BNI Networking in the UK

The BNI is one of the largest business networking groups in the world. The organisation is based on groups of autonomous chapters made up of members from different professions who aim to give each other referrals and business that has been pre-qualified.

There are many things about the BNI that stand out and make for an excellent institution. These are:

• Chapters where only one person per profession can participate so that there is no competition 
• A highly structured meeting dedicated to saving time & generating business
• A chance for members to get their message across each week

The BNI organisation is based on the idea of Giver's Gain - if I give you business, you will be more likely to give me business in return. As a result, BNI chapters can be helpful, friendly & collaborative places.

The BNI promotes networking and word-of-mouth as some of the most effective means with which a person can expand their business. The chapters encourage new members and existing members to circulate around and become familiar with other chapters.

Word-of-mouth is important in that we are more likely to form a judgement about a product or service in coversation with firends & people we trust. If, at the time we are looking for a partiular product or service a family member or a trustworthy professional tells us of someone they have used, whom they have personal experience of and who will provide the good or service to the right standard, we will look favourably upon that person and we might take up their recommendaiton.

Word-of-mouth is also a very cost-effective way of garnering new business. It costs nothing to say a good word about something and yet an advertising campaign aimed at saying good things about your business may cost many thousands of pounds.

BNI facts:

There are over 100,000 members of the BNI acoss the Globe.

Last year, BNI passed over 5,5 million referrals

In 2007, £185 million of business was passed between BNI members through over 500,000 referrals.

The average amount of business a new member can expect to gain per year as a result of joining the BNI is £15,500

BNI meetings are based on a  19-point agenda.

Altohugh the meeting is centred around a breakfast, the agenda keeps focus and ensures that businesspeople can network and be out of the door by the beginning of the working day.

The agenda items are:

7:00AM 1. OPEN NETWORKING   

7:15AM 2. WELCOME VISITORS, INTRODUCE LT, MEMBERSHIP COMMITTEE, VISITOR HOSTS, AND EDUCATIONAL COORDINATOR. (Call the meeting to order -- 0: 15 minutes into the meeting)  

7:16AM 3. PURPOSE AND OVERVIEW OF BNI. See the attached "Suggested Opening Remarks." Be very brief if there are no visitors. (Approx. 0: 16 minutes into the meeting)  

7:17AM 4. NETWORKING EDUCATION. The Educational Coordinator, or the person chosen for that week gives a 3-5 minute presentation on networking (the topic and presenter should be assigned by the Educational Coordinator). (Approx. 0: 17 minutes into the meeting)  

ONCE A MONTH: 5. ANNOUNCE BNI LEADERS. Hand out certificates at the beginning of each month. Have MONTH recipients stand; don't pass certificates down the table - # 1 in Referrals  - # 1 in Visitors Remember: Your goal is RECOGNITION! Make members feel great about their efforts!  

7:20AM 6. PASS BUSINESS CARDS TO THE LEFT. Remind members to keep extra cards on each member for their card file. Have visitors pass out business cards separately. (Approx. 0:20)  

7:23AM *7. WELCOME NEW MEMBERS TO THE ORGANIZATION. Give out New Member Packets upon acceptance. Have them come to the front for a formal induction into the chapter. - Have them place their right hand on the New Member Packet, raise their left hand and recite the BNI Code of Ethics. - Welcome them warmly into the chapter with a round of applause from everyone. - Tell them to stay after the meeting for "New Member Orientation" (see the "New Member Orientation" section of this manual). (Approx. 0:23)  

7:25AM 8. MEMBERS INTRODUCE THEMSELVES AND GIVE 60-SECOND PRESENTATION. Ask members to utilize Memory Hooks and/or LCD's in their presentations. Let visitors know they will be introduced after all the members so that they will be able to see what is expected. (Approx. 0:25) When people exceed their time, you should:  - Stand  - Say "Thank You" 

7:40AM 9. WELCOME VISITORS to BNI. and HAVE MEMBERS INTRODUCE THEM. Tell them they may give a 60-second overview of their business. Also, say to visitors: "We are very glad you are with us. We are going to ask you to make a decision today regarding joining. If you join today, you will lockout your competitor upon acceptance to this chapter!" Also, ask them to stay after the meeting for Visitor Orientation. (Approx. 0:40)  

7:45AM 10. VICE PRESIDENT'S REPORT (Approx. 0:45) This should be no more than 2 minutes. It should address: a. Average #of MONTHLY referrals b. Average #of MONTHLY visitors 1st time only)  

7:47AM 11. MEMBERSHIP COMMITTEE REPORT (as needed) no less than once a month to update members regarding professions still in needed in the chapter, pending applications, policies and the function of the Membership Committee. (Approx. 0:47)  

7:49AM 12. SECRETARY/TREASURER (Approx. 0:49) Should announce: a. Speakers for the next 6 weeks (remind them to bring door prize) b. *Introduce that week's speaker(s) using the Bio-Sheet (i.e., years of experience years with company education, married, children, and hobbies)  

7:50AM 13. SPEAKER(S) GIVES 10 - 12 MINUTE PRESENTATION, INCLUDING QUESTIONS AND ANSWERS.  After each speaker, tell the members, "now that we know more about what this person does, let's do our best to bring him/her a referral next week." (Approx. 0:50)  

8:15AM 14. REFERRALS: This is the most important part of the meeting. Make sure the members always stand. Tell them to say one of the following things: (Approx. 1:15) - *"I HAVE_______referrals today…." - "I HAVE a *testimonial about (a.) business I've done with one member of this chapter…. OR (b.) my experience in BNI…" - Visitors, tell us what part of the BNI meeting impressed you the most.  

8:25AM 15. SECRETARY/TREASURER'S REPORT (Approx. 1:25). It should address: a. The investment to join (if there are no visitors, omit this), and b. Who owes dues

8:28AM 16. ANNOUNCEMENTS, REMINDERS, SPECIAL REPORTS: General Announcements, Chamber Mixer Dates, Trade Shows (Approx. 1:28)  

8:29AM 17. HAVE DOOR PRIZE DRAWING(S) FOR MEMBERS BRINGING VISITORS OR REFERRALS. Each speaker brings a door prize. (Approx. 1:29)  

8:30AM 18. CLOSE MEETING, give a positive quote for the week or request that members focus on bringing in referrals or visitors for the next meeting. Remind visitors and new members to stay after for a brief orientation. (No later than 1:30 into the meeting)  

*19. VISITOR HOSTS CONDUCT Visitor Orientation and PRESIDENT CONDUCTS New Member Orientation.

As you can see, there is a chance for members to talk to each other, get across their business message and, most importantly, get business.

The BNI members in the UK must adhere to certain ethical standards in order to remain in the chapter. These standards are:

1. I will provide the quality of services at the prices that I have quoted.   

2. I will be truthful with the members and their referrals.   

3. I will build goodwill and trust among members and their referrals.   

4. I will take responsibility for following up on the referrals I receive.   

5. I will display a positive and supportive attitude with BNI members.   

6. I will live up to the ethical standards of my profession. 

The aim of this code is to enhance the reputation of the BNI and to provide customers and members with reliable colleagues who willwork to high standards and who will treat their customers with the greatest respect.

In short, nothing.

In charting the growth of the BNI, Ivan Misner, the founder of the organisation found that each territory thought it would have its own peculiar means of doing business. The BNI founders who rolled out their practices overseas made changes to the spellings of the literature and said they'd put a local spin on the topics but, in reality, they hadn't. The BNI model is universal. It is simple and focused and hence it will work anywhere.

Anyone joining the UK BNI will be assured of getting the same highly-focused and yet continually evolving means of getting new business.