Five Years Young!

european edition

AN EDUCATION AND INFORMATION BULLETINSuccessNetSuccessNet FOR BNI MEMBERS WINTER 2001/2 FIVE YEARS YOUNG! NI has just celebrated the fifth chapters from Galway to Gravesend, and Ply- anniversary of its arrival in the mouth to Perth, BNI’s growth has been sub- UK and Ireland with the open- stantially faster across the UK and Ireland Karl B than in any other country throughout the ing of its 330th chapter in Exeter, world, including America where the organisa- and a commemorative celebration tion’s roots were laid in 1985. lends among members of its very first UK While there was an inkling of BNI’s likely chapters at Harrow and North- popularity from the launch of the first chap- a cool wood. ter in Harrow back in December 1996, With thousands of businesses belonging to nobody could have anticipated it would become the UK’s biggest £1.5m business networking organ- THERE’S MORE than one isation quite so quickly. bank that likes to say Significantly, around ‘yes’ – especially when one-third of Harrow Chap- the customers are BNI ter’s current membership members or their comprises founder mem- acquaintances. bers who attended that Karl Redmond is Busi- first meeting, and have ness Manager for the seen their businesses flour- Royal Bank of Scotland’s East Parade branch in ish over the past five years. Leeds from which he has “None of us had any sanctioned lending of idea what to expect, but over £1.5 million to cus- after my first breakfast tomers referred to him meeting I knew that BNI through the city’s would be good for my Armouries (Tuesday) business and, five years Chapter in ten months. later, I’m even more cer- “I can’t tell you what tain,” said Nigel Loli, who that might be worth to the bank,” said delighted reckons membership has Karl, “but I’ve received increased the turnover of around 30 referrals in his vehicle engineering the few months since I business, Carwrights, by an joined BNI, and they’re MANY HAPPY RETURNS! Chapter Directors, Howard Smith average of £25,000 a year. now flowing in at the (right) and Neil Marshall (left) of Northwood and Harrow Nigel was among the rate of about a dozen a respectively, cut their chapters’ fifth birthday cake. Behind many members and guests month. We’re doing very good business through them are 14,225 referral slips representing the £4.4million when the Harrow and my chapter colleagues.” worth of business the two chapters have generated. Northwood chapters held a joint fifth anniversary Karl heard about BNI’s rapid expansion through breakfast at Batchworth Yorkshire from a col- Chapter count passes 330 Park Golf Club, Rick- league in another chap- mansworth just before ter and was sold from his BNI’S RAPID growth across the Brighton (Albion), Chippenham Christmas, at which special first visit to the Leeds UK and Ireland has continued and Plymouth (Astor) five-year ribbons were pre- North Chapter. through the autumn and fes- Elsewhere, other recently tive period with the opening of sented to 11 members who “In turn, a lot of my more than two dozen new launched chapters include Ayr, have been in BNI since it colleagues at other York- groups – including Exeter Bradford (Wednesday), Brad- was launched in the UK. shire branches of the RBS (Cathedral) which became our ford (Friday), Colwyn Bay, National Director Mar- have now joined their 330th chapter just before Dublin (City West), Elmbridge, tin Lawson said: “For BNI local BNI chapters, after SuccessNet went to press. Fulham, Heartland (Perthshire), seeing how much new to be represented in nearly business I was attracting. Exeter’s second chapter was Leeds Marriott (Friday), Lisburn every major conurbation (County Antrim), Liverpool I think there must by a one of several new groups to across the UK and Ireland, Royal Bank manager in (Phoenix), Lymm, Norwich (Cas- have opened in the South and is a tribute to all the direc- nearly every BNI group South West of England, where tle), Sheffield Succeeds and in the region.” others were Bradford-on-Avon, Walsall. TURN TO PAGE 2 Innovation all round in BNI – Pages 8 & 9 BNI News Five years Mongolians seek young FROM PAGE 1 tors, leadership teams and mem- advice from BNI bers, but even more importantly, it demonstrates the huge benefits ne of the world’s least Tseden Yonden, State Secretary for Industry that BNI’s ‘Givers Gain’ philoso- and Trade, met Martin and Gillian Lawson phy brings to any and every busi- developed countries has as part of a study visit to examine British ness community.” O sought advice from BNI on methods of encouraging and supporting The key factor behind BNI’s promoting business in its emerg- SMEs in the business economy. rapid expansion is the obvious ing economy. Martin Lawson said: “We were delighted and immediate proof that mem- This latest recognition of BNI’s maturing to learn that, even though the nearest BNI bership is a highly valuable asset status as a world force in business develop- presence to Mongolia is nearly 2,000 miles to nearly any business. ment came a few weeks ago when a senior away in Malaysia, the Mongolian delegation In the past 12 months alone, delegation from Mongolia’s Ministry of knew all about our achievements in expand- UK members have developed Industry and Trade specifically requested ing SME economies around the world. around £100 million worth of talks with UK/Ireland national directors to “After our discussions, the delegation vis- business for each other. see how BNI could assist the growth of ited NatWest’s headquarters and were small and medium sized enterprises in the impressed to find that many of the Bank’s Martin added: “Probably the world’s youngest capitalist economy. best testimonial for BNI’s popu- business managers are already benefiting larity is that we have never The Mongolian delegation, headed by Mr from membership of BNI groups.” sought to open groups in any new area without being invited by the local business community, More Angels so the fact that we are now represented in most parts of the UK RIVAL groups of Charlie’s Angels and Ireland speaks for itself. are hard at work in UK chapters! “Other business networking In the last issue of SuccessNet, organisations may come and go, we reported on the first self-styled but BNI is here to stay.” Charlie’s Angels – in the shape of Daventry Chapter’s new all-female leadership team but, before anyone could say “Morning, Angels”, a rival SuccessFull! team had announced its presence. IT’S ODD when you have to apolo- Wakefield Thursday Chapter’s gise for your own success, but such ‘Angels’ comprise Chapter Director is SuccessNet’s growing popularity Jeni Rankin, a personnel consultant, that we’re unable to publish some Secretary/Treasurer Cherry Shiel, a of your contributions, despite our will writer, and Membership Co- recent expansion to 16 pages. ordinator Arlene Oldham, a market- To everyone who has sent in ing consultant. ideas, stories and photos, please Jeni said: “We were a bit miffed accept our grateful thanks. when we read about Daventry. We We will publish some of the items reckon we are the original all-girl in the Spring issue, so please, don’t DRESSED FOR THE PART: Some of Wakefield team.” be put off. Keep reading – and keep Thursday Chapter’s members, ‘dressed’ with • Jeni Rankin can be contacted on sending in your news and views. props to reflect their occupations. 01484 683872. Ten receive Founders Award TEN MORE UK chapters have been pre- (Sussex), Harrow, Indigo Chapter (Liver- sented with a prestigious Founders’ pool), Moortown (Leeds), Leeds North, Award in recognition of their consis- Northants, Pinner, Stafford and Tam- tently high performance over the year. worth. Given at the discretion of BNI Founder Meanwhile among the latest members and Chief Executive Dr Ivan Misner after to receive Gold Club badges for individ- suitable recommendation from regional ual success in attracting new members directors, the award is made to rela- tively few chapters whose members are: Paul Barton of the Drake Chapter maintain high quality and substantial (Plymouth), Richard Bedells (Wellingbor- referral rates, bring a significant number ough), Lawrence Dagnall (Richmond of visitors to their meetings and achieve Upon Thames), Richard Helliwell good business results by applying BNI’s (Armouries Tuesday, Leeds) and John Givers Gain philosophy. Leach (Armouries Thursday, Leeds, pic- The proud recipients of Founders tured right receiving his badge from Awards during the past three months Executive Director Niri Patel). Our con- are: Drake Chapter (Plymouth), Gatwick gratulations to everyone involved!

