While visiting chapters, I get the sense that most chapters just kind of “accept” the quality of their substitutes. BNI offers some guidance on how to prepare a sub to represent you at a meeting, and some people do that very successfully. But I hear very little discussion about how to improve the quality of substitutes, and maybe we should begin that dialog.
Some chapters have a very active “Substitute List” made up of former members and current contacts who enjoy the occasional business networking meeting. Members are expected to call someone on the list before planning an absence. This idea cuts down on absences, but does little to address the quality issue.
Try this method to improve both the quality and accessibility of substitutes for your chapter.
Just as we number our referrals on a 1-5 scale based on how “hot” they are, create a prioritized list of substitutes based on the same scale. Your list might look like this:
5) Clients
4) Family or Friends
3) Employees
2) BNI members from other chapters with no professional category conflicts
1) Anyone else
For one month, use this scale to secretly track your members’ current substitute behaviors. Then have a discussion about why clients and family/friends are better substitutes than current or former BNI members. Talking about it will raise member awareness and generate buy-in if everyone understands why it is to their advantage to treat the issue this way.
When everyone understands that message and begins playing by the same rules, you successfully raise the bar for new members. And when faced with planning an absence, members might just change their strategy from a “cover your a—“ mentality to a “givers gain” mentality.
We strive to fill our chapters with quality members and provide our members with quality (Level 5) referrals. Why not create a culture where members strive to provide Level 5 substitutes for one another as well? The scale might be different from chapter to chapter, but at least you’ll all be on the same page. Your comments would be appreciated.
Some chapters have a very active “Substitute List” made up of former members and current contacts who enjoy the occasional business networking meeting. Members are expected to call someone on the list before planning an absence. This idea cuts down on absences, but does little to address the quality issue.
Try this method to improve both the quality and accessibility of substitutes for your chapter.
Just as we number our referrals on a 1-5 scale based on how “hot” they are, create a prioritized list of substitutes based on the same scale. Your list might look like this:
5) Clients
4) Family or Friends
3) Employees
2) BNI members from other chapters with no professional category conflicts
1) Anyone else
For one month, use this scale to secretly track your members’ current substitute behaviors. Then have a discussion about why clients and family/friends are better substitutes than current or former BNI members. Talking about it will raise member awareness and generate buy-in if everyone understands why it is to their advantage to treat the issue this way.
When everyone understands that message and begins playing by the same rules, you successfully raise the bar for new members. And when faced with planning an absence, members might just change their strategy from a “cover your a—“ mentality to a “givers gain” mentality.
We strive to fill our chapters with quality members and provide our members with quality (Level 5) referrals. Why not create a culture where members strive to provide Level 5 substitutes for one another as well? The scale might be different from chapter to chapter, but at least you’ll all be on the same page. Your comments would be appreciated.
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