SuccessNetSuccessNeteuropean edition

AN EDUCATION AND INFORMATION BULLETIN FOR BNI MEMBERS SUMMER 2001

®

IT’S ALL IN THE MIND

shops in their own regions, and hun-dreds of thousands of pounds ofpotential business is being identifiedat individual workshop sessions.

In its simplest guise, the BNIadapted version of Mind Mapping hasbeen developed to help membersdescribe the specific companies andpeople to whom they want to be per-sonally introduced, and to demon-strate how many of those contacts arealready known to their colleagues.

“It has worked for me in a quitedramatic fashion,” said Phil Brumfitt,boss of Birkenhead-based cateringequipment company, Windsor Cater-

Asimple method of iden-tifying potential newclients is radically

improving the business for-tunes of BNI members in partsof the UK where its adoptionhas transformed the way inwhich they promote their serv-ices to chapter colleagues.

The relatively new technique of ‘mindmapping’, devised by business psycholo-gist Tony Buzan, has been adapted and

developed by BNI Executive DirectorTerry Hamill whose introduction of theconcept to chapters in Merseyside andScotland has produced some dramaticresults, including:

• Over £100,000 worth of unexpectedbusiness in the past two months for a ‘qui-etly spoken’ Liverpool electrical contractorwho had set himself a lesser target for theentire year.

• A prestigious £10,000 contract withEverton Football Club for a kitchen cater-ing company, whose boss received the

referral just hours after visiting anotherlocal chapter...

• A £4 million contract for a former Liv-erpool noodle bar proprietor to manufac-ture and supply ASDA stores nationwidewith a unique range of sushi products.

The potential of Mind Mapping tech-niques for focusing members on the strate-gic direction of their business and identi-fying their priority referral needs has beenacknowledged by other BNI RegionalDirectors who are already introducing theconcept at cross-chapter training work-

Transforming the way we do business

Turn to Page 2

INSIDEBNI hits the South West . . . . 3Lawsons’ Lore . . . . . . . . . . . . 46,000 and still growing . . . . . 4The Director’s Chair . . . . . . . 6BNI women in the news . . . . 7Website bowls ‘em over . . . . 8BNI team to tackle Everest . . 9Fast lane networking . . . . . 1050 new staff in 8 weeks . . . 11Education & training . . . . . . 12The house that BNI built . . . 15

Bank lends its backing to BNI – Page 5

Turn to Page 2

• Sharing in the ‘big deal’ are Holborn members(from left) Warren Kempt, Dan Watkins, Alan

Clarke, Chris Rumble and Paul Edelston.

10 share £1.5m referralNo less than

ten membersof two cen-

tral London chap-ters have shared a£1.5 million con-tract to refurbish aprestigious officedevelopment nextto BuckinghamPalace, prior tohelping re-locate amajor investmentcompany.

What is certainly oneof the most widely-shared referrals in BNI’sUK history began whenClive Deen, a memberof Victoria Chapter anda partner in Oliver Jor-dan (interior buildersand designers), wasasked by a chapter col-league to talk to lead-ing investment house,Caledonia Investments.

“Caledonia wanted torelocated its headquar-ters to premises inBuckingham Gate, andwe were delighted tobe awarded the con-tract to carry out exten-

sive internal alterationsand refurbishments,and then organise thetransfer of their opera-tions to the newaddress,” said Clive.

2 S U M M E R 2 0 0 1 S U C C E S S N E T

BNI News

From Page 1

ALL IN THE MINDing. There’s no doubt that if you are spe-cific in telling colleagues who you want toreach, they will help you get there.

“A few weeks ago I stood in as a substi-tute for a friend at a neighbouring chapter– Merseyside Beta – and said I wouldlove to get a contract with either Evertonor Liverpool football clubs,” Phil added.“Within 24 hours I’d been put in touchwith the catering head at Everton and I’venow been given a £10,000 contract.”

So impressed is Phil with BNI that he’shad his delivery van signpainted in largelettering to read: “BNI gives me a buzz.What could you gain?” along with thewebsite address of his Merseyside IndigoChapter.

“I’ve even fitted a flashing red light tomy BNI badge which I wear on business.Inevitably people ask me why, so I tellthem that I’m one of BNI’s shining lights!I’m proud to highlight what BNI has donefor us – generating £75,000 worth of extrabusiness within six months of my joining,”he added.

Meanwhile, being more specific aboutthe customers you want has paid even big-ger dividends for Crosby electrical con-tractor John Goodwin, whose 30-year-oldfamily business has seen its size and prof-its grow significantly since he joinedMerseyside’s Lima Chapter.

“The local work we particularly wantedhas just flowed in through my chapter col-leagues and in the past two months we’vebeen given contracts worth well over£100,000.”

John said that by focusing on ‘named’potential customers, his chapter colleagueshad been able to find him the ideal per-sonal referrals.

“The other week I said I was really keento establish contact with the contracts andmaintenance division of Liverpool Univer-sity, since it owns so much property in thecity.

“A colleague said he knew the right per-son, and gave me a referral to the appro-priate manager with whom we are nowdiscussing considerable work.”

Terry Hamill told SuccessNet: “It’s allabout concentrating purely on the cus-tomers you want to gain. The trouble ismost of us are so entrenched in our busi-nesses, that we’ve lost sight of what isimportant and what isn’t.

“Having heard so many wasted 60-secondinfomercials at breakfast meetings, I feltmind-mapping could help members focuson the really important issues.”

• A BNI endorsement from happy Birkenhead caterer Phil Brumfitt.

“I’m sure one of the reasons ourbid was successful was simply thatour offices are opposite Caledonia’sold offices, so they knew communi-cation would be easy.”

Having won the business, Cliverecognised that much of the workcould best be carried out by fellowmembers of his own BNI chapter, sohe duly handed referrals to AustinPosner (for curtains and blinds),Emma Baker of Bowman CleaningCompany and solicitor, David Lewis.

Meanwhile Project Manager, PaulEdelston, also from Oliver Jordanand a member of Holborn Chapter,also identified several of his chaptercolleagues to supply goods andservices for Caledonia’s relocation.

Chris Rumble of Quadtronix pro-

10 members share £1.5m referralFrom Page 1 vided new photocopiers, Warren

Kempt of Admiral installed the newtelephone system and Dan Watkinsfrom ProNsys supplied the supportsystems for communications and thetransfer of existing data.

Alan Clarke of Sterling Hay Cor-porate Risks organised insurancefacilities while Carol Couling of SRSRecruitment found a temporaryassistant for Paul, which may resultin a long-term appointment.

Clive added: “Caledonia’s newoffices comprised nearly 30,000 sqft, over seven floors and it requireda very sensitive refurbishment tocreate better accommodation with-out losing the building’s character.

“The company used to beinvolved in shipping and had somebeautiful model ships in glass casestogether with some interesting art-work, and we have been able to re-locate these to dramatic effect inthe new premises,” said Clive.

The project is due to be completedby September and has gone verysmoothly. “We found it so much eas-ier to put this project together, sincemost of our sub-contractors are BNIchapter colleagues – people weknow and trust,” said Paul.

• You can contact Paul or Clive on020 7481 6825.

• Also sharing the referral are Victoriamembers (from left) Clive Deen, EmmaBaker, David Lewis and Austin Posner.

‘Bertie’ sweet-talks BNIMEMBERS OF Leamington’s RoyalSpa Chapter are accustomed to see-ing licquorice allsorts among thebacon and eggs at breakfast meet-ings, used by Chapter Director, Brian‘Bertie’ Bassett as a visual aid to hismemory hook “all sorts of solutionsto all sorts of design problems.”

But at a recent chapter meeting,Brian was able to dispense with thesweets and show off his latest real-life ‘solution’ – in the shape of asuperbly restored and convertedlisted building, Leigh House at Hat-ton, near Warwick – which has wonhis architects’ practice a prestigiousMillennium Design Award.

BNI News

S U C C E S S N E T S U M M E R 2 0 0 1 3

Drake welcomes BNI invasionMore than 400 years after

he famously playedbowls before taking the

English fleet into the Channel torepel the Spanish Armada, SirFrancis Drake has returned toPlymouth Hoe to welcome a21st century invasion of a dif-ferent kind – by BNI.