2WINTER 2002 S UCCESSN ET BNI News Business blooms – at 19 hen you’re just meeting with her, and said it 19 and starting might be good for me. W out in business, “I’d never heard of BNI but the world can seem a from what I saw at that first breakfast, I knew she was right. hostile place. Not least, I’ve only been in BNI for three when you live in a small months but already I’m averag- village community where ing one referral a week and at potential customers are least 50 per cent of all my work few and far between. comes through my chapter colleagues,” he added. That was the situation faced by landscape gardener Peter At 19, Peter (pictured with Squires until he was invited by a Chapter colleague Martin Wall fellow villager, writer and media of Shire Security) is believed to relations consultant Pam be the youngest member of BNI Austin, to accompany her to a in the UK, but his relative youth meeting of Corby Chapter, since has not inhibited his integration when his fledgling business has into the Chapter. started to bloom “I’m very keen on amateur “Pam and I have known each dramatics and enjoy acting, so other for a few years and she having to present my business was aware that I’d started my to 30 strangers wasn’t too diffi- own landscape gardening busi- cult – especially since everyone ness in the summer. Things were gave me such a warm welcome.” moving rather slowly but in • Peter can be contacted at September she invited me to Albany Garden Services on attend a business breakfast 01858 535485. Rainbow restorers clean up FORMER teachers Jill and Stuart Simp- son have just mopped up a top national franchise award – less than four years after quitting their college jobs to start a cleaning business and barely 12 months since Stuart suffered a near fatal sports accident. Ironically, their success in beating well- known High Street franchise names like McDonalds Restaurants, Clarks Shoes and Prontaprint, is due in no small part to Stuart’s post-accident decision to join his local BNI chapter in Loughborough, as part of his rehabilitation into the business world. The Simpsons’ cleaning and restora- TOP PERFORMERS: Stuart and Jill Simpson (centre) after receiving their national tion franchise, Rainbow International of franchise award from Sir Bernard Ingham, President of the British Franchise Leicester, won third prize in the British Association (left), watched by HSBC’s National Franchise Manager Cathryn Hayes. Franchise Association’s (BFA) Fran- chisee of the Year Awards, sponsored by clot. It was a close call and it led to me focus and develop new business contacts. the HSBC, beating off fierce competition reshaping my priorities.” “I’m really glad I did. I’ve met some from hundreds of entrants among Jill suddenly found herself having to great people and quite apart from the Britain’s 27,000 franchisees manage the growing business, as well as additional work they have introduced, Yet it could so easily have been a dif- her home and family – but earning plau- BNI has been a very useful tool in help- ferent story.Twelve months ago Stuart dits for the way met the challenge. ing us reorganise the business. came close to death after a freak acci- Against the odds, Stuart made a “We’ve already used the services of dent. “I lost my balance during a game remarkable recovery and was back at half a dozen colleagues and now, what- of tennis and my head struck the edge of work within two months. ever I’m looking for, I always go the racket which caused a near fatal He added: “My accident led me to through my BNI contacts first – know- brain injury,” he said. BNI. When I returned to work, I felt a ing I can rely on fellow members.” “I went into a coma and had part of bit lost because things had moved on. I • Stuart and Jill Simpson can be con- my skull cut away to remove a blood decided to join BNI to give myself a new tacted on 01509 215858.

S UCCESSN ET W INTER 2002 3 BNI News

Lawsons’ Essex to host first Lore cross-Thames day BNI National Directors MARTIN National Director Gillian Law- & GILLIAN LAWSON write… he historic but little- known Essex coastal son said: “The value of these n our members’ healthy pursuit town of Maldon will regional events is immense, not T just in terms of the substantial of BNI’s main purpose – to gen- play host this April to the business networking opportunities I erate more and better business first cross-Thames regional they afford, but for the new busi- for themselves by helping others Members’ Day. ness skills and techniques that are achieve their business aims – it is Following the fifth Annual Euro- there to be picked up in work- all too easy to forget about two pean Directors’ Conference at the shops and training sessions.” other related, and very important Five Lakes Hotel, Golf & Country Members who want to stay BNI objectives: profitable business Club in Maldon, members from overnight at Five Lakes can education and self-development. chapters in East Anglia, Kent and reserve accommodation through Greater London areas will join BNI’s national office on 01923 Yet it goes without saying that for any of forces on Saturday April 20 for an us to be truly successful businessmen and intensive day’s programme of pre- 826181. Further event information women, we must be reasonably expert in sentations, practical workshops can be obtained from BNI’s web- good business practice – not least in mar- and networking sessions. site at: www.bni-europe.com. keting our goods or services – just as we need to be sufficiently self-motivated, con- Tickets for this major network- Meanwhile, those interested in fident and able to present ourselves (and ing and training event will be local history may like to know that our businesses) in the best possible light. available through chapters from one of Maldon’s several claims to It therefore gives us particular satisfaction the start of February and they are fame is its links with USA Presi- to witness the hugely beneficial (and expected to sell out quickly, so dent George Washington, whose increasing) impact that BNI is having, not anyone wanting to participate is great-great-grandfather was born just in helping countless businesses become advised to book early. in the coastal town. stronger and more profitable, but in helping members acquire new business and personal skills they never thought they would possess. Scotland sets standard To highlight just one example of this, look at Phil Brumfitt’s comments (reported on the IF YOU still think breakfast is the Martin Lawson said: “What a back page) on the way that BNI has given most important meal of the day for fantastic event this was! Scotland him confidence in public speaking and pres- BNI members, you obviously did more than come of age by stag- entation, and great self-belief – highly desir- weren’t among the 200-plus partici- ing such an impressive event – it able qualities that he could only aspire to pants in Scotland’s Inaugural set the standard by which other before joining his local Merseyside chapter. Annual Awards Dinner at Glas- regional events will be compared.” gow’s five-star Hilton Hotel. When Phil joined BNI just a year ago, he Event organiser, Don Spence, was reluctant even to stand up and tell his What is now set to become who was co-incidentally voted his own chapter colleagues about his catering BNI’s most important annual event chapter’s best performing member, business, but in just 12 months, he has dou- north of the border, saw 22 mem- added: “With tongue firmly in bled his business turnover and, equally bers receive special awards for importantly, he is now such a confident and cheek we billed the Scottish 2001 having made the greatest overall Awards Dinner as ‘the biggest net- entertaining presenter, he’s in demand by contributions to their BNI groups – leading business management organisa- working event ever’, but with the having each polled the highest support of members from all over tions as a keynote speaker! number of votes from chapter col- His case is by no means exceptional. the country, in Scottish terms that leagues in a closed ballot. is precisely what it was. It was the Throughout the world, BNI has provided an Attended by members from all excellent, practical basis for thousands of perfect reminder that we are part people who wanted to learn more about over Scotland, the awards dinner of the fastest growing and most the right way of developing a successful was voted an outstanding success, effective business building organi- business, and who needed to improve their with the names of winners kept sation in the world.” secret until the night when each own presentational and inter-personal skills Individual award recipients were: Chris along the way. collected their award from BNI Chirnside (Edinburgh Pentlands), Mark National Director Martin Lawson Thirgood (Edinburgh West), Tom London One needs only to look at any copy of and Benny Higgins, Chief Execu- SuccessNet to see how effective BNI’s train- (Edinburgh Central), Carlene Van Doring ing and education have been and, as we tive (Retail Banking) of the Royal and Joanne Brindley (both West Lothian Bank of Scotland, the sponsors. – tied), Ross Linsday (Cumbernauld), Sid pass the fifth anniversary in the UK and Ire- Grant (Balgeddie), Francoise Noblesse (St land, it is good to report that these aspects After the formalities, three of the Andrews), Audrey Fenton (Perth), Gill of BNI’s philosophy will play an increasingly country’s top speakers, Benny Hig- Carrie (Dunfermline), Martin Walker important role in our further growth as a gins, entertainer Craigie Veitch, (Strathkelvin), Robert Ross (Kirkcaldy), major business force in Britain. A happy and and John Hatfield, Business Editor, Peter Gibson (Tayside), Graham Struthers prosperous New Year to all our members. publisher and raconteur, kept (Stirling), William Sivewright (Kil- everyone in party mood, while marnock), Steve McFadyen (Uddingston), John Robson (Hamilton), Stewart Wilson BNI’s charity member, the Chil- (Giffnock), Alistair McLaughlan (Clyde), dren’s Appeal Foundation, raised David Bone (Glasgow, Alpha), Mary around £1,500 for good causes Parker (Glasgow, West End) and Don through a prize raffle. Spence (Glasgow, Victoria).

