SuccessNetINSIDE THIS ISSUE > P3

London to host biggest networking event

P6Top performerspass 20,000 mark!

P11Run your chapterlike a business

P12&13400 referrals?That’ll do nicely

EDUCATION and INFORMATION BULLETIN for BNI MEMBERS

ISSUE 34 | SPRING 2005

Ab Seite 7.

NEUDEUTSCHSPRACHIGER INNENTEIL.

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Executive Editor: Gillian Lawson, BNI National Director

Editor: Malcolm Grosvenor Grosvenor Associates, New House, Palmer Crescent, Kingston Upon Thames KT1 2QT

Tel: 020 8541 0600 Fax: 020 8546 1611Email: successnet@grosvenorassociates.com

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Printed by: Tony Batkin, Alpine Press, Tel: 01923 269777

BNI National OfficeBusiness Network International plc, BNI House, Church Street, Rickmansworth WD3 1BSUnited Kingdom

Tel +44 (0)1923 891 999 Fax +44 (0)1923 891 998Email bniuk@eurobni.com

www.bni-europe.com

W hen Clerkenwell Chapter’sD a v i d C l e m e n t - H o r t o nreceived a message to call

HRH Princess Michael of Kent, he thought someone was winding him up. His booming projector hire business,AV2Hire.Com, might have brought himinto regular contact with the rich andpowerful, but….royalty?

However, a call to the Princess’spersonal secretary confirmed that Her Royal Highness was indeed looking to use David’s services – and that he’dreceived the royal request as a result of a referral given to Kensington Palace

BNI HELPSDAVID PROJECT ROYAL IMAGE

BY ROYAL APPOINTMENT? David Clement-Hortonarrives at another prestigious London address todeliver AV projection equipment. Photographcourtesy of Mark Turnbull & AssociatesPhotography on 020 7729 8684.

by one of his chapter col leagues, Gary Weekes of Mark Turnbul l &Associates Photography.

“It never ceases to amaze me just howdiverse are the people in each other’snetworking circles, but I never thought itwould include royalty,” said David. “Itshows how well-connected BNI memberscan be.”

David arrived at the Palace on one of hiscompany’s distinctive seven-foot longbright yellow cargo bicycles and spent anhour with the Princess, setting up a largescreen in her private dining room andshowing her how to use a projector.

While this was his first royalengagement, AV2Hire.Com’s colourfulbicycles are a common sight around some of London’s most famous addresses.David has twice ridden through the gates of Downing Street to deliverequipment for Tony and Cherie Blair, and become a frequent visitor to TheHouses of Parliament.

He’s now looking for more referrals into the Royal Household in the hope ofobtaining a Royal Warrant to display on his bicycle!•

You can contact David on 0845 123 5654

LAWSONS’

LOREWelcome to the second

issue of your new-lookSuccessNet. We hope you

like the re-designed format of yourquarterly newsletter, and find it evenbetter - and easier - to read.

SuccessNet has evolved over the years but, if the newsletter is to be valued as an information and educational resource formembers, it must meet your needsand expectations.

For this reason, we hope you willtake a few minutes to complete theshort questionnaire about SuccessNet,which you will find in this issue. Wewant to know what you like (or dislike)about its content and presentation,whether there are particular topics youwould hope to see featured in the newsletter and what otherimprovements you think we can make.Please help us to make SuccessNet a ‘good read’ – and an effective means of communication.

Meanwhile, in a few weeks time,we welcome back to the UK ourFounder and CEO, Dr Ivan Misner, whois principal guest and keynote speakerat the London Members’ Day.

With our rapid growth into aworldwide organisation, Dr Misner hasto share his time and expertise evermore carefully around the globe, so itis hardly surprising that the last majorevent he addressed in the UK was overthree years ago. Consequently, ourMembers’ Day at the QEII ConferenceCentre in Westminster will be anunmissable occasion.

Despite it being the largestgathering of members in BNI’s history, it will still be over-subscribedso, if you want to be among the 750 delegates to benefit from thisspecial day, you need to act quicklyusing the application form containedin this SuccessNet. Tickets will beallocated strictly on a first-come, first-served basis – so good luck!•

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you and SuccessNet...

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SuccessNet is published quarterly and distributed free ofcharge by BNI to all members. We are delighted that witheach successive edition, we receive more and more of your

emails, letters and calls, asking us to include your news orpicture items in the newsletter – but please remember we don’thave space for them all!

If you have an item you’d like us to consider for inclusion,please email it to: successnet@grosvenorassociates.com - making sure you include your phone numbers (office andmobile) and address as well.•

The London Members’ Day 2005takes place on Friday, 24th June atWestminster’s prestigious Queen

Elizabeth II Conference Centre, whenBNI’s Founder and CEO Dr IvanMisner heads up a day of dynamicpresentations, learning workshops andbusiness networking.

It will provide the first opportunity inover three years for our members to hearand talk to Dr Misner who, as one of the world’s leading authorities on word-of-mouth marketing is now in hugedemand from major corporations as anauthor, networking guru and dynamicpublic speaker.

He tops an impressive bill of expertBNI directors whose workshops andtraining sessions will convey the latest

knowledge and techniques formaximising members’ businessopportunities – expertise thatparticipants can immediately use tonetwork with hundreds of colleagues.

National Director Gillian Lawson said:“We have staged some impressiveMembers’ Days in recent years at whichdelegates have always made valuablecontacts and often picked up majorbusiness, but this one will set newworldwide records for BNI. Not only willit be the largest-ever members’ event,but the wealth of knowledge andexperience on offer is unprecedented. Itis going to be a high-powered day andwe expect it to produce record levels ofbusiness for delegates.”

She added: “We could probably havefilled the venue with members from justLondon and the South-East, but since DrMisner is rarely able to offer his expertise

London to host BNI’sBIGGESTnetworking event

Founder & CEO heads unique Members’ Day

over here, we felt we had to open up theevent to all UK members on a strictly first-come, first-served basis.”