Back in 1588, Sir Francis insisted onfinishing his game before setting sail tohead off the Spanish invasion threat, butthere was no such concern as BNI stormedinto his beloved West Country home,ready to mount a triple assault on WestCountry businesses.

Sir Francis, alias Brian Whip – whoseexploits as a goodwill ambassador for Ply-mouth are almost as legendary as the greatElizabethan explorer he impersonates –joined core group members of the city’snew Drake Chapter on the historic Hoe,formally to welcome BNI to the region.

During July, BNI’s new westerly outpost,Devon and Cornwall Region, launches itsfirst three chapters – led by Brunel Chap-ter in Torquay on the 18th, Plymouth’sDrake Chapter on the 19th and IscaChapter in Exeter on July 24th.

Executive Director Guy Griffiths said:“BNI’s arrival in the West Country hasbeen enthusiastically welcomed by thebusiness community, reflected in the largerthan normal core groups we have createdprior to launching each of our first threechapters.

“We are being assisted by a strong windof change which is fuelling the economicregeneration of cities like Plymouth andExeter and this has made the region’s busi-nessmen and women far more focused onsuccess.

“They know they cannot ignore thechallenge to get out of bed early to pro-mote their services, if it will give them theedge over their competitors.”

Guy said the BNI promise – ‘join us indoing business around the breakfast table,and we’ll quickly help your profits grow’ –was striking a chord with a broad spectrumof local businesspeople.

“All the signs are that BNI’s invasion ofthe West Country will be welcomed verykeenly by the business community.”

• Sir Francis Drake welcomes members of Plymouth Drake Chapter.

It’s all action in Las VegasWESTERN RANCHES, an ex-Vietnampilot, the Grand Canyon, fruitmachines and sore feet are just someof the memories our membershipdrive winners brought back fromtheir action-packed trip to America’sliveliest hot-spot.

The six lucky winners and theirpartners (plus Oliver, aged four)recently returned from a fabulousfour-day trip to Las Vegas, the cov-eted prize for sponsoring new mem-bers to BNI earlier this year.

David Jacobs (Barnet Chapter),Nicola Cairncross (Worthing), MartinEldon (Stansted), Stephen Broomhall(Little Aston), James Dick (Chester)and Satwant Bansal (Sheffield) tookin some fantastic sights, including aspectacular helicopter flight over theGrand Canyon.

“We were flown by an ex-Vietnampilot,” said James Dick, “which con-jured up visions of ‘Apocalypse Now!’

“The scenery was out of this worldand the whole trip was a fantasticexperience. We must have walked

miles, but blisters were the last thingon our minds!”

Dick, an ex-chapter director andcommercial finance adviser with ASCFinance for Business, found two newmembers for his Chester chapter. “Iwas amazed when I heard I’d won aplace on the trip – I’ve never wonanything before in my life.”

Martin Eldon was equally surprised

and thought he wouldn’t be able tomake the trip. He and his wife, Linda,run a training company, Marlin Man-agement Training, and had coursesbooked during the relevant dates.

“We also had our son Oliver tothink about. He’s only four and therewas no-one to look after him buthappily we were allowed to take himalong,” said Martin.

• Ourwinnersline-up

for theirflight

over theGrand

Canyon

BNI’s rapid expansionacross Britain and Ire-land passed another

milestone a few weeks agowhen its UK membershippassed the 6,000-mark –with the opening of nearly30 more chapters duringthe past three months.

National Director Martin Lawsonsaid: “One of the most pleasingaspects of our growth – apart from itsspeed – has been its consistency, withthe creation of around ten new chap-ters each month.

“With our imminent launch of theWest Country’s first chapters and ourincreasing coverage across much ofScotland and northern England, there

are very few UK regions left wherewe don’t have any presence – and weexpect BNI to be introduced to theseareas in the near future.

“We expect to pass the 300-chapterlandmark before the end of the sum-mer.”

Recent new chapter openingsinclude:

Birmingham Central, Burton-on-Trent,Causeway (N. Ireland), City of Derry, CityAirport (London), Colne Valley (Essex),Dublin South, Ellesmere Port, Knutsford,Leeds Armouries (Tuesday), Lichfield,Luton, Merseyside Echo, MerseysideLima, Merseyside Saturn, MerseysideScorpio, Midhurst (Kent), Nottingham,Oldham, Original Links (St. Andrews,Fife), Sheffield (Tuesday), Sheffield(Thursday), South Cork, St. Albans,Stockport 3, Tamworth, Wakefield (Thurs-day) and Wood Green (North London).

BNI News

Scanning through the pages ofthis SuccessNet, it is rewardingto note how far BNI has come in

less than five years, to establish itselfas the UK and Ireland’s most success-ful business networking organisation.

Nearly 300 chapters, more than 6,000 mem-bers, almost nationwide chapter coverageand, most important of all, the generation ofmillions of pounds worth of additional busi-ness – such statistics tell only one story, anexceptionally relevant business idea that hasbeen properly executed.

But, while chapter returns tell us that themajority of members are doing quite nicely,we continue to be aware of what is perhapsthe single obstacle preventing many memberswho are doing ‘reasonably well’ from doing‘fantastically good business.’

It is, of course, that hoary old chestnut: the60 second infomercial and, whatever chapteryou belong to, you will instantly identify withthe minority of weekly presentations whichstill fall woefully short of their target.

Too many members are still using their60-second slot each week to tell us whothey are and what they do. They view theirchapter members as prospects who shouldbe sold to, instead of as their unpaid salesforce, who need to be trained.

Before any of us will refer a fellow mem-ber to an important contact of ours, weneed to be confidant that we will not be letdown by that member, who may thus doirreparable damage to our reputation in theeyes of our contact.

We all therefore need to concentrate onensuring that our fellow members under-stand: how we add value as well as whatwe do; where the business we need can befound as well as what we want; and theyshould be given the tools they need tounlock the doors behind which the businesslies – appropriate conversation starters, keyphrases to listen for; etc.

We also all need to become known by agood Memory Hook that will cause our fel-low members to constantly think of us at allrelevant opportunities, even when we arenot there.

Do these things properly, and you won’thave to sell yourself at all. Learn to do themproperly by attending the presentational skillsand related member training courses heldthroughout the year in most regions.

Lawsons’Lore

BNI National Directors MARTIN& GILLIAN LAWSON write…

6,000 and we’restill counting…

4 S U M M E R 2 0 0 1 S U C C E S S N E T

Education, education,education; It’s such fun!JUST 18 MONTHS after it wasadded to the formal agenda of everychapter meeting, BNI’s networkingeducation slot has become one of themost popular items at breakfast meet-ings.

Not only has it resulted in what, formany chapters, is the most creativeand entertaining part of their meet-ings, but there are clear indicationsthat it has struck a chord with mem-bers who like to receive their businesseducation in bite-sized pieces ratherthan through lengthy formal trainingcourses.

National Director Gillian Lawsontold SuccessNet: “While we make nosecret of the fact that education andtraining is one of the key benefits ofBNI membership, we all know thatprofessional and trades people do notalways take kindly to being told howthey can run their businesses better.

“Consequently, while our pro-grammed training courses are valuedby some, others prefer simpler, lessformal advice – which they nowreceive through the training elementin chapter meetings.

“Most of the credit for its successgoes to the enterprising manner inwhich many of the first educationalco-ordinators have gone about prepar-ing their material, to make it interest-ing for chapter colleagues.”

One of the principal benefits of theprogramme is that education co-ordi-nators can delegate the task of fillingthe slot each week to different mem-bers in turn, who are consequentlymotivated to study topics that theymight not otherwise have done.

“Many chapters benefit by havingall attendees at training workshopstake a turn at their chapter meetingsin the following weeks, to teach theirfellow members one new skill thatthey picked up at the workshop ses-sion,” Gillian added.

She reminded leadership teams thatin addition to the growing library ofbusiness marketing and networkingliterature available through thenational office and regional directors,education co-ordinators were encour-aged to develop their own in-chaptertraining resources.

