If the meat of AmSpirit Business Connections is the weekly Chapter meeting, then consider time before and after the meeting as the bread.

This bread is important to overall success in AmSpirit Business Connections. While much of the weekly meeting is scripted, the unscripted time before and after the meeting gives you a wonderful opportunity to build relationships with fellow members.

So when you are locking down time in your schedule for your weekly Chapter meeting, remember to make it a sandwich – carve out some time before and after to cohort with members and guests.

Those Chapters that closely follow the system do much better than Chapters that tends to “wing it.” In plain English, members in Chapters that follow the system consistently generate more and better referrals and as a result, they make more money from their AmSpirit Business Connections experience as compared to members in Chapter that loosely follow the system.

Given this, why (why, why) would a Chapter not choose to do all it could to closely adhere to the system?

NOTE: A great test as to how closely a Chapter adheres to the system is the Outstanding Chapter program criteria.