Eddie. - Power Entertaining

Its not overly dramatic to say your professional destiny can hang on the impression you make. If you are meeting or hosting prospective clients or employers at a reception or business meal, read this book first. Its I didnt know that insights and page-turning stories show how to handle yourself with savoir faire so youre the one they relate to, respect, remember, and want to work with.

Sam Horn

The Intrigue Expert;

Author of POP! and SerenDestiny

Finally, we have a book on how to cement business relationships that last. Eddie Osterland shares the rare entertaining insights that can create a memorable experience for those you care about in your life and work. It is not only an art, but a defined strategy for growing your business or organization. This is a must-read for every business owner, executive, and professional in the marketplace!

Mark LeBlanc

President of Small Business Success;

Author of Growing Your Business and Never Be the Same

Master Sommelier and outstanding Vistage speaker Eddie Osterland notes that most people treat wine as a beverage, not as a true partner to good food. CEOs and executives should understand that if they treat wine as more than a beverage, it can be the perfect complement to cultivating and strengthening their business relationships. Eddie shows us how, as his book expands our knowledge, sensibilities, and opportunities.

Rafael Pastor

Chairman of the Board and Chief Executive Officer,

Vistage International, Inc.

Edmund Osterland is not only Americas First Master Sommelier, he is a brilliant businessman who understands the principles of how to make occasions special. He can show you how to make any meeting or event a more memorable and impactful event. His mastery is matching the elements to the intended results. He has toured the world training senior executives in the finer touches of leadership and gracious business practices. Let him show you how to make your business dealings more fun and more creative. I learn from him and admire him. You will, too!

Jim Cathcart

Past President of the National Speakers Association;

Author of Relationship Selling

Eddie Osterland is one of the most dynamic, entertaining, and knowledgeable wine experts in America.

Kevin Zraly

Windows on the World Complete Wine Course

Eddie has a finely honed palate and a special knack for creating exciting wine and food pairings. His enthusiasm when sharing his knowledge about wine and wine tasting is infectious, informative, and very much down to earth. Not only does Eddie know his subject like few others, he knows how to communicate his vast experience and ideas in a fun and easy-to-understand manner.

Jeffrey Davies

Signature Jeffrey M. Davies Selections

Secrets to Building Lasting Relationships,

Hosting Unforgettable Events, and Closing Big

Deals from Americas 1st Master Sommelier

EDDIE OSTERLAND

Cover image: Vladimir Ovchinnikov/iStockphoto (briefcase); Alex Salcedo/iStockphoto (wine)

Cover design: Jeff Faust

Copyright 2012 by Eddie Osterland. All rights reserved.

Power Entertaining is a trademark of Eddie Osterland.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

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Library of Congress Cataloging-in-Publication Data:

Osterland, Edmund A.

Power Entertaining: Secrets to Building Lasting Relationships, Hosting Unforgettable Events, and Closing Big Deals from Americas 1st Master Sommelier / Eddie Osterland.

Includes index.

ISBN: 978-1-118-26902-2 (cloth)

ISBN: 978-1-118-28344-8 (ebk)

ISBN: 978-1-118-28475-9 (ebk)

ISBN: 978-1-118-28722-4 (ebk)

1. Business entertaining. 2. Public relations. 3. Strategic alliances (Business). 4. Success in business. I. Title.

HD59

650.13dc23

2012022845

This book is dedicated to the late Henry J. van der Voort (19152008). Henry was the proprietor of Chteau Bellegrave, Pauillac, Bordeaux.

I met Henry late one evening in a Honolulu restaurant, where I was working as a wine steward. Henry was impressed with my passion with wine and suggested I study it seriously under the famed Dr. Emile Peynaud at the Universit de Bordeaux. He graciously offered to set me up in language school in France and personally introduced me to Dr. Peynaud. The rest is history as I became the first American Master Sommelier while in Bordeaux, and I owe it all to Henry, the most elegant, generous, and good-living gentleman I have ever met.

The old adage, Its not what you know, its who you know, has been a popular business maxim for many years. Unfortunately, this statement misses the mark, and we need to add an element to it that makes it all worthwhile.

Its not what you know.Its not who you know.Its how you know them, andIts how they feel about you that matters.Next page