S U C C E S S N E T S U M M E R 2 0 0 1 5

BNI News

The bank that likes to say yes!The Royal Bank of Scot-

land, one of the UK’s top-performing businesses,

has forged a long-term rela-tionship with BNI which it sayshas already generated millionsof pounds worth of new busi-ness for RBS managers.

RBS has been working hand in handwith BNI since the first UK chaptersopened more than four years ago and, withmany of its local business and relationshipmanagers already members of BNI groupsthroughout the UK, the success generatedfor both organisations has led to a uniquenationwide partnership being struck.

“A significant number of chaptersthroughout the UK now have a RoyalBank manager filling the banking positionand the reason for this is quite simple – itworks for both parties,” said RBS’s Com-munications Manager – Business Banking,Colin Nichol.

“At the Royal Bank, adding value to ourclients’ business is a major part of our cus-tomer proposition and what better way toadd value than to introduce them to BNI!In the true spirit of ‘givers gain’, there arebenefits for the Bank and for BNI,” headded.

RBS says that BNI works for its man-agers because:-

• Royal Bank relationship managers arebased in the community instead of a busi-ness centre, and have a wide circle of con-tacts to bring to meetings.

• Its relationship managers are used tonetworking and are familiar with thepower of the givers gain principle – ‘If Igive you business, you’ll want to give mesome business back’.

• They are hungry for business and BNIoffers new contacts and customers!

Colin Nichol stressed that the partner-ship was not a one-way street.

“For BNI, the advantages arenumerous, including having dependable

ANOTHER SIX of BNI’s high flyingmembers have joined the elite ranksof the Black Badge Club in recogni-tion of their success in attractingnew members (and visitors), andgenerating high levels of referrals intheir chapters.

This quarter’s top performers are:

Richard Smith (of Tayside Chapter),

Clive Deen (London Victoria), SteveNaylor (Solihull Central), JonathonMiller (Pembroke), Noel Farrelly (Lit-tle Aston, West Midlands), DamianTurner (Uddingston), Graham Murray(Kilmarnock Kappa) and WillieHendry (Giffnock).

Our congratulations to each ofthem, and keep up the good work!

Eight more for the Black Badge Club

members who are aware of the benefits ofnetworking. This gives RBS members theability to tap into their circle of contactsand clients, spreading the word about BNIand generating business for other BNImembers.

He added: “It is this approach that hasled to a unique relationship between RBSand BNI. Both parties now meet regularlyto review progress and train members togenerate even more business.

“When any new BNI chapters are beingconsidered, the local RBS manager hasusually volunteered himself (or herself) asthe first point of contact, to ensure that thenew chapter gets off the ground quicklyand with the right quality of member rightfrom the start.

“It’s just one of many ideas put intoplace jointly by two organisations thathave recognised the power of workingtogether to achieve more.”

The value of the RBS/BNI partnershipwas reaffirmed at the recent BNI NorthernConference in Manchester (sponsored by

RBS) when Regional Business BankingDirector, Robert Grindrod, told delegates:“Our managers have completed millionsof pounds in new business by joining theirlocal BNI chapters.

“We see BNI as an important part of ourforward strategy. It is cost-beneficial to us,since one good referral more than pays forthe subscription, and we can use it as anadded-value item for our customers, byinviting them to join the BNI group andbuild their business.”

• Royal Bank Regional Business Banking Director Robert Grindrod (centre)flanked by BNI’s national directors and two Royal Bank members.

Make the newsBNI is preparing to mount a sustained mediapublicity programme to reflect its status as oneof the leading business institutions in Britainand Ireland

The aim over the next few months will be toensure that BNI achieves a significant share ofrelevant business media coverage, reflecting itscontinuing growth and success.

The programme will be handled byWriteAngle Communications, as an adjunct toits writing and production of SuccessNet andone of its first tasks will be to forge regularcontact with chapter directors to identify ‘goodnews’ media opportunities.

While not every suggestion will producecoverage, WriteAngle is keen to hear fromindividual members who feel they have anewsworthy BNI story, publicity for which willbenefit their businesses as well as BNI.

If you want to help BNI to help you, giveyour ideas to Barbara Blume or MalcolmGrosvenor at WriteAngle on 020 8541 0600,fax them on 020 8546 1611 or e-mail them atsuccessnet@write-angle.co.uk

6 S U M M E R 2 0 0 1 S U C C E S S N E T

BNI News

Inviting visitors needs ahighly organised approach…says Daman Segal (ChapterDirector, Watford)

“Every BNI chapter knows howimportant it is to attract visitors andenlist new members, yet it seems a lotof groups don’t plan their visitors’days in a structured way. At Watford,we give every member at least threeweeks’ notice about a forthcomingvisitors’ day and ask them to thinkabout who they will invite, encourag-ing them to talk to their would-beguests beforehand. Two weeks priorto the day we ask every member totelephone their invitees and, onlywhen they have verbally indicatedthey would like to attend do we writewith our formal invitation.

“We also limit each member toinviting a maximum of ten guests,because we found in the past thatwhen you ask everyone to invite 20or 30, they go straight to the YellowPages and you end up with fewerguests and, very often, people thatnobody knows. For our most recentvisitors’ day, we received 35 confirma-tions and 28 guests turned up, out ofwhich six joined us. I think that is agood outcome to a structured andproperly planned approach.”

• Daman Segal is a partner withAction Graphics (tel: 0208 954 1813).

What makes YOUR group specialIN THIS NEW regular column, we invite the views of individual chapter direc-tors on what makes their chapter ‘special’. Although each of BNI’s UK andIrish chapters has its own individual character, there is only one optimum wayof running a chapter – and that is the BNI way. In this column, directors willoffer their ideas on best practice and indicate their solutions to the occasionalproblems that can arise…

Make guests feel important,and follow up their visit, saysTerry Calder (Chapter Direc-tor, Northwood).

“If you want visitors to feel valuedwhen they attend your chapter meet-ing, you have got to make them feelimportant – both by being friendly inwelcoming them and enthusiastic interms of how they are treated duringtheir stay. You can’t expect anyone tobe keen to join, if they’ve beenlargely ignored after being specificallyinvited to your meeting. In order toensure that every visitor is made tofeel special, it is crucial not to invitemore guests than your members cancomfortably handle. We once madethe mistake of hosting over 30 visitorsat a single breakfast when there wereonly 20-odd members present – andthe result was that few of our guestsjoined the chapter.

“The other key aspect to invitingvisitors, is following up their visit withpersonal phone calls and even letters.We always make sure that every visi-tor is followed up, and the leadershipteam encourages all members of thechapter to do the same, because visi-tors represent potential business toeach and every member – regardlessof whether they join the group.

I always tell members that it doesn’tmatter if a visitor receives numerousfollow-up calls from members,because it shows we are interested inthem – and it gives members theopportunity to identify new business.”

• Terry Calder is an engineer andpartner with Carwrights Motor Engi-neers (tel: 0208 863 1689).

Keep your members happy,says Neil Williamson (ChapterDirector, Harrow)

“No chapter likes to lose a long-standing member, especially wheneveryone has taken the time andeffort to get to know him or her, andtrusts their business abilities.

In Harrow Chapter, we believe thatas well as focusing on new business,we need to invest time in buildingstrong relationships with our mem-bers and their families, encouragingthem to participate in a number offree chapter social events – such asbowling, go-karting or parties –throughout the year.

“By making BNI more family orien-tated, and showing husbands, wivesand partners how we work, itbecomes more acceptable when ourmembers have to get out of bed at5.30 in the morning to attend meet-ings.

Members also feel a stronger bondwith their chapter and with eachother, knowing that they and theirfamilies are valued. We are sure thisphilosophy works because in all mytime with the chapter, we have lostonly one member.”

• Neil Williamson is managing direc-tor of the St James Security Group(tel: 0208 428 8991).

• If you are a chapter director withsomething to say, e-mail your viewsto us at:successnet@write-angle.co.ukor fax us on 020 8546 1611.

The value of substitutingWHEN GEORGINA Frank attended Lon-don’s Hammersmith Chapter as a sub-stitute last month, she was pleasantlysurprised at the outcome – ending upwith a valuable contract from the per-son for whom she was substituting!

