I learnt a valuable lesson, despite all my previous thinking, I now realise that attaining quality contracts in this business has nothing to do with price, service levels, image or marketing.

To set the scene, I have never been a "sporty" person, indeed my idea of healthy exercise has been walking to the bar for a diet coke for the beloved. However the beloved, in collusion with the doctor has decided that my somewhat rounded figure needs slimming down. And golf was suggested (I say suggested because the beloved presented me with a set of clubs, a day guest pass for the local golf club and kicked me out of the door one Sunday morning). Now to be honest the idea of hitting a ball as far as it will go and then walking after it seemed a bit silly, after all, don't hit it at all, it goes no where and you save yourself all that effort. To my surprise I seem to have a knack for knocking little white things far away and actually enjoy the now regular Sunday outing.

A couple of weeks ago I partnered up with another member of the club who I didn't know, but was looking for someone to have a round with, introductions were made and we set off to dole out punishment to the golf balls ( and in his case a fair amount of grass). About half way round we had ran out of the usual chats about golf, family, holidays, cars etc. and the conversation turned to what we do for a living, This gentleman it turns out is the distribution director for a large national company with its head quarters nearby my yard. For a long time I have attempted to get my vehicles in there, as the work is supposed to be steady, they have a reputation for paying on time and treating the contractors well. But all my calls/marketing/letters had always failed to get a response.

Yet by the 15th hole I had learnt they had been looking for a new express delivery partner for deliveries and returns to and from Benelux, and hadn't found one suitable. Indeed despite my small fledging business being ideal for their needs they hadn't even looked at any of the leaflets/letters, consigning them straight to the bin. His transport manager, despite knowing the company was looking for a courier firm locally exactly like mine had never mentioned our existence.

By the 18th Hole I had an appointment to meet with the man on Monday morning, and by Wednesday two of my vans were on contract to them.

Is this the way business should be done?, I am a traditionalist and believe that my companies work record should be enough to gain me new opportunities. But it seems it isn't. This industry still seems dominated by "Who you know than what you know". Fair? Professional? Probably not but I wont turn down the work just because the way I found it feels slightly off.

My suggestion to all those struggling to find work? Save your money, don't buy fancy leaflets, spend hours making fruitless cold calls or telephoning, Join a Golf Club, it's healthy for both your body and your wallet. And ignore your conscience

Paul Mcbride runs a small courier business running 5 light vehicles on urgent deliveries throughout Europe