The snowball effect

I joined BNI’s Holborn chapter in January 2006 after visiting the chapter on two occasions. I was immediately taken by the informal but structured business environment that existed within the group, and was impressed by the amount of business being passed around the table.

I understood that in order to take full advantage of my membership I would have to nurture relationships with my fellow networkers, educate them about my business, but most importantly, throw myself wholeheartedly into the BNI method.

By the beginning of March 2006, I had received several referrals from the group, but hadn’t closed any new business as a result of my membership, however, I felt that I was only just beginning to build trust between myself and other members. In mid-March I closed my first deal through a BNI referral and I haven’t looked back since.

The nature of my Legal Recruitment business means that once a client is on board I can establish long-lasting relationships, and this has lead to a snowballing effect with regards to business generated through BNI.

In the last three months (May – July) I have billed in the region of £30,000 through BNI referrals, and whilst our ability to build long-lasting relationships is key to this growth in sales, the most important factor was BNI’s ability to get my foot in the door.

I will, of course, be renewing my membership with BNI in January 2007, and my current target for new business generated by BNI during 2007 is £150,000 – not bad for a £1,000 investment!

Ian Roberts

Central Legal Personnel