On par with men

At the same time, it's a group sometimes hampered by the belief that men do not want them on the golf course. "It's probably true of an older generation," Andrews says. But "that's changing."

Because private clubs are not bound by discrimination laws, gender bias still exists, although golf experts say the situation is getting better. "Some [clubs] say you can't be a member," Wax notes. "Others say you can be a member only if your husband is." Or women can join, but the club might limit them to less desirable tee times.

Still, playing business golf with men is helping to erase barriers. "If a woman shows she's serious about knowing the game, knowing the rules, and keeping up the pace, they'll all be very happy to play with women," Wax says.

In her training programs for women, Hilary Bruggen, president of Strelmark, a business-development firm, offers advice on how to avoid business golf blunders. Unless business golf is planned and played properly, it can actually be detrimental to business.

Two years ago, Ms. Bruggen played in a business golf tournament in Washington, D.C. A woman showed up who had never golfed before. She had rented clubs and said she thought it would be good for networking. "What I didn't say to her was, 'By the end of this round, these men are going to hate you, rather than wanting to do business with you.' "

Bruggen prevented that from happening by taking the woman's shot for her. "I felt both sorry for her and horrified by her bad judgment."

Another blunder involves misunderstanding the purpose of these professional outings. Bruggen has seen women expect to do business on the golf course. She explains that it is a place to build relationships, not cut a deal.

"On the golf course you don't even have to talk about business, but you're learning about that person," Swensen says. "You're sharing a bond."

Players are also forming impressions. "When you play, it tests your patience, tests your honesty, integrity, ethics, your sense of humor, your ability to know the rules," Swensen says. "All of those skills are transferable into a business setting. If someone gets really upset that they hit their ball in a sand trap and throws their clubs, it's just a ball going into a sand trap. If that gets someone excited or angry, how are they going to react in a business setting? If you are constantly making excuses - 'Oh, I left my A game at home' - do you do that in real life too?"

As more women buy golf products, the industry is showing greater interest in them. Golf clothing, for example, is changing dramatically, with many more choices for women. That makes it easier to avoid what Bruggen calls the "girlie look" for business golf outings. On such occasions, she always dresses in navy or black shorts or pants, or khakis with white, yellow, or neutral tops.

Even golf bags send messages. Noting that her bag is black, Bruggen says, "Women sometimes start with these flowery ones, with bees on them. That really puts men off. Flowery skirts are off-putting as well."

On the theory that "you can't start playing golf too early," Bruggen tells parents that one of the best things they can do for a daughter is to encourage her to golf. Most country clubs are children-friendly now, she finds - a dramatic shift from the past. Getting on a golf team for a college might help a daughter to win a scholarship. Later, in the work world, it could help her advance.

"Women who are not golfing are choosing to neglect probably one of the most powerful business development tools there is," Bruggen says. "Golf eliminates gender barriers, hierarchical and generational barriers, and barriers from religion and race. Golf levels the playing field - no pun intended."

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