Dear Mr CV Manian,
Your post implies that whether to take drinks or not should be left to the discretion of the RM. Nevertheless, organisations cannot run on individual's discretion. Objective of laying down rules and regulations is to bring uniformity in the behaviour amongst all the staff members. There is every possibility of difference in the interpretation of the phrases like "discretion" or "maturity". What if under the garb of "maturity", RMs start fulfilling their boozing instincts?
I have seen MNCs wherein the employees are not allowed to accept any gifts. Going further, these MNCs do not allow employees to accept even new year diaries from the suppliers or customers. However, the poster of this post, i.e. Aparna has asked about liquor. This is a far more personalised offer. Let us not forget the difference between "tea" and "wine". Former is a part and parcel of Indian's daily life but not latter.
The actual problem is not about acceptance of offer of liquor. The actual problems lies in not having business like approach by the RMs. Offering advice on managing funds is a highly cerebral activity. This would require understanding risk appetite of the customer and matching it with the right product.
If the quality is advice is of superior level then there is no need to satisfy the client by accepting a peg or two. There is a difference between "customer delight" and "customer appeasement". A customer can be delighted even if the service is provided is within the parameters of service. To delight a customer, employees need to go extra mile. Nevertheless, that extra mile should not lead to regalement. Otherwise that extra mile could bring extra problems in its wake. Let us not forget about it.
Thanks,
Dinesh Divekar
I do not understand this. Treat your RM as a responsible person, who can take/make his/her own decision. If a client discussion is followed by lunch including couple of drinks, so be it. Act as grown up individuals and let the RM decide what needs to be done, rather than being instructed by the HR/HQ. Anyone responsible enough will not get sozzled by few drinks. Where to put a stop is what the RM should know from his own drinking habits. Let's treat people as mature adults.