Issue 15: Winter 2002 - BNI Europe

®SuccessNeteuropean editionAN EDUCATION AND INFORMATION BULLETIN FOR BNI MEMBERS WINTER 2001/2FIVE YEARS YOUNG!BNI has just celebrated the fifthanniversary of its arrival in theUK and Ireland with the openingof its 330th chapter in Exeter,and a commemorative celebrationamong members of its very first UKchapters at Harrow and Northwood.With thousands of businesses belonging toMANY HAPPY RETURNS! Chapter Directors, Howard Smith(right) and Neil Marshall (left) of Northwood and Harrowrespectively, cut their chapters’ fifth birthday cake. Behindthem are 14,225 referral slips representing the £4.4millionworth of business the two chapters have generated.Chapter count passes 330BNI’S RAPID growth across theUK and Ireland has continuedthrough the autumn and festiveperiod with the opening ofmore than two dozen newgroups – including Exeter(Cathedral) which became our330th chapter just beforeSuccessNet went to press.Exeter’s second chapter wasone of several new groups tohave opened in the South andSouth West of England, whereothers were Bradford-on-Avon,Brighton (Albion), Chippenhamand Plymouth (Astor)Elsewhere, other recentlylaunched chapters include Ayr,Bradford (Wednesday), Bradford(Friday), Colwyn Bay,Dublin (City West), Elmbridge,Fulham, Heartland (Perthshire),Leeds Marriott (Friday), Lisburn(County Antrim), Liverpool(Phoenix), Lymm, Norwich (Castle),Sheffield Succeeds andWalsall.chapters from Galway to Gravesend, and Plymouthto Perth, BNI’s growth has been substantiallyfaster across the UK and Irelandthan in any other country throughout theworld, including America where the organisation’sroots were laid in 1985.While there was an inkling of BNI’s likelypopularity from the launch of the first chapterin Harrow back in December 1996,nobody could have anticipated it wouldbecome the UK’s biggestbusiness networking organisationquite so quickly.Significantly, aroundone-third of Harrow Chapter’scurrent membershipcomprises founder memberswho attended thatfirst meeting, and haveseen their businesses flourishover the past five years.“None of us had anyidea what to expect, butafter my first breakfastmeeting I knew that BNIwould be good for mybusiness and, five yearslater, I’m even more certain,”said Nigel Loli, whoreckons membership hasincreased the turnover ofhis vehicle engineeringbusiness, Carwrights, by anaverage of £25,000 a year.Nigel was among themany members and guestswhen the Harrow andNorthwood chapters held ajoint fifth anniversarybreakfast at BatchworthPark Golf Club, Rickmansworthjust beforeChristmas, at which specialfive-year ribbons were presentedto 11 members whohave been in BNI since itwas launched in the UK.National Director MartinLawson said: “For BNIto be represented in nearlyevery major conurbationacross the UK and Ireland,is a tribute to all the direc-TURN TO PAGE 2Karllendsa cool£1.5mTHERE’S MORE than onebank that likes to say‘yes’ – especially whenthe customers are BNImembers or theiracquaintances.Karl Redmond is BusinessManager for theRoyal Bank of Scotland’sEast Parade branch inLeeds from which he hassanctioned lending ofover £1.5 million to customersreferred to himthrough the city’sArmouries (Tuesday)Chapter in ten months.“I can’t tell you whatthat might be worth tothe bank,” said delightedKarl, “but I’ve receivedaround 30 referrals inthe few months since Ijoined BNI, and they’renow flowing in at therate of about a dozen amonth. We’re doing verygood business throughmy chapter colleagues.”Karl heard about BNI’srapid expansion throughYorkshire from a colleaguein another chapterand was sold from hisfirst visit to the LeedsNorth Chapter.“In turn, a lot of mycolleagues at other Yorkshirebranches of the RBShave now joined theirlocal BNI chapters, afterseeing how much newbusiness I was attracting.I think there must by aRoyal Bank manager innearly every BNI groupin the region.”Innovation all round in BNI – Pages 8 & 9

BNI NewsFive yearsyoungFROM PAGE 1tors, leadership teams and members,but even more importantly,it demonstrates the huge benefitsthat BNI’s ‘Givers Gain’ philosophybrings to any and every businesscommunity.”The key factor behind BNI’srapid expansion is the obviousand immediate proof that membershipis a highly valuable assetto nearly any business.In the past 12 months alone,UK members have developedaround £100 million worth ofbusiness for each other.Martin added: “Probably thebest testimonial for BNI’s popularityis that we have neversought to open groups in anynew area without being invitedby the local business community,so the fact that we are now representedin most parts of the UKand Ireland speaks for itself.“Other business networkingorganisations may come and go,but BNI is here to stay.”SuccessFull!IT’S ODD when you have to apologisefor your own success, but suchis SuccessNet’s growing popularitythat we’re unable to publish someof your contributions, despite ourrecent expansion to 16 pages.To everyone who has sent inideas, stories and photos, pleaseaccept our grateful thanks.We will publish some of the itemsin the Spring issue, so please, don’tbe put off. Keep reading – and keepsending in your news and views.Mongolians seekadvice from BNIOne of the world’s leastdeveloped countries hassought advice from BNI onpromoting business in its emergingeconomy.This latest recognition of BNI’s maturingstatus as a world force in business developmentcame a few weeks ago when a seniordelegation from Mongolia’s Ministry ofIndustry and Trade specifically requestedtalks with UK/Ireland national directors tosee how BNI could assist the growth ofsmall and medium sized enterprises in theworld’s youngest capitalist economy.The Mongolian delegation, headed by MrDRESSED FOR THE PART: Some of WakefieldThursday Chapter’s members, ‘dressed’ withprops to reflect their occupations.Tseden Yonden, State Secretary for Industryand Trade, met Martin and Gillian Lawsonas part of a study visit to examine Britishmethods of encouraging and supportingSMEs in the business economy.Martin Lawson said: “We were delightedto learn that, even though the nearest BNIpresence to Mongolia is nearly 2,000 milesaway in Malaysia, the Mongolian delegationknew all about our achievements in expandingSME economies around the world.“After our discussions, the delegation visitedNatWest’s headquarters and wereimpressed to find that many of the Bank’sbusiness managers are already benefitingfrom membership of BNI groups.”More AngelsRIVAL groups of Charlie’s Angelsare hard at work in UK chapters!In the last issue of SuccessNet,we reported on the first self-styledCharlie’s Angels – in the shape ofDaventry Chapter’s new all-femaleleadership team but, before anyonecould say “Morning, Angels”, a rivalteam had announced its presence.Wakefield Thursday Chapter’s‘Angels’ comprise Chapter DirectorJeni Rankin, a personnel consultant,Secretary/Treasurer Cherry Shiel, awill writer, and Membership CoordinatorArlene Oldham, a marketingconsultant.Jeni said: “We were a bit miffedwhen we read about Daventry. Wereckon we are the original all-girlteam.”• Jeni Rankin can be contacted on01484 683872.Ten receive Founders AwardTEN MORE UK chapters have been presentedwith a prestigious Founders’Award in recognition of their consistentlyhigh performance over the year.Given at the discretion of BNI Founderand Chief Executive Dr Ivan Misner aftersuitable recommendation from regionaldirectors, the award is made to relativelyfew chapters whose membersmaintain high quality and substantialreferral rates, bring a significant numberof visitors to their meetings and achievegood business results by applying BNI’sGivers Gain philosophy.The proud recipients of FoundersAwards during the past three monthsare: Drake Chapter (Plymouth), Gatwick(Sussex), Harrow, Indigo Chapter (Liverpool),Moortown (Leeds), Leeds North,Northants, Pinner, Stafford and Tamworth.Meanwhile among the latest membersto receive Gold Club badges for individualsuccess in attracting new membersare: Paul Barton of the Drake Chapter(Plymouth), Richard Bedells (Wellingborough),Lawrence Dagnall (RichmondUpon Thames), Richard Helliwell(Armouries Tuesday, Leeds) and JohnLeach (Armouries Thursday, Leeds, picturedright receiving his badge fromExecutive Director Niri Patel). Our congratulationsto everyone involved!2 WINTER 2002 S UCCESSN ET

