Column: BNI reworks networking

BY MELANIE SZLUCHA

Looking for the best-kept secret in business networking? How about an organization that has referred more than $6.5 million in business between its members in Fairfield County over the past 12 months? With The Westport chapter accounting for close to $3 million alone, Business Networking International could be the best-kept secret in how successful entrepreneurs and salespeople grow their businesses.

For small to midsized business owners and sales professionals who belong to chapters across Fairfield County, they know how well this referral-based networking system works and are eager to share their success.

BNI was founded in 1985, based on the philosophy of “Givers Gain,” meaning that members are focused on giving referrals to colleagues in their chapter for sales and business opportunities, which in turn builds relationships and leads to growth in their business, as well. There are currently 26 chapters throughout Fairfield County comprised of some 700 members.

Chapter members have incredible examples of how membership in BNI has substantially improved their business through referrals, how they”™ve effectively utilized chapter colleagues to improve their own business, as well as how members substantially give back to the community.

Mel Rich, the owner of NuTech Pest Control has been a member of BNI Thrive in Greenwich since 2009 and has always believed that referrals are the best way to grow a business. “The great referrals I”™ve received have significantly helped me to grow my customer base,” he said. “More than a boost in business, it is a great organization in which to exchange ideas, open new horizons and form friendships.”

Following a one-member-per-profession requirement eliminates competition among members and builds strong bonds and knowledge of what would be a good referral for their fellow members.

Chapters of 30 members or more will typically refer business of $250,000 to $1 million over the course of a year. The Westport Chapter, founded 5 years ago and now with more than 50 members, has reported closed business of above $3 million in one year. By tracking statistics such as the number of referrals and closed business, chapters are able to set goals and improve performance throughout the year, ensuring that members are getting the maximum value from their membership. Some report that between 30 percent to 60 percent of their annual business comes from BNI referrals.

In addition to referring business, members are active in a variety of charitable activities throughout the year, as an active demonstration of the “Givers Gain” philosophy. Various BNI members from chapters in surrounding towns in the Brookfield/Danbury area started The Giving Garden where they help with various tasks to cultivate the garden. All food grown is donated to local shelters and food pantries.

The Stamford Friday chapter organized a food drive and collected more than 500 pounds of food by including existing clients and members from other chapters as additional drop off points.

The newest chapter, the Westport Entrepreneurs, joined the BNI organization in March 2014, and is already 26 members strong. Karen Hagen, chapter president and founder, has seen the group realize the power of asking for personal introduction to specific businesses and organizations. “Once people get that they can ask their fellow members to introduce them to their ideal referral, the light bulbs go off and members really see the potential goldmine they have around the table.”

To find out more about BNI, visit bnict.com or contact Melanie Szlucha, BNI area director, at 203-866-1606 or Melanie@bnict.com.