The cost per member is just £37.50(covering refreshments and buffet lunch)if booked before the end of April, afterwhich any remaining tickets will cost£42.50. The event will be over-subscribedso reserve your place now, by using theapplication inserted in this SuccessNet.•

It will be the biggest Members’ Day ever held, the most high-octane networkingevent of the year and, for the fortunate 750 who get their applications in first, it will offer a unique chance to gain substantial new business.

BIGGEST NETWORKING EVENT! Westminster’sprestigious Queen Elizabeth II Conference Centre.

TV presenter viewsNorthants success

The result was a sparkling meeting of theCollingtree Chapter held at Kelmarsh Hallnear Kettering when guest of honour,BBC TV sports presenter Garry Richardson,heard more than 60 local business peopleswap stories of how joining BNI hadbenefited them, some so successfullythat they’d felt obliged to make way fornewer, less established businesses.

Not that Collingtree’s membersrelinquish their seats easily. Its capacitymembership includes six foundermembers, one of whom, computer andIT support specialist Martin White said:“Most of my business comes eitherdirectly or indirectly from being a

member of BNI, but it’s not just aboutreceiving business. I thoroughly enjoyrepresenting fellow BNI members andhelping get them business in return. The Givers Gain philosophy is a verysuccessful formula.”

Another of Collingtree’s founders,Michael Markham of Stanair IndustrialDoors added: “This chapter has afantastic set of people, and everybreakfast meeting is really energetic.Most people don’t naturally enjoygetting up early, but you’ll never hearany of our members complain abouttheir early start every Tuesday. They can’twait to get started!”•

NEWS

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SIX OF THE BEST! TV Presenter Garry Richardson (with microphone) gets the low down from CollingtreeChapter founder members (from left to right): Philip Walding, Michael Markham, Alan Andrews, MarkMaryan, Martin White and Colin Brett.

Northamptonshire’s biggest and most successfulchapter took a stroll down memory lane recently –inviting past members to join the 43-strong groupin a special celebration of its fifth anniversary.

Among the latest chapterslaunched during the past fewweeks are seven in Germany. Theyare: Jaguar and Panther chapters(North Berlin), Bernstein andAmethist (both Munich), Büchner( M a n n h e i m - D a r m s t a d t ) ,Morgenstund (Bonn Aachen) and Saphir (Ludwigsburg-Ulm).Meanwhile, Austria saw thelaunch of Mozart Chapter in Wien,and the Netherlands welcomedthe Robijn Chapter (Amsterdam).

In the UK, new chaptersinclude Tudor (Middlesex),Diamond (Halifax), Petersfield(Hampshire), Phoenix (SouthKensington), Gold Cup BNI(Cheltenham), St. James(Wallington, Surrey) and Priory(Lewes), while Ireland has also seen a trio of chapterslaunched at Riverside (CastleKnock, Ireland N.E.), Westgate(Clonmel, Co.Tipperary) andViking (Waterford City).•

MoreChapters Launched

agenda developed, how the referralsystem has been constantly refined tobecome today’s potent business tool,and why the organisation’s philosophyworks equally well across the world’sdifferent business cultures.

Looking to the future, Dr Misnerwrites: “We’re opening a chapter a day,somewhere in the world. By the end ofthis decade I believe we’ll have over5,000 chapters, and more than 15,000chapters worldwide within theforeseeable future.”

National Director Martin Lawsonsaid: “The philosophy of Givers Gain isthe first and most important lesson

Anew book, “Givers Gain - TheBNI Story”, tracing theorganisation’s incredible growth

over the past two decades has just beenpublished, and all 73,000 membersworldwide are being offered a free copy.

Written by BNI’s Founder Dr IvanMisner, “Givers Gain” is a lively andentertaining history of the world’slargest and most successful businessnetworking organisation, from thelaunch of its first chapter in January1985, to today’s global coverage with3,700 chapters in 23 countries.

The book provides a fascinatinginsight into how the BNI meeting

when, in the absence of his own contact, heintroduced himself to other managers whoworked in its IT department.

“I discovered they had all kinds ofproblems and realised my chapter colleaguePeter Lascelles and his company,IT4Enterprise, could probably help them. Ipassed on his details and gave Peter thereferral at our next meeting,” said Alan.

IT4Enterprise duly fought off toughcompetition to win the lucrative deal

which will see itinstall a new communications room, cabling,firewall technology, switches and servers inthe association’s new headquarters.

Peter said: “We are extremely grateful toAlan for seizing this opportunity. We maynever have learned of the project had he notbeen on the ball.”•

For more information contact Peter Lascelles on 01953 456726

S mart thinking by a member ofThetford's Forest Chapter has resultedin an £85,000 contract for one of

his BNI colleagues, whose company beat a much larger competitor to win the business.

Alan Archer, Managing Director ofcleaning company Breckland Industrial Ltd was attending the launch for the transfer of South Norfolk District Council’shousing stock to a housing association

every new member learns, because itdefines what BNI is about. With thisbook, members will have a deeperinsight into why the Givers Gain ethos isthe cornerstone of BNI, and how it hasbecome the world’s most successfulorganisational principle for business.”

The book will be provided free to allnew members when they attend theirinitial Member Success training. Existingmembers will receive a copy either by re-attending a new member trainingsession or one of BNI’s numerous skills workshops.•

GIVERS GAIN - FIRST THE PHILOSOPHY,

NOW THEBOOK!

Alan's eye for enterprise lands a lucrative contract

5

Top performers pass the

20,000 mark!

Chapter Director, surveyor RobertRose commented: “It was veryappropriate for Paul and Phil to beinvolved in this landmark referral. Paulhas become one of our most prolificreferrers, while Phil was recently votedthe chapter’s top achieving member. Oursuccess is based on teamwork, mutualrespect and a great camaraderie.”•

the event, Bentley’s cake-maker AnneHoad presented a commemorative caketo the chapter.