BNI NewsBusiness blooms – at 19When you’re just19 and startingout in business,the world can seem ahostile place. Not least,when you live in a smallvillage community wherepotential customers arefew and far between.That was the situation facedby landscape gardener PeterSquires until he was invited by afellow villager, writer and mediarelations consultant PamAustin, to accompany her to ameeting of Corby Chapter, sincewhen his fledgling business hasstarted to bloom“Pam and I have known eachother for a few years and shewas aware that I’d started myown landscape gardening businessin the summer. Things weremoving rather slowly but inSeptember she invited me toattend a business breakfastmeeting with her, and said itmight be good for me.“I’d never heard of BNI butfrom what I saw at that firstbreakfast, I knew she was right.I’ve only been in BNI for threemonths but already I’m averagingone referral a week and atleast 50 per cent of all my workcomes through my chapter colleagues,”he added.At 19, Peter (pictured withChapter colleague Martin Wallof Shire Security) is believed tobe the youngest member of BNIin the UK, but his relative youthhas not inhibited his integrationinto the Chapter.“I’m very keen on amateurdramatics and enjoy acting, sohaving to present my businessto 30 strangers wasn’t too difficult– especially since everyonegave me such a warm welcome.”• Peter can be contacted atAlbany Garden Services on01858 535485.Rainbow restorers clean upFORMER teachers Jill and Stuart Simpsonhave just mopped up a top nationalfranchise award – less than four yearsafter quitting their college jobs to start acleaning business and barely 12 monthssince Stuart suffered a near fatal sportsaccident.Ironically, their success in beating wellknownHigh Street franchise names likeMcDonalds Restaurants, Clarks Shoesand Prontaprint, is due in no small partto Stuart’s post-accident decision to joinhis local BNI chapter in Loughborough,as part of his rehabilitation into the businessworld.The Simpsons’ cleaning and restorationfranchise, Rainbow International ofLeicester, won third prize in the BritishFranchise Association’s (BFA) Franchiseeof the Year Awards, sponsored bythe HSBC, beating off fierce competitionfrom hundreds of entrants amongBritain’s 27,000 franchiseesYet it could so easily have been a differentstory. Twelve months ago Stuartcame close to death after a freak accident.“I lost my balance during a gameof tennis and my head struck the edge ofthe racket which caused a near fatalbrain injury,” he said.“I went into a coma and had part ofmy skull cut away to remove a bloodTOP PERFORMERS: Stuart and Jill Simpson (centre) after receiving their nationalfranchise award from Sir Bernard Ingham, President of the British FranchiseAssociation (left), watched by HSBC’s National Franchise Manager Cathryn Hayes.clot. It was a close call and it led to mereshaping my priorities.”Jill suddenly found herself having tomanage the growing business, as well asher home and family – but earning plauditsfor the way met the challenge.Against the odds, Stuart made aremarkable recovery and was back atwork within two months.He added: “My accident led me toBNI. When I returned to work, I felt abit lost because things had moved on. Idecided to join BNI to give myself a newfocus and develop new business contacts.“I’m really glad I did. I’ve met somegreat people and quite apart from theadditional work they have introduced,BNI has been a very useful tool in helpingus reorganise the business.“We’ve already used the services ofhalf a dozen colleagues and now, whateverI’m looking for, I always gothrough my BNI contacts first – knowingI can rely on fellow members.”• Stuart and Jill Simpson can be contactedon 01509 215858.S UCCESSN ET W INTER 2002 3

BNI NewsLawsons’LoreBNI National Directors MARTIN& GILLIAN LAWSON write…In our members’ healthy pursuitof BNI’s main purpose – to generatemore and better businessfor themselves by helping othersachieve their business aims – it isall too easy to forget about twoother related, and very importantBNI objectives: profitable businesseducation and self-development.Yet it goes without saying that for any ofus to be truly successful businessmen andwomen, we must be reasonably expert ingood business practice – not least in marketingour goods or services – just as weneed to be sufficiently self-motivated, confidentand able to present ourselves (andour businesses) in the best possible light.It therefore gives us particular satisfactionto witness the hugely beneficial (andincreasing) impact that BNI is having, notjust in helping countless businesses becomestronger and more profitable, but in helpingmembers acquire new business and personalskills they never thought they wouldpossess.To highlight just one example of this, lookat Phil Brumfitt’s comments (reported on theback page) on the way that BNI has givenhim confidence in public speaking and presentation,and great self-belief – highly desirablequalities that he could only aspire tobefore joining his local Merseyside chapter.When Phil joined BNI just a year ago, hewas reluctant even to stand up and tell hisown chapter colleagues about his cateringbusiness, but in just 12 months, he has doubledhis business turnover and, equallyimportantly, he is now such a confident andentertaining presenter, he’s in demand byleading business management organisationsas a keynote speaker!His case is by no means exceptional.Throughout the world, BNI has provided anexcellent, practical basis for thousands ofpeople who wanted to learn more aboutthe right way of developing a successfulbusiness, and who needed to improve theirown presentational and inter-personal skillsalong the way.One needs only to look at any copy ofSuccessNet to see how effective BNI’s trainingand education have been and, as wepass the fifth anniversary in the UK and Ireland,it is good to report that these aspectsof BNI’s philosophy will play an increasinglyimportant role in our further growth as amajor business force in Britain. A happy andprosperous New Year to all our members.Essex to host firstcross-Thames dayThe historic but littleknownEssex coastaltown of Maldon willplay host this April to thefirst cross-Thames regionalMembers’ Day.Following the fifth Annual EuropeanDirectors’ Conference at theFive Lakes Hotel, Golf & CountryClub in Maldon, members fromchapters in East Anglia, Kent andGreater London areas will joinforces on Saturday April 20 for anintensive day’s programme of presentations,practical workshopsand networking sessions.Tickets for this major networkingand training event will beavailable through chapters fromthe start of February and they areexpected to sell out quickly, soanyone wanting to participate isadvised to book early.National Director Gillian Lawsonsaid: “The value of theseregional events is immense, notjust in terms of the substantialbusiness networking opportunitiesthey afford, but for the new businessskills and techniques that arethere to be picked up in workshopsand training sessions.”Members who want to stayovernight at Five Lakes canreserve accommodation throughBNI’s national office on 01923826181. Further event informationcan be obtained from BNI’s websiteat: www.bni-europe.com.Meanwhile, those interested inlocal history may like to know thatone of Maldon’s several claims tofame is its links with USA PresidentGeorge Washington, whosegreat-great-grandfather was bornin the coastal town.Scotland sets standardIF YOU still think breakfast is themost important meal of the day forBNI members, you obviouslyweren’t among the 200-plus participantsin Scotland’s InauguralAnnual Awards Dinner at Glasgow’sfive-star Hilton Hotel.What is now set to becomeBNI’s most important annual eventnorth of the border, saw 22 membersreceive special awards forhaving made the greatest overallcontributions to their BNI groups –having each polled the highestnumber of votes from chapter colleaguesin a closed ballot.Attended by members from allover Scotland, the awards dinnerwas voted an outstanding success,with the names of winners keptsecret until the night when eachcollected their award from BNINational Director Martin Lawsonand Benny Higgins, Chief Executive(Retail Banking) of the RoyalBank of Scotland, the sponsors.After the formalities, three of thecountry’s top speakers, Benny Higgins,entertainer Craigie Veitch,and John Hatfield, Business Editor,publisher and raconteur, kepteveryone in party mood, whileBNI’s charity member, the Children’sAppeal Foundation, raisedaround £1,500 for good causesthrough a prize raffle.Martin Lawson said: “What afantastic event this was! Scotlanddid more than come of age by stagingsuch an impressive event – itset the standard by which otherregional events will be compared.”Event organiser, Don Spence,who was co-incidentally voted hischapter’s best performing member,added: “With tongue firmly incheek we billed the Scottish 2001Awards Dinner as ‘the biggest networkingevent ever’, but with thesupport of members from all overthe country, in Scottish terms thatis precisely what it was. It was theperfect reminder that we are partof the fastest growing and mosteffective business building organisationin the world.”Individual award recipients were: ChrisChirnside (Edinburgh Pentlands), MarkThirgood (Edinburgh West), Tom London(Edinburgh Central), Carlene Van Doringand Joanne Brindley (both West Lothian– tied), Ross Linsday (Cumbernauld), SidGrant (Balgeddie), Francoise Noblesse (StAndrews), Audrey Fenton (Perth), GillCarrie (Dunfermline), Martin Walker(Strathkelvin), Robert Ross (Kirkcaldy),Peter Gibson (Tayside), Graham Struthers(Stirling), William Sivewright (Kilmarnock),Steve McFadyen (Uddingston),John Robson (Hamilton), Stewart Wilson(Giffnock), Alistair McLaughlan (Clyde),David Bone (Glasgow, Alpha), MaryParker (Glasgow, West End) and DonSpence (Glasgow, Victoria).4 WINTER 2002 S UCCESSN ET

