….. you consult a lawyer?

2)Why ….. take a bus to the airport. It’s much cheaper than a taxi.

3)…… meet tomorrow and go over the project plan again, … we?

4)……. let’s …… do anything in a rush. We’ve got plenty of time.

5)Let’s ……. take any risks. We are in trouble as we are.

6)……. we go to an Italian restaurant for a change?

7)Why …. book a table at the Ritz to really impress our client.

Exercise 3 Complete the dialogues with your own words.

a)A: A new Japanese restaurant just opened downtown. Why ………………………….. ? B: Great idea! I’d like some good sushi. Let’s …………………………………….

A:Shall I …………………………..? What about tomorrow night?

B:Let ………………… (not) tomorrow. I’m tied up all day. Why …………. (we) on Friday night?

A:Agreed. Let ………………. on Friday, …………?

b)A: We’ll never find an office we can afford in the city centre. Why …………… (we) in the suburbs? It’s farther, but offices must be less expensive.

B:Okay. Let’s ……………… right now, ………………….?

A:Why ………………...... newspapers first? We should look in the classified ads for that area. Do you have this morning’s paper?

B:No. …………………. get one?

A:Good idea. I’ll come with you.

Exercise 4 Practice the phrases. Suggest solutions to the problems below.

1)You need to boost morale in your department. What can you do?

2)Your company’s results show an unexpected $500,000 profit on international currency deals. Suggest things to do with the money.

3)Your company was founded 100 years ago. You want to mark the occasion. How can you do it?

4)A VIP client is visiting your company for a few days but your entertainment budget is very tight.

5)You heard on the grapevine that your regular customer is going to withdraw business with you. How can you retain the customer?

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Exercise 5 Let means allow or permit. Look at the examples and note the difference in grammar.

E.g. David’s father sometimes lets him drive his car.

He does not allow his younger daughter to drive his car.

The policemen did not permit us to enter the area during the investigation.

Complete the sentences with to where necessary.

1)I stepped back and let them …. pass.

2)They will never allow us .… charge these costs to the company account.

3)Don’t let me …. remind you how important it is.

4)At this college they do not permit students ….. access the Internet for personal use.

5)When I had to make an emergency call the secretary let me ….. use her phone.

6)Would you let me .… take your picture?

7)He never permits anybody …. use his laptop.

8)Would you allow us .… look at the document concerned?

9)Some people seem to let their kids ….. do whatever they like.

Exercise 6 Complete the sentences with your own words.

1.Don’t let …………………………………………………………

2.My boss usually lets me ………………………………..

3.Why did you let ………………………………………………

4.You shouldn’t let ……………………………………………….

5.Why not let …………………………………………………………

6.Why don’t we let ……………………………………………….

7.As soon as you let ………………………………………………

8.So far I haven’t let ………………………………………………

9.I’ll never let ………………………………………………………..

10.Do you think we should let ………………………………….

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Speaking

BUSINESS GIFTS

Student A

Business gifts are sometimes sent to customers or clients in the hope that they build goodwill - and help secure business. In many cases the activity is perfectly reasonable and open - but in some cases the practice of offering and receiving gifts is connected to dubious behaviour, malpractice or illegal activities.

You are one of two purchasing directors in a large manufacturing company with a $70m turnover. One of your purchasers has been sent a case of Grand Cru Bordeaux wine by a supplier. Some of your management colleagues feel he should not have accepted this gift. At present the company has no policy on receiving gifts.

Together with your partner, decide on a new company policy on receiving gifts.

YOUR PARTNER WILL START.

Prior to your meeting you draw up the following options:

MEMO

To:

From:

Date:

Subject:

Gifts - what to do??

•No gifts should be accepted.

•Only gifts up to a certain agreed value should be accepted.

•All gifts should be pooled and used as prizes in the company Christmas raffle.

YOU:

•tend to think that gifts compromise your colleagues - they are more likely to buy from companies who supply the best gifts, not those offering the best products and the best service.

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BUSINESS GIFTS

Student B

Business gifts are sometimes sent to customers or clients in the hope that they build goodwill - and help secure business. In many cases the activity is perfectly reasonable and open - but in some cases the practice of offering and receiving gifts is connected to dubious behaviour, malpractice or illegal activities.