4WINTER 2002 S UCCESSN ET BNI News LIFE BEGINS AT 40! espite having achieved LIFE, IT IS SAID, begins when you reach 40. True or not, in BNI its target of 40 members there is absolutely no doubt that the quality of members’ busi- less than two years after D ness lives takes on a whole new dimension when their chapter it was launched, the Leeds reaches its optimum strength of 40 members. As BNI expands Armouries (Thursday) Chapter and consolidates across the UK and Ireland, so a growing num- still makes visitors one of its ber of chapters are coming of age – having established stable, permanent priorities. highly effective groups, whose dynamics and higher referral “We all know that the more people rates make them the best performing chapters. Here, Success- who attend our weekly breakfasts, the more energy will be created and the Net looks at two such chapters that recently turned 40. more referrals will be exchanged. Our aim is to attract four or five visitors every week, giving every member the chance to gain another ten per cent of extra business,” said John Leach, under whose directorship the Chapter reached capacity a few months ago. Consequently, the role of visitor hosts is especially important. John added: “As the first point of contact for visitors, they are key to a chapter’s success, so their performance is vital. Fortunately, we have excellent visitor hosts and nearly every newcomer who attends our meetings comments on the great atmosphere. Life was already good in our chapter before we reached 40- strong, but now it’s even better. “Crucial to our success was sharing ownership of our goals with all the members. We had a major push for new members, concentrating on visitor days and identifying specific business categories from which we needed to attract new members. We were unanimous that we wanted only positive, enthusiastic MORE MEANS MORE: More chapter members will lead to more referrals. people,” he said. “There is now a great atmosphere, more reason to feel satisfied about members, are keys to a chapter’s suc- which combines professional dynamism their achievement in passing the 40- cessful growth. “One of the best things with camaraderie and genuine mutual member target, less than a year after about our group is the way that mem- support. Referrals are flowing like the group was formed. bers look out for each other and gen- never before, and nobody thinks twice Today Little Aston has 42 members uinely want to help each other’s busi- about getting up at five or six in the and, says the immediate past Chapter nesses,” he said. morning to attend. It has become a Director Noel Farrelly: “We are very BNI’s Assistant Director for the high point in everyone’s working focused on objectives which may be Birmingham area, Mark Panayides told week,” John added. why, for example, we gained 12 new SuccessNet: “Little Aston is an incredi- Having reached capacity, members of members from two highly successful bly powerful chapter whose meetings the Leeds Armouries (Thursday) Chap- visitors days,” said Noel. move at a fast pace. There’s always a ter plan to take a bold step in the near “We are also fortunate in that many buzz of excitement and expectation, future, by agreeing to exchange only of our members are naturally ebullient, and that’s what sets them apart from ‘third party’ referrals with each other. who enjoy getting up and talking about average groups. Visitors come away “Such a move represents our their businesses. amazed by what they’ve encountered.” progress towards achieving BNI’s core “Little Aston’s meetings must be National Director Gillian Lawson business aims,” John added. “Because said: “Statistics from BNI chapters among the liveliest and most vibrant of we are now such a confident, dynamic throughout the world all confirm the any chapter, but behind the joviality and mutually supportive group, no-one same thing – that the number of quality will fear a referral system based solely and camaraderie, a lot of serious busi- business referrals increases at a dispro- on third-party business requirements. ness takes place and, as the group has portionately faster rate as membership Members want to find each other the reached capacity, the volume of quality grows. This means that while a young best possible business.” referrals has dramatically increased. We chapter of just 15 to 20 members typi- are now passing a large number of high JUST OVER a 100 miles south-west of cally passes an average of 50 referrals a Leeds, in the leafy stockbroker-belt quality referrals,” he said. month, a well-established 30 to 40- suburbs of East Birmingham, members Noel also believes that personal strong group would be likely to of the Little Aston Chapter have even friendships and mutual respect between exchange up to 300 referrals a month.”

S UCCESSN ET W INTER 2002 5 Relax, listen and don’t say too much y the time you are reading this, early in 2002, the THE DECISION to appoint education co-ordinators for every B chances are that you may BNI chapter has led to the education slot becoming one of have made some New Year’s the most eagerly awaited parts of the breakfast agenda, and resolutions – including one or a much-valued means of imparting business tips and training two that reflect your business techniques to members. In this, the second SuccessNet aims for the coming year. column for sharing education issues, PAUL CLEGG, Education Everyone wants bigger and better Co-ordinator of Newbury Chapter suggests three ways in business, and the vast majority of us join BNI in the hope and belief that if which we can get more from our BNI membership. we follow its philosophy and practices, we will benefit in terms of greater financial security and better relation- someone sees you as an interesting per- ships with our customers, suppliers and son, they are far more likely to consider other business contacts. doing business with you. Yet sometimes, for no obvious rea- It is useful to watch colleagues – sons, newcomers to BNI seem to get off especially new members – give their 60- on the wrong foot and, when this hap- second presentations each week, pens, their chances of sharing the many because so many people are initially benefits of membership quickly reduce. focused on what BNI can do for them, In Newbury Chapter, we take our before eventually shifting their stance networking seriously and, with some to ‘What can I give to BNI and my excellent long-established guidelines in chapter colleagues?’ – which, of course, place – such as Giver’s Gain – we see is BNI’s Giver’s Gain philosophy.You no reason to re-invent the wheel. ‘give’ by listening to others, and seeing how you can help meet their needs, not Against this backdrop, whenever I have the privilege of presenting the trying to fulfil your own. education item (bearing in mind that it 3 Be proud of BNI: is shared between many different mem- I suspect that for some members, BNI bers) I have three recurring messages to begins and ends at the door of their my chapter colleagues, and believe that • Paul Clegg weekly chapter meeting and, when they other chapters which have experienced leave, they largely forget about it until difficulties in ‘settling’ new members, at 5.30 in the morning every week to it’s time for next week’s breakfast. might benefit from adopting them: fulfil a key obligation of membership, is To get the most from your member- it any wonder that they’ll find a good 1 Don’t say too much ship of any organisation, you have to reason why they cannot commit to such fully participate and ‘fly the flag’ for One of the keys to my chapter’s fairly an early weekly meeting? rapid growth (our aim is to reach 40 BNI – and that doesn’t just mean for members early this year) is that we are We should not frighten off our visi- the 90 minutes or so you spend over diligent in the way we approach tors, any more than we should expect to breakfast with your chapter colleagues. prospective members, telling would-be decide – on their behalf – what they will or will not get out of BNI membership. Every week I urge my colleagues to visitors only that we are looking for a always wear their BNI lapel pin and person in their business category to Everyone has to decide for them- always carry their business card holder whom we can refer new business, and selves whether BNI is right for them. whenever they leave their offices, partly not trying to persuade them to join us 2 Listen – don’t talk: as a constant reminder to themselves as soon as they walk through the door. Having welcomed new visitors to (and their clients) that they are a mem- In my limited experience of visiting your chapter, there is a tendency to ber of the BNI business network, but chapters and seeing how others attract want to talk at them, about your own also because it helps you to find refer- guests, a common failing seems to be business and about BNI, rather than lis- rals and win new business at business that in the understandable desire to ten to them, and ask them questions events. So your BNI pin and cardholder convert visitors to members, those mak- about themselves and their businesses. are important ice-breakers which you ing the phone calls and issuing the invi- If you show genuine interest in visi- should use to maximum benefit. tation letters try to tell their prospective tors’ businesses, you will be regarded as • Paul Clegg is an independent visitors far too much about BNI. interesting by them – because you have telecommunications consultant for If, for example, you tell a potential taken the time and trouble to ask ques- Euphony Communications. He can be guest that he or she will have to get up tions and learn about them. And, when contacted on 01264 338153.