Georgina has been a member ofneighbouring Chelsea Chapter for justover six months and, as membershipco-ordinator, is keen to promote thevalues of BNI’s substitutes programme.

“I was asked to substitute for KateDavies, owner of the Eco-Shop, and

when I received the brief to go alongin her place, I noticed it said she waslooking for someone with contacts inthe horticultural, gardening and DIYpress,” said PR Consultant, Georgina.

She added: “I realised I could satisfyher requirements. After the meeting Isent her an e-mail and we agreed tomeet. Barely a week later I had a con-tract from her. I’m sure the fact thatwe both belong to BNI helped securethe agreement so quickly.”

• Contact Georgina on 020 7751 0005• Georgina, third from left, at a

recent Chelsea Chapter social event.

S U C C E S S N E T S U M M E R 2 0 0 1 7

Women in BNI

He was born to be in BNII f it’s true what they say

about babies being ableto learn through the

womb, then six-month-oldJames Latimer-Boyce iswell on his way to becom-ing BNI’s best ambassador!

James had attended more than 20chapter meetings before he was evenborn, and now – after being properlyintroduced to everyone in theWellingborough Chapter – he’s beenmade an honorary member, makinghim BNI’s youngest by a consider-able margin!

James’s mum, Sally Latimer-Boyce, discovered she was pregnantonly a week after being appointedchapter director last year – havingonly planned to start a family sixweeks earlier – but she was deter-mined the pregnancy wouldn’t pre-vent her from fulfilling her demand-ing new role.

“I had a fantastic pregnancy,” shesaid. “I was determined not to giveup any of the things I’d been used todoing. Running my own IT businessand having to be on top form at 7amfor the BNI meetings wasn’t alwayseasy, especially since there was no

chilli con carne – my pregnancy eat-ing fetish – on the breakfast menu,but I enjoy our weekly chapter ses-sions so much, it was worth it. Thebiggest problem came later in mypregnancy when it was hard going,having to stand for most of the time.”

“I applied for leave of absencefrom my Chapter membership com-mittee, and, with the help and supportof my mother and my husbandDavid, I was back at the BNI break-fast table in March, just two monthsafter James was born. My colleagueswere very understanding,” Sallyadded.

Eager to meet their new ‘honorary’member in the flesh, Sally’s col-leagues invited her to bring Jamesalong to a chapter meeting as soon asshe felt he could listen attentively,without interrupting.

Clearly, all those pre-birth referralsand 60-second presentations musthave created a lasting impressionsince James made a faultless firstattendance last month, listeningattentively before concluding animpeccable performance by pickingthe winner of the door prize, tuggingGordon Bett’s slip from the bunch ofreferrals like a BNI veteran.• Sally and baby James

“BNI is sometimes regardedas being male dominated,” saidSally, “so perhaps this willinspire other female membersto realise it is possible to be amum-in-waiting – and then anursing mother – as well asrun a demanding business andlead a networking group all atthe same time.

“I’m sure there are a lot ofworking mothers who tellthemselves they couldn’t pos-sibly get along to BNI break-fasts at seven in the morningbut, with a little advance plan-ning and the understandingand support of chapter col-leagues, it is perfectly feasible.

“I’m certainly glad I joinedBNI and, while I’m the onlyfemale in my chapter, I amdetermined we will attractmore women in the months tocome.”

• You can contact Sallyon 01933 229133

GLASGOW’S Victoria Chapter has lost itsclaim to being one of the few all-male BNIgroups in Scotland thanks to two new membersof the fairer sex who joined after we reported inthe last SuccessNet that the chapter would wel-come the female touch.

That article led to Lynne McGilvery, a man-agement consultant, joining only a few weekslater.

“A friend in Scotland whose sister is a mem-ber of a BNI chapter in the south read the arti-cle. She mentioned it to her sister, who told meabout BNI. I have high expectations, mainlybecause BNI members have high expectations ofthemselves,” said Lynne.

“What impresses me most is the level of com-mitment to referrals. Other networking organisa-tions I have attended just assume that referralswill happen automatically by putting businesspeople together in a sociable setting, but theBNI philosophy recognises that members needto put in more effort to make it work.”

Ironically, Lynne was pipped to becoming thechapter’s first female by Alison Sinclair, who isDeputy Chief Executive with a local enterpriseorganisation called Govan Initiative. “She’s areal asset to the team,” said retiring Chapter

Victorious Glasgow Victoria

Director Don Spence.

“We can’t say that she joined because of thearticle, but I’m happy to think of it as a little bitof SuccessNet magic. Get a story published andlook what happens. We are now hoping to recruita lot more women” he added.

• Contact Don Spence on 0141 332 4445

• Victoria first – Alison Sinclair.

8 S U M M E R 2 0 0 1 S U C C E S S N E T

Around the Chapters

Cricket websitebowls ‘em overBritain’s estimated

250,000 amateur cricketers have a BNI

member to thank for beinggiven their own highlypraised website – describedby the ‘The Cricketer’ mag-azine as ‘a leading websitefor the game, providingplayers and supporterswith a one-stop shop’.

Despite being ‘the Englishman’sgame’, cricket has trailed behind interms of its promotion on the worldwide web, nowhere more so than thehugely popular amateur game which,until Corby Chapter websitedesigner Andrew Watson took mattersinto his own hands, was sadly neg-lected.

Andrew said: “There are just 400professional cricketers in Britain, butmore than 250,000 playing the gameat amateur level in clubs the lengthand breadth of the country.

“My business colleagues and Istarted to look at developing a newwebsite that could become the defini-tive source of information for amateurplayers and others interested in thegame.

“It was only when I began talkingabout our idea to BNI colleagues, thatI realised just what a gap there was inthe market place.

“Everyone kept telling me it was agreat idea and gave me so much sup-

Well versed in…MEMBERS of South Cheshire Chapter respondedenthusiastically to Chapter Director John Sims’srequest to deliver their 60-second ‘commercial’in rhyme!

“I thought that everyone would give theirpresentations some extra thought and gain abetter understanding of the business they weregoing to talk about,” said John.

“In the event, members made a marvellouseffort to be original. Their hard work was repaidby everyone listening very attentively.”

One presentation stood head and shouldersabove the rest; Fraser Stamps (above), of Power-line Graphics, decided to make his mark by ‘rap-ping’ his way through his 60-seconds.

Fraser’s talents can be found online by visitinghis website at www.powerlinegraphics.co.uk

taking the mickey!WE ALL KNOW what a lasting impression agood one-minute presentation can make –encouraging us to be creative and different…

Which is how Anthony Rigby, of ChoiceHotels, came to be pictured (below) with hishead framed by a makeshift TV set at a recentmeeting of Loughborough Chapter when everymember was asked to give the 60-second com-mercial on behalf of a colleague’s business.

While individual impersonations produced theusual mirth, the most memorable wasAnthony’s presentation on behalf of BrianBeedy of Switherland Spring Water, whose per-manent memory hook is ‘As seen on TV’.

“I thought colleagues would remember thepresentation if I delivered it from behind the TVscreen,” said Anthony.

port that we transformed what hadbeen a small fun website into themajor site it is today.”

In fact www.clikcricket.com is oneof cricket’s top websites, visited by100,000 people every month, contain-ing news, results, tables and statisticsabout hundreds of amateur clubs.

“More than 10,000 amateur playersare regulars visitors to the site and ithas become so successful that we arenow in discussions with rugby andbasketball authorities about doing thesame thing for their sports,” Andrewadded.

“It seems strange that had it notbeen for networking with BNI, wemight never have got this far.”

When Andrew’s company, ActiveProgression Ltd, is not designingwebsites for fun, it creates award-winning sites and provides Internetservices for local and national compa-nies, including a new website for theCorby Chapter!

• Andrew Watson can be con-tacted on 01536 460011

SADDLE-SORE Linden Cole hasraised over £300 for the British HeartFoundation, thanks to the combinedgenerosity of members from fourSouth Essex chapters.

Chelmsford Chapter member,Linden, who is also an AssistantDirector in South Essex, recently ped-alled the 57 miles from ClaphamCommon to Brighton, spurred on bymembers from Chelmsford,Southend, Basildon and Brentwoodchapters. “It took me just over fourhours to complete the course,” saidLinden.