You are one of two purchasing directors in a large manufacturing company with a $70m turnover. One of your purchasers has been sent a case of Grand Cm Bordeaux wine by a supplier. Some of your management colleagues feel he should not have accepted this gift. At present the company has no policy on receiving gifts.

Together with your partner, decide on a new company policy on receiving gifts.

YOU START.

Prior to your meeting you draw up the following options:

MEMO

To:

From:

Date:

Subject:

•Gifts policy-choices

•Any kind of gift should be accepted with a smile!

•If a new policy is adopted, all employees and suppliers should be told by letter.

•Only senior managers should accept gifts.

YOU:

•personally like the idea of gifts - you have received some good ones in the past;

•received a case of Grand Cru from the same company last year - but you didn't tell anyone;

•think you and your colleagues would only judge suppliers on purely objective and factual considerations.

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Reading and Writing

You have been asked to suggest a different form of corporate entertainment to the usual expensive meal at the local restaurant. First study the advertisements and choose the best four titles from a - g below for each advertisement.

A.

1.We're just 50 miles from London, easy to reach by road and rail. We have

300acres of flat event space. You can try 4x4s, go-carts, banger races, cross-country motorcycling, army jeeps and balloon flights. You can even bring the kids. Loads of fun guaranteed for stressed executives and their clients.

2.Haze and smoke machine, bubble machine, the very latest pre-releases, high

specification sound and light. Pyrotechnics available. Marquees. Rifle shooting. Prom Nights. We are a family-run business with the most up-to-date equipment. We will organise an event for you, or you can hire everything to suit your own arrangements.

3. Visit our Country Barn conversion for that special business event or dinner - a champagne reception perhaps? Built in 1541 by King Henry VIII's master carpenter, our Country Barn offers an ideal, convenient venue to impress your

clients. Our first class kitchens and Cordon Bleu chef will provide a bespoke

4menu. Get tothegiveadrenalineyou mealpumpingto rememberbehind.the wheel of a Humvee or drive a Sherman tank through mud and water in traditional battlefield-simulated conditions. Not tough enough for your clients? Try our mock SAS survival training course. Tailormade days to suit your company's individual needs. Drive it! Shoot it! Crush it!

a	Traditional rural hospitality
b	Kitchen visits and cooking courses
c	Do It Yourself Hi-tech fun and games
d	The ultimate driving experience
e	Conveniently located family fun days
f	Tanks-R-Us
g	Join the army for a day
	1		2		3	4

B.

Complete the sentences, matching the best choices from a to f.

1	Executives and their clients can enjoy...	a	swimming in an Olympic-style pool.
2	Our equipment brings out the kid in your	b	an exciting day out with the family.
	client because ...
3	We know you will enjoy the rural calm of ...	c	clay pigeon shooting and Painthall.
4	If you are a good organiser, why not ...	d	they will be able to smash things up and
			lose their inhibitions for a day.
		e	our historical setting and peaceful
			atmosphere.
		f	hire our gear, arrange your own event.

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C. Now write a memo of 30-40 words to your boss, recommending one of the above activities. Include details of the event, why you think it would be suitable for your company's clients, and a proposed date for the event to take place.

Vocabulary: Translate into English.

1	Во многих странах прием и обслуживание представителей других компаний
	считается неотъемлемой частью бизнеса.
2	Некоторые люди считают, что нет необходимости тратить большие деньги на
	представительские цели. Они уверены, что это ненужная роскошь.
3	Но люди, которые настроены боле скептически, уверены, что это не что иное, как
	взяточничество.
4	Эта пресловутая (имеющая дурную славу) компания находится в центре (является
	предметом) непрекращающихся скандалов уже несколько лет.
5	Хотя сумма, заплаченная за обед в ресторане, была невероятно огромной, она
	была списана на издержки компании.
6	Их представительский бюджет примерно равен сумме внешнего долга Венесуэлы.
7	Добрая воля является решающим условием заключения выгодной сделки.
8	Сколько компаний участвует в тендере за контракт с нашей фирмой?
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9Эта компания – наш самый ценный клиент. Мы заинтересованы в стабильных

отношениях с ними. Поэтому мы стараемся их ублажать.