BNI NewsLIFE BEGINS AT 40!Despite having achievedits target of 40 membersless than two years afterit was launched, the LeedsArmouries (Thursday) Chapterstill makes visitors one of itspermanent priorities.“We all know that the more peoplewho attend our weekly breakfasts, themore energy will be created and themore referrals will be exchanged. Ouraim is to attract four or five visitorsevery week, giving every member thechance to gain another ten per cent ofextra business,” said John Leach, underwhose directorship the Chapterreached capacity a few months ago.Consequently, the role of visitor hostsis especially important. John added: “Asthe first point of contact for visitors,they are key to a chapter’s success, sotheir performance is vital. Fortunately,we have excellent visitor hosts andnearly every newcomer who attendsour meetings comments on the greatatmosphere. Life was already good inour chapter before we reached 40-strong, but now it’s even better.“Crucial to our success was sharingownership of our goals with all themembers. We had a major push for newmembers, concentrating on visitor daysand identifying specific business categoriesfrom which we needed to attractnew members. We were unanimous thatwe wanted only positive, enthusiasticpeople,” he said.“There is now a great atmosphere,which combines professional dynamismwith camaraderie and genuine mutualsupport. Referrals are flowing likenever before, and nobody thinks twiceabout getting up at five or six in themorning to attend. It has become ahigh point in everyone’s workingweek,” John added.Having reached capacity, members ofthe Leeds Armouries (Thursday) Chapterplan to take a bold step in the nearfuture, by agreeing to exchange only‘third party’ referrals with each other.“Such a move represents ourprogress towards achieving BNI’s corebusiness aims,” John added. “Becausewe are now such a confident, dynamicand mutually supportive group, no-onewill fear a referral system based solelyon third-party business requirements.Members want to find each other thebest possible business.”JUST OVER a 100 miles south-west ofLeeds, in the leafy stockbroker-beltsuburbs of East Birmingham, membersof the Little Aston Chapter have evenLIFE, IT IS SAID, begins when you reach 40. True or not, in BNIthere is absolutely no doubt that the quality of members’ businesslives takes on a whole new dimension when their chapterreaches its optimum strength of 40 members. As BNI expandsand consolidates across the UK and Ireland, so a growing numberof chapters are coming of age – having established stable,highly effective groups, whose dynamics and higher referralrates make them the best performing chapters. Here, Success-Net looks at two such chapters that recently turned 40.MORE MEANS MORE: More chapter members will lead to more referrals.more reason to feel satisfied abouttheir achievement in passing the 40-member target, less than a year afterthe group was formed.Today Little Aston has 42 membersand, says the immediate past ChapterDirector Noel Farrelly: “We are veryfocused on objectives which may bewhy, for example, we gained 12 newmembers from two highly successfulvisitors days,” said Noel.“We are also fortunate in that manyof our members are naturally ebullient,who enjoy getting up and talking abouttheir businesses.“Little Aston’s meetings must beamong the liveliest and most vibrant ofany chapter, but behind the jovialityand camaraderie, a lot of serious businesstakes place and, as the group hasreached capacity, the volume of qualityreferrals has dramatically increased. Weare now passing a large number of highquality referrals,” he said.Noel also believes that personalfriendships and mutual respect betweenmembers, are keys to a chapter’s successfulgrowth. “One of the best thingsabout our group is the way that memberslook out for each other and genuinelywant to help each other’s businesses,”he said.BNI’s Assistant Director for theBirmingham area, Mark Panayides toldSuccessNet: “Little Aston is an incrediblypowerful chapter whose meetingsmove at a fast pace. There’s always abuzz of excitement and expectation,and that’s what sets them apart fromaverage groups. Visitors come awayamazed by what they’ve encountered.”National Director Gillian Lawsonsaid: “Statistics from BNI chaptersthroughout the world all confirm thesame thing – that the number of qualitybusiness referrals increases at a disproportionatelyfaster rate as membershipgrows. This means that while a youngchapter of just 15 to 20 members typicallypasses an average of 50 referrals amonth, a well-established 30 to 40-strong group would be likely toexchange up to 300 referrals a month.”S UCCESSN ET W INTER 2002 5

Relax, listenand don’t saytoo muchBy the time you are readingthis, early in 2002, thechances are that you mayhave made some New Year’sresolutions – including one ortwo that reflect your businessaims for the coming year.Everyone wants bigger and betterbusiness, and the vast majority of usjoin BNI in the hope and belief that ifwe follow its philosophy and practices,we will benefit in terms of greaterfinancial security and better relationshipswith our customers, suppliers andother business contacts.Yet sometimes, for no obvious reasons,newcomers to BNI seem to get offon the wrong foot and, when this happens,their chances of sharing the manybenefits of membership quickly reduce.In Newbury Chapter, we take ournetworking seriously and, with someexcellent long-established guidelines inplace – such as Giver’s Gain – we seeno reason to re-invent the wheel.Against this backdrop, whenever Ihave the privilege of presenting theeducation item (bearing in mind that itis shared between many different members)I have three recurring messages tomy chapter colleagues, and believe thatother chapters which have experienceddifficulties in ‘settling’ new members,might benefit from adopting them:1 Don’t say too muchOne of the keys to my chapter’s fairlyrapid growth (our aim is to reach 40members early this year) is that we arediligent in the way we approachprospective members, telling would-bevisitors only that we are looking for aperson in their business category towhom we can refer new business, andnot trying to persuade them to join usas soon as they walk through the door.In my limited experience of visitingchapters and seeing how others attractguests, a common failing seems to bethat in the understandable desire toconvert visitors to members, those makingthe phone calls and issuing the invitationletters try to tell their prospectivevisitors far too much about BNI.If, for example, you tell a potentialguest that he or she will have to get upTHE DECISION to appoint education co-ordinators for everyBNI chapter has led to the education slot becoming one ofthe most eagerly awaited parts of the breakfast agenda, anda much-valued means of imparting business tips and trainingtechniques to members. In this, the second SuccessNetcolumn for sharing education issues, PAUL CLEGG, EducationCo-ordinator of Newbury Chapter suggests three ways inwhich we can get more from our BNI membership.• Paul Cleggat 5.30 in the morning every week tofulfil a key obligation of membership, isit any wonder that they’ll find a goodreason why they cannot commit to suchan early weekly meeting?We should not frighten off our visitors,any more than we should expect todecide – on their behalf – what they willor will not get out of BNI membership.Everyone has to decide for themselveswhether BNI is right for them.2 Listen – don’t talk:Having welcomed new visitors toyour chapter, there is a tendency towant to talk at them, about your ownbusiness and about BNI, rather than listento them, and ask them questionsabout themselves and their businesses.If you show genuine interest in visitors’businesses, you will be regarded asinteresting by them – because you havetaken the time and trouble to ask questionsand learn about them. And, whensomeone sees you as an interesting person,they are far more likely to considerdoing business with you.It is useful to watch colleagues –especially new members – give their 60-second presentations each week,because so many people are initiallyfocused on what BNI can do for them,before eventually shifting their stanceto ‘What can I give to BNI and mychapter colleagues?’ – which, of course,is BNI’s Giver’s Gain philosophy. You‘give’ by listening to others, and seeinghow you can help meet their needs, nottrying to fulfil your own.3 Be proud of BNI:I suspect that for some members, BNIbegins and ends at the door of theirweekly chapter meeting and, when theyleave, they largely forget about it untilit’s time for next week’s breakfast.To get the most from your membershipof any organisation, you have tofully participate and ‘fly the flag’ forBNI – and that doesn’t just mean forthe 90 minutes or so you spend overbreakfast with your chapter colleagues.Every week I urge my colleagues toalways wear their BNI lapel pin andalways carry their business card holderwhenever they leave their offices, partlyas a constant reminder to themselves(and their clients) that they are a memberof the BNI business network, butalso because it helps you to find referralsand win new business at businessevents. So your BNI pin and cardholderare important ice-breakers which youshould use to maximum benefit.• Paul Clegg is an independenttelecommunications consultant forEuphony Communications. He can becontacted on 01264 338153.6 WINTER 2002 S UCCESSN ET