6WINTER 2002 S UCCESSN ET Education & Training

What makes YOUR group special CONTINUING our new regular feature, this issue’s column highlights the views of individual chapter directors on what makes their group different, and discovers some ‘secrets’ for making groups more effective – not least by boosting membership numbers. While there is just one optimum way of running a chapter – and that is the tried and tested BNI way – every UK and Irish chapters has its individual character, based not least on the style of its chapter director and how he or she imposes their per- sonality on the weekly agendas. Here, directors offer their ideas on best practice and their solutions to occasional problems that can arise.

and the system has shown itself to have many benefits. Here’s how it works. From the moment a new mem- BE STRONG-WILLED – and ber has been welcomed into the ruthless in implementing the group, the Chapter Director allocates three mentors to them. The profile of rules, says Phil Hopkins (Leeds those mentors is usually a long-stand- North Chapter) ing member, another recently-joined As I look around BNI, it is very evi- member and a third, whose business – dent that the most successful chapters and business network – is entirely dif- are those which have high calibre, suc- ferent to that of the newcomer. cessful members. By definition, many The long-standing member brings all of these people will either be head of that you would associate with BNI, a larger company or strong-willed, including background experience and strong-minded entrepreneurs who knowledge of the Chapter. have set up successful businesses. The new member is fresh and has For this reason alone, when you experienced the pains of joining, and move into the chapter director’s seat so can bring comfort, building on new you need to be equally strong-minded member networks within the Chapter. and strong-willed because you are sur- The member with a very different rounded by like-minded people and, if • Tony Tickle business network is perhaps the most you don’t lead by example, you will beneficial of all the mentors because soon find yourself being led by the new members often find it difficult to warning in the event of any bad prac- members – a classic situation of the tail move outside of their own business tices creeping into our meetings. wagging the dog. environment. Sometimes I will e-mail members Sometimes inevitably, you will have Recently, for example, one of our two or three times a week, and there to make decisions that not everyone is new members whose business is in is no doubt that in addition to moti- happy with and, in such situations, the manufacturing lightweight concrete long-established ethos of my Leeds vating them and keeping everyone’s sections for the construction industry, North Chapter in doing things by the mind firmly focused on BNI business, it was matched with a member who spe- BNI rule book, ensures that even diffi- vastly improves two-way communica- cialises in colour co-ordination for cult tasks are made easier. tion with our members. dressing to impress. A pretty fruitless The main reason why any franchise Adopting the philosophy that if you match, or so it might initially seem. breaks down is when you ignore the prune a rose bush it will grow back The new member wanted contacts in turnkey operation. Our turnkey opera- stronger and healthier, we shed sev- multi-national and corporate busi- tion is the fixed 20-point weekly meet- eral members who weren’t pulling nesses – decision makers and person- ing agenda which I believe, should be their weight before a slimmer, fitter nel who influenced the purchase of his closely followed. chapter set about finding new and services. So what could a colour con- This agenda comes with its own rule more committed replacements. sultant possibly offer him? Surprisingly book which starts by requiring mem- As a result, we have grown from 26 enough, she could help in every area, bers to arrive before 7am and to make to 36 members in barely ten weeks and because she works as a consultant to sure that if they cannot attend, they my goal is for the chapter to become senior managers, advising them on send a substitute. 40-strong before my term ends. better personal presentation to gain When I took over as Chapter Direc- • Philip Hopkins runs H2 Communica- the edge in business. tor, it was apparent some members tions, a Leeds-based PR consultancy. He Making new members feel comfort- were not following the rules, nor were can be contacted on 0113 250 0071. able in the group is crucial to how they committed to BNI’s philosophy, so MAKE NEW members feel wel- they perform, and this fast track we took the view that if they could come in your group, says Tony method has proved very successful not even find a substitute for meetings with our Chapter. The mentors do not they were unable to attend, or if they Tickle (Bolton Chapter) know in advance that they are being were clearly not performing, their The prospect of joining a Chapter chosen; they are not asked before membership would be terminated. can be very daunting. As a visitor you their name is announced, and this too Chapters that work are those which look around the meeting and are can create new networks for estab- follow the 20-point agenda and, at the impressed by the ease with which the lished members. You should try it end of each breakfast I collect every members refer and discuss business. sometime. business card and e-mail all those who Sometimes new members find it diffi- • Tony Tickle is Managing Director of attended – members and guests – with cult to move into the ‘fast lane’ of The Tickle Group, specialising in new a summary of key information from meeting and generating referrals. media services, based at The Gate the meeting and general news about At Bolton we have introduced a House, Summerseat, Bury. Telephone members, and perhaps issue a gentle method of ‘mentoring’ new members, 01706 823456.

S UCCESSN ET W INTER 2002 7 INNOVA BNI’s key role in so magine being able to talk requires only a simp with 200 business colleagues microphone, it will p voice and vision com I or friends anywhere in the around the globe for world at the same time. of business which al Now, imagine that as well as talking unmetered connecti among themselves, everyone can also as well as to millions see each other (in real time) through uals who pay a fixed their computer screens. charge for constant And finally, imagine what it would be From the end of J like to do this for a one-off cost of just a customers will be ab few pounds. D-Me’ for less than MUM’S THE WORD: Manchester dietician Norah Lane (right) with Sounds too good to be true? You’d create ‘free’ sound-a one of the women she has helped become pregnant through her better believe it because, as SuccessNet between themselves healthy eating programmes. went to print, so a whole BNI chapter in tives or business coll Leeds was about to help one of its other locations anyw members, software developer Stewart More people/locat How BNI can help to McLean, launch what is set to become to any individual’s E the world’s most exciting computer simply by purchasin development since the Internet – des- the software. Busine make you pregnant tined to transform the way we do busi- software will be laun ness, and the way we live. BNI is great for improving your on BBC’s GMR station.” As a founder mem Stewart’s company, CybaHous Ltd of Armouries (Thursda business. But did you know it is The station was inundated with now helping a growing number Batley, has spent 15 months designing a has used the paid an calls – over 400 women sought software programme that enables any- several of his BNI co of women become pregnant – Norah’s help – but far more was many after years of infertility? one to have simultaneous face-to-face development of his u to come. The Manchester Evening conversations with up to 200 people in and openly acknowl Diet expert Norah Lane had News then picked up her story, different locations, providing pin-sharp their fantastic suppo been successfully helping infertile ran a page feature and another pictures and clear sound for everyone nowhere near launch women in the North West to lose 600 women telephoned the mod- weight for some years but, as a est Denton-based offices of linked into the call. He told SuccessNe result of recently joining Man- Norah’s slimming clinic, Vitaline. And, because the system – called leagues have been b chester Bridgewater Chapter, her More radio appearances, a story ‘Eye-D-Me’ – utilises the Internet, and their time, expertise expertise is suddenly in demand in the Daily Express and a New nationwide, with hundreds of Year interview on Granada TV women queuing for her help – the quickly followed. first of whom have now con- ceived after years of childlessness. “In total we’ve received several thousand calls, and dozens of “My business has just gone new members have joined our through the roof since joining programmes – and it’s all due to BNI, ” Norah told SuccessNet. BNI,” said Norah. “From the start, I decided that I More significantly, among the wouldn’t push my professional first of the avalanche of women services because I knew my col- pursuing her dietary solution to leagues would need to get to pregnancy, were four ladies who know me first, so I wore my other hat – that of fundraiser – and had commenced medication prior asked for referrals to organisa- to receiving IVF treatment, only to tions who might like me to stage find themselves pregnant as a a charity talk about my work, to result of losing weight, without help them raise money. undergoing the costly assisted reproduction. “The solicitor in Bridgewater Chapter, Paul Johnson, responded “One of them had been trying by asking me to address his for 13 years to have a baby, but Round Table group in Bury and with my diet she has now con- my talk on men’s health problems ceived naturally,” she added. and how diet could help them Norah is now looking to fran- went down very well. chise Vitaline because of the vol- “One of the audience worked in ume of potential business from all local radio and suggested my over the country. work with infertility would be a Norah Lane can be contacted on good topic for his colleague, Janet 0161 292 4918 or via Vitaline’s web- BREAKTHROUGH: Stewart MacLean (standing) puts the fin Kennedy, who presents a show site: www.vitaline-slimming.com the new Eye-D-Me software, with Craig Hardcastle (left) an

