Professionals Benefit from BNI Philosophy
Written by Jason Keeling on June 9, 2007
Cultivating the small business environment remains critical in the quest to strengthen West Virginia’s economy. Business Network International (BNI) has established a major presence in the state, and its system for generating business referrals has significantly impacted the small business community. Over 15 BNI chapters have been established across the state since 2002, generating millions in collective referrals amongst its members.
“Givers Gain” and “Return on Relationships” (ROR) are central BNI premises. They capture the essence of the BNI philosophy and when practiced, can significantly strengthen one’s business networking skills and results. BNI members are taught to help others while supporting their own personal business objectives. However, it takes significant time and commitment to foster effective professional relationships. It requires one to learn the needs of other businesses, recognize opportunities to connect people (i.e., referring), and develop your own sales and marketing abilities. The payback or “ROR” comes in many forms: referrals, local business insight, ever-expanding network, etc.
From my experience, BNI’s greatest assets are its meeting structure, selective membership practices, and continuing education system. Some would argue that BNI is too rigid, and upcoming posts will provide readers sufficient information to make their own assessment. More to come on how BNI is making aBetterWestVirginia.
Posted in Business, Economy, West Virginia
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June 12th, 2007 at 11:52 am
I really enjoyed reading Jason’s comments on how BNI has helped West Virginia business professionals. When BNI came to West Virginia about five years ago, one of the executive teams’ highest objectives was to make sure that business professionals are successful (consistently giving and receiving significant new business by referral). I am glad that it is working well for so many. Today there are nearly 400 business professionals who are active BNI members in West Virginia.
One thing I really enjoy about doing business by referral in a BNI chapter is that a lot of the worries and concerns that small business people have about what is going on in local politics, the economy, and the local business environment, become less of a real obstacle for them when they are building relationships that consistently generate referrals. This is something they can have direct control over. When you are able to give and receive referrals consistently, that usually translates into your business growing. When your business is growing, you worry less about the things you can’t directly control.
You are correct that BNI can come across as too structured for some. Actually you may be surprised to know that we actually get a lot of positive compliments on the structure of the organization! BNI works best for business professionals who are truly results and relationship focused and who value just enough structure to consistently produce significant results. That may not fit some and that is ok. There are many places to network that may fit. These include local chambers of commerce, professional organizations, social organizations, etc. – all of these are valuable and can be great networking opportunities. Personally I participate in all of these types of organizations and get a lot out of it.
Thanks Jason for your positive leadership in the community and putting together this blog. I know I am going to enjoy participating here!
June 12th, 2007 at 11:56 pm
Having coached entrepreneurs in the WV/KY/OH tri-state state (http://www.advantagevalleyels.com) for the past several years, I have seen the positive results that many of them find in the BNI system. As you said, it is not for everyone, but it can be a gold mine for business owners that want to succeed through relationship building and who go into BNI realizing that it is netWORK. Some of my business owners give full credit for their success to their local chapter. And I know that those owners are also giving just as much to their fellow BNI members. As they say in BNI, givers gain.
June 14th, 2007 at 12:33 am
Being a part of BNI for the last seven years has been the BEST investment for my business. I have worked for Venco Business Music & Communications for almost 11 years. We have an office in Charleston, WV and I started in the Bluefield and Beckley, WV area For the first year WV was a “Wild and Wonderful” state to work in. I then moved to the Roanoke, VA area and was able to stay with the same company, selling in both VA and WV. Let me tell you…Roanoke was not as friendly! I had doors shut in my face and gate-keepers that never let me through.
After being introduced to BNI by my husband I said, “I don’t need this…I do the same thing on my own…I’m a great networker!” Well, I gave it a try and my first deal that closed through BNI was completed in 3 min. and 48 sec. I walked into the Patrick Henry Hotel, started to introduce myself and my company to the General Manager. He stopped me and said, “I know who you are and I need your services…where do I sign?” My parking pass was so short that the attendant said, “That was quick!”
The relationships that BNI help you to establish and maintain through a positve, structured weekly meeting with education and training is priceless!
With BNI in WV, it’s “Open for Business” and not business as usual!
June 19th, 2007 at 11:24 pm
The really incredible thing about doing business by referral is that YOU ARE NEVER ALONE!!! There’s YOU…your prospect…and your referral source (a person that knows, likes and trusts you BOTH). It really shortened the sales process by making prospecting almost non-existant. As a BNI member, I found myself riding in on someone else’s “coat-tail of credibility”. The referral source (BNI member) had already identified the NEED for my product/service and would then facilitate a face to face introduction. All I had to do was close the deal!!!
BNI didn’t change my bottom line…it changed the way I accomplished my bottom line!!!
June 19th, 2007 at 11:34 pm
Thanks to all of the above for your comments thus far! Your insights are quite interesting, and they illustrate a central characteristic of what distinguishes a Web site from a “blog.” The latter facilitates conversation, which in turn can help us all in learning collectively from our seperate experiences.
June 19th, 2007 at 11:38 pm
Thanks to Jason Keeling for promoting “A BETTER WEST VIRGINIA”…and a better way to do business by relationship!!!
June 20th, 2007 at 8:34 am
As a professional speaker and De-Stress coach, I found that the practice of doing a 60 second commercial every week for my BNI “sales team” really helped me to capture the essence of how to best describe my service to others. What a gift! Everything about my business has improved from the simple daily practices learned through BNI. Thanks for the forum to share these thoughts~
June 20th, 2007 at 9:28 am
Great article about BNI in West Virginia. I, too, have greatly benefited from being a member of BNI. My chapter, Fortune 40 in South Charleston, has been instrumental in assisting me in building my personal coaching business “Distinct Advantage”. We are a sales team for each other and it is amazing to come to meetings each with and watch business “happen”! Prior to my coaching career, which began in 2003, I had no experience in the business world and knew I was stepping into unknown territory. BNI was the tool that took away my fears and helped put away my sterotypes of the business world. With BNI and the many relationships I have formed, my business is growing and I look forward to the future as our group grows week by week!
June 20th, 2007 at 8:47 pm
Many thanks to Jason Keeling for promoting West Virginia and A Better West Virginia!! As a born and raised West Virginian, I can attest to the quality of people and to the passion that they bring to their own business community. My experience in BNI and doing business by referral lead me to an opportunity to work full time developing relationships and helping others to build their business by relationship. This is truly a Better Way to do Business and to create a Better West Virginia!