Phil told SuccessNet: “If youaveraged out the number of referralspassed each week since the chapterstarted back in 1998, it would be morethan 60, but of course for a long time wehad around 20 members whereas inrecent times we’ve been hovering closeto our 40-strong capacity. Consequently,over the past couple of years, membershave always exchanged at least 80referrals a week, and exceeding 100 isnot uncommon.

“Bentley members have beenamongst the top referral givers in theNorth-West London region for a longtime, and I think we’d be genuinelyupset if any other chapter successfullychallenged our record.”

There are plenty of highperforming BNI groups when itcomes to passing referrals. And

then there is Bentley Chapter, whose 38members have turned the referralsbusiness into almost an art form!

Bentley (previously known asStanmore Chapter in Middlesex) doesn’t do anything by halves, whichis why its members have justcelebrated the passing of their 20,000th referral, and now routinelyexchange between 80 and 100 referralsat every meeting.

Our picture shows chef Paul Linden(right) of ‘Dining in Style’ passing thegroup’s milestone referral to flooringspecialist Phil Berg of Philip BergInteriors – a single opportunity that Philimmediately turned into business worthseveral thousands of pounds. To mark

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Members of Concord Chapter in North-West London, recentlycelebrated the group’s eighth

anniversary by presenting founder member,Steve Pursey with an eight-year ribbon and a

birthday cake decorated with the businesscards of every chapter member.

As only the second UK group to belaunched back in 1996 when it was thencalled the Northwood Chapter, Concord’smembers have long enjoyed considerablesuccess, but Steve, an independent financialadviser, reckons their eighth anniversary hasmarked the group’s best ever period.

He said: “I’ve no doubt that this is the mostsuccessful time in the chapter’s history. Qualityreferrals are passed in a great atmosphere, andeveryone is very supportive of each other.”

Our picture shows Chapter Director andbusiness coach Nick Simmonds presentingSteve Pursey with his ribbon, whileMembership Co-ordinator Michelle Fisherand Secretary/Treasurer Mark Weedon holdthe birthday cake, later donated to MichaelSobell House, a local hospice.•

For more information contact NickSimmonds on 020 8868 7702

BREAKFAST BONANZA

‘BEST EVER’ AS CONCORD CELEBRATESEIGHT YEARS OF SUCCESS

Was ist der Unterschied zwischen einemSelbständigen und einem Unternehmer?Ganz einfach: Ein Selbständiger willimmer neue „bessere“ Wege gehen,während ein Unternehmer demvertraut, was funktioniert, ohne das Radständig neu erfinden zu wollen. Das indem am 11. Februar neu gegründetenBernstein-Chapter sehr viele Mitgliederunternehmerisch denken und zudemIhren Regional Direktoren Simona Huberund Harald Lais vollstes Vertrauengeschenkt haben, zeigt das Ergebnis:

206 Teilnehmer (181 Gäste, 21Mitglieder, sowie den Regionaldirektoren

und aus England die Direktoren Gillian Lawson und Michael Mayer)trafen sich zur bislang größtenGründungsveranstaltung eines BNIChapters auf dem europäischen Festland.

Wie eingangs erwähnt, war diese große Teilnehmerzahl das Ergebniseines exakten Einhaltens derVorbereitung beim Einladen von Gästen.Die 21 Mitglieder des Bernstein-Chaptersversandten insgesamt 705 Einladungen.Die Briefe wurden exakt zum richtigen Zeitpunkt versendet und alleRichtlinien, den Brief betreffend,wurden eingehalten. Auch das

telefonische Nachfassen der Listenwurde von der Gruppe wie vorgegebenbefolgt, auch wenn während der Treffengroße Zweifel bestanden, ob dieser Brief und diese Vorgehensweise inDeutschland so funktionieren kann. EineTeilnahme-Quote von 26% zeigt, dassdas BNI-Verfahren auch in Deutschlandfunktioniert genauso wie in allenanderen Ländern.

Mit dieser grandiosen Gründung desBernstein-Chapters in München, ist eineweitere wichtige deutsche Stadt auf der internationalen BNI-Landkarteangekommen.•

BNI DEUTSCHLAND

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HALTE DICH ANS SYSTEM:206 Teilnehmer bei der Gründung desersten Münchner Chapters BERNSTEIN

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BNICHAPTER IN BONNkürt erfolgreichste

Netzwerker

300%igeUmsatzsteigerung durch BNI!

BNI SCHWEIZ & DEUTSCH

Meine „BNI-Karriere“ beganneigentlich ganz harmlos. Einebefreundete Grafikerin fragte

mich an, ob ich sie für zwei Wochenvertreten könne, da sie in die Ferien fahre. Ineinem längeren Telefongespräch erklärte siemir, was BNI ist und wie die Treffen ablaufen.Zum Schluss meinte sie, das wäre docheigentlich auch etwas für mich. Ich bin Dipl.Gesundheitsberaterin.

„Tönt ja nicht schlecht“, dachte ich, undso machte ich mich eine Woche später aufden Weg. Schon am Eingang musste ichschmunzeln. Es war so, wie meine Freundines geschildert hatte: Ich war sofort umringt,wurde Leuten vorgestellt und Visitenkartenwurden ausgetauscht. Die Sitzung war klar strukturiert und ich war heilfroh, dassich die 60-Sekunden Präsentation gutvorbereitet hatte.

Als ich das zweite Mal in Vertretungmeiner Freundin erschien, wurde ich nachder Sitzung angefragt, ob ich mir eineMitgliedschaft vorstellen könnte. Das konnteich, aber was sollte ich so früh morgens mitmeinem kleinen Sohn machen?

Dafür war jedoch schnell eine Lösunggefunden. Inzwischen habe ich zwei Kinderund gehe jeden Dienstag mit grosser Freudezu unseren Treffen. Wir sind eine richtigeingeschworene Gruppe geworden und eshaben sich gute Freundschaften entwickelt.

