2007 has been a year of records for BNI, as we went on to win the Vero Excellence in Business Support Award for the second time, raised a record amount of money for Hospice and have now won the 2007 BNZ Waitakere Business Unitec Excellence in Product Design Award.
On the national front we’re looking to surpass the 90 chapters mark this year, while also launching three lunchtime chapters to cater for people who can’t do mornings due to family or other commitments. This will take our total to five lunchtime chapters.
It’s been a great year for us and we hope for you too, but it’s not over yet as we go into the fourth quarter!
New leadership teams take over now, so

rather than making this the traditional run in to Christmas, let’s make these last couple of months really count.
Have you noticed how the intensity increases in a sporting game as the clock counts down? A winner never relaxes or takes the attitude ‘it’s all over now’. No, they up the ante substantially and everything speeds up. I’d like to encourage new leadership teams and members to up the ante in their businesses and BNI chapters – let’s make these last couple of months count.
Best wishes
Graham Southwell

The BNI web based management system developed here in New Zealand – and now being rolled out across the world – was instrumental in winning BNI NZ the prestigious 2007 BNZ Waitakere Business Unitec Excellence in Product Design Award.
The 2007 BNZ Waitakere Business Awards – billed as the most hotly-contested ever with a record 77 entries in 12 categories – was attended by New Zealand Prime Minister Helen Clark.
Convener of judges Chad Wilkie said the number and calibre of entries was outstanding.
The judges also said BNI was a very well structured organisation striving for excellence with good organisational structure.
“There is strong attention to detail of member requirements and an ongoing commitment to delivery,” the judges said.
The front-end website of the online management system, used by a number of BNI countries – including Canada and Australia – also serves to present international trade opportunities to thousands of small and medium businesses internationally.

BNI members throughout New Zealand went above and beyond the call of duty during Hospice fundraising this year, and if the $50,828.45 total raised is anything to go by – members everywhere are paying more than lip service to “Givers Gain”.
The $50,828.45 total includes $9,000.00 donated by BNI New Zealand (to match gold coin donations), but does not include a further $12,000.00 for the annual BNI Palliative Care Scholarships sponsorship, which brings the total to $62,828.45
“Congratulations to every single member out there – who gave time, money, labour and passion. You have achieved an extraordinary result for a very worthy cause,” says BNI NZ Director Graham Southwell.
“The reason for the organisation’s success is the exact same motivation behind BNI New Zealand’s support of local Hospices in every corner of our country – it is, in the words of the international organisation’s founder Dr Ivan Misner: “An organisational culture unlike any other in the world, a culture that can be expressed in two words that are foremost in the mind of every member – Givers Gain”.
Both Graham Southwell and fellow director Sue Redknap have been the driving force in the push to get behind Hospice in New Zealand.
“There are Hospices ‘giving’ to every local community, so we felt that there was a real connection, a shared philosophy between the organisations."

Two more lunchtime BNI chapters were launched recently – BNI Eastside and BNI Junction (both in South East Auckland) – and a third ‘BNI Don’t Do Breakfast’ will launch early in November.
BNI NZ Director Graham Southwell says the lunchtime chapters have particular appeal for entrepreneurs with young families.
“BNI has developed breakfast networking meetings amongst small to medium business owners worldwide for more than 20 years, so the recent shift to the lunchtime format is breaking new ground in New Zealand."
 

This is it – time’s almost up for registrations to attend the Business.iQ Convention at the North Harbour stadium in Albany (Auckland) on Thursday 15 November!
If you haven’t registered yet, go to www.biq.co.nz and be part of one of the biggest business development events on the North Shore in years – and take advantage of the special BNI 20% discount. Quote the special BNI code: bniq7.
You will know that all too often we always plan to get off on the right foot in the New Year but it never happens because things creep up on us. The Business.iQ Convention is an opportunity to get off on the right foot, and that’s why BNI is supporting it as a sponsor.
BNI NZ Director Graham Southwell says the reason he recommends the convention is because it is a unique opportunity to listen, question and brainstorm the four core areas of building a successful business:
* Business Planning and Leadership
* Measurement and Controls
* Market and Customer Share
* Staff Retention and Productivity
Delegates will receive, among other things, software, folder, pen and notebook, DVDs and reports and business planning worksheets. There’s also a structured networking exercise hosted by BNI and the chance to win one of more than $3,000.00 worth of spot prizes.

August BNI Business Champion Mike Butt, of the Hibiscus Coast Chapter of BNI, understands the value of ‘Givers Gain’.
One of the organisers of the Hibiscus Coast Chapter’s successful Black Tie Dinner which raised $10,000 for the Hibiscus Coast Hospice building project, Mike maintains that the more you become involved, the more benefit you gain.
“When I joined the leadership team things really got vibrant for my business,” says Michael. “BNI gets me out of the shop (Mike Butts Panel Shoppe Ltd) and it’s true networking. You go along for business and your attitude is about business
“When you have to talk about your business you learn more about yourself and your business, and the longer you remain a member the more referrals you get,” says Mike.