8WINTER 2002 S UCCESSN ET ATION ALL ROUND software revolution Business where you simple web cam and a tance free of charge. Because of them, will provide totally free we’ve been able to accelerate our least expect it… n communications launch by several months.” be for tens of thousands As a reward for their support, every ch already have TWO ORIGINAL members of Since then, Denise has Tunbridge Wells Chapter who nection to the Internet, one of the Chapter’s 40-strong member- referred more than £150,000- thought they would never llions of private individ- ship, has been given individually tai- worth of business to Graham, work with each other, have and regularly passes him a fixed monthly ISP lored advance copies of the new soft- found themselves doing a veri- handful of referrals over the tant Internet access. ware, with the opportunity to try it in their different business environments table feast of unexpected busi- breakfast table each week. d of January, personal ness across the weekly break- “It was a totally unexpected be able to purchase ‘Eye- for a month before it goes on sale. fast table. ‘Eye-D-Me’ is likely to provide major source of new business,” Gra- than £25 and instantly In the chapter’s early days, ham added, “and I am so und-and-vision links new networking and educational oppor- independent financial adviser pleased we decided to have elves and friends, rela- tunities for BNI. Graham Adams would envi- lunch. Although I cannot s colleagues in up to five In the short term, for instance, indi- ously eye the huge potential match Denise’s flow of refer- anywhere in the world. vidual chapters and/or groups of mem- client base of his chapter col- rals, I do my best to find her /locations can be added league Denise Barnes, who business as well.” bers will be able to communicate ‘live’ runs one of Kent’s largest al’s Eye-D-Me network with each other – enabling several chap- Denise, whose chain of hasing further copies of estate agencies, and wish he ters to participate in joint educational had access to her clients. offices covers a large part of usiness versions of the Kent said: “I’d always joked or training sessions. However, she seemed per- e launched in the spring. with Graham that he couldn’t Abbey National’s Jeff Matthews said: fectly happy referring her cus- member of the Leeds expect to receive any referrals “The ability to communicate face to tomers to a major national ursday) Chapter, Stewart financial services group, and so from me and, when I was id and unpaid services of face with more than one person any- drawn to have lunch with him, where in the world, has real advantages he dismissed the idea of find- NI colleagues in the ing business through her. my first inclination was to put f his unique software, over video conferencing. It appears to his name back in the hat and nowledges that “without offer a major advance in Internet and “The reality was that both choose again. Denise’s financial specialists upport, we would be computer technology.” But we agreed to meet up aunching the product.” and my practice, The Reeve • Any BNI member interested in try- Alexander Partnership, were and over lunch I told Graham essNet: “My chapter col- ing the new software should contact selling very similar financial I’d been thinking about chang- een brilliant, many giving Stewart McLean at CybaHous Ltd on packages to clients, so I could- ing our financial advisers. He rtise and practical assis- 01924 500999. n’t see any reason why she told me about his new consul- would direct her clients to tancy and it seemed to offer a me,” said Graham. good alternative. No recession for Two years ago, however, the “In practice I am much hap- then Chapter Director decided pier with the new arrange- Champagne Eddie to strengthen business rapport ment and, because we meet and networking between dif- through BNI every week, it is TWO YEARS ago, Eddie Barnes made ferent members of the chapter, easier to build trust and under- his living out of photocopiers. Today he by requiring everyone to have standing, and to deal with any sells more champagne than any other lunch with a colleague, based client problems that might drinks supplier in Kent. But, while bub- on drawing ‘pairs’ of names arise. bly might seem a riskier commodity than out a hat. copiers, business is booming! “And, although I never “By a twist of fate I was thought we’d do business “We’ve doubled our turnover in the drawn with Denise, and while together, Graham passes quite last year,” said Eddie, “and if there is a we both laughed about the a lot of business our way, so recession coming, no-one’s told my irony and thought nothing I’m very pleased we stuck to clients. It’s also a lot more fun.” would come from it, we that lunch appointment.” Eddie likes a good laugh in his Med- agreed to have lunch anyway,” Robert French, BNI’s way Chapter and, just before Christmas, Graham added. Regional Director commented: he had double reason to chuckle: his It was a wise decision. Over “This is a perfect example of largest single order to date, 400 bottles of lunch, he learned that Denise BNI’s philosophy that who you quality fizz for the British Comedy was less than enthusiastic know is far more important Awards on London’s South Bank – and about retaining links with her than who you are, or what then being a guest at the event. long-term financial associates, you do. I’m delighted to see and more than interested in “The referral came through my chap- such healthy two-way business ter. My tender was accepted – and they looking at his consultancy as a successor to whom she could flowing from the least invited myself and my wife as guests. It expected quarters.” was a great night – and the first time I’d refer her many clients. Graham been paid to drink my own champagne!” explained his range of services, Graham can be reached on e finishing touches to and the two agreed they could 01732 500505 and Denise on • Contact Eddie at The Champagne do business after all. 01892 534433. ft) and Ian Hardcastle. Cellar on 0800 597 7122.

S UCCESSN ET W INTER 2002 9 Around the Chapters Why women need BNI NI needs many more “Having done my homework, I had women members. More no doubt that the benefits of BNI would far outweigh any minor practical B to the point, many problems and after just a few months women should be using BNI to membership, the value of BNI to my help re-launch careers that own business has been confirmed. But have been put on hold while it is impossible not to notice how most they raised families and ful- chapters are dominated by men – probably because many women see early filled domestic roles. morning business breakfasts as prohibi- So says Danusia Malina-Derben, one tive once children are on the scene.” of life’s “irrepressibles” who, as well as Danusia added: “I would like women being mother of six children and wife to recognise that they can be commit- of a military officer, now heads up a ted to business success without com- fast-growing West Midlands’ life-coach- promising their success or responsibili- ing consultancy which teaches senior ties as a mother. The two need not be business executives that “you can have in constant competition, and the right everything, if you want it badly attitude is crucial. Positive action that enough.” backs up this attitude makes the differ- Danusia recently joined BNI’s ence between women who talk about Malvern Hills Chapter as part of a new wanting business success, and those strategic plan for her own future, which who actually have it.” saw her relinquish a successful post in Drawing on her professional experi- academia with imminent prospects of a ence, she told SuccessNet: “If prospec- professorship, in order to re-balance tive female members of BNI focus on her “life priorities” and combine a potential problems of membership, rewarding career with fulfilment as a they will undoubtedly find such diffi- mother and wife. culties but, if they focus on business • Danusia Malina-Derben “Before joining BNI I did my success through BNI, they will find research, talking with several chapters ways of removing obstacles and turn suffer an identity blur, giving much of about how women who are working the vision of success into reality. In themselves away to other people – not mothers, managed to fit weekly early short, if women want the best of both least their partners and their children. morning meetings into their existing worlds badly enough, they will get it.” Consequently, it is not unusual to see domestic and business schedules. I also The fact that many women decide their careers being relegated to a very spoke with a number of women in BNI they have to make a choice between low priority, since the more that women who had obviously managed to create careers or family is, says Danusia, a sacrifice for others, the less they have support strategies to avoid absence reflection of long-standing cultural and to give of themselves.” from meetings. social traditions. “Too many women She has produced a six-point strategy to help women get the most from BNI membership (see panel left) and hopes more chapters will become pro-active in attracting female members – not least by Danusia’s strategy targeting women business owners with invitations to attend visitors days. “It is in every chapters’ interest to seek the best possible mix and balance of mem- for success in BNI bers because diversity fosters creativity and growth. BNI is an ideal platform DANUSIA’S six-point strategy for • Harness the interest of business from which women can re-launch their prospective women members: colleagues, suppliers and friends, with dormant business careers.” the aim of finding two or three reli- You need to consider BNI member- Anyone who thinks Danusia must able people who can substitute for have a secret army of helpers to juggle ship with a positive mental attitude you at meetings, if and when needed. since, unless you think you think you her commitments, is mistaken. “I’ve no are capable of doing something, it • Cultivate friendships in your com- family or relatives in the area to rely won’t happen. Try this simple munity among people who have wide on, my husband has his own full-time social and business ‘contact’ net- approach: demanding job and three of my six chil- works, such as members of the clergy, dren still live at home. You can do • Create a work and life strategy, by emergency services etc. almost anything, if you want to. My asking yourself what are the most • Go into BNI having identified message to would-be female members important things to you right now, something positive you can contribute is: ‘The only thing standing between and how you can best achieve them. to your chapter. you and business success is yourself’.” • Decide where BNI membership fits • And finally, don’t be reluctant to • Danusia Malina-Derben is Man- into your strategy, and seek advice use professional expertise – such as a aging Director of executive personal from other women members (and personal life coach – to help you coaching consultancy, Life Wizards. men) about how they balance family achieve exactly what you want from and career commitments. work and life! She can be contacted on 01684 566720 or 561857.