Vor allem aber ist BNI für mich die besteWerbung und nirgends komme ich so

schnell zu so guten Aufträgen wie bei BNI.Ich habe alle anderen Werbeaktioneneingestellt. Wozu noch Zeitungsinserate?Weil ich regelmässig zu den Treffen komme,kann ich auf meine Aktionen und Neuheitenaufmerksam machen und erreiche dabei 30Personen auf einmal. Meine BNI-Kollegenund Kolleginnen sind gleichzeitig auchmeine Agenten und die schwärmen für michaus und bringen mir neue Kunden.

Auch Besucher in den Treffen sind eineBereicherung. Selbst wenn sie nichtbeitreten, ergeben sich manchmal dochGeschäfte. Mich hat ein Gast ein halbes Jahrnach seinem Besuch angerufen und ich kamzu einem ersten kleinen Auftrag. Heute, einJahr später, zählt er zu meinen besten undtreusten Kunden.

Für mich ist BNI ein Erfolg auf derganzen Linie. Dank der Vier-Augen-Gespräche lerne ich die anderenGeschäftsleute viel besser kennen und kannsie so auch mit einem guten Gefühlweiterempfehlen.

Apropos weiterempfehlen: In meinemersten Jahr als Mitgliedkonnte ich meinenUmsatz um 300% steigern und imfolgenden Jahr noch einmal um 100%. Ichdenke, diese Zahlen sprechen für sich.•

Jeannette Müller-RohnerAB Center GmbH+423 262 1820info@abcenter.ch

BONN. – Die Mitglieder des BNI-Chapters „Morgenstund“ in Bonnhaben aus ihren Reihen dieerfolgreichsten Networker desMonats Januar gekürt. WilfriedThünker vom Bonner BüroserviceDER THÜNKER – zugleich ChapterDirektor – und Torsten Gerhards vonder Bonner Druckerei Gerhardswurden dafür ausgezeichnet, dass sieden anderen BNI-Mitgliedern diemeisten Geschäftsempfehlungen unddamit viele neue Möglichkeiten zumehr Umsatz vermitteln konnten.

Das Bonner BNI-Chapter„Morgenstund“ war im Dezember2004 gegrün-det worden. Insgesamthaben die derzeit 30 Mitglieder nachnur sechs Wochen schon 176Geschäftsempfehlungen vermittelt. Der bislang größte Einzelauftrag, deraus einer dieser Empfehlungenhervorging, hat ein Volumen von 20.000 Euro.•

Was passiert, wenn eine Kerngruppe sich professionell und motiviert auf einen Besuchertag vorbereitet,

k o n n t e m a n A n f a n g F e b r u a r i nDarmstadt erleben.

Schon vor der Gründung des BüchnerChapters hatten die 21 Gruppenmitglieder sichsehr füreinander engagiert. Ein Auftrag durcheine Empfehlung mit einem Volumen von EUR110.500,00 ist nur ein Beispiel für diesen regenAustausch. Deshalb bereiteten die Mitgliederauch den Besucher- und Gründungstag akribischvor, feilten an Ihren 60-Sekunden Präsentationen,suchten Empfehlungen für ihre Kollegen undluden gezielt Gäste ein.

75 Besucher für das Gründungstreffenhatte s ich das erste Darmstädter Chapterzum Ziel gesetzt.

Was die Mitglieder und die Regional-direktoren Benno Dembowski und Peter Müllerdann jedoch am Morgen des 4. Februar erlebten,sprengte alle Prognosen. 129 Gäste strömten inden großen Saal des Maritim Rhein-Main Hotels!Zuviel, um an den langen Tischen Platz zu finden.Eilig wurden Tische und Stühle herbei getragenund Frühstücke nachbestellt.

Die vielen Besucher warteten gespanntdarauf, was so viele Unternehmer an einemkalten Wintertag morgens um 7.00 Uhr in einHotel lockte. Beeindruckt verfolgten Sie dieprofessionellen Präsentationen der einzelnenMitglieder und staunten über 29 weitergereichteEmpfehlungen. Starke Argumente, so scheint es,denn kaum jemand wollte ohne einAnmeldeformular wieder den Saal verlassen.Gleich im Anschluss an das Treffen erhieltenzudem mehrere Mitglieder Ihre ersten Aufträgedes Tages – von begeisterten Besuchern!

Ein Tag wie dieser ist die perfekte Basis füreinen erfolgreichen Chapterstart. Schon währendV

ON

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der ersten Tage nach dem Gründungstreffenbewarben sich dann auch acht Unternehmer um einen Platz im Chapter. Sechs weitere mussten feststellen, dass ihr Branche bereits vergeben war, sodass sie sich für die Gründung einer zweiten Gruppe anmeldeten. Zum ersten offiziellenTreffen des Chapters kamen noch einmal 30Besucher und wieder bewarben sich vierUnternehmer um eine Mitgliedschaft. Ein Erfolg, den das junge Chapter sich durch seine konsequente Umsetzung des BNI-Programms und seinen professionellen Auftrittselbst erarbeitet hat.

Hier ein Auszug einer E-Mail, die unmittelbarim Anschluss an den Besuchertag einging:

„Im letzten Jahr habe ich an einigen Treffendes Chapters in Darmstadt teilgenommen. VieleZweifel haben mich jedoch von einem Beitrittabgehalten. Bei der heutigen Veranstaltung hatmir die Vorstellung von Malermeister Andresjedoch besonders gut gefallen. Aus diesem Grundsehen Sie dieses Schreiben gleichzeitig als meineBeitrittserklärung zu BNI an.“

Neben aller Euphorie über die Gäste und dierundum positive Resonanz machen die Mitgliederdes Büchner Chapters nun vor allem eines: eine Menge zusätzliches Geschäft! Ein neuesMitglied erhielt gleich im ersten Chaptertreffeneine Empfehlung mit einem Volumen von überEUR 50.000,00.