“With more than 27,000 cyclists tak-ing part, it was a bit congested at timesand quite tiring, but I really appreciatethe support I received from so manyBNI members.”

A glutton for punishment, Lindenhopes to take part in a far toughercharity ride in November in aid of theMarie Curie organisation – this timeacross Vietnam!

However he needs to raise over£2,000 in sponsorship to register.

• Call Linden on 01702 475350or 07779 710252 if you wish tooffer your support.

Pedal power raises £300

S U C C E S S N E T S U M M E R 2 0 0 1 9

Around the Chapters

BNI’s only husband andwife team of chapterdirectors, Amanda and

Paul Clarke, are preparingfor one of the toughestchallenges of their life – a15-day sponsored trek tothe Mount Everest BaseCamp, some 18,000 feetabove sea level.

Our dynamic duo – Paul is ChapterDirector at Knutsford, Cheshire andAmanda is in the hot seat of nearbyEllesmere Port Chapter – aim toraise at least £10,000 for the charity‘Hope and Homes for Children’ whenthey set off for Nepal in November.

The charity helps children world-wide whose lives have been devas-tated by war or disaster, and it alreadyprovides 123 small ‘family’ homesfor over 1,200 children in ten differ-ent countries from Sierra Leone andMozambique to Bosnia and theUkraine.

Amanda and Paul, pictured right,will join up to 40 other fund-raisers –including BNI Regional Director forWolverhampton and South Der-byshire, Martin Bailey.

The couple, in their early 30s, metin Gibraltar while on exercise withthe Territorial Army. Both of themserved in the Royal Logistics Corpsfor a number of years before BNIcame into – and started to take over –their lives.

Paul, who is Managing Director ofdesign and marketing company, Pro-mote Corporate Communication,

BNI team totackle Everest

Kappa that for a night out!WHEN YOU’RE driving hard for newmembers, where better to go than thelocal go-kart track!

Members of Kilmarnock KappaChapter certainly found it did thebusiness when they visited the town’s‘Garage’ leisure complex last monthon a combined team-building andrecruitment exercise, supported by 20members, visitors and substitutes.

Chapter Director Robert Morton

said: “The night was a huge successand our visitors have all since joinedthe Kappa group, while potential sub-stitutes will feel much more at easehaving got to know more about theircolleague’s businesses.”

Last month alone, Kilmarnock Kappasigned up eight new members and thechapter is already 32 strong, less thana year after its launch.

For the record, Kappa’s computer

genius, Neale Lawson of Compu-Datawon the go-karting final, while in theten-pin bowling stakes, Peter Herbertof Perm-A-Clad Roofline came out ontop.

Anyone interested in being a part ofKilmarnock’s success story – or joiningthe core group of the new Ayr Chapter,can contact Robert Morton on 07979648221 or Graeme Murray (BNI Assis-tant Director) on 01563 550750/1.

based in Chester, said: “Obviouslyyou need to be fairly fit to undertakea 20-day trek through tough terrain athigh altitude, so I’m hoping our TAtraining will stand us in good stead.I’m sure it will be a tough assignment– but if we can raise at least £10,000it will all be worth while.”

Gordon Steer of organisers WorldExpeditions said: “This is definitelynot a walk in the park. Participantswill be walking for up to eight hoursa day across glaciers, and torrentialrivers, climbing steep ravines anddealing with temperatures as low as -15C.”

Readers willing to sponsor ourintrepid duo can contact themon 01244 342133 or 401811, orget an update on their Everesttrip by visiting their web site:www.paulandamanda.co.uk

Resources pooledfor direct action

THE BENEFIT of networking within BNI wasrecently promoted to hundreds of business entrepre-neurs at the International Direct Marketing Fair(IDMF), held at Excel in London’s Docklands.

The event saw representatives (pictured above)from five chapters in the South-East pooling skillsand resources to promote BNI’s strengths – as wellas their own services – to a responsive businesscommunity.

Representing BNI chapters at the IDMF wereImperatec Ltd (with members in both Godalmingand Midhurst Chapters), Virtuale (WorthingChapter), and Codestorm plc., whose senior teambelong to the Horsham and Chichester chapters.

Andy Robinson of Imperatec said: “It doesn’ttake a genius to work out the advantages of unitingwith fellow BNI members to promote our collectiveknowledge and the value of BNI, especially whenmarketing costs have a tendency to leave a gapinghole in your budget.

“I believe that every time a BNI member gazes atfellow BNI members across the breakfast table, heor she should ask themselves: ‘Am I really makingthe most of this golden opportunity to boost mybusiness?’ ” he added.

If you’d like to know more about the BNI busi-nesses which took the IDMF by storm, you shouldvisit the following web sites:www.SpeedWebMail.com, www.virtuale.com,www.DMWeek.net, and www.imperatec.com

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Around the Regional Conferences

Networkingin fast lane

SCOTTISH MEMBERS are being primed for life in thefast lane when they attend the first ever ‘Members Con-ference and Fast Track Fun Day’ to be held north of theborder.

Titled ‘Let BNI put your business in the fast lane’, theScottish member’s event takes place at the KnockhillRacing Circuit, Fife on Friday 7th September, compris-ing three key elements:

• Put Your Business in the Fast Lane: three break-out sessions, each with two national speakers, coveringtopics such as ‘High performance presentations’ and‘Revving up your referrals’.

• Want to be a racing driver? Delegates will beinvited to try their hand – under expert instructors – in4x4 off road vehicles, rally car and MGF sessions on thecircuit, before the afternoon’s highlight: “The BNI InterRegion Grand Prix Go-Karting Race.”

• An evening awards ceremony with presentationsto the winners of various events during the day andregional networkers of the year.

Ron Hain, Scotland North’s Regional Director, said:“Scottish directors feel the choice of venue is ideal insetting the scene for what should be a dynamic and fastmoving conference programme.”

Conference tickets will be available shortly through allScottish chapters, and further details can be obtainedfrom Ron Hain on 01577 861415.

Wow! Why didn’tyou tell us it wasgoing to be this

good!? Next time, we’llmake sure the wholechapter comes.

That reaction to the recent BNINorthern Members Conference,from Knutsford Chapter member-ship co-ordinator Jane Kenyon,summed up the huge enthusiasmgenerated by both the Northern andSouth-East events, together sup-ported by some 600 delegates andboth deemed overwhelming suc-cesses.

Both events featured a galaxy oftop-line speakers, interspersed withbreakaway training workshops andgroup discussions, but an equallyvaluable element was the opportu-nity for one-to-one networkingbetween delegates.

Tony Coxhill, Executive Directorfor Cheshire and North Wales, andone of the northern event organiserstold SuccessNet: “Most of the dele-gates had not attended a BNI con-ference before, and were takenaback by the energy and quality ofthe speakers. They were also clearlydelighted to be able to networkfreely among so many other busi-nesses, and I have no doubt many

new long-term relationships wereforged during the day.”

Meanwhile, in the unique ambi-ence of Brands Hatch’s new track-side conference centre, over 300delegates from London and theHome Counties drew similar con-clusions from their first regionalgathering. Executive Director andCo-Organiser Robert French said:“When one considers that thisregional event attracted more mem-bers than attended BNI’s firstnational conference in London justfour years ago, it’s easy to see justhow far BNI has come.”

The next regional conferencetakes place at the RoyalArmouries in Leeds on Friday27th July (from lunchtimeonwards) when the ‘BNI TeamYorkshire’ expects up to 300members to listen to award-win-ning keynote speakers, partici-pate in training workshops andenjoy a waterfront barbecue.

There were a few tickets left(at £10 each) as SuccessNet wentto press. Anyone interestedshould contact Executive Direc-tor Niri Patel on 01484 684041for more details.

First regionalconferencesare a big hit

DOING THE BNI BOP: Directors show how team building can be fun.

Big plans for aday in Dublin

PLANS ARE WELL advanced for the first Dublinregion Members’ Day, taking place at GreshamRoyal Marine Hotel, Dun Laoghaire on Thursday4th October.