Education & TrainingWhat makes YOUR group specialCONTINUING our new regular feature, this issue’s column highlights theviews of individual chapter directors on what makes their group different,and discovers some ‘secrets’ for making groups more effective – notleast by boosting membership numbers. While there is just one optimumway of running a chapter – and that is the tried and tested BNI way –every UK and Irish chapters has its individual character, based not leaston the style of its chapter director and how he or she imposes their personalityon the weekly agendas. Here, directors offer their ideas on bestpractice and their solutions to occasional problems that can arise.BE STRONG-WILLED – andruthless in implementing therules, says Phil Hopkins (LeedsNorth Chapter)As I look around BNI, it is very evidentthat the most successful chaptersare those which have high calibre, successfulmembers. By definition, manyof these people will either be head ofa larger company or strong-willed,strong-minded entrepreneurs whohave set up successful businesses.For this reason alone, when youmove into the chapter director’s seatyou need to be equally strong-mindedand strong-willed because you are surroundedby like-minded people and, ifyou don’t lead by example, you willsoon find yourself being led by themembers – a classic situation of the tailwagging the dog.Sometimes inevitably, you will haveto make decisions that not everyone ishappy with and, in such situations, thelong-established ethos of my LeedsNorth Chapter in doing things by theBNI rule book, ensures that even difficulttasks are made easier.The main reason why any franchisebreaks down is when you ignore theturnkey operation. Our turnkey operationis the fixed 20-point weekly meetingagenda which I believe, should beclosely followed.This agenda comes with its own rulebook which starts by requiring membersto arrive before 7am and to makesure that if they cannot attend, theysend a substitute.When I took over as Chapter Director,it was apparent some memberswere not following the rules, nor werethey committed to BNI’s philosophy, sowe took the view that if they couldnot even find a substitute for meetingsthey were unable to attend, or if theywere clearly not performing, theirmembership would be terminated.Chapters that work are those whichfollow the 20-point agenda and, at theend of each breakfast I collect everybusiness card and e-mail all those whoattended – members and guests – witha summary of key information fromthe meeting and general news aboutmembers, and perhaps issue a gentle• Tony Ticklewarning in the event of any bad practicescreeping into our meetings.Sometimes I will e-mail memberstwo or three times a week, and thereis no doubt that in addition to motivatingthem and keeping everyone’smind firmly focused on BNI business, itvastly improves two-way communicationwith our members.Adopting the philosophy that if youprune a rose bush it will grow backstronger and healthier, we shed severalmembers who weren’t pullingtheir weight before a slimmer, fitterchapter set about finding new andmore committed replacements.As a result, we have grown from 26to 36 members in barely ten weeks andmy goal is for the chapter to become40-strong before my term ends.• Philip Hopkins runs H2 Communications,a Leeds-based PR consultancy. Hecan be contacted on 0113 250 0071.MAKE NEW members feel welcomein your group, says TonyTickle (Bolton Chapter)The prospect of joining a Chaptercan be very daunting. As a visitor youlook around the meeting and areimpressed by the ease with which themembers refer and discuss business.Sometimes new members find it difficultto move into the ‘fast lane’ ofmeeting and generating referrals.At Bolton we have introduced amethod of ‘mentoring’ new members,and the system has shown itself tohave many benefits. Here’s how itworks. From the moment a new memberhas been welcomed into thegroup, the Chapter Director allocatesthree mentors to them. The profile ofthose mentors is usually a long-standingmember, another recently-joinedmember and a third, whose business –and business network – is entirely differentto that of the newcomer.The long-standing member brings allthat you would associate with BNI,including background experience andknowledge of the Chapter.The new member is fresh and hasexperienced the pains of joining, andso can bring comfort, building on newmember networks within the Chapter.The member with a very differentbusiness network is perhaps the mostbeneficial of all the mentors becausenew members often find it difficult tomove outside of their own businessenvironment.Recently, for example, one of ournew members whose business is inmanufacturing lightweight concretesections for the construction industry,was matched with a member who specialisesin colour co-ordination fordressing to impress. A pretty fruitlessmatch, or so it might initially seem.The new member wanted contacts inmulti-national and corporate businesses– decision makers and personnelwho influenced the purchase of hisservices. So what could a colour consultantpossibly offer him? Surprisinglyenough, she could help in every area,because she works as a consultant tosenior managers, advising them onbetter personal presentation to gainthe edge in business.Making new members feel comfortablein the group is crucial to howthey perform, and this fast trackmethod has proved very successfulwith our Chapter. The mentors do notknow in advance that they are beingchosen; they are not asked beforetheir name is announced, and this toocan create new networks for establishedmembers. You should try itsometime.• Tony Tickle is Managing Director ofThe Tickle Group, specialising in newmedia services, based at The GateHouse, Summerseat, Bury. Telephone01706 823456.S UCCESSN ET W INTER 2002 7

INNOVAMUM’S THE WORD: Manchester dietician Norah Lane (right) withone of the women she has helped become pregnant through herhealthy eating programmes.How BNI can help tomake you pregnantBNI is great for improving yourbusiness. But did you know it isnow helping a growing numberof women become pregnant –many after years of infertility?Diet expert Norah Lane hadbeen successfully helping infertilewomen in the North West to loseweight for some years but, as aresult of recently joining ManchesterBridgewater Chapter, herexpertise is suddenly in demandnationwide, with hundreds ofwomen queuing for her help – thefirst of whom have now conceivedafter years of childlessness.“My business has just gonethrough the roof since joiningBNI, ” Norah told SuccessNet.“From the start, I decided that Iwouldn’t push my professionalservices because I knew my colleagueswould need to get toknow me first, so I wore my otherhat – that of fundraiser – andasked for referrals to organisationswho might like me to stagea charity talk about my work, tohelp them raise money.“The solicitor in BridgewaterChapter, Paul Johnson, respondedby asking me to address hisRound Table group in Bury andmy talk on men’s health problemsand how diet could help themwent down very well.“One of the audience worked inlocal radio and suggested mywork with infertility would be agood topic for his colleague, JanetKennedy, who presents a showon BBC’s GMR station.”The station was inundated withcalls – over 400 women soughtNorah’s help – but far more wasto come. The Manchester EveningNews then picked up her story,ran a page feature and another600 women telephoned the modestDenton-based offices ofNorah’s slimming clinic, Vitaline.More radio appearances, a storyin the Daily Express and a NewYear interview on Granada TVquickly followed.“In total we’ve received severalthousand calls, and dozens ofnew members have joined ourprogrammes – and it’s all due toBNI,” said Norah.More significantly, among thefirst of the avalanche of womenpursuing her dietary solution topregnancy, were four ladies whohad commenced medication priorto receiving IVF treatment, only tofind themselves pregnant as aresult of losing weight, withoutundergoing the costly assistedreproduction.“One of them had been tryingfor 13 years to have a baby, butwith my diet she has now conceivednaturally,” she added.Norah is now looking to franchiseVitaline because of the volumeof potential business from allover the country.Norah Lane can be contacted on0161 292 4918 or via Vitaline’s website:www.vitaline-slimming.comBNI’s key role in soImagine being able to talkwith 200 business colleaguesor friends anywhere in theworld at the same time.Now, imagine that as well as talkingamong themselves, everyone can alsosee each other (in real time) throughtheir computer screens.And finally, imagine what it would belike to do this for a one-off cost of just afew pounds.Sounds too good to be true? You’dbetter believe it because, as SuccessNetwent to print, so a whole BNI chapter inLeeds was about to help one of itsmembers, software developer StewartMcLean, launch what is set to becomethe world’s most exciting computerdevelopment since the Internet – destinedto transform the way we do business,and the way we live.Stewart’s company, CybaHous Ltd ofBatley, has spent 15 months designing asoftware programme that enables anyoneto have simultaneous face-to-faceconversations with up to 200 people indifferent locations, providing pin-sharppictures and clear sound for everyonelinked into the call.And, because the system – called‘Eye-D-Me’ – utilises the Internet, andrequires only a simpmicrophone, it will pvoice and vision comaround the globe forof business which alunmetered connectias well as to millionsuals who pay a fixedcharge for constantFrom the end of Jcustomers will be abD-Me’ for less thancreate ‘free’ sound-abetween themselvestives or business collother locations anywMore people/locatto any individual’s Esimply by purchasinthe software. Businesoftware will be launAs a founder memArmouries (Thursdahas used the paid anseveral of his BNI codevelopment of his uand openly acknowltheir fantastic supponowhere near launchHe told SuccessNeleagues have been btheir time, expertiseBREAKTHROUGH: Stewart MacLean (standing) puts the finthe new Eye-D-Me software, with Craig Hardcastle (left) an8 WINTER 2002 S UCCESSN ET