BNI funktioniert in Deutschland genauso gutwie überall in der Welt! Wenn eine Gruppe vonUnternehmern konsequent das Programm von BNI umsetzt, erzielt sie erstaunliche Ergebnisse.Das Büchner Chapter in Darmstadt ist ein gutesBeispiel dafür!•

CHLAND

Seit Juli 2004 ist Lothar Häfner –Geschäftsführer der AkzentPersonalberatungs GmbH – als

Personaldienstleister Mitglied im BNI-Chapter STUTTGART. Die Mitgliedschafthat speziell eines seiner Geschäftsfeldersehr positiv beeinflusst: diePersonalvermittlung. Anfänglich nur alsErgänzung des Portfolios geplant, hatsich dank BNI die Vermittlung von quali-fizierten Arbeitskräften aus denBereichen Vertrieb, Technik, Gewerbeund IT für ihn zu einem wichtigenStandbein entwickelt.

Weil sich innerhalb der Gruppe rechtschnell ein gegenseitiges Vertrauenentwickelt hatte, konnte die AkzentGmbH nicht nur BNI-Mitglieder sondernauch viele externe Firmen mit leistungs-fähigen Mitarbeitern bedienen. Dies hatHerrn Häfner darin bestärkt, den BereichPersonalvermittlung weiter auszubauen,was in der Neueinstellung eines profes-sionellen Recruiters zum 01.02.2005resultierte. So sorgt BNI nicht nur fürEmpfehlungen, Neukunden undUmsätze, sondern schafft indirekt sogarArbeitsplätze. Kein Wunder, dass sichHerr Häfner die nächsten Monate überBNI freut.•

Kontaktieren Sie Lothar Häfner: +49 (0)711-8388930

BN

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TTGA

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E in Handwerker ist unpünktlich, kommt gar nicht, arbeitetschlampig, unsauber und hinterlässt einen Haufen Dreck.Das sind die Vorurteile die es in der Handwerksbranche

zu bereinigen gilt. Für Tobias Müller-Livock, Geschäftsführer derFirma TÜREN MANN bietet BNI dafür die optimale Plattform.

Die Firma TÜREN MANN, seit über 30 Jahren in Stuttgartam Markt, ist ein mittelständischer Dienstleistungsbetrieb imHandwerk mit großem Anspruch an umfassendem Service.Unpünktlichkeit oder mangelnden Service gibt es hier nicht.Die positive Einstellung zu BNI und die klar definierten Regeln,die sich mit dem Anspruch an Service der Türen Männer decken, sind der Schlüssel zu mehr Umsatz.

250.000 Euro Umsatz konnten durch Empfehlungen in denersten 12 Monaten auf dem Firmenkonto verbucht werden.Zudem entstanden sehr gute Kontakte in unterschiedlichsteBranchen, die ohne BNI kaum je zustande gekommen wären.Nicht zuletzt durch BNI und die richtige Strategie hat die FirmaTÜREN MANN im Jahr 2004 das beste Firmenergebnis seit 10Jahren erzielt. Und dies trotz Rezession in der Baubranche!•

Kontaktieren Sie Tobias Müller-Livock: +49 (0)711- 8965120

250.000 EUROUmsatz nach den ersten 12 Monaten!

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BNI DEUTSCHLAND

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Every incoming Chapter Director has hisor her own way of trying to move theirgroup forwards.

At Leeds North, we are constantlylooking at innovative ways to get the bestout of our members.

I run a busy company and, when I tookon the chapter leadership, I felt the bestway to make real progress was to run thegroup as I would my own business,treating members as if they were my staff. I wasn’t being egotistical or bullying,but felt the group needed reneweddirection and purpose, and saw it as myjob to deliver this.

The first task was to produce a clear,fixed diary covering all chapter events andactivities for the duration of the incumbentleadership team. This programme, togetherwith sheets containing the names,photographs, contact details and businesssummaries of every member, was thenplaced inside the covers of hard-backedmanuscript books which we issued to eachmember, requiring them to make notesthroughout every meeting.

Why? Because how could individualsrecall the details of every 60-secondpresentation or each request for a specificreferral from 25 or 30 colleagues? Now,members use these books to jog theirmemories during the week and, as an addedmotivation, I email everyone two or threetimes a week, reminding them about keyissues from our last meeting and the need toproperly prepare for the next one.

In drawing up our programme, we chosesome novel ideas to make sure everymeeting would be interesting, ringing thechanges by focusing on different aspects ofthe referrals process, and challengingmembers to find new ways to promote theirbusinesses to the group.

It included ‘third-party’ referral dayswhen everyone was asked to provide at leastone external referral; a ‘lottery day’ whenone lucky member’s name was drawn toreceive a referral from everyone else at theend of the month; ‘Swap Days’ when weeach took over a colleague’s 60-secondpresentation; ‘Prop Days’ (dressing incostume or using visual aids in ourinfomercials), ‘Double Days’ - requiring twogood referrals from everyone - and even a‘BNI Re-united Day’, when no less than 17past members came back to the chapter!

All these initiatives focus on increasingthe amount of business we pass across thebreakfast table. A few members mightsometimes feel a little uneasy by the newchallenges our agenda produces but, likeany other business, I want my staff (in thiscase my BNI colleagues) to step outside theircomfort zones and push back the frontiers.That’s how successful companies grow, andI want my chapter to benefit from the sameapproach. Keep an eye on Leeds North!•

Mark Joslin is Managing Director ofTomorrow’s Office, an IT systems andnetwork services company. Contact him on0113 236 2626

Run yourchapter asa businessSays Mark Joslin, outgoing Chapter Director of Leeds North

Less than two years ago,Peterborough technology specialistSimon Foxwell launched a one-

man business from the study of hishome, offering IT support to smallbusinesses and home users.

A few weeks ago his company,Welltech IT Limited found itself playinghost to the City Council’s ChiefExecutive Gillian Beasley, when sheopened the company’s new premises -from where his business is nowbooming, thanks almost entirely to BNI.