The afternoon event, which starts at 1pm, willbe followed by the BNI Awards Dinner for Ire-land North East Region, and end with a charityauction and dancing until the early hours.

Assistant Director Larry Shannon said: “Wewould love to see members from the other sideof the Atlantic, who might be in Ireland at thetime. It will provide an excellent chance to net-work as well as the opportunity to appreciatesome great scenery.”

Dun Laoghaire, 12 miles south of Dublin,boasts excellent shopping, restaurants, night-clubs and several golf courses. Accommodationis available at the Gresham and a golf outingand sight-seeing trip to North Wicklow (TheGarden of Ireland) are just two of the extraattractions on offer.

Anyone wanting to attend the members’ dayand/or the awards dinner should contact Larryon +353 1 272 0058 or e-mail him at:laurence@bni.com

Quietly-spoken JulieAitkenhead is notone to boast about

her unprecedented success. But she is more than happy to wax

lyrical about the wonders of BNI –membership of which has trans-formed her business in barely twomonths.

Julie joined Cheltenham SpaChapter at the end of April, hoping itwould help her find new clients forher business, The OutsourcingBureau, set up last August to providesecretarial, telemarketing and datacapture services to small andmedium-sized companies.

“When I arrived in BNI I had onlya few significant clients and used theservices of one other part-time secre-tary, but from my first chapter meet-ing the business just took off. Ourrate of growth has been phenomenal,with some 70 per cent of new busi-ness coming through BNI referrals,”she said.

“I now have eight people workingfor me on a regular basis with another31 freelance staff on my books,whose services I can tap into depend-ing on our workload, and I am aboutto train another 42 people,” Julieadded.

Julie’s core business servicesinclude ‘real-time dictation’ which,

she says, gives her clients a clearadvantage in terms of professionalismand efficiency. “Typically, a busyexecutive will leave a client meeting,call us and dictate his contact reportor client correspondence while he isdriving.

“Our staff can type at speeds of upto 95 words a minute so, by the timehe gets back to his office, we’ll eitherhave the finished documents waitingin his e-mail inbox for approval, ordelivered to his client often within thehour.”

Now, as a direct result of her BNImembership, Julie’s company is aboutto expand into remote call-answeringservices. “We already have ten clientswanting us to provide telephoneanswering services and at least half ofthese have come through my chaptercolleagues,” she said.

“Sometimes I can’t believe how farwe’ve come in so little time thanks toBNI. Without doubt, joining BNI isthe best thing I have done for mybusiness – and I’ve only been part ofthe organisation for a few weeks!”

• BNI members interested inusing Julie’s outsourcing serv-ices can contact her on 01242255633 or by e-mail at: julie@outsourcingbureau.fsnet.co.uk

S U C C E S S N E T S U M M E R 2 0 0 1 1 1

Around the Chapters

50 new staff in eight weeks

Wet, Wet, Wetin Northants

MEMBERS OF Meadows Chapter, Chelmsfordhave made a big splash – and raised a cool £1,800for their local hospice – by taking part in whitewater rafting in Northampton.

Jane Harbour, Corporate Fundraiser for FarleighHospice, introduced the whacky money-raising ideato her chapter colleagues who greeted it with greatenthusiasm.

“They’ve always been very supportive of the hos-pice and ready to help. I thought rafting would befun and it turned out to be agreat team building exercise,”she said.

The BNI team comprisedNeil Caton (Dunmow Electri-cal Contractors Ltd), AlanDoleman (FJF Builders),James Wheeler (TV and VideoEngineers), Les Gray (Spec-trum), Frank Oxberry (Com-plete Consulting) and ChapterDirector, Richard Palmer(Classic Nomad Disco Music).

Meanwhile, Jane joined aFarleigh team that includedJody Chapman of ChannelFour’s ‘Shipwreck’ team.

“The BNI team won,” saidJane, “but I won’t mention thatthey may have engaged in alittle cheating. We had a greattime. It was much better andfar safer than we hadexpected.”

• You can contact Janeon 01245 358130.

Who you gonna call? Stress-Busters!FANCY A RELAXING weekend in bonnie Scotland,where all you have to think about is getting rid of thepressures and stresses of life that have built up over thepast months? And all for under £100!

Well here’s your chance to take advantage of an excitingoffer – the result of a joint venture between two membersof Glasgow’s Strathkelvin Chapter, stress consultantPatricia Elliott and Kevin Roach, Manager of the Moodies-burn Hotel, where a series of unique stress-busting week-ends is about to start aimed primarily at BNI membersthroughout the UK.

Having already successfully tested her anti-stress train-ing on many members of her own chapter, Patricia is nowoffering other BNI members the chance to discover tech-niques for negating stress through learning forums andpractical therapy courses which comprise a major part ofthe programme for the monthly weekend sessions.

For a discounted £89 per person, BNI members canenjoy full board from dinner on Friday night through toSunday lunch, a dinner dance on Saturday night, accessto leisure facilities including indoor heated swimmingpool and all workshops.

• Kevin can be contacted on 01236 873172.• Stress-busters Kevin and Patricia.

• Julie Aitkenhead – growing fast

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Education & Training

Why it’s worth goingthat last ten metres!

If you don’t know who you want as a cus-tomer, how can any of your colleagues referyou to anyone worthwhile?

This brings me to the area where the realgold lies for BNI members. I offer this asthe amazingly simple ‘one-shot’ answer togetting into Mega Business: Simply meet ona one-to-one basis.

I see red hot chapters, hot chapters andnot-so-hot chapters. All the best chaptersINVEST time in their fellow members. Thisis through planned one-to-one meetings,and also through planned social functions.

These members are doing the last ten percent. They know each others businessesthoroughly, and do one-to-ones regularly,re-visiting the same members over and overagain, as a solid time investment.

As a consequence of this, some membersin my Kent region have developed jointventures, requiring a high degree of mutualconfidence. Such business partnerships allneeds constant work and attention – whichbrings me back to the importance of open,honest one-to-one sessions. If this is nothappening in your chapter, YOU can changethat! One terrier in a group of 30 can get theball rolling. Three members doing it canreach 30 per cent of the chapter in oneweek. So get going!

Ninety per cent of yourfinancial reward comesfrom the last ten per cent

of your effort – while I am notsure to whom that old-estab-lished statement should beattributed, I do know that, as afarmer, it used to annoy meintensely! It was all an effort,and I could not see the logicbehind the saying.

However, in all my subsequent businessand personal endeavours it has held true,and it is especially applicable to BNI mem-bers. Some members really get it, somenearly do.

One of the best things BNI has done is tomeasure the results achieved by its chapters.After all, most of the members measureresults in their businesses too.

While the practice can be uncomfortable– whether in one’s own business or in yourBNI chapter, it can also be rewarding, evenexhilarating. In both cases, however, noimprovements can be effected until meas-urements are made.

Most good chapters produce monthlyleague tables of individual member per-formance.

Being at the bottom of a league table in athree-year-old chapter of 40 members,would however automatically put an indi-vidual in the top seven or eight places of anewer chapter.

So, there is no shame being at the foot ofthe league table, depending on the size, sta-bility and success of your chapter. Whatmatters is that league tables have created aconsistent focus which has produced strongresults.

I recently introduced league tables intoBNI’s first Malaysia chapters, which causedsome pain! Yes, measuring can be painful;the truth becomes public property, albeitgiving us reliable statistics to work from.

The last ten per cent of effort separatesthose members getting HUGE business fromthose getting “quite a bit” within the sametrades. Preparation is often at fault. I amconstantly amazed when I put the questionto the 10-minute speaker: “Which companyare you currently trying to get on your orderbooks?” Incredibly, nine out of ten membersdon’t even have a ‘target’ client of any sort!

The last three per cent of your effort takesno more time at all, because it is all aboutattitude. Good attitude takes no more timethan bad attitude, and this is particularly soin the area of preparation. Luck has beendefined as the moment when opportunitymeets preparation. The best members havewell thought out 60-second commercials,which they prepared in advance rather thanrisk winging it.

Similarly, they prepare the texts of their‘testimonials’ , some even writing them outon letterhead and handing these around.