10 WINTER 2002 S UCCESSN ET Around the Chapters Members in the dock! hen it comes to reaching the right verdicts W for his clients, independent financial adviser Allan Heggs should have a head and shoulders advantage over the opposition: his ‘office’ is the historic former magistrates court at Lutterworth – newly refur- bished with a lot of help from his BNI colleagues. “It is one of the oldest traditional courts in the country and, because it’s also a listed building we had to be very careful in converting it to offices. For this reason, we’ve left most of the original court furniture in place – including the SILENCE IN COURT! ‘PC’ Allan Heggs commands attention from would-be magistrates’ bench, the lawyers’ benches ‘Judge’ John O’Malley and court clerk Frances Heggs (his wife) as they and of course the prisoner’s dock – and familiarise themselves with their IFA practice’s new magisterial surroundings. it was made easier by working with so many trusted colleagues,” said Allan. One of six practitioners in the expanding Leicestershire independent financial Pavarotti in Coventry consultancy, Silverside Financial Ser- vices, Allan acquired the old magistrates court building 12 months ago after out- orld-famous opera growing the office extension at his own singer Luciano home, and it has taken nearly a year to W Pavarotti paid complete the transformation. an unexpected visit to “I belong to Leicester Oadby Chapter Coventry Chapter just and I thought that between us and our before Christmas – neighbouring Leicester Tigers Chapter, and left members we should find all the help we needed, gasping in amaze- and that’s what’s happened.” ment and delight as In total, no less than ten members of he serenaded them the two chapters have been involved in over breakfast. Silverside’s magisterial move. Re-wiring Well, to be honest, it wasn’t of the 140-year old building was done by Pavarotti, but an uncannily real- Tony Smith from Blaby Electrical Ser- istic look-alike in entertainment vices and a member of the Tigers Chap- impresario Barry Long (pictured ter whose colleague, Stuart Muir from Intelligent Services carried out all the right), who’d joined the Chapter less His company, LRS Productions computer networking. Other Tigers’ than a month earlier, and was deter- (Entertainment Specialists), is probably mined to make his first ten-minute pres- input came from Gordon Tilley whose unique in being able to offer almost any Creative Design Unit redesigned the entation to colleagues and visitors a very kind of entertainment to a client, in any grand and memorable affair. consultancy’s stationery, and Rex Kellett location. “I started life as a DJ and it just from K&S Digital Imaging who made “He certainly succeeded,” said BNI grew from there. Today, we can stage lit- Assistant Director Louise Moore. “The large sepia reproductions of old court- erally any kind of show anywhere, and room images, now gracing the walls. Chapter was holding a visitors day and we do almost everything ourselves, from without exception, everyone had beam- Meanwhile, Oadby’s contributions building the sets and providing the props ing faces when Barry came out, looking came from Ron Campbell-Barnard, and sounding exactly like the real and floral arrangements, to writing, pro- whose firm Signs Express produced the Pavarotti as we were treated to a fabu- ducing and choreographing the show external signage, photographer William lous rendition of ‘O Sole Mio’ and providing all the artistes.” James from Target Studios who used the “The moment was a vision to behold, Barry was introduced to BNI by his building’s historic features to dramatic and Barry’s lifelike performance really bank manager who thought it would effect in creating new photography for lifted our spirits on a cold and grey lead to extra business very quickly.“He the practice, Michael Fell of Rushking- Wednesday morning,” she added. was absolutely right. After barely a ton Lodge Kitchens who provided their Barry said his choice of Pavarotti – month, I’ve had lots of business come culinary facilities, Suri Gudka of Busi- from an extensive repertoire of imper- through BNI – probably because, ness Services who met all the printing sonations – was not difficult. “Everyone whether someone wants a cabaret, club requirements and solicitor Andrew tells me I look like Pavarotti, and so I’ve night or casino, a pub-style event, dance Eagle from Josiah Hincks Sons & Bul- studied the great man’s mannerisms and band or pantomine, we can provide it. I lough whose legal and conveyancing think I bear more than a passing resem- just wish I’d heard of BNI years ago.” skills were in considerable demand. blance to him – although sadly my voice • Contact Barry at LRS Productions on • Allan can be reached at Silverside is not a patch on his.” 02476 714523. on 01455 557501.

S UCCESSN ET W INTER 2002 11 Around the Chapters Good deal of help fter nine years as General Manager of one of Ply- A mouth’s best-known hotels, Jeremy Palmer didn’t think twice when the opportunity to buy the 72-bedroomed Victorian building came up. And who better to help him than the Director of the city’s new Astor Chapter, which had been launched in the hotel just a few weeks earlier! Together with three of his senior hotel executives, Jeremy has just completed a smooth and successful management buy out of The Duke of Cornwall Hotel, opposite the city’s famous Pavilions, and he’s happy to acknowledge that the deal was made significantly easier because it was brokered by Astor’s first Chapter Director and financial expert Tricia Kennedy. MANAGEMENT BUYOUT: Jeremy and Tricia at The Duke of Cornwall Hotel. Jeremy, who has been associated with the newly appointed Chapter Director. I “Obviously, being able to put the finan- the hotel he now jointly owns for the thought she might be just the person to cial package together through a BNI col- past two decades, told SuccessNet:“The help arrange the funding.” league was a huge help, but I’ve already majority shareholder just announced one identified a number of other members day that he wanted to sell out, and the Indeed she was, and her company – Business Cash Flow Solutions – wasted whose services we’ll need in the weeks four of us involved in the buy-out were ahead. I am finding our weekly meetings no time in assisting Jeremy draw up suc- given very little time in which to raise a very useful.” cessful financial proposals. substantial sum of money. Did he intend to persuade other local “By happy co-incidence, BNI’s new She said: “A deal of this size can some- BNI chapters to relocate to his hotel? “I Astor Chapter had just been launched times be a slow process, but in this case, don’t think that would be fair,” he and made its home at the hotel, so after knowing the hotel and being aware of added. “As well as providing a home to a couple of weeks of looking in on the the financial requirements, it was rela- Astor Chapter, we also host regular breakfast meetings, I thought I should tively quick and straight forward. It is functions for the Chamber of Commerce become a member. also much easier for both parties and The Industrial Society.We’ve got to “Although I’d previously met Tricia involved if, as in this case, they have leave something for our opposition!” been able to build up trust beforehand.” and was aware of her capital-raising • Jeremy can be contacted on 01752 expertise, it was a very pleasant and Meanwhile, Jeremy is in no doubt that 275851, and Tricia can be reached on timely surprise to discover that she was BNI has already paid big dividends. 01752 206000. Celebrating £1m with bangers and mash CHICHESTER Chapter has celebrated passing its first £1 million-worth of referrals by holding a bangers-and-mash lunch for local businesses in the town’s Festival Theatre. Nearly 80 members and guests took part in the event, when members decided to share their good fortune with the community. Chapter Director Mike Browne presented a cheque for £250 to the town’s St Wilfrid’s Hospice, while a further £250 was raised for the Hospice during the lunch. The Hospice’s Gillian Ploughman was on hand to accept the donation and said: “Increasingly, charities depend upon the public’s generosity, and it is becoming more difficult to keep up with our running costs. We much appreciate the generosity of BNI members.” SHARING THEIR GOOD FORTUNE: Mike Browne hands over • For more information about BNI in Chichester, Chichester’s cheque to Gillian Ploughman call Mike Hemsley on 01903 200528.