Having worked in the industry forseveral years, Simon realised most ITsupport companies were onlyinterested in chasing big contracts withmajor firms – ignoring the needs ofsmaller firms and home-workers. Aftercreating Welltech to fill this void, heheard about BNI and joined the city’sThorpe Wood Chapter, since when hisbusiness has taken off.

“I know many BNI members attracta lot of new business through chaptercolleagues, but in my case 99% of allour current contracts have comedirectly or indirectly from BNI sources,”said Simon. “I am so pleased that I tookthe decision to join when I branchedout on my own. It has been the makingof Welltech, and enabled us to growquickly,” he added.

More than a dozen of Simon’schapter colleagues turned out tosupport the opening of his new offices,including Simon Hinks of ParallelMarketing Associates who also gainedsubstantial media publicity for hisnamesake’s success.•For more information contact SimonFoxwell on 0845 084 0171

FROM THE

CHAIR

99%OF MY NEW BUSINESSCOMES THROUGH BNI

REFERRALS?

In every

chapter, there are

members who struggle to find

and pass good referrals. Despite the

availability of excellent BNI workshops and

the regular training they receive during

chapter meetings, some continue to face

difficulties with this key element of

membership. Happily, most chapters also have a

growing number of members able to produce

seemingly unlimited quality referrals. For this

special feature, we asked some of BNI’s

most prolific UK ‘givers’ during 2004

to share their referral methods,

and offer some practical

ideas...

that’ll do nicely!

12

“Never stop listening – and don’t miss a trick!”Says Lawrence Coppen of Chislehurst’s Prince Imperial Chapter

401 REFERRALS GIVEN77 REFERRALS RECEIVED

There’s a saying around London’s SE12 postal area that “if LawrenceCoppen doesn’t know you, you’re not worth knowing… and if hecan’t sort out your problem, then no-one can…”

Such is Lawrence’s reputation as someone who knows just abouteveryone else, and how to find any product or service you mightneed, that it comes as no surprise to discover he is one of BNI’s top UKreferrers, having passed an amazing 401 referrals last year – mainly tocolleagues in his Prince Imperial Chapter in nearby Chislehurst.

“How do I find so many? It’s simple: The secret is knowing a lotof people, listening to everything they tell you and never missing anopportunity to offer them a solution to whatever they want orneed,” he said. “Having run a plant hire business for 16 years, I get alot of people coming into my shop, but I don’t just hire them myequipment. By talking to them, I find out that they might also need a plumber, a good solicitor, a decent car mechanic or a bettermortgage deal – and I nearly always know a BNI colleague I can recommend.”

A dedicated BNI-er, Lawrence added: “People are always ringingme who don’t necessarily want to hire my equipment, because theyknow I have a lot of business colleagues in BNI ready to give them anequally good service. They say to me: ‘I don’t know who to go to for[such-and-such], but I know you’ll have a solution...’

“If you’re willing to spend time listening to people’s problems, it’seasy to find referrals. I like to think I never miss a trick, because I neverstop listening.”

“Put the effort in – andyou’ll reap the rewards!”Says Simon Kershaw of Cheltenham Chapter

394 REFERRALS GIVEN261 REFERRALS RECEIVED

“When I joined BNI three and half years ago, I wasn’tconvinced it was going to do anything for me,” saidCheltenham Chapter’s Simon Kershaw. “Now I’m acommitted BNI man, because if you follow its Givers Gainphilosophy, it works perfectly.”

He should know. Last year alone he passed 394referrals to his BNI colleagues, and received more than260 in return – just one of them leading to a contractworth more than £100,000.

Simon, who is Managing Director of SKRefrigeration & Air Conditioning Ltd, said: “We comeinto contact with many business and personalcustomers, who don’t just want our systems. They’reoften looking for a whole range of other services, sothey’re only too pleased when I can refer them to aBNI business colleague I can trust.

“There’s no great mystery to finding referrals.When I joined BNI, I took the view that I had to put inthe time and effort to helping my chapter colleagues,if I hoped to receive new business through them. Andthat’s the way it is. If you continue to work at it, theresults will speak for themselves. BNI has probablyearned us over £200,000 in three years, and while notevery referral leads to a good contract, enough ofthem do turn out to be very worthwhile.”

“Show your customers just how manyother businesses you can recommend”Says Bob Dubock of Tunbridge Wells Chapter

354 REFERRALS GIVEN73 REFERRALS RECEIVED

As a long-established plumber and heating engineer in Kent, Bob Dubockroutinely meets dozens of new customers in their homes every week. But tomake absolutely sure that they remember not only his expert work, but also the services of his BNI colleagues, Bob has had special cards printed, listing all of the trades and professions in his chapter – which he always leaves with his customers.

“The cards don’t include my colleagues’ names or phone numbers, but theycarry my strong endorsement for their services,” he said. “I tell my customers Iwill only recommend other people who they can trust to give them good service,and it works. It means that weeks or sometimes even months after I’ve visited acustomer’s home, they or a member of their family will need a different service,look at the card I left behind and say ‘If Dubbie recommends them, they must beall right.’ Then they call me up, ask to be put in touch with my relevant BNIcolleague and, hey presto, I’ve got another great referral.”

Bob also has another trick up his sleeve. “I live by my diary and, at the bottomof each day’s page, I make a note of any little comment made by a customer, whichcould turn into a referral at a later date. For instance, if someone tells me they’removing house in a few months time, I’ll note it down and, when the time is right,offer to put them in touch with a solicitor, a removals firm or any of my otherchapter colleagues whose services they might want.”

“Make it a specific item for every client meeting”Says Steven Blofield of Portsmouth Chapter

327 REFERRALS GIVEN76 REFERRALS RECEIVED

Independent Financial Adviser Steven Blofield has a foolproof methodfor maximising every opportunity to find referrals: he makes it anagenda item for every meeting he has with clients.