September’s BNI Business Champion, Creative Director of Lime-Red Design, Hayley Lowe, was so bowled over by success through BNI that she and her family shelved plans to move overseas.
“We were supposed to be heading overseas to live in April this year, but joining BNI two years ago has been massive for my company. About 70 per cent of our business comes from BNI, so we just couldn’t leave because there are too many opportunities for us here.”
Hayley, whose company creates branding and

marketing material for clients, such as logos, brochures and flyers, says BNI helped her confidence.
“It has grown me as a person, as well as my sales, networking and public speaking skills. I still remembered how terrified I was to stand up in front of everyone. When I sat down afterwards I would be shaking like a leaf.”
The fact that next month Hayley takes over as president of her Hutt Business Catalysts Chapter demonstrates she has come a long way since those early days.
Hayley was also one of the organisers of the chapter’s speed dancing function earlier this year.
www.lime-red.co.nz

October’s BNI Business Champion, Pam Martin, is an astute networker and businesswoman who has an eye for opportunities and a passion for transforming the computer literacy of adult Kiwis. A Parnell Chapter member and Director of Extra Mile Training, Pam was at a BNI leadership team dinner when the Minister

of Commerce and Small Business, Lianne Dalziel, was a guest speaker. Pam decided to take a chance and approached the Minister about the effect poor computer skills have on business development. “Most people assume that if you own a computer, or work on one day to day, that you must be computer literate. That’s not the case, because most people are self taught. They are aware of the gaps but don’t know what they don’t know – and that’s what I’m passionate about, helping all New Zealand adults handle technology effectively,” says Pam. The Minister introduced Pam to one of the chief advisers for the Ministry of Economic Development, Colin McKinnon who has been a great help to Pam with her work. Since then Pam has talked to a large number of Government Departments, Corporates and business organisations. Pam works with businesses of all sizes as well as individuals who want to improve their computer skills. She has even signed up a couple of Government departments and hopes to reach more in the future. “We’re introducing our International Computer Driver’s Licence (ICDL) to their staff to boost their computer skills and their productivity. The ICDL is an internationally recognised computer qualification that includes an introduction to hardware and software, Windows and file management, Word, Excel, Access, PowerPoint, Internet and Email.” Pam is also on the verge of launching a National Trust, which will act as an advocate for all the people who find computers challenging. “It’s the revenge of the non-nerds,” says Pam, who is determined to see one million Kiwis qualified with the ICDL within the next five years. Pam has become a ‘serial networker’ since joining BNI and says she goes into withdrawal when she misses a meeting of her Parnell chapter. “One thing I do is keep a pile of referral slips next to my computer. Before an appointment I look at my diary to see who it is and then I ask myself how I can add value via a BNI referral. It makes me more aware of BNI opportunities during a meeting and I have a reputation for always knowing just the right person,” says Pam. www.extramiletraining.co.nz
Pictured: Pam Martin. Photograph by Grant Southam, BNI Parnell.

By Colin Kennedy

Giving is integral to developing more personal business relationships.
French sociologist and anthropologist Marcel Mauss said:
“There is an obligation to give; an obligation to receive and an obligation to repay.”
BNI NZ Director Graham Southwell says networks have traditionally been viewed as a mechanism for getting more sales.
“If this were the case, online networks and ‘speed networking’ would be more successful than they are.
“What we’re finding is that while online networks and ‘speed networking’ are useful tools, most New Zealand business owners often rate ‘friendship’ and ‘associating with like minded peers’ as more valuable than the referrals they receive,” says Mr Southwell.
One business owner in Kapiti, Sarah McMurray of Get the Best Ltd (a computer sales and support company), said she didn’t join her BNI to get more work, because getting sales isn’t her challenge.
“I joined for energy, inspiration, information, friendship, guidance and wisdom – the new business is just a bonus. I appreciate being able to meet regularly with people who have different perspectives on the common problems we face. We’re a brains trust,” she said.
So how do you develop a more personal business relationship?
* Give time. See people you want to connect with weekly, even if it’s just over coffee. Relationships need ‘visibility’;
* Give referrals. If you want to form a business relationship with someone, take an interest in their business and find referrals for them.
* Share information, tips and advice. Take an active interest in the person and his or her business.
Do these things and the law of reciprocity kicks-in or, as they say in BNI, ‘Givers Gain’.

BNI members in the Palmerston North chapter successfully combined talent and resources to host a mini seminar and expo towards the end of September, attracting more than 110 people to the function.
BNI Regional Director, Niki Gunning, says the invitation only evening – hosted at the Novotel in Palmerston North – featured six speakers and exhibits from among BNI Palmerston North’s chapter members.
“We have had amazing feedback and people want to know when we’re having the next one. People enjoyed how the speakers offered real value by giving information on topics ranging from KiwiSaver, employment law and networking to growing your business, building and property maintenance and getting the best out of your website.
“There were competing events on the night and we still managed to attract very good numbers,” says Niki.

Members in the Hutt Business Catalysts Chapter of BNI take connections seriously and their commitment is generating some exciting developments – not least a unique business grouping.
Managing Consultant for Admin Secrets Ltd, Sofia Moers, says some amazing business alliances have formed.
“Within the space of a month, four of the businesses involved in our chapter have opened up offices in Upper Hutt. This is even more amazing considering our chapter meets in Lower Hutt and two of the businesses already have premises there.
“All four businesses now have some ‘connection’ to the other. Quinovic and Admin Secrets have created a business alliance, with Admin Secrets providing the administrative support for their new office.
“Another alliance between Hutt Valley Personnel and Trustyle Alliance has resulted in them locating next to each other, offering those that are looking for a job an opportunity to also consider how they present themselves in an interview,” says Sofia.
Quinovic and Hutt Valley Personnel are located in the same building in Lower Hutt.