12 WINTER 2002 S UCCESSN ET Around the Chapters Like father, like son eet David Davies. He’s professions (in financial services and the elder statesman in telecommunications) were filled, the our photograph and only way was to get into BNI was by M creating another chapter – so with half the immediate past Director of a dozen business colleagues we set Stockport 2 Chapter. And the about building Stockport 2.” other chap? Oh, he’s also David Michael added: “The new David Davies – the chapter’s group was launched a year ago and my present director. father was its very successful first Confused? Well that’s hardly surpris- Chapter Director. When his term of ing, since David (Leslie) Senior and office ended in the spring, a new direc- David (Michael) the Younger – “please tor was elected and I offered to don’t refer to me as Junior” – are BNI’s undergo training with a view to suc- first father and son chapter directors in ceeding him, but things didn’t go to the UK and Ireland – and quite possi- plan. After running only a few meet- bly, the first anywhere in the world. ings, the new director suddenly left, so The improbable double act came my father was asked to stand in for a about largely by accident, as David second term – which is how he came to TWO FOR THE PRICE OF ONE: David Michael explained to SuccessNet. hand over the reins to me.” Davies and…David Davies. “After hearing about BNI, my father Father and son they may be, but as Director David, “but I think it is very suggested that we should take a look. both were quick to point out, their healthy for the group to experience We paid a visit to Stockport 1 Chapter, chapter leadership styles are very dif- contrasting styles of leadership.” ferent. “It’s for others to make the and immediately decided BNI was a David Leslie said: “When it was good idea. But, because our respective comparisons, not me,” said current agreed that my son would take over from me, I made it very clear that I would take a back seat and not inter- fere in any way with the new leadership Networkers recognised team’s decisions. That’s the way it has stayed and even when other members approach me as a kind of father-figure in the chapter, wanting advice on policy or procedural matters, I tell them they must talk to the new leadership team.” The two Davieses are in unison however when it comes to their enthusiasm for BNI membership. “We both believed it would be good, and it has been,” said David Leslie. “As an IFA and first Chapter Director, I knew it would take a little while to build referrals but I established a series of one-to- one chats with every other member and took time to make sure they under- ELEVEN OF BNI’s best networkers port Chapter member who acted as stood my business. Now BNI referrals from the Dublin region have received co-presenter said: “It was quite a close account for at least 20 per cent of my unique recognition for their ‘Giver’s run thing in some chapters, where just income, I can count around 50 per cent Gain’ contributions over the past year one or two votes separated the nomi- of my chapter colleagues as personal – in the shape of limited edition nees, and in the case of Pembroke clients, and I have an excellent volun- prints, hand drawn by Fingal Chap- Chapter, two nominees tied for the teer sales team.” ter’s designer Padraig Horgan. award.” To complete the Davies’ family’s The framed prints of Irish stately Pictured with Michael O’Connor involvement with the chapter, David homes were presented at the (back row, centre) are all 11 recipients. Leslie’s son-in-law, Paul Cresswell is recently-staged Dublin Members’ Day, also a founder member, and gains regu- after Executive Director Pat Guiden Front row (left to right, holding prints) are Philip O’Donoghue (Clon- lar referrals for his building and joinery had asked the membership of each of business from both his in-laws. Dublin’s then ten chapters to nomi- tarf Chapter), Ulla Enkrist (Fitz 2), nate one person from their chapter Paula Egan (Liffey), Ralph McMahon “It’s a great chapter in which every- who most deserved a special prize for (Pembroke – joint winner) and one looks out for everyone else. The effective networking. Anthony Quinn (Baggot Street). Back sense of camaraderie and desire to help Sponsored by Michael O’Connor of row: Damian Gibbons (South Dublin), each other is enough reason on its own finance brokers Finplan, a member of Jonathon Miller (Pembroke – joint to get out of bed at five in the morn- the city’s Airport Chapter who pre- winner), Eamonn Leahy (Airport), Pat ing,” added David Senior. sented the Giver’s Gain Awards, the King (Merrion Row), John Clarke (Dun • You can contact David (senior) on initiative drew a huge response from Laoghaire) and Colum Whelan 01625 875698 or 07768 394263, and members. Graham Smith, another Air- (Fitzwilliam). David Michael on 0161 480 7730.

S UCCESSN ET W INTER 2002 13 Education & Training Use your sphere of contacts to maximise membership Within your own group you now says need to identify other trades and professions (not already represented in the BEVERLEY chapter) that will help you grow and BLANDFORD increase your chances of giving and get- Executive Director, ting quality referrals. Once your group Home Counties has decided what categories of new West, Hampshire member(s) are needed, elect a spokesperson to inform the Member- and West Country ship Co-ordinator who will set Chapter goals for targeting those categories for stack and visitor days. At least once a month, arrange a hile seasoned BNI ent financial advisory services, business strategy meeting with your ‘Contact consultancy, book-keeping and the legal Sphere Group’, which can take place members all know sector – since all of these colleagues and realise that refer- after a chapter meeting. Your group’s W can refer business to you, as you can to spokesperson needs to meet the Mem- rals do not only come from them. bership Co-ordinator on a regular basis, their own ‘Contact Sphere’, it These ‘symbiotic’ groups or contact who in turn should inform the whole may be hard for the new mem- spheres of related trades and profes- Chapter about the membership cate- ber or visitor to grasp this fact sionals can easily be identified in any gories wanted by your individual group. initially. What newcomers will chapter, and some of the most common This should be done at point 11 on the understand and relate to, how- examples are listed below. Start by com- agenda which covers ‘professions still piling your own groups, and of course, needed’ and ‘Chapter growth plan’. ever, is getting referrals from you may need to add other categories. someone who has a natural Most importantly the Membership • FINANCIAL & LEGAL: solicitor, Co-ordinator must specifically ask for symbiotic relationship with accountant, IFA, banker, estate their line of business. contact names (i.e. the names of suit- agent able visitors) from the Chapter and list So, to ensure that membership of • PEN & PAPER: printer, graphic the members who have volunteered BNI is both profitable and enjoyable designer, PR consultant, names. Those members should be the from the outset, why not adopt the fol- copywriter ones who invite their respective nomi- lowing strategy - specifically developed • MOTOR TRADE: motor nees as visitors. to promote stronger bonds and mechanic, bodywork repairer, Whenever a guest visits your Chap- enhanced business within your ‘contact garage proprietor sphere group’ in your chapter. ter, if they are within your ‘Contact • PROPERTY: builder, plumber, Sphere Group’ ask your spokesperson First and most important, you need carpenter, estate agent to identify the professions and trades to stand up and invite them to stay on within your Chapter whose representa- • HEALTH: dentist, therapists, after the meeting to meet your group, tives are in your own ‘Contact Sphere’ optometrist, alternative because this is when the strategy is (i.e. they have a symbiotic relationship medicine most beneficial and capable of produc- with your business). For instance, if you • IT: computer hardware, ing the best results. are an accountant, you should be talk- software developers, Last but not least, do not forget the ing to members in banking, independ- telecoms etc reason you get up early for BNI meetings and why you have paid a membership fee! It is to network, make new contacts and do more business – so do send a follow up letter thanking your Stanmore passes 10,000 visitors for coming, invite them back for STANMORE CHAPTER in North-West Chapter Director Simon Patnick said: a second time and also enclose your London notched up its 10,000th refer- “This is a fantastic achievement in brochure and business card. After all, ral just before Christmas. such a short period of time. this is a warm call for you and an “More importantly for our members, opportunity not to be missed. The landmark referral was passed by it represents their finding over £2.3 Andrew Bamford of The Investment Remember, while BNI provides the million worth of business for each vehicle for you and your business, you Club Network to Rosemary Holmes of other. They simply cannot afford not have to put petrol in to keep it running ! Beautiful Holmes. to work for each other.”