“The nature of my job as an IFA makes it easy for meto discuss people’s needs and problems, but that said,even in a people business like mine, you need toknow how best to bring up the subject of aclient’s wider requirements,” said Steven.

“In my case, finding out about someone’sneeds is always a specific item on mymeeting agenda. So, once we’ve dealtwith the issues that involve my work forthem, I always make a point of talkingabout any other professional or tradeservices they might be requiring,focusing on the fact that I have goodrelationships with other excellentbusiness people through BNI.”

A founder member of PortsmouthChapter, Steven added: “The key is tomake sure that finding referrals is aspecific item on your agenda at every one-to-one meeting you have.”

“Put up a NoticeBoard – and getnoticed!”Says Jeffrey Permutt of Bentley Chapter, Stanmore

354 REFERRALS GIVEN140 REFERRALS RECEIVED

Jeffrey Permutt had been in BNI forabout six months when, rummaging inhis attic, he came across an old corknotice board and had what he thoughtwas an obvious idea to boost his abilityto give high-quality referrals.

“I run a busy shop, Ramels, inLondon’s Golders Green, and seehundreds of new faces every day.Invariably customers are also looking forother products and services when theycome in, and they usually share theirproblems with me. Because I keep myears open and my mouth shut, listeningto their needs often becomes a referralfor one of my chapter colleagues.

“It occurred to me that if I put up abig notice board in the shop, containingall the business cards of my BNIcolleagues’ services, with a high-profileintroduction from me recommendingthese other businesses, then some of mycustomers would browse through thecards and find someone they needed.”

And so it was that the now familiarBNI Notice Board concept was born.Jeffrey took his makeshift board alongto a training workshop where it was aninstant hit with other members, and hediscovered that plans for a standardmembers’ business card notice boardwere being developed by BNI’s UKnational office.

Jeffrey added: “Nine out of every 10referrals come from my notice board. Lotsof customers look at it and then ask meabout the BNI member whose product orservice they want. Because I’m able totalk so positively about my chaptercolleagues, it very often produces a goodreferral. It’s no wonder that this idea isnow widely used by members.”

GETTING NOTICED! Jeffrey Permutt

train&gain

14

HOW CHAPTER COLLEAGUES CAN HELP YOU WINBUSINESS FROM PEOPLE THEY DON’T KNOWBy Andy Bounds, Assistant Director, Merseyside

The solution is simple: Ask Y Ltd to insert a new firstparagraph about themselves, explaining why their business isbrilliant, mentioning their main USP, and their most prestigiousclient. Doing this adds huge credibility to what they then sayabout you - and gives them some great free publicity. It’s theultimate ‘Givers Gain’.

Putting these changes into practice gives you a far strongertestimonial, something like this:

Wouldn’t that kind of independent reference be more likely tohelp you win business?

But, everything in BNI is about “Givers Gain”, yet this article has been about you receiving brilliant testimonials. Not very “BNI-ish” at all…

The answer? Help your chapter colleagues get business by writing them a brilliant testimonial in this style right now!•

Andy Bounds helps train all the UK BNI Directors and was one of themain speakers at the 2004 BNI International Directors Conference inCalifornia. He can be reached on 0800 781 3799

W hen you think about it, every sale you make requiresyou to ‘prove’ you are good at your job. It is mucheasier to do this using someone else’s words than your

own, which is why written testimonials can be a valuable part of any new business pitch.

So, what would you want in atestimonial, to help you win business?Imagine your client (Y Ltd) writes you this testimonial (you work for X Ltd):

It is flattering. But, if you were to show it to a prospect, would itwin you business? Probably not.

Remember, whenpitching, you are up againstyour competitors, sowouldn’t it help if thetestimonial included yourUSPs, to help differentiateyour business?

There’s one furtherimportant improvement tobe made. Your prospectsmay not have heard of YLtd (the testimonial writer),and might reasonablythink: “Who are they - andwhy should I trust what thisstranger says?”Andy Bounds

“We recently asked X Ltd to _________. They werebrilliant. We would be happy to recommend them toanyone.” Y Ltd

“We are the fastest growing computer supportcompany in the region (24th in the North of England).And, we’re proud to be the only local IT suppliermentioned as a case study on the official Microsoft website.Because of our standing, we only use the bestsuppliers, one of whom is X Ltd. “We recently askedthem to _____________. And the results they achievedfor us exceeded our wildest dreams. For instance, they… [your USP’s].We would be happy to recommend them to anyone. Infact, feel free to call me on _______________ if youwould like to ask any questions about them” Y Ltd

MAKING IT WORK:USE YOUR TRAINING OPPORTUNITIESTO RIGHT THE WRONGS!By Terry Hamill, Executive Director for Merseyside, Manchester, Cheshire & North Wales

Did you know that as a global organisation, BNI probably puts more effort andresources into training than any other single business in the world? Every year,we provide several hundred thousand hours of business training for our

members and leadership teams and yet, a significant minority of members appear tothink they cannot, or would not benefit from tapping into this incredibly valuableresource. From personal experience, I know they are mistaken.

When I joined BNI five years ago, I was given a card-holder and a badge and felt Iknew it all. I thought that just turning up at my weekly chapter meeting was enough.I passed up to 14 referrals each week, considered my 60 second presentations werebrilliant and, as an outgoing individual, believed everyone in the room would buy fromme. Guess what? I was wrong.

At that time I was co-director of a furniture company making sofas for TV showsand celebrities like the pop band Boyzone, and I thought my chapter colleagues wouldbe sufficiently impressed to give me all the referrals I could handle. But, my first sixmonths in BNI went completely wrong. Why? Because from day one I’d decided thatthe people around the breakfast table were the people who were going to buy fromme, so I pitched my 60-second presentations at them. The result? I sold two cushionsand made a total profit of 75p!