Some members completely lose the valueof their ten- minute presentations justbecause they are poorly prepared. In myview, apart from being absent from yourchapter meetings, this is the single mostdamaging thing a member can do.

Will they be poorly prepared in front ofthe big referral? I am afraid so!

But, the real prize to be won by “doingthe last ten per cent” as a BNI member isthe very positive effect it will have on yourattitude towards how you handle your ownbusiness.

The weekly focus and attention to detaildeveloped by good BNI members, directlyimpacts upon their broader business visionand management.

I hear this constantly, and would like torecognise Peter Gardiner, the accountant inColchester Chapter, Barry Williams ourIFA at Canterbury, Peter Drummond theinsurance expert (also at Canterbury), andrecently, Aryl Au, the IFA in our KL Chap-ter in Malaysia for sharing their observa-tions on this topic.

So, will you go that last ten metres, tomake the difference between being justokay with BNI, or being very successful?

If you have the resolve, the enthusiasm,but above all, the commitment to succeed,then you will do. And, if you succeedthrough BNI, you will certainly be success-ful in your business. Think about it – andthe rewards awaiting you.

He is one of BNI’s most experi-enced Executive Directors in theUK, and recently was awardedone of the organisation’s topaccolades when he received theUK and Ireland Director of theYear award. Yet four and a halfyears ago, ROBERT FRENCH hadnot heard of BNI.

Now, together with his busi-ness partner Andrew Hall, and ateam of Area Directors andAssistant Directors, Robert isresponsible for more than 80chapters in the UK, and he andAndrew have also introducedthe BNI concept into Malaysia.

In this article, Robert explainswhy he has become an ardentsupporter of an old businessphilosophy that he oncerejected …

S U C C E S S N E T S U M M E R 2 0 0 1 1 3

Around the Chapters

Let your chapterdo the talkingTHERE’S A LOT to be said

for being in the rightplace at the right time,

as Stewart Wilson, a memberof Glasgow’s Giffnock Chap-ter, discovered recently as hewas leaving a routine break-fast meeting.

On the way out of the hotel where hischapter meets, Stewart overheard whatseemed to be a very frustrated phone

call and saw a man thumbing throughthe Yellow Pages, apparently looking invain for a locksmith for an immediateand sizeable job.

Quick on the uptake, Stewartapproached the man and mentioned thatone of his new BNI colleagues was agood locksmith whom he felt sure wouldbe able to help.

“I then discovered that the man withthe Yellow Pages was the hotel’s mainte-nance manager, who had been unable to

Ever fancied yourself as asausage or possibly evena mushroom? Well now’s

your chance to look tasty ona nicely prepared BNI float!

Southend Chapter Director, SusanMarks who saw the potential topublicise BNI, along with the chancefor some networking fun, dreamt upthe idea of a BNI float for the town’sannual Carnival.

Having had their float donated byfellow member Barry Farr, of B J

A tasty carnival breakfastFarr, Courier and Delivery Service,the key decision was to choose aneye-catching theme for their Carnivalpresence.

“Since we’re known for beingearly starters, the breakfast themeseemed most appropriate,” saidSusan, “and it should raise a fewlaughs.

“It’s a good opportunity for mem-bers to promote their own companyas well as BNI, and for no more thanthe cost of a banner displaying theirname.”

The Chapter’s ‘human’ eggs, baconand sausages already include a cre-ative decorator, electrician, anevents management consultant, awriting and marketing expert, mort-gage advisor, a florist and a mouldtoolmaker – each of whom has vol-unteered their services for theunusual breakfast spread.

• If you want a place on the plateon Saturday 18th August and yourprofession is not already repre-sented, contact Susan on: 01268569400 or 07798 687439 or e-mailSusan@premierwillwriting.co.uk

find anyone in the area able torespond to his need for manyof the hotel’s locks to bereplaced without delay,” saidStewart.

“When I told him about ourlocksmith, George Smith of DG Smith Locksmiths Ltd hewas delighted, and he waseven happier when I was ableto contact George there andthen, who promptly offered tohelp.

“My overhearing this tele-phone conversation resulted inGeorge installing 23 new locksfor the hotel.”

And the moral of the story?When you see someone withYellow Pages, let your contactsdo the talking!

• Contact Stewart at:elitevaleting@dial.pipex.com

Ooops, sorry Mark!SHAME on us! We don’t often get itwrong, but in the last issue of Success-Net we wrongly welcomed hair stylistGill Carrie (from Dunfermline Chapter)as Scotland’s first BNI member to beappointed to the International Board ofAdvisers.

In fact Gill’s was the second suchappointment, following the election ofMark Thirgood as the first Scottishmember to the International Boardsome six months earlier.

Mark, who is the new Chapter Direc-tor of Edinburgh West capped a remark-able 12 months of membership last yearwhen he also won the BNI ScotlandSouth and East Notable Networker ofthe Year 2000 Award.

So, our apologies to Mark and ourbest wishes to both he and Gill in theirinternational duties.

ESSEX POOL professionalSteve Daking celebrated a newsponsorship deal with fellowColchester Chapter memberJim Fern, by staging a poolexhibition challenge on Jim’sbusiness forecourt – andpromptly bringing traffic to astandstill!

Steve, who plays in worldranking tournaments as well asperforming in over 200 exhibi-tion matches a year, has beensponsored by Jim’s firm,Impact Sign Services of Stan-way, Colchester – as a resultof which Impact’s logo will beshown at every exhibitionroadshow event and on thevehicles of Steve’s backingcompany, CueAction Pool

Promotions also based in thecity.

Jim told SuccessNet: “WithSteve playing in so many exhi-bitions and world tourna-

ments, we feel this is a great

way to raise our company pro-

file and support a local sports-

man.”

Pool pro Steve gets traffic cued up!

Around the Chapters

1 4 S U M M E R 2 0 0 1 S U C C E S S N E T

IT COMES to something when you have to changeyour occupation because you’re getting too many newbusiness referrals from BNI!

But that’s exactly what happened to Larry Shannon,Assistant Director for North East Ireland and a memberof the Dun Laoghaire Chapter who received so manyreferrals for his painting and decorating business that hewas unable to find the staff to complete the work.

“I was constantly letting people down, and becamevery unhappy about it,” he said. So earlier this yearLarry decided to give up painting to set up a new busi-ness, Shannon Health and Safety – but not before he’drecruited a new painter and decorator to the chapter.

“He now gets all my referrals plus those I still getfrom the old business,” Larry added.

“But at least he has the staff and a larger organisationto cope with it, and I’m finding BNI is great for mynew business – training and consulting in health andsafety.”

Larry takes BNI very seriously and he has beenresponsible for introducing its Mentor Programme toIreland.

“I understand it originated in the USA but it is verysuccessful in Ireland,” he said.

“It provides new members with a ‘jump start’ to suc-cess in their BNI chapter, by giving them the supportand information that might otherwise take months toacquire.

“The programme gives them the tools to start net-working immediately they join BNI, followed by a real-istic programme of education under the guidance of anexperienced member who will usually have been on theleadership team.”

• You can contact Larry on +353 1 272 0058

Too manyreferrals!

From east coast

• Larry Shannon, happy in his new role.

Two Midlands archi-tects who metwhile substituting

for each other at theirrespective chapters,have teamed up to offera new vision in architec-tural services – using thelatest communicationstechnology to run a new‘virtual office.’

Mark Guyatt, of CircaDesign and a member ofCoventry Central Chapter, andPhilip Singleton of Metropolis,who belongs to Solihull Chap-ter, have formed a new com-pany, Circa Metropolis, withthe aim of close collaborationon appropriate projects.

Mark told SuccessNet: “Icame across Philip while I waslooking for a substitute in BNIto stand in for me occasion-ally at my Coventry Chapter.

“In due course I substitutedfor him at Solihull and in get-ting to know each other’sbusiness, we found we hadcomplementary expertise so itmade sense to look at jointnew business opportunities.”

He added: “Through thenew company we are able tomaximise the potential of

each other’s expertise whilecontinuing to grow our indi-vidual businesses.

“The benefits of collabora-tion mean we can offer a fullrange of RIBA architecturaland design services, whileeach staying relatively com-pact and flexible.”

