© 2014 The Texas Lawbook.
By Theresa Roemer
Contributing Writer to The Texas Lawbook
(May 2) – Author John Steinbeck once said, “Texas is a state of mind. Texas is an obsession. Above all, Texas is a nation in every sense of the word.”
When it comes to business in Texas, you don’t mess about. Here are six unmistakably Texas-style business lessons – unwritten codes of behavior that everyone notices and no one forgets – that stand the test of time.
1. A handshake is a binding contract. This small-town maxim is true on a Texas-size scale. I have watched men sprint across large auditoriums to shake each other’s hands for the privilege. The simple handshake – that revered and ancient symbol of greeting and goodbye — is still the “king of connecting” in Texas. And never go back on a handshake – a reputation precedes you from San Antonio to Austin to the Oklahoma border.
2. Dallas lawyers may be more formal and east-coast like, Austin lawyers may seem more laid-back, and in East and West Texas, you may find some good ole’ boys practicing locally, but all Texas lawyers like to shoot straight, short and sweet. East Coast lawyers and Yankees may like to pile on the pages to prove how smart they are, but usually you’ll find Texas lawyers tend to prove their point quickly in their letters and briefs.
3. More deals are closed on the golf course than anywhere else, and nearly all business connections are made here too. This can true in the other 49 states as well, but in Texas, there is this: one’s golf game is a measure of character. If someone is fair and good on the links, then that person is likely a fair and good business partner. Golf is like fishing- it lends itself to telling stories and bending rules. But golf in Texas is played strictly “by the book.” You think no one is watching your play in Texas? Think again. The common assumption is that a cheater on the golf course, or someone who tries to cheat or embellish his game, will do so in business. That’s a big red flag, pardner!
4. Serious contracts demand serious dress and first impressions are everything. If you are ever in Texas, be sure to dress well. Armani suits for the men; Dolce & Gabbana for women, with Prada hanging off the shoulder. Even in casual dress, true Texans wear Tommy Bahama shirts and khaki shorts. People who travel to Texas from New York get schooled in how to dress. Trust me. A woman never signs a contract without wearing a good pair of stilettos. As a symbol of power and sex, stilettos and big business partnerships go hand in hand in a Texas woman’s world. And this is “old school” thinking: you can tell everything you need to know about a person by looking at the shoes. New shoes, sharply polished, means that someone cares about attention to detail and first impressions. It is part of a larger convention by which someone advertises confidence and competence. As for stilettos, I own 375 and my favorite designer is Christian Louboutin. So there!
5. Texas courts expect Texas lawyers to mind their P’s and Q’s. Outsiders may attempt to bully the court or the other attorneys because it works at home, but we don’t tolerate that nonsense here in Texas. We still expect our lawyers to mind their manners and keep the “Civil” in civil law.
6. “Go big, go long or go home.” This old saying still applies in Texas. “Go big” means doing everything larger than anywhere else. This is Texas, after all. If something isn’t big, it means that someone isn’t really trying. “Go long” means having foresight, perseverance and resources that are sufficient to “stay the course.” This means bearing up under adversity with grace and good humor. Finally, if people cannot “go big” or “go long,” then they most certainly should “go home.” And it is unlikely that home is anywhere in Texas. The con artists who try to make a quick buck in Texas are found out pretty quickly by their lack of ability to “go big” or “go long,” and so they are sent packing.
Theresa Roemer is the CEO of Theresa Roemer, LLC and a small business owner who specializes in business philanthropy. She owns several home goods companies in Houston, Texas and is a partner in Roemer Oil.
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