From the Founder
20/20 Vision
By Dr. Ivan Misner, Founder and CEO, BNI

Because BNI was about to open its 20th country, the Founder's Circle decided that "20/20 Vision: 20 Years, 20 Countries" should be the organization's theme for BNI's 20th anniversary in 2005.
It is a fitting theme that resonates with me in many ways. However, it implies that I had a clear vision of what this organization would become when I started it in 1985 as a 28-year-old business consultant—and that would be an overstatement, at least. It took time for my vision for BNI to come into focus.

I spent my early years in BNI, with the help of members and directors, devising a referral networking system that would work well and keep on working. Creating a truly effective system took time—and it is a never-ending task, because we must keep improving if we wish to remain the best.

Not until that system was substantially in place did the vision truly start to come into focus. It began with my recognition that, like me, many business owners were looking for a focused, organized, positive, and supportive networking program that could increase their business through referrals. Before long I realized that this concept struck a chord with a much larger audience than I had imagined.

In the late '80s I began to think BNI could be an international organization. It took several more years to create the corporate infrastructure necessary to make that happen. The early '90s were spent spreading the program across the United States. However, our real triumph came in the mid-'90s, when my vision of an international organization became a reality. From that point on, BNI's growth has been truly phenomenal. Now we routinely open as many chapters in one year as we did in our first 10 years combined.

A MOMENT IN TIME
Where are we now? It's hard to take a good snapshot of BNI; we're so large, and moving so fast, that the picture comes out blurred. But here's a quick look at BNI worldwide on the occasion of our 20th anniversary:

• Number of members: 72,000
• Number of chapters: 3,600
• Number of directors: 600
• Number of countries: 20
• Number of continents: 5

Pretty impressive, isn't it? A graph showing how the number of chapters has grown is rather amazing, too. We're adding about a chapter a day now, somewhere in the world.

This phenomenal growth, which was not even dented by the two recessions that it spanned, is testament not only to the vitality of BNI's central vision but to the quality, commitment, creativity, generosity, and loyalty of its leaders and members. Every time I visit a chapter, anywhere in the world, I am pleased and amazed to see how thoroughly the BNI philosophy, Givers Gain, has shaped its activity at every level, and how selfless BNI members are toward their fellow members and their communities. There's a saying that I like: "You may not make a world of difference, but you can make a difference in the world." I think that BNI makes a difference in the world by helping business people succeed, and I am proud to be a small part of that.

Among all the organizations I have seen, BNI is unique: it has an organizational philosophy that is inculcated throughout the organization, from top to bottom. With Givers Gain as the foundation, a powerful organizational culture has evolved—one that is based on directors, members, and BNI staff giving their time and assistance to one another so that everyone might succeed more effectively in their business. New directors and members who come to our National and International BNI Conferences often tell me, "I have never seen anything like this. Everyone is here to freely give advice and help others."

In order for us to maintain that culture—or better yet, nurture and continue to build upon that culture—I believe it is important to understand our beginnings as well as to create a vision for the future.

THE ROAD AHEAD
What do we expect BNI to look like in another 10 years? We will grow faster in other countries than in the United States, simply because there is so much virgin territory around the world where BNI can take root. Right now, about 70 percent of our chapters are in the US, 30 percent in other countries. Based on how well BNI has been received around the world, I feel it's inevitable that someday the organization will be larger outside the US. That 70/30 will almost certainly become 30/70.

The growth in the number of chapters shows no signs of slowing down. By the end of the decade, I believe we will have more than 5,000 chapters worldwide. To handle the international growth we have already experienced, as well as what is to come, we've already revamped our Franchise Advisory Board and renamed it the International Franchise Advisory Board. This evolution has improved accountability among franchises in the field, heading off business conflicts before they can rise to the level of problems that would have to be solved at BNI headquarters. Although members are not aware of most of the Franchise Advisory Board's activities, this body is instrumental in keeping the business end of BNI running smoothly. When the board is doing its job well, the chapters work better and members are better served.