Among their current jointventures are city centre regen-eration projects, an £8m lux-ury riverside apartmentscheme and a £4m arts centre.

With over 20 years experi-ence between them, one oftheir specialties is ‘architec-tural visualisation’, enablingthem to supply clients andproperty developers with thehighest quality photo-realisticvisuals, and animations of tra-ditional model making.

While continuing to operatefrom separate offices 20 milesapart, Mark and Philip utilisethe latest Internet technologyto maintain a virtual office.

“It means our practicescould virtually be in the sameroom said Mark. “Togetherwith networking through BNI,this is the perfect answer tothe challenges of the con-struction industry.

You can contact Mark on02476 305514

Whentwoheadsare • Mark Guyatt (left) and Philip Singleton

better than one…Picture: Mike Sewell Images

Work hard and play hard with BNINEW CHAPTER Director at Ilford, John Pettit, has a favourite catchphrase – “Work hard, play hard.” And he should know – becausehe devotes two or three days each week to BNI referrals. Hebelieves that allocating half the normal working week to BNI activi-ties is the key to success in business, as well as helping him projectpositive energy into chapter meetings.

John, who runs JMP Plumbing and Heating, joined BNI two yearsago, and has held the posts of visitor host and educational co-ordi-nator. “The key to success,” he says, “is to work hard and playhard. If you play hard, the resulting energy will reflect back intoyour business life and it’s amazing what goals you can achieveonce you get the balance right.” Contact John on 07976 765161.

S U C C E S S N E T S U M M E R 2 0 0 1 1 5

Focus on Ireland

ThehousethatBNIbuiltWhen Jukka Kovero and

his wife Melaniemoved to Dalkey in

Dun Laoghaire, they foundthemselves in Ireland’s equiva-lent to Hollywood, living along-side world-famous celebritieslike the rock band U2.

Unfortunately, their house didn’t sit com-fortably among the grander piles of theirnewly acquired neighbours. It was dilapi-dated and run down and, even though it hadpotential, Jukka and Melanie did not havethe time to undertake the major job needed.

“We moved from Drogheda, north ofDublin three years ago, and this meant wealso had to move our business, IBC Com-puter and Internet Co. There was no time tosearch for new offices so we started to work

to west, Ireland feels the benefits of BNI

If the baseball cap fits…DO YOU know what colour baseballcap fits your personality? This groupof BNI members (pictured above)learned the answer during one ofthe memorable workshops thatcomprised the recent Irish Members’Conference held in Galway.

The session, called ‘Insights intoCommunication’ used identificationof personality types to enhance theindividual’s ability to communicateeffectively, and was led by JohnnyMiller together with Margaret Harti-gan of The Prosper Group, who is

also a member of Cork CentralChapter.

Held at Clarin Bridge, worldfamous for its oysters, the confer-ence was attended by nearly 50 del-egates from 17 chapters.

Mort Murphy, Executive Director(Ireland South West) said: “Had itnot been for foot and mouth dis-ease I think we could have expectedwell over 100 members, but wewere delighted to have representa-tives from Northern Ireland for thefirst time.”

from home while we waited for planningpermission to go ahead with renovations.

“We were living in terrible conditions,”said Jukka. Fortunately, that was when theydiscovered BNI, 15 months ago. Wedecided to join the local Dun LaoghaireChapter and found it had everyone weneeded to sort out the house. People were sowilling to help,” he added.

A MEMBER OF the An Gaillimh Chapter,Galway for the past two years, crashrepair specialist Ken Horan has won therecently staged European WKN AmateurKickboxing Championship.

Ken (pictured right) and his Corsicanopponent both fought technical fights inthe first and second rounds, but in thethird Horan floored Alexander Fenot witha great right hand over the top, to gainhis richly deserved title as European cham-pion.

Mort Murphy, BNI’s South-West IrelandExecutive Director, said: “Ken is an excel-lent chapter member and his dedication tohis work shows in both his vehicle repairbusiness and his sport. We are delightedfor him.”

Ken is European champion

Work started last autumn and today,thanks to the efforts of more than half adozen chapter colleagues, Jukka andMelanie now live in the house of theirdreams – the house that BNI built!

Architect Pat Buckley from the BuckleyPartnership translated the couple’s ideas intoformal plans, while Ciaran Hammil fromGoldstar Technical Services looked after thebuilding, painting and decorating work.

Ciaran Keane from South Park Plumb-ing Contractors re-plumbed the propertyand updated the heating system, crafts-man Stephen Murphy made and fittedmetal railings for the new balcony, andJames McGuire took charge of the gardendesign.

Finally, photographer Dermot Byrnecaptured ‘the BNI House’ on film whileSigrun Massman from The Wine Sellerprovided all the drinks for the house-warming party.

Jukka added: “We were impressed withthe quality and value our colleagues pro-vided. We were living in the house all thetime, and they were so considerate of thatfact. All we can say is ‘Thank God forBNI’.”

• Contact Jukka on +353 1 286 6081

The Last Word

SuccessNet is published quarterly anddistributed free of charge by BusinessNetwork International plc to all membersthrough BNI directors and chapter direc-tors. Additional copies can be obtained bywriting to, or calling, the BNI NationalOffice, at Gate End, Northwood,Middlesex, HA6 3QG.Tel: +44 (0)1923-826 181;Fax: +44 (0)1923-827 813;E-mail: bniuk@bni.com.BNI web site: www.bni-europe.com.

EXECUTIVE EDITOR: Gillian Lawson, BNI National Director

EDITOR: Malcolm Grosvenor, WriteAngleCommunications, New House, PalmerCrescent, Kingston Upon Thames KT1 2QTTel: 020 8541 0600; Fax: 020 8546 1611;E-mail: successnet@write-angle.co.uk

DESIGN & LAYOUT: Ken Sheldon, TheMedia Team. Tel: 01579-350 579.

PRINTED BY: The Century Group, Penryn,Cornwall. Tel: 01326 376666

Copyright © BNI 2001. All rights reserved

Dare to be different andthe chances are you willbe rewarded for your

enterprise. At least, that was the outcome when

BNI’s most northern territory – ScotlandNorth – concluded the first ever BNI‘mega training week’ which saw membersblitzed with new business and skills train-ing opportunities.

In the course of seven days, the eventsaw the region’s seven chapter leadershipteams given intensive training, membersoffered one-to-one business counsellingwith senior BNI directors, joint chaptermeetings, special presentations and birth-day celebrations.

Among the week’s highlights were:

• Daily clinics for any BNI memberwanting to discuss specific business prob-lems with experts;

• A leadership team dinner held at

New ways of trainingKnockhill, where dinner was prepared byBNI member Susan Karim of ScottishExecutive Catering;

• Joint chapter sessions between Perthand Kirkcaldy, and Dunfermline andBalgeddie (Glenrothes), together attendedby 140 members and visitors. Kirkcaldymembers also passed their 1,000th referralduring the meeting;

• Networker of the Year presentations toSteve Crozier (Perth), Susan Karim (Kirk-caldy) and Gwen Buist (Tayside), and bluebadge presentations for outstanding all-round contributions to Audrey Fenton(Perth), Evelyn Hardie (Tayside) and Stu-art Webb (Kirkcaldy);

• A first birthday celebration for Tay-side Chapter and a successful immediatepost-launch meeting of the new OriginalLinks Chapter at St Andrews attended by30 members and visitors.

The ‘mega week’ was the brainchild ofRegional Director Ron Hain who toldSuccessNet: “We wanted to do somethingdifferent and while the mega training weekwas exhausting, it was also hugely enjoy-able and rewarding, especially seeing somany members from different chaptersestablish new strategic alliances and devel-oping joint business opportunities.

“Application forms were flying thick andfast throughout the week and I will be sur-prised if we don’t add more than 20 newmembers as a result,” he added.

• Contact Ron Hain on 01577861415

By Lucy Byatt, Cheltenham Spa Chapter. For brochure of services call 01242 222692

• Members of the new Original LinksChapter at St Andrews.

• Audrey Fenton, Perth ChapterDirector, receives her special award

from Ron Hain for driving thechapter forward.