ATION ALL ROUNDsoftware revolutionsimple web cam and awill provide totally freen communicationsbe for tens of thousandsch already havenection to the Internet,llions of private individfixedmonthly ISPtant Internet access.d of January, personalbe able to purchase ‘Eyethan£25 and instantlyund-and-vision linkselves and friends, relascolleagues in up to fiveanywhere in the world./locations can be addedal’s Eye-D-Me networkhasing further copies ofusiness versions of thee launched in the spring.member of the Leedsursday) Chapter, Stewartid and unpaid services ofNI colleagues in thef his unique software,nowledges that “withoutupport, we would beaunching the product.”essNet: “My chapter coleenbrilliant, many givingrtise and practical assis-e finishing touches toft) and Ian Hardcastle.tance free of charge. Because of them,we’ve been able to accelerate ourlaunch by several months.”As a reward for their support, everyone of the Chapter’s 40-strong membership,has been given individually tailoredadvance copies of the new software,with the opportunity to try it intheir different business environmentsfor a month before it goes on sale.‘Eye-D-Me’ is likely to provide majornew networking and educational opportunitiesfor BNI.In the short term, for instance, individualchapters and/or groups of memberswill be able to communicate ‘live’with each other – enabling several chaptersto participate in joint educationalor training sessions.Abbey National’s Jeff Matthews said:“The ability to communicate face toface with more than one person anywherein the world, has real advantagesover video conferencing. It appears tooffer a major advance in Internet andcomputer technology.”• Any BNI member interested in tryingthe new software should contactStewart McLean at CybaHous Ltd on01924 500999.No recession forChampagne EddieTWO YEARS ago, Eddie Barnes madehis living out of photocopiers. Today hesells more champagne than any otherdrinks supplier in Kent. But, while bubblymight seem a riskier commodity thancopiers, business is booming!“We’ve doubled our turnover in thelast year,” said Eddie, “and if there is arecession coming, no-one’s told myclients. It’s also a lot more fun.”Eddie likes a good laugh in his MedwayChapter and, just before Christmas,he had double reason to chuckle: hislargest single order to date, 400 bottles ofquality fizz for the British ComedyAwards on London’s South Bank – andthen being a guest at the event.“The referral came through my chapter.My tender was accepted – and theyinvited myself and my wife as guests. Itwas a great night – and the first time I’dbeen paid to drink my own champagne!”• Contact Eddie at The ChampagneCellar on 0800 597 7122.Business where youleast expect it…TWO ORIGINAL members ofTunbridge Wells Chapter whothought they would neverwork with each other, havefound themselves doing a veritablefeast of unexpected businessacross the weekly breakfasttable.In the chapter’s early days,independent financial adviserGraham Adams would enviouslyeye the huge potentialclient base of his chapter colleagueDenise Barnes, whoruns one of Kent’s largestestate agencies, and wish hehad access to her clients.However, she seemed perfectlyhappy referring her customersto a major nationalfinancial services group, and sohe dismissed the idea of findingbusiness through her.“The reality was that bothDenise’s financial specialistsand my practice, The ReeveAlexander Partnership, wereselling very similar financialpackages to clients, so I couldn’tsee any reason why shewould direct her clients tome,” said Graham.Two years ago, however, thethen Chapter Director decidedto strengthen business rapportand networking between differentmembers of the chapter,by requiring everyone to havelunch with a colleague, basedon drawing ‘pairs’ of namesout a hat.“By a twist of fate I wasdrawn with Denise, and whilewe both laughed about theirony and thought nothingwould come from it, weagreed to have lunch anyway,”Graham added.It was a wise decision. Overlunch, he learned that Denisewas less than enthusiasticabout retaining links with herlong-term financial associates,and more than interested inlooking at his consultancy as asuccessor to whom she couldrefer her many clients. Grahamexplained his range of services,and the two agreed they coulddo business after all.Since then, Denise hasreferred more than £150,000-worth of business to Graham,and regularly passes him ahandful of referrals over thebreakfast table each week.“It was a totally unexpectedsource of new business,” Grahamadded, “and I am sopleased we decided to havelunch. Although I cannotmatch Denise’s flow of referrals,I do my best to find herbusiness as well.”Denise, whose chain ofoffices covers a large part ofKent said: “I’d always jokedwith Graham that he couldn’texpect to receive any referralsfrom me and, when I wasdrawn to have lunch with him,my first inclination was to puthis name back in the hat andchoose again.But we agreed to meet upand over lunch I told GrahamI’d been thinking about changingour financial advisers. Hetold me about his new consultancyand it seemed to offer agood alternative.“In practice I am much happierwith the new arrangementand, because we meetthrough BNI every week, it iseasier to build trust and understanding,and to deal with anyclient problems that mightarise.“And, although I neverthought we’d do businesstogether, Graham passes quitea lot of business our way, soI’m very pleased we stuck tothat lunch appointment.”Robert French, BNI’sRegional Director commented:“This is a perfect example ofBNI’s philosophy that who youknow is far more importantthan who you are, or whatyou do. I’m delighted to seesuch healthy two-way businessflowing from the leastexpected quarters.”Graham can be reached on01732 500505 and Denise on01892 534433.S UCCESSN ET W INTER 2002 9

Around the ChaptersWhy women need BNIBNI needs many morewomen members. Moreto the point, manywomen should be using BNI tohelp re-launch careers thathave been put on hold whilethey raised families and fulfilleddomestic roles.So says Danusia Malina-Derben, oneof life’s “irrepressibles” who, as well asbeing mother of six children and wifeof a military officer, now heads up afast-growing West Midlands’ life-coachingconsultancy which teaches seniorbusiness executives that “you can haveeverything, if you want it badlyenough.”Danusia recently joined BNI’sMalvern Hills Chapter as part of a newstrategic plan for her own future, whichsaw her relinquish a successful post inacademia with imminent prospects of aprofessorship, in order to re-balanceher “life priorities” and combine arewarding career with fulfilment as amother and wife.“Before joining BNI I did myresearch, talking with several chaptersabout how women who are workingmothers, managed to fit weekly earlymorning meetings into their existingdomestic and business schedules. I alsospoke with a number of women in BNIwho had obviously managed to createsupport strategies to avoid absencefrom meetings.Danusia’s strategyfor success in BNIDANUSIA’S six-point strategy forprospective women members:You need to consider BNI membershipwith a positive mental attitudesince, unless you think you think youare capable of doing something, itwon’t happen. Try this simpleapproach:• Create a work and life strategy, byasking yourself what are the mostimportant things to you right now,and how you can best achieve them.• Decide where BNI membership fitsinto your strategy, and seek advicefrom other women members (andmen) about how they balance familyand career commitments.“Having done my homework, I hadno doubt that the benefits of BNIwould far outweigh any minor practicalproblems and after just a few monthsmembership, the value of BNI to myown business has been confirmed. Butit is impossible not to notice how mostchapters are dominated by men – probablybecause many women see earlymorning business breakfasts as prohibitiveonce children are on the scene.”Danusia added: “I would like womento recognise that they can be committedto business success without compromisingtheir success or responsibilitiesas a mother. The two need not bein constant competition, and the rightattitude is crucial. Positive action thatbacks up this attitude makes the differencebetween women who talk aboutwanting business success, and thosewho actually have it.”Drawing on her professional experience,she told SuccessNet: “If prospectivefemale members of BNI focus onpotential problems of membership,they will undoubtedly find such difficultiesbut, if they focus on businesssuccess through BNI, they will findways of removing obstacles and turnthe vision of success into reality. Inshort, if women want the best of bothworlds badly enough, they will get it.”The fact that many women decidethey have to make a choice betweencareers or family is, says Danusia, areflection of long-standing cultural andsocial traditions. “Too many women• Harness the interest of businesscolleagues, suppliers and friends, withthe aim of finding two or three reliablepeople who can substitute foryou at meetings, if and when needed.• Cultivate friendships in your communityamong people who have widesocial and business ‘contact’ networks,such as members of the clergy,emergency services etc.• Go into BNI having identifiedsomething positive you can contributeto your chapter.• And finally, don’t be reluctant touse professional expertise – such as apersonal life coach – to help youachieve exactly what you want fromwork and life!• Danusia Malina-Derbensuffer an identity blur, giving much ofthemselves away to other people – notleast their partners and their children.Consequently, it is not unusual to seetheir careers being relegated to a verylow priority, since the more that womensacrifice for others, the less they haveto give of themselves.”She has produced a six-point strategyto help women get the most from BNImembership (see panel left) and hopesmore chapters will become pro-active inattracting female members – not least bytargeting women business owners withinvitations to attend visitors days. “It isin every chapters’ interest to seek thebest possible mix and balance of membersbecause diversity fosters creativityand growth. BNI is an ideal platformfrom which women can re-launch theirdormant business careers.”Anyone who thinks Danusia musthave a secret army of helpers to juggleher commitments, is mistaken. “I’ve nofamily or relatives in the area to relyon, my husband has his own full-timedemanding job and three of my six childrenstill live at home. You can doalmost anything, if you want to. Mymessage to would-be female membersis: ‘The only thing standing betweenyou and business success is yourself’.”• Danusia Malina-Derben is ManagingDirector of executive personalcoaching consultancy, Life Wizards.She can be contacted on 01684566720 or 561857.10 WINTER 2002 S UCCESSN ET

