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Most often in business we are acquainted with associates, co-workers, and customers on a purely professional level. We know their views about the job and product, their approach to problem-solving, their temperaments, and a bit about their personalities.

This is all good. But think a moment: With whom do we do business? With people we know, like, and trust. The way to develop trust is through relationship-building, yet the unfortunate truth is that most of us do this over time, and accidentally at best.

The fact is that by systematically developing your relationships throughout the year, you will also be developing your referrals, contacts, and profitability.

Why make the choice to devote time to deepening these relationships? There are a myriad of benefits, including the following. You will:

• Forge a closer working relationship;


• Gain access to networks, clients, or to doors you need opened;


• Better understand how you can help your customers, clients, and networking partners;


• Tap into a much broader knowledge base;


• Become more profitable;


• Assist in achieving your short- and long-term goals;


• Educate others on exactly what you do and how to specifically help you; and,


• Increase your referrals.

The secret word in all of this is “systematic.” BNI’s 1-to-1 Planner provides you with time-proven, successful steps you can follow to achieve greater results in less time. And the steps are really quite simple.

1. Set a Date and Time to Meet. This can be as casual as a morning coffee shop stop, getting together after work hours, or staying after your chapter meeting for some one-on-one time. While any location that affords you uninterrupted time to talk will work, the best place to meet is at your partner’s place of business, because you can learn more about their business if you are physically present.

2. Prepare. Don’t just “wing it.” Fill out the worksheets, including your Bio, GAINS profile, Contact Sphere, and Last 10 Customers worksheet. Take the time to jot some notes, define your goals, and be ready with some questions. Always start with the end in mind. What do you hope to take away from your meeting?

3. Meet. Learn as much as possible using your notes as a way to get started. We have two ears and one mouth and are more successful when we remember to use them proportionately! Be an active listener, be engaged, and take notes on what your partner says.

4. Commit and Agree on Goals. This is the oft-neglected step, but crucial to the process. Make a commitment to help your partner with a referral, a short-term goal, an introduction, or even something as simple as forwarding some information to help them.

While some professionals will want to dig deep and work hard at forging deep and mutually-beneficial relationships with other professionals and customers, others may wish to focus on developing stronger ties with co-workers, vendors, or suppliers to improve work relationships. Either way, chances are you have a little preparation to do. Spend more time with the people you already know and concentrate first on learning and sharing their goals, accomplishments, interests, networks, and skills. You may be pleasantly surprised at how quickly your name comes up when an opportunity arises!

Susan M. Goodsell is an Executive Director for BNI Riverside & San Bernardino Counties, CA, a National Training Director, and also works as Support Services Coordinator for BNI HQ. 

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7 Responses to “How To Systematically Develop Your Success in 2012”

1. MURAGURI BNI Says:
   January 4th, 2012 at 10:14 am

   A great way to start the year! Thank you susan..

2. Barbara Schaefer Says:
   January 4th, 2012 at 1:33 pm

   Excellent advice! Thanks!

3. Betty Jo Waxman Says:
   January 4th, 2012 at 5:28 pm

   Thank you for these great tips Susan. What a perfect reminder of the importance of gaining Credibility before attempting to jump to Profitibility!

4. Danielle Marciano Says:
   January 4th, 2012 at 5:33 pm

   I love the easy-to-follow, totally makes sense steps.

5. Phil Goodge Says:
   January 5th, 2012 at 2:06 pm

   So true! One-on-ones are how I find out more ways to refer to each member as I often have a pre-conceived idea about his/her business that limit my thinking.

6. Debbie Damesworth Says:
   January 9th, 2012 at 8:05 pm

   Thank you for the reminder of these tried and true steps. One to ones are the way to building relationships. I am truly blessed to have several life long precious friends because of BNI.

7. Nelson Blanco Says:
   January 23rd, 2012 at 10:21 pm

   Susan: Thank you for sharing this information. So sound what you’ve written. The truth of the matter is that we must take this advice a step further and do something with it. I certainly will!

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