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It is estimated that more than half of all business deals are secured over food. A consulting firm learned the hard way the consequences of poor table manners after one of its directors took a prospective client with a $30 million portfolio to dinner. When the director licked his knife during the meal, the investor was appalled and decided to take his business elsewhere.

The following is a summary of dining protocols to make that next business dining event proceed gracefully:

Pre-Dinner
Be sure to arrive on time. If being late cannot be avoided call ahead to inform the other dinner partners. On the other hand, if you are waiting for others to arrive, wait 15 minutes to call to check on their arrival status.

Sitting Down
No items should be placed on the table (e.g. bags, purses, sunglasses, cell phones, briefcases, etc). After everyone has seated, unfold your napkin and place it on your lap, folded in half with the fold towards your waist. Utensils should be kept in the same order as they appear on the table (even if you are left-handed!). Wait for everyone to arrive before beginning any part of the meal.

Place Setting
Solid items (forks, butter plate, napkin) will be on your left (or the napkin could be on your plate). Liquids will be on your right (glasses, knives, spoons). Always use the utensils from the outside in. Dessert utensils may be above the place setting or will be served with dessert.

Eating Styles
The continental or European style is to cut the food with the right hand and use the left hand to hold the food while cutting and when eating. The American style is to cut the food with the right hand and hold the food with the left, then switch hands to eat with the right hand.

Ordering
When in doubt, follow the lead of the host. Do not order the most expensive item, and avoid fi nger foods or foods that are diffi cult (i.e. messy!) to eat.

Dining is part and parcel of conducting business. Over dinner we discuss new business, fi nalize deals and build relationships. Proper etiquette and knowledge of food and wine is paramount. Equally important is selecting the right restaurant with a suitable atmosphere.

The old rule to pairing wine with food was 'red wine with red meat and white wine with fi sh or poultry'. At La Caille restaurant in downtown Calgary, co-owner Gaston Langlois states that "the main reason for pairing the proper wine with food is to compliment each dish. If you choose the wrong wine, it can leave a 'bad taste' in your mouth and you will not enjoy your dining experience".

Typically, restaurants of this calibre have a sommelier on staff. A sommelier is an individual with an extensive knowledge about wine and food pairings. Gaston offers some suggestions for pairing wine and food:

Still, if you find it intimidating trying to choose the right wine, Chef De Cuisine Michele Aurigemma offers a tasting menu consisting of 3 - 6 courses with Sommelier selected wines to complement each course. With expertise like this, you can't go wrong!

At La Caille, you not only have great wine and great food, you also have exquisite décor and a view of the beautiful Bow River.

Choosing a wine should not be intimidating. Rather, it should be an enjoyable experience. As Gaston says, "diners should trust their servers for the wine pairing as this is where their professionalism will shine".

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