Then a fellow member took me aside and offered me guidance. He said I shouldstop ‘selling’ to members and instead, ask them to find me good contacts outside mychapter. He even suggested the sort of referrals I should look for, such as Scottish &Newcastle Breweries who were involved in major pub refurbishments. When Ichallenged his advice by asking: ‘Well, who do you know in that field?’, he told mehe’d been the brewery’s chief architect for 25 years! His subsequent referral led to mygaining introductions to many different pub and club chains, generating £500,000worth of business in my second six months of membership.

Why am I telling you this? As a BNI Executive Director, I now look after 1,000 members and, given my initial experience of getting the philosophy wrong,before putting it right, I’m determined to help members obtain maximum benefit from the BNI system. This starts with the right training, and fortunately we all have free access to BNI’s superb range of education and training workshops.

If you do just one thing for yourbusiness in 2005,please attend as manyBNI workshops as youcan. The knowledgeyou gain from themwill be priceless,representing the bestpossible investmentyou could make in yourcompany’s future.•

15

“I’m determined to help members obtainmaximum benefit from the BNI system. Thisstarts with the right training, and fortunatelywe all have free access to BNI’s superb range ofeducation and training workshops.”

TOPTENways to generate

endless referrals!

Steve Lawson BNI UK Training Director

My latest ‘Top 10’ tips (in ascending order ofimportance) show the steps to adopt if you’reserious about wanting to generate an endlessflow of referrals:

10) Maintain your database of contacts (include their special interests, achievements, etc.) An out-of-date database is worthless.

9) Make contact with clients and prospects every 60 to 90 days. The longer you leave it, the less likely you are to benefit from the contact.

8) Attend networking functions regularly and become known as the key person in your industry. High visibility leads to high profitability.

7) After receiving a referral, immediately acknowledge it by e-mail, fax or a card. And don’t forget to tell the person who gave it to you, what happened - and thank them again!

6) Try and give a referral or help someone in your network every day, knowing that what you give out is what you will get back.

5) Send a ‘thank you’ card to someone in your network every day. If you don’t have anyone to thank, you are not communicating enough with your contacts!

4) Build a positive profile in your community. Call people by name, wear a name badge at every event, sponsor on a local basis. Think globally, act locally.

3) Work your internal close networks effectively and intensely. Your highest visibility and credibility is among your closest circle of family, friends, clients and associates.

2) Avoid keeping tabs on what you do for others. Give without expectations.

1) Be open to opportunities. The window of opportunity is so clear, we sometimes miss it.

Leyland’s Olympus Chapter maynot be Lancashire’s biggest BNIgroup, nor even the loudest. But

they are definitely the proudest,having been named the county’sChapter of the Year at the recentregional awards night, for the quality of referrals and consistentlyhigh standards.

Jackie Williams who serves on theMembership Committee said: “Ithink we apply BNI’s rules morestrictly than some chapters.Prospective new members areinterviewed at length by thecommittee to ensure we attractquality not quantity, and we won’ttolerate absenteeism nor allowfudged contributions. We run a verytight ship which is probably onereason we won the award.”

She said that if any member leftbecause they’d become too busy as aresult of BNI referrals, the chapterviewed it as an opportunity to attractan even better replacement.

“Bringing in the right new peopleadds vibrancy and introduces us all tonew contacts. Visitors are alwaysimpressed by the ‘buzz’ we generateat our meetings, and by the seriousamount of business they seechanging hands. Receiving thisaward proves that small can bebeautiful!” Jackie added.•

For more information contact JackieWilliams on 01257 232155

OLYMPIANFEAT BYOLYMPUS!

Five Star Cheltenham!Cheltenham Chapter turned its firstbreakfast meeting of 2005 into a celebrationof success, when no fewer than five awardswere presented.

For the third year running, the groupreceived a prestigious Founder’s Award forits outstanding contribution to BNI, whilethe chapter also recognised individual topperformances from members.

Certificates were presented to SimonKershaw for passing most referrals in thechapter last year (an amazing 394), and toDiana Beaver for introducing 26 visitors during2004. Two other members, Angie Freemanand Kirsty Merriman, were also recognised fortheir outstanding contributions.

Chapter Director Louisa Evans said: “Itwas a brilliant start to the year, and aninspiration to us all. I just hope we can make2005 another great year for Cheltenham.”•

16

Edwin shares its ‘Top 10networking tips’

FIVE OF THE BEST! Cheltenham’s award winners (fromleft to right) are Diana Beaver, Kirsty Merriman, AngieFreeman and Simon Kershaw, pictured with ChapterDirector Louisa Evans in the centre.

designed to fit into the back pocket ofthe standard BNI business card holder.”She added: “Our Top 10 tips are ownedand personal to our chapter and we issuethe card to every new member. We havealso shared the idea with other chapterswho have been keen to copy it.”•

Within BNI there is a wealth oftext book and practicaladvice on better business

networking – but members of Carlisle’sEdwin Chapter have gone one better,and produced their own ‘Top 10 Tips to Networking’.

The group’s ‘Top 10’ started as a project when Chapter Director Wendy Aldred was its EducationCoordinator and asked all members towrite down what they considered to betheir top five tips. Well over 50 differentideas were whittled down before thewhole Chapter voted to select its chosen Top 10.

Wendy told SuccessNet: “We wanteda permanent reminder to us all aboutour commitment to our chapter, ourcolleagues and BNI generally and,having created our Top 10, the tips werethen printed onto laminated cards

AND HERE IS EDWIN’S TOP 10

• Have a positive mind and be proactive

• Get to know each other and their busi-

ness by showing an interest

• Listen attentively

• Be sincere and respectful

• Talk to your customers about other

members’ services

• Promote others as you would wish to be

promoted

• Use the BNI Business Card holder

• Follow up on introductions

• Ensure they remember you

• Commitment means all the time, not just

Friday mornings

WE’RE A WINNER! Former Chapter Director and its‘Star Performer’ Marcus Simmons holds the trophy,watched by his Olympus Chapter colleagues.