Around the ChaptersMembers in the dock!SILENCE IN COURT! ‘PC’ Allan Heggs commands attention from would-be‘Judge’ John O’Malley and court clerk Frances Heggs (his wife) as theyfamiliarise themselves with their IFA practice’s new magisterial surroundings.Pavarotti in CoventryWorld-famous operasinger LucianoPavarotti paidan unexpected visit toCoventry Chapter justbefore Christmas –and left membersgasping in amazementand delight ashe serenaded themover breakfast.Well, to be honest, it wasn’tPavarotti, but an uncannily realisticlook-alike in entertainmentimpresario Barry Long (picturedright), who’d joined the Chapter lessthan a month earlier, and was determinedto make his first ten-minute presentationto colleagues and visitors a verygrand and memorable affair.“He certainly succeeded,” said BNIAssistant Director Louise Moore. “TheChapter was holding a visitors day andwithout exception, everyone had beamingfaces when Barry came out, lookingand sounding exactly like the realPavarotti as we were treated to a fabulousrendition of ‘O Sole Mio’“The moment was a vision to behold,and Barry’s lifelike performance reallylifted our spirits on a cold and greyWednesday morning,” she added.Barry said his choice of Pavarotti –from an extensive repertoire of impersonations– was not difficult. “Everyonetells me I look like Pavarotti, and so I’vestudied the great man’s mannerisms andthink I bear more than a passing resemblanceto him – although sadly my voiceis not a patch on his.”His company, LRS Productions(Entertainment Specialists), is probablyunique in being able to offer almost anykind of entertainment to a client, in anylocation. “I started life as a DJ and it justgrew from there. Today, we can stage literallyany kind of show anywhere, andwe do almost everything ourselves, frombuilding the sets and providing the propsand floral arrangements, to writing, producingand choreographing the showand providing all the artistes.”Barry was introduced to BNI by hisbank manager who thought it wouldlead to extra business very quickly. “Hewas absolutely right. After barely amonth, I’ve had lots of business comethrough BNI – probably because,whether someone wants a cabaret, clubnight or casino, a pub-style event, danceband or pantomine, we can provide it. Ijust wish I’d heard of BNI years ago.”• Contact Barry at LRS Productions on02476 714523.When it comes to reachingthe right verdictsfor his clients, independentfinancial adviser AllanHeggs should have a head andshoulders advantage over theopposition: his ‘office’ is the historicformer magistrates courtat Lutterworth – newly refurbishedwith a lot of help fromhis BNI colleagues.“It is one of the oldest traditionalcourts in the country and, because it’salso a listed building we had to be verycareful in converting it to offices. For thisreason, we’ve left most of the originalcourt furniture in place – including themagistrates’ bench, the lawyers’ benchesand of course the prisoner’s dock – andit was made easier by working with somany trusted colleagues,” said Allan.One of six practitioners in the expandingLeicestershire independent financialconsultancy, Silverside Financial Services,Allan acquired the old magistratescourt building 12 months ago after outgrowingthe office extension at his ownhome, and it has taken nearly a year tocomplete the transformation.“I belong to Leicester Oadby Chapterand I thought that between us and ourneighbouring Leicester Tigers Chapter,we should find all the help we needed,and that’s what’s happened.”In total, no less than ten members ofthe two chapters have been involved inSilverside’s magisterial move. Re-wiringof the 140-year old building was done byTony Smith from Blaby Electrical Servicesand a member of the Tigers Chapterwhose colleague, Stuart Muir fromIntelligent Services carried out all thecomputer networking. Other Tigers’input came from Gordon Tilley whoseCreative Design Unit redesigned theconsultancy’s stationery, and Rex Kellettfrom K&S Digital Imaging who madelarge sepia reproductions of old courtroomimages, now gracing the walls.Meanwhile, Oadby’s contributionscame from Ron Campbell-Barnard,whose firm Signs Express produced theexternal signage, photographer WilliamJames from Target Studios who used thebuilding’s historic features to dramaticeffect in creating new photography forthe practice, Michael Fell of RushkingtonLodge Kitchens who provided theirculinary facilities, Suri Gudka of BusinessServices who met all the printingrequirements and solicitor AndrewEagle from Josiah Hincks Sons & Bulloughwhose legal and conveyancingskills were in considerable demand.• Allan can be reached at Silversideon 01455 557501.S UCCESSN ET W INTER 2002 11

Around the ChaptersGood deal of helpAfter nine years as GeneralManager of one of Plymouth’sbest-knownhotels, Jeremy Palmer didn’tthink twice when the opportunityto buy the 72-bedroomedVictorian building came up.And who better to help him than theDirector of the city’s new Astor Chapter,which had been launched in the hoteljust a few weeks earlier!Together with three of his senior hotelexecutives, Jeremy has just completed asmooth and successful management buyout of The Duke of Cornwall Hotel,opposite the city’s famous Pavilions, andhe’s happy to acknowledge that the dealwas made significantly easier because itwas brokered by Astor’s first ChapterDirector and financial expert TriciaKennedy.Jeremy, who has been associated withthe hotel he now jointly owns for thepast two decades, told SuccessNet:“Themajority shareholder just announced oneday that he wanted to sell out, and thefour of us involved in the buy-out weregiven very little time in which to raise asubstantial sum of money.“By happy co-incidence, BNI’s newAstor Chapter had just been launchedand made its home at the hotel, so aftera couple of weeks of looking in on thebreakfast meetings, I thought I shouldbecome a member.“Although I’d previously met Triciaand was aware of her capital-raisingexpertise, it was a very pleasant andtimely surprise to discover that she wasthe newly appointed Chapter Director. Ithought she might be just the person tohelp arrange the funding.”Indeed she was, and her company –Business Cash Flow Solutions – wastedno time in assisting Jeremy draw up successfulfinancial proposals.She said: “A deal of this size can sometimesbe a slow process, but in this case,knowing the hotel and being aware ofthe financial requirements, it was relativelyquick and straight forward. It isalso much easier for both partiesinvolved if, as in this case, they havebeen able to build up trust beforehand.”Meanwhile, Jeremy is in no doubt thatBNI has already paid big dividends.SHARING THEIR GOOD FORTUNE: Mike Browne hands overChichester’s cheque to Gillian PloughmanMANAGEMENT BUYOUT: Jeremy and Tricia at The Duke of Cornwall Hotel.“Obviously, being able to put the financialpackage together through a BNI colleaguewas a huge help, but I’ve alreadyidentified a number of other memberswhose services we’ll need in the weeksahead. I am finding our weekly meetingsvery useful.”Did he intend to persuade other localBNI chapters to relocate to his hotel? “Idon’t think that would be fair,” headded. “As well as providing a home toAstor Chapter, we also host regularfunctions for the Chamber of Commerceand The Industrial Society. We’ve got toleave something for our opposition!”• Jeremy can be contacted on 01752275851, and Tricia can be reached on01752 206000.Celebrating £1m with bangers and mashCHICHESTER Chapter has celebrated passing itsfirst £1 million-worth of referrals by holding abangers-and-mash lunch for local businesses in thetown’s Festival Theatre.Nearly 80 members and guests took part in theevent, when members decided to share their good fortunewith the community.Chapter Director Mike Browne presented a chequefor £250 to the town’s St Wilfrid’s Hospice, while afurther £250 was raised for the Hospice during thelunch.The Hospice’s Gillian Ploughman was on hand toaccept the donation and said: “Increasingly, charitiesdepend upon the public’s generosity, and it is becomingmore difficult to keep up with our running costs.We much appreciate the generosity of BNI members.”• For more information about BNI in Chichester,call Mike Hemsley on 01903 200528.12 WINTER 2002 S UCCESSN ET