Another aspect of BNI's tremendous growth, both in the United States and around the world, is the rising number of cultures the organization must recognize and represent. To help us understand our differences better and to increase the number of representative business owners of diverse cultures in BNI chapters, we've established a Cross-Cultural Council, a volunteer group of BNI directors and members. Headed by its founding Chair, Executive Director Stacia Robinson of Montgomery, Alabama, the council develops cross-cultural policies and guidelines and educates and trains staff, directors, and members about cross-cultural issues. It meets at Directors' Conferences and communicates by e-mail and periodic teleconferences.

Although our international growth will most likely outpace growth in the US, our studies show there is tremendous potential for growth there as well. New chapters that are formed in these areas have no trouble finding eager new members who quickly go to work generating high-quality referrals. We are far from the saturation point.

As we fill in the gaps between existing chapters, however, we've become aware that our old chapter naming system isn't up to snuff. If you open the first chapter in Springfield and call yourself the Springfield Chapter, you're being unfair to the other 25 chapters that may start up in the general area. But if you are the BNI Business Builders of Springfield, then the next chapter, which meets 10 blocks down the street from you, can call itself the BNI Referral Kings, and everybody's happy.

Other studies we've done indicate that in the developed nations, such as the United States, Canada, United Kingdom, Australia, New Zealand, Sweden, and Germany, we should be able to open one chapter for every 25,000 to 30,000 people, or somewhere between 33 and 40 chapters for every million in population.

That's an enormous number—something like 10,000 chapters in the United States alone, three times as many as we have worldwide right now. I believe we will have more than 15,000 chapters worldwide within the foreseeable future. How's that for growth potential?




At the end of every year I sit down and contemplate the accomplishments of the past twelve months and then look ahead, with excitement, at the goals laid out for the next. As BNI enters its twentieth year, I've enjoyed reflecting on all of the achievements we have made together. "Giver's Gain" has been a cornerstone belief for BNI, and chapter dedication to it has pulled us all through tight spots. The result has been tremendous growth both as an organization and as individual members.

As we enter into the next two decades of BNI, our vision is forward moving and preparation has already been made to put it into motion. BNI will to continue helping business people succeed through: better education, solid strategic alliances, improved technologies, creative marketing and cohesive vision for the entire organization. If you would like to know more about the future plans for BNI read next edition's From the Founder, "2005—And Beyond."



"20/20 Vision" and "2005—And Beyond" are excerpted from Dr. Ivan Misner's new book, Givers Gain, The BNI Story which will be available to members in 2005.




Dr. Ivan Misner's article "We Don't Teach Networking in College" in the Nov/Dec 2004 edition of SuccessNet struck a chord with many BNI members who realize that their college educations, even in business schools, did not include instruction on networking. The following are just a few of the responses received:

Thanks for that article. I have been trying to explain BNI to my Dad for a while now and he didn't quite "get it." My Dad is a professor of finance and he is the Director of the MBA Program at the University of North Carolina at Greensboro. I have been urging him to learn more about BNI and networking for the benefit of his students and I hope your article will get the message through. We have discussed social capital a few times, but I think that this might be the trigger to get the light bulb to turn on.

Thanks for setting up a system where so many people can find success.

Amy Windham,Centerpiece, LLC - Training, Development, Integrated Marketing
Assistant Director for BNI Georgia




Dr. Misner, I completely agree with you. I have an MBA and never was taught about another strategy for getting business. Since it's not "classic marketing" it does not get the press.

This year I started a sales training business. I do cold calling and networking. Networking is the part I enjoy. I must tell you I have learned more about other businesses this way than if I researched them through Hoovers.

Our BNI chapter is new and we are trying to grow it. I have started to see results through BNI. Keep on blowing the horn!

Bill Mohnacs, DEI Philadelphia