14 WINTER 2002 S UCCESSN ET The powers vested in the membership committee They exist to ensure a smooth flight ast your mind back to the a common goal of getting new business, last time you flew on an By so we all have a responsibility to do the things in the group that will lead to us C aeroplane. Who made STEVE LAWSON reaching that goal. If we do things your flight enjoyable? Who European Training Director which prevent the group from maximis- was there to help you if you ing the business generated, then we are going to be a force for counterproduc- had any problems? As a BNI Director I can tell you with tivity in the group, and this is going to Who was there to serve you and pro- absolute certainty that there are no have an adverse impact on every mem- vide nourishment when you were hun- good BNI chapters anywhere that do ber of the group. gry or thirsty? In short, who, if they did not have strong, functioning member- their job well, made you walk off the ship committees. And the converse is Therefore, for the common good of plane wanting to travel with that airline also true. Every BNI chapter that is the group, every member should be again? struggling , invariably has a weak and accountable for their actions. If their The answer is the flight attendants. In inactive membership committee. actions assist in reaching the common goal, they they should be encouraged to any airline, they have a vital job – to What then are some of the important keep the passengers happy, give them stay in the group. If their actions pre- tasks of the membership committee, vent the group from achieving its aims, what they want, and make sure they go and how should they be carried out? away and tell their friends what a great and they are not prepared to change, airline they flew with. Firstly, it is important to understand then they should be asked to leave the who runs your chapter. It is not the group. That is a plain, straightforward BNI chapters have many similarities chapter director and it’s not the leader- business decision. to a passenger aircraft and, many of the ship team. It is the membership com- And this is why the membership jobs in a BNI chapter closely parallel mittee that runs the chapter. The chap- the jobs of a jetliner’s crew. The plane is committee monitors the participation ter director is there to make sure the of the members. Its job is to ensure the piloted by a highly trained team of weekly meetings follow the agenda, and pilots whose job it is to work together group reaches its common goal of max- the group follows the BNI programme imising new business for members. A to see that it arrives safely at its desti- at each meeting, and the secretary/ nation. member who is too often absent, or not treasurer administers the group’s contributing to the common goal, is A BNI chapter is piloted by a trained finances, and the membership co-ordi- costing every other member of the crew of team leaders, whose job it is to nator wears two important hats. group money in terms of lost potential. work together to see that the chapter It is his or her job to keep track of If the membership committee can’t arrives safely at its destination – the participation of each member, and help that member to participate better namely, to ensure it grows to its poten- secondly, to enforce BNI’s policies (we can teach a “can’t do”, but we can’t tial, stays on course and develops the within the group through the member- teach a “won’t do”), then that person maximum amount of business for its ship committee, which the membership should be replaced with a member who members. co-ordinator chairs. And as chairper- will contribute to the group’s objec- The flight attendants of a BNI chap- son, he or she is also responsible for tives. ter are its membership committee. making sure that all the other impor- Their job is to make sure that the mem- Every chair in your chapter is exclu- tant tasks of the membership commit- sively reserved each week for a particu- bers are happy and productive, to solve tee are delegated and carried out. any problems that may occur on the lar person and it is too valuable to Why do we monitor the participation way to their destination, to plan ahead leave it occupied by a non-contributing of every member each month? Why do and make sure that the group is pre- member. That is what accountability is we keep track of referrals given and pared for the journey, and to monitor all about. members’ performance and progress to received, attendance, lateness, visitors When you look at some of the other avoid potential pitfalls. brought, and so on? The answer is sim- important functions that the member- ple – it’s called personal accountability. Just like the flight attendants, they ship committee also performs, like have to make sure that the right people A BNI chapter is not a social club. It checking references of new applicants, join the group (get on the plane) and comprises business people who pay planning for chapter growth, arranging sometimes, for the good of the group, annual fees to participate in an organi- social and networking activities and even ask people to leave the group sation that they are told will generate handling member issues, you begin to (just as unruly passengers would be put business for them. That is the main (but understand why it is so important. off an aircraft), and like their airborne not the only) reason why they are The power of the membership com- counterparts, their job is sometimes there. They have a legitimate expecta- mittee – as delegated by BNI’s policies given far less importance than it tion of what they will get from their and procedures – is what helps all deserves. In fact, the membership com- membership, and it is the responsibility members reach their common goal of mittee is probably the most important of the leadership team and the mem- developing more business for each group in any BNI chapter, and bership committee to see that they get other. That is why the membership absolutely vital to the success of the their money’s worth! committee is so important, and why we group. Because everyone in the chapter has should never under estimate its value.

S UCCESSN ET W INTER 2002 15 The Last Word

Phil CAN talk Cathedral OR a man who admits “A year ago, I couldn’t have becomes “I’d have died if asked addressed any audience, but thanks to BNI I am now asked to give talks F to address a business to some of the city’s leading busi- a Castle! audience just 12 months ness organisations, and amazingly, I ago”, Liverpool caterer Phil actually enjoy it! NORWICH’S recently launched Castle Chapter is going from strength to strength – despite a Brumfitt ain’t done half “After hearing me speak at a last-minute pre-launch hiccup that saw the badly! chapter meeting, one of our visitors new group having to change its name! The resident joker in city’s Indigo identified herself as the Regional With BNI’s first Norwich chapter – Norwich Chapter, Phil has already gained Chairman of the Institute of Man- City – already making a significant impact on £160,000 worth of extra business for agement and I was asked to address the local business community, BNI’s Norfolk his company,Windsors Catering her members. leadership wanted another strong name for Equipment, through referrals from “Then, as a result of that, I’ve just the city’s second group, launched during the his chapter colleagues. given a talk to the Institute of Busi- summer. “That would have been reason ness Advisers – something I never After much discussion among its core enough to be delighted with BNI,” thought I could do. group, members settled on Norwich Cathe- said Phil, “but what is just as “Without doubt, BNI has totally dral Chapter, reflecting the strength and changed my life.” majesty of one of the city’s most imposing rewarding is that I have gained so landmarks. much more confidence and profes- • Phil Brumfitt can be contacted sionalism since joining. on 0151 666 1077 or 07880 518909. “We sent out all the letters, inviting local businesses to attend Cathedral Chapter’s launch and looked forward to the big day,” said Executive Director for East Anglia, James Cruickshank. “However, one of the invitation Clerkenwell member’s letters landed on the desk of the local pest control expert, with the challenge: ‘The Nor- wich Cathedral Chapter is looking for a pest date with the Chancellor control company to whom it can refer business…’ HAVING just seen your business we’ve wanted for a long time.” enter a new Government league “Little did we know that the recipient had And his delight with BNI is the a longstanding contract with Norwich Cathe- table of top entrepreneurial inner- result of the breakthrough coming city companies, and been person- dral, and when he received our invitation he from the chapter he joined barely mistakenly thought it was from his client. I’m ally told by Chancellor Gordon ten months ago when, like many told he stormed into the Dean of Norwich’s Brown that “you’re jolly good newcomers, he had mixed feelings office to express his anger that they were chaps”, you’d think that was about whether it would work for looking to replace his company after years of enough good news for one month. his print and publications worker good service.” But London Clerkenwell Chap- co-operative, Calverts, based in It took a placatory call from James to the ter member Sion Whellans was far Shoreditch. Dean’s office (and the unhappy pest control more excited about BNI than his “We’d been advised by the chap- expert) to sort things out, when it was audience with the Chancellor when ter leadership team to be more agreed it might be better to find a different SuccessNet caught up with him to specific in telling colleagues about name for the Chapter. He added: “We offer congratulations. “We’ve just the sort of businesses we wanted to decided Norwich Castle was the next most had some really good news,” he memorable name, and so far we’ve had no work with. I mentioned Green- calls from the Keeper at Norwich Castle. So, said enthusiastically. “We’ve made peace, never thinking for a the moral to other new chapters is: do your a breakthrough by winning a con- moment that anyone would have research properly!” tract with Greenpeace – something any senior contacts with them, but to my amazement, two members gave SuccessNet is published quarterly and distributed me referrals into the free of charge by Business Network International plc organisation, and to all members through BNI directors and chapter we’re now handling a directors. Additional copies can be obtained by writing to, or calling, the BNI National Office, at range of its print Gate End, Northwood, Middlesex, HA6 3QG. requirements,” said Tel: +44 (0)1923-826 181 Fax: +44 (0)1923-827 813 Sion. E-mail: [email protected] BNI web site: www.bni-europe.com Meanwhile, he also EXECUTIVE EDITOR: admitted that BNI Gillian Lawson, BNI National Director had contributed in no small way to his co- EDITOR: Malcolm Grosvenor, WriteAngle Communi- cations, New House, Palmer Crescent, Kingston operative’s success in Upon Thames KT1 2QT Tel: 020 8541 0600; Fax: 020 joining the UK’s 8546 1611. E-mail: [email protected] Inner City 100 Index DESIGN & LAYOUT: Ken Sheldon, The Media Team. of fast-expanding Tel: 01579-350 579 inner-city companies. PRINTED BY: Pepper Communications, Plymouth. CO-OPERATIVE DIVIDEND: Sion Whellans • Sion Whellans Tel: 01752 348800 (right) discusses a projects with fellow direc- can be contacted on tor Paul Santer. 020 7739 1474. Copyright © BNI 2002. All rights reserved

16 WINTER 2002 S UCCESSN ET