Around the ChaptersLike father, like sonMeet David Davies. He’sthe elder statesman inour photograph andthe immediate past Director ofStockport 2 Chapter. And theother chap? Oh, he’s alsoDavid Davies – the chapter’spresent director.Confused? Well that’s hardly surprising,since David (Leslie) Senior andDavid (Michael) the Younger – “pleasedon’t refer to me as Junior” – are BNI’sfirst father and son chapter directors inthe UK and Ireland – and quite possibly,the first anywhere in the world.The improbable double act cameabout largely by accident, as DavidMichael explained to SuccessNet.“After hearing about BNI, my fathersuggested that we should take a look.We paid a visit to Stockport 1 Chapter,and immediately decided BNI was agood idea. But, because our respectiveprofessions (in financial services andtelecommunications) were filled, theonly way was to get into BNI was bycreating another chapter – so with halfa dozen business colleagues we setabout building Stockport 2.”David Michael added: “The newgroup was launched a year ago and myfather was its very successful firstChapter Director. When his term ofoffice ended in the spring, a new directorwas elected and I offered toundergo training with a view to succeedinghim, but things didn’t go toplan. After running only a few meetings,the new director suddenly left, somy father was asked to stand in for asecond term – which is how he came tohand over the reins to me.”Father and son they may be, but asboth were quick to point out, theirchapter leadership styles are very different.“It’s for others to make thecomparisons, not me,” said currentNetworkers recognisedELEVEN OF BNI’s best networkersfrom the Dublin region have receivedunique recognition for their ‘Giver’sGain’ contributions over the past year– in the shape of limited editionprints, hand drawn by Fingal Chapter’sdesigner Padraig Horgan.The framed prints of Irish statelyhomes were presented at therecently-staged Dublin Members’ Day,after Executive Director Pat Guidenhad asked the membership of each ofDublin’s then ten chapters to nominateone person from their chapterwho most deserved a special prize foreffective networking.Sponsored by Michael O’Connor offinance brokers Finplan, a member ofthe city’s Airport Chapter who presentedthe Giver’s Gain Awards, theinitiative drew a huge response frommembers. Graham Smith, another AirportChapter member who acted asco-presenter said: “It was quite a closerun thing in some chapters, where justone or two votes separated the nominees,and in the case of PembrokeChapter, two nominees tied for theaward.”Pictured with Michael O’Connor(back row, centre) are all 11 recipients.Front row (left to right, holdingprints) are Philip O’Donoghue (ClontarfChapter), Ulla Enkrist (Fitz 2),Paula Egan (Liffey), Ralph McMahon(Pembroke – joint winner) andAnthony Quinn (Baggot Street). Backrow: Damian Gibbons (South Dublin),Jonathon Miller (Pembroke – jointwinner), Eamonn Leahy (Airport), PatKing (Merrion Row), John Clarke (DunLaoghaire) and Colum Whelan(Fitzwilliam).TWO FOR THE PRICE OF ONE: DavidDavies and…David Davies.Director David, “but I think it is veryhealthy for the group to experiencecontrasting styles of leadership.”David Leslie said: “When it wasagreed that my son would take overfrom me, I made it very clear that Iwould take a back seat and not interferein any way with the new leadershipteam’s decisions. That’s the way it hasstayed and even when other membersapproach me as a kind of father-figurein the chapter, wanting advice on policyor procedural matters, I tell them theymust talk to the new leadership team.”The two Davieses are in unison howeverwhen it comes to their enthusiasmfor BNI membership. “We bothbelieved it would be good, and it hasbeen,” said David Leslie. “As an IFAand first Chapter Director, I knew itwould take a little while to build referralsbut I established a series of one-toonechats with every other member andtook time to make sure they understoodmy business. Now BNI referralsaccount for at least 20 per cent of myincome, I can count around 50 per centof my chapter colleagues as personalclients, and I have an excellent volunteersales team.”To complete the Davies’ family’sinvolvement with the chapter, DavidLeslie’s son-in-law, Paul Cresswell isalso a founder member, and gains regularreferrals for his building and joinerybusiness from both his in-laws.“It’s a great chapter in which everyonelooks out for everyone else. Thesense of camaraderie and desire to helpeach other is enough reason on its ownto get out of bed at five in the morning,”added David Senior.• You can contact David (senior) on01625 875698 or 07768 394263, andDavid Michael on 0161 480 7730.S UCCESSN ET W INTER 2002 13

Education & TrainingUse your sphere ofcontacts to maximisemembershipSTANMORE CHAPTER in North-WestLondon notched up its 10,000th referraljust before Christmas.The landmark referral was passed byAndrew Bamford of The InvestmentClub Network to Rosemary Holmes ofBeautiful Holmes.While seasoned BNImembers all knowand realise that referralsdo not only come fromtheir own ‘Contact Sphere’, itmay be hard for the new memberor visitor to grasp this factinitially. What newcomers willunderstand and relate to, however,is getting referrals fromsomeone who has a naturalsymbiotic relationship withtheir line of business.So, to ensure that membership ofBNI is both profitable and enjoyablefrom the outset, why not adopt the followingstrategy - specifically developedto promote stronger bonds andenhanced business within your ‘contactsphere group’ in your chapter.First and most important, you needto identify the professions and tradeswithin your Chapter whose representativesare in your own ‘Contact Sphere’(i.e. they have a symbiotic relationshipwith your business). For instance, if youare an accountant, you should be talkingto members in banking, independsaysBEVERLEYBLANDFORDExecutive Director,Home CountiesWest, Hampshireand West Countryent financial advisory services, businessconsultancy, book-keeping and the legalsector – since all of these colleaguescan refer business to you, as you can tothem.These ‘symbiotic’ groups or contactspheres of related trades and professionalscan easily be identified in anychapter, and some of the most commonexamples are listed below. Start by compilingyour own groups, and of course,you may need to add other categories.• FINANCIAL & LEGAL: solicitor,accountant, IFA, banker, estateagent• PEN & PAPER: printer, graphicdesigner, PR consultant,copywriter• MOTOR TRADE: motormechanic, bodywork repairer,garage proprietor• PROPERTY: builder, plumber,carpenter, estate agent• HEALTH: dentist, therapists,optometrist, alternativemedicine• IT: computer hardware,software developers,telecoms etcStanmore passes 10,000Chapter Director Simon Patnick said:“This is a fantastic achievement insuch a short period of time.“More importantly for our members,it represents their finding over £2.3million worth of business for eachother. They simply cannot afford notto work for each other.”Within your own group you nowneed to identify other trades and professions(not already represented in thechapter) that will help you grow andincrease your chances of giving and gettingquality referrals. Once your grouphas decided what categories of newmember(s) are needed, elect aspokesperson to inform the MembershipCo-ordinator who will set Chaptergoals for targeting those categories forstack and visitor days.At least once a month, arrange astrategy meeting with your ‘ContactSphere Group’, which can take placeafter a chapter meeting. Your group’sspokesperson needs to meet the MembershipCo-ordinator on a regular basis,who in turn should inform the wholeChapter about the membership categorieswanted by your individual group.This should be done at point 11 on theagenda which covers ‘professions stillneeded’ and ‘Chapter growth plan’.Most importantly the MembershipCo-ordinator must specifically ask forcontact names (i.e. the names of suitablevisitors) from the Chapter and listthe members who have volunteerednames. Those members should be theones who invite their respective nomineesas visitors.Whenever a guest visits your Chapter,if they are within your ‘ContactSphere Group’ ask your spokespersonto stand up and invite them to stay onafter the meeting to meet your group,because this is when the strategy ismost beneficial and capable of producingthe best results.Last but not least, do not forget thereason you get up early for BNI meetingsand why you have paid a membershipfee! It is to network, make newcontacts and do more business – so dosend a follow up letter thanking yourvisitors for coming, invite them back fora second time and also enclose yourbrochure and business card. After all,this is a warm call for you and anopportunity not to be missed.Remember, while BNI provides thevehicle for you and your business, youhave to put petrol in to keep it running !14 WINTER 2002 S UCCESSN ET