10Вам бы лучше отказаться от идеи проведения широкомасштабной компании по

продвижению товара. Советуем вам нацелиться на своих лучших клиентов.

11В Австрии расходы на представительские цели освобождены от налогообложения.

Поэтому к ним относятся как к выгодному вложению средств, обещающему хороший доход от сделок в будущем.

12Во времена экономического спада дорогостоящие деловые обеды в шикарных

ресторанах выглядят чересчур экстравагантно и не способствуют укреплению позитивного имиджа компании.

13Если вы примете дорогой подарок от своих партнеров, вам будет трудно отказаться

от их делового предложения, даже если вы в нем не заинтересованы.

14Хорошие отношения с партнерами имеют решающее значение для японцев.

Поэтому сумма в 40 миллиардов фунтов, потраченная на представительские цели, не кажется им чрезмерной.

15Приз лучшего посетителя года отеля Ритц имели шанс получить только те клиенты,

которые тратили на обеды в этом ресторане свыше 5000 фунтов в год.

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		Just Business Unit 7 Corporate Entertaining
Useful Words and Word Partnerships
1	keep sb. sweet	обхаживать к-л. с корыстными целями
	dine and vine sb. (syn.)
2	tender for a contract	участвовать в тендере на подписание контракта
	win the contract	получить контракт
3	mix business with pleasure	смешивать бизнес и удовольствие
4	take advantage of the situation	воспользоваться преимуществом ситуации
5	give oneself a real treat	по-настоящему побаловать себя
6	choose a venue for your	выбрать место для проведения ежегодной конференции
	company’s annual conference	вашей компании
7	staggering marketing expenditure	огромные расходы на маркетинг
8	be roughly equivalent to sth.	примерно равняться
	add up to sth. (syn.)
9	infamous	имеющий дурную репутацию; печально известный
10	subject of repeated scandals	предмет постоянных скандалов
11	take a dim view	относиться скептически
12	nothing short of bribery	не что иное, как взяточничество
13	famous fraudsters	известные жулики
14	spree	кутеж
15	business breakfast at the Hilton	деловой завтрак в Хилтоне
16	crucial part of clinching a lucrative	решающее условие заключения выгодной сделки
	deal
17	recognize a major contribution	признать значительный вклад
18	spend in excess of $5,000 a year	тратить свыше 5000 долларов в год
19	stand a chance of winning	иметь шанс выиграть
20	consolidate professional relationships	укреплять профессиональные отношения
21	charge sth. to expenses	списать на издержки
22	manipulate over-cautious clients	влиять на чересчур осторожных клиентов
23	reject your host’s proposal	отказаться от предложения принимающей стороны
24	a hundred dollars' worth of	представительские расходы на сумму $100
	entertainment budget
25	promise a good return on an initial	выглядеть выгодным вложением для возмещения
	investment	начальных капиталовложений
26	across-the-board marketing	всеобщий (тотальный) маркетинг
27	above-the-line marketing campaigns	масштабные маркетинговые мероприятия (кампании),
		рекламные мероприятия, заказываемые у рекламных
		агентств, периодических изданий, радио- и
		телекомпаниям, а не силами сотрудниками фирмы;
	below-the-line marketing	внутреннее рекламирование, рекламирование своими
		силами
28	in times of recession	во времена экономического спада
29	get the client on your side	привлечь клиента на свою сторону
30	corporate hospitality	прием и обслуживание представителей других
		компаний
31	target the best clients	ориентироваться на лучших клиентов
32	Pareto Principle	закон Парето (теория, согласно которой распределение
		доходов имеет постоянный характер и не зависит от
		системы налогообложения и социального обеспечения
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Just Business Unit 7 Corporate Entertaining

KEY to the questionnaire «What’s your price?»

a = totally incorruptible – are you real?

b = you have principles but not a slave of them

c = you see no reason not to take advantage of your good fortune

d = utterly unscrupulous – you can certainly be bought, but few people can afford you

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