For awhile now, Bill Harvey's been seeking just the right place to take clients or business associates for a meal or meeting in a quiet, professional, upscale environment.
"My business is all about relationships and making contacts with people," said Harvey, owner of the Nationwide Insurance Agency in Chantilly. "My father used to say, 'There's no second chance to make a good first impression,' so being able to do so is crucial."
NOW, IN RESPONSE to a request from Harvey and two other local businessmen, the Westfields Marriott in Chantilly is creating a club to fill that need. Called the Westfields Club, it's designed by business leaders for business leaders.
"It's not a social club," said Westfields General Manager Stu Damon. "It's for those with leadership roles in a small business or those who own small businesses and are looking for a place to entertain their clients."
Both Harvey and Damon belong to the Herndon Dulles Chamber of Commerce, and Harvey broached the idea to Damon at a Chamber event last spring. Also in on the proposal were two other Chantilly businessmen — Jim Mitchell, president of Metropolitan Title and Escrow Co., and Jim Intihar, owner of Dulles Minuteman Press.
The four men met and mapped out what they wanted to accomplish. They discussed the club's benefits, price and focus and then, in June, they ran the idea by a dozen other local business representatives.
"They loved it, but expanded upon it, and we built it over time," said Damon. "Then in September, about 65 people attended a breakfast meeting and presentation [where they told Westfields what they wanted most from the club]."
The top item was immediate recognition of the business leader and his or her client, as soon as they arrive. "When you're trying to impress a client, wouldn't it be nice to walk into a place where you're known?" asked Damon. "We'll have people in the lobby and we'll greet that individual as a Westfields Club member." Paul Sharp, Westfields' sales and marketing director, said service staff will be given a "detailed training program."
IT WOULD BE GREAT, said Harvey, to arrive there for a breakfast meeting, and have someone greet him with, for example, a "How are you, Mr. Harvey? Would you like your usual coffee and grapefruit?" Said Harvey: "That's important to people in the business community. That lets clients know you're successful and they ought to do business with you."
The plan is to obtain 100 charter members by Nov. 1, start the club shortly afterwards and expand in the future, as needed. Contact membership coordinator Kristen Harlow at marriott.com or 703-818-0344.
"The goal is to create an ambiance — an environment that's so special that the club will actually enhance the business leader's ability to close a deal," explained Damon. "And it's important that they've designed this," added Sharp. "That way, the amenities and benefits will have greater value."
A board of governors will meet, a couple times annually, to see how well things are going. And Westfields management will solicit feedback on the services provided and any events members want created so they may bring their clients to them.
"I really think it's going to help a lot of the business people," said Intihar. "People can entertain on a business level and have an impressive place to bring people."
"The need has been there for some time," added Mitchell. "And while Westfields is a fabulous facility, there are some people who don't know it's there or take advantage of it, so we think it's a win for everyone involved."
It'll be similar to the Tower Club in Tysons Corner, but closer and more convenient for business people in western Fairfax County and their clients in places such as Centreville, Chantilly, Clifton and Prince William or Loudoun counties. "And it provides something unique that restaurants can't provide," said Damon. "[It'll have] everything from the complimentary valet parking to the good-bye."
Club members may use Westfield's complimentary business services — such as Internet, fax machine, copier, phones — while waiting for a client. Other services, such as binding and poster-making, would be available at roughly 50 percent of retail.
MEMBERS WILL ALSO have access to a meeting room, complimentary shuttle to and from the airport, meal reservations with just one hour's notice, one complimentary room at Westfields per year, a complimentary cocktail party once a year and substantial discounts on weekend golf at the Westfields Golf Club at Balmoral Greens. There'll also be a code of ethics regarding what members can and cannot do to other members.
"It really opens up a lot of opportunities," said Sharp. "Any one or all members of a company's leadership/marketing team can come and attend events."
The $500 annual fee — payable up front, all at once — was also established by the members. It covers three people in a company and costs $125/person after that. "They've also recommended a minimum of $250 be spent there by member companies every 60 days.
In addition, no capital contributions to Westfields are expected, and no credit-card bill would be presented at the end of a meal. Members would just sign for it and be billed monthly via mail or Internet — which is great, said Harvey. Otherwise, he said, "It's an uncomfortable situation when the waiter brings the bill — especially if they give it to the [client]."
This past year, Westfields received six industry awards — including recognition for outstanding service. And, said Damon, club members will see "that continued level of 'Wow!' as they come into the hotel."
Describing it as "a first-class place where you go for a nice meal," Harvey said Westfields is "where like people are there, doing the same thing you are." It's also where a business person could accomplish things in a professional setting.
Oftentimes, in restaurants, he said, "Everybody knows you and comes over to ask, 'How's the family? What did you think of the Redskins game?'" And while the visitor means well, that interruption could come right at a crucial time in a business negotiation.
AT WESTFIELDS, for example, said Harvey, "I could have my own, special room for a presentation to six executives, with A-V equipment — and have breakfast brought in, too. No one else offers that. It's that high-tech, high-touch feel. And if you have overnight guests, they can play golf, have dinner and spend the night there."
Intihar said the idea wouldn't have come to fruition "without the community-minded, pro-active thinking of Stu Damon. "We're excited about it," said Intihar. "It'll be a tremendous asset and a tremendous sales aide. I think it's going to be outstanding."
"The business community in western Fairfax County is maturing and coming of age," added Mitchell. "We need a world-class facility to entertain our clients, and Westfields provides that. I think this agreement is innovative, and I congratulate Stu Damon for having the vision and courage to do this. I'm honored to be a part of it."