The powers vested in the membership committeeThey exist to ensurea smooth flightCast your mind back to thelast time you flew on anaeroplane. Who madeyour flight enjoyable? Whowas there to help you if youhad any problems?Who was there to serve you and providenourishment when you were hungryor thirsty? In short, who, if they didtheir job well, made you walk off theplane wanting to travel with that airlineagain?The answer is the flight attendants. Inany airline, they have a vital job – tokeep the passengers happy, give themwhat they want, and make sure they goaway and tell their friends what a greatairline they flew with.BNI chapters have many similaritiesto a passenger aircraft and, many of thejobs in a BNI chapter closely parallelthe jobs of a jetliner’s crew. The plane ispiloted by a highly trained team ofpilots whose job it is to work togetherto see that it arrives safely at its destination.A BNI chapter is piloted by a trainedcrew of team leaders, whose job it is towork together to see that the chapterarrives safely at its destination –namely, to ensure it grows to its potential,stays on course and develops themaximum amount of business for itsmembers.The flight attendants of a BNI chapterare its membership committee.Their job is to make sure that the membersare happy and productive, to solveany problems that may occur on theway to their destination, to plan aheadand make sure that the group is preparedfor the journey, and to monitormembers’ performance and progress toavoid potential pitfalls.Just like the flight attendants, theyhave to make sure that the right peoplejoin the group (get on the plane) andsometimes, for the good of the group,even ask people to leave the group(just as unruly passengers would be putoff an aircraft), and like their airbornecounterparts, their job is sometimesgiven far less importance than itdeserves. In fact, the membership committeeis probably the most importantgroup in any BNI chapter, andabsolutely vital to the success of thegroup.BySTEVE LAWSONEuropean Training DirectorAs a BNI Director I can tell you withabsolute certainty that there are nogood BNI chapters anywhere that donot have strong, functioning membershipcommittees. And the converse isalso true. Every BNI chapter that isstruggling , invariably has a weak andinactive membership committee.What then are some of the importanttasks of the membership committee,and how should they be carried out?Firstly, it is important to understandwho runs your chapter. It is not thechapter director and it’s not the leadershipteam. It is the membership committeethat runs the chapter. The chapterdirector is there to make sure theweekly meetings follow the agenda, andthe group follows the BNI programmeat each meeting, and the secretary/treasurer administers the group’sfinances, and the membership co-ordinatorwears two important hats.It is his or her job to keep track ofthe participation of each member, andsecondly, to enforce BNI’s policieswithin the group through the membershipcommittee, which the membershipco-ordinator chairs. And as chairperson,he or she is also responsible formaking sure that all the other importanttasks of the membership committeeare delegated and carried out.Why do we monitor the participationof every member each month? Why dowe keep track of referrals given andreceived, attendance, lateness, visitorsbrought, and so on? The answer is simple– it’s called personal accountability.A BNI chapter is not a social club. Itcomprises business people who payannual fees to participate in an organisationthat they are told will generatebusiness for them. That is the main (butnot the only) reason why they arethere. They have a legitimate expectationof what they will get from theirmembership, and it is the responsibilityof the leadership team and the membershipcommittee to see that they gettheir money’s worth!Because everyone in the chapter hasa common goal of getting new business,so we all have a responsibility to do thethings in the group that will lead to usreaching that goal. If we do thingswhich prevent the group from maximisingthe business generated, then we aregoing to be a force for counterproductivityin the group, and this is going tohave an adverse impact on every memberof the group.Therefore, for the common good ofthe group, every member should beaccountable for their actions. If theiractions assist in reaching the commongoal, they they should be encouraged tostay in the group. If their actions preventthe group from achieving its aims,and they are not prepared to change,then they should be asked to leave thegroup. That is a plain, straightforwardbusiness decision.And this is why the membershipcommittee monitors the participationof the members. Its job is to ensure thegroup reaches its common goal of maximisingnew business for members. Amember who is too often absent, or notcontributing to the common goal, iscosting every other member of thegroup money in terms of lost potential.If the membership committee can’thelp that member to participate better(we can teach a “can’t do”, but we can’tteach a “won’t do”), then that personshould be replaced with a member whowill contribute to the group’s objectives.Every chair in your chapter is exclusivelyreserved each week for a particularperson and it is too valuable toleave it occupied by a non-contributingmember. That is what accountability isall about.When you look at some of the otherimportant functions that the membershipcommittee also performs, likechecking references of new applicants,planning for chapter growth, arrangingsocial and networking activities andhandling member issues, you begin tounderstand why it is so important.The power of the membership committee– as delegated by BNI’s policiesand procedures – is what helps allmembers reach their common goal ofdeveloping more business for eachother. That is why the membershipcommittee is so important, and why weshould never under estimate its value.S UCCESSN ET W INTER 2002 15

The Last WordPhil CAN talkFOR a man who admits“I’d have died if askedto address a businessaudience just 12 monthsago”, Liverpool caterer PhilBrumfitt ain’t done halfbadly!The resident joker in city’s IndigoChapter, Phil has already gained£160,000 worth of extra business forhis company, Windsors CateringEquipment, through referrals fromhis chapter colleagues.“That would have been reasonenough to be delighted with BNI,”said Phil, “but what is just asrewarding is that I have gained somuch more confidence and professionalismsince joining.Clerkenwell member’sdate with the ChancellorHAVING just seen your businessenter a new Government leaguetable of top entrepreneurial innercitycompanies, and been personallytold by Chancellor GordonBrown that “you’re jolly goodchaps”, you’d think that wasenough good news for one month.But London Clerkenwell Chaptermember Sion Whellans was farmore excited about BNI than hisaudience with the Chancellor whenSuccessNet caught up with him tooffer congratulations. “We’ve justhad some really good news,” hesaid enthusiastically. “We’ve madea breakthrough by winning a contractwith Greenpeace – somethingCO-OPERATIVE DIVIDEND: Sion Whellans(right) discusses a projects with fellow directorPaul Santer.“A year ago, I couldn’t haveaddressed any audience, but thanksto BNI I am now asked to give talksto some of the city’s leading businessorganisations, and amazingly, Iactually enjoy it!“After hearing me speak at achapter meeting, one of our visitorsidentified herself as the RegionalChairman of the Institute of Managementand I was asked to addressher members.“Then, as a result of that, I’ve justgiven a talk to the Institute of BusinessAdvisers – something I neverthought I could do.“Without doubt, BNI has totallychanged my life.”• Phil Brumfitt can be contactedon 0151 666 1077 or 07880 518909.we’ve wanted for a long time.”And his delight with BNI is theresult of the breakthrough comingfrom the chapter he joined barelyten months ago when, like manynewcomers, he had mixed feelingsabout whether it would work forhis print and publications workerco-operative, Calverts, based inShoreditch.“We’d been advised by the chapterleadership team to be morespecific in telling colleagues aboutthe sort of businesses we wanted towork with. I mentioned Greenpeace,never thinking for amoment that anyone would haveany senior contacts with them, butto my amazement,two members gaveme referrals into theorganisation, andwe’re now handling arange of its printrequirements,” saidSion.Meanwhile, he alsoadmitted that BNIhad contributed in nosmall way to his cooperative’ssuccess injoining the UK’sInner City 100 Indexof fast-expandinginner-city companies.• Sion Whellanscan be contacted on020 7739 1474.Cathedralbecomesa Castle!NORWICH’S recently launched Castle Chapteris going from strength to strength – despite alast-minute pre-launch hiccup that saw thenew group having to change its name!With BNI’s first Norwich chapter – NorwichCity – already making a significant impact onthe local business community, BNI’s Norfolkleadership wanted another strong name forthe city’s second group, launched during thesummer.After much discussion among its coregroup, members settled on Norwich CathedralChapter, reflecting the strength andmajesty of one of the city’s most imposinglandmarks.“We sent out all the letters, inviting localbusinesses to attend Cathedral Chapter’slaunch and looked forward to the big day,”said Executive Director for East Anglia, JamesCruickshank. “However, one of the invitationletters landed on the desk of the local pestcontrol expert, with the challenge: ‘The NorwichCathedral Chapter is looking for a pestcontrol company to whom it can refer business…’“Little did we know that the recipient hada longstanding contract with Norwich Cathedral,and when he received our invitation hemistakenly thought it was from his client. I’mtold he stormed into the Dean of Norwich’soffice to express his anger that they werelooking to replace his company after years ofgood service.”It took a placatory call from James to theDean’s office (and the unhappy pest controlexpert) to sort things out, when it wasagreed it might be better to find a differentname for the Chapter. He added: “Wedecided Norwich Castle was the next mostmemorable name, and so far we’ve had nocalls from the Keeper at Norwich Castle. So,the moral to other new chapters is: do yourresearch properly!”SuccessNet is published quarterly and distributedfree of charge by Business Network International plcto all members through BNI directors and chapterdirectors. Additional copies can be obtained bywriting to, or calling, the BNI National Office, atGate End, Northwood, Middlesex, HA6 3QG.Tel: +44 (0)1923-826 181 Fax: +44 (0)1923-827 813E-mail: bniuk@bni.comBNI web site: www.bni-europe.comEXECUTIVE EDITOR:Gillian Lawson, BNI National DirectorEDITOR: Malcolm Grosvenor, WriteAngle Communications,New House, Palmer Crescent, KingstonUpon Thames KT1 2QT Tel: 020 8541 0600; Fax: 0208546 1611. E-mail: successnet@write-angle.co.ukDESIGN & LAYOUT: Ken Sheldon, The Media Team.Tel: 01579-350 579PRINTED BY: Pepper Communications, Plymouth.Tel: 01752 348800Copyright © BNI 2002. All rights reserved16 WINTER 2002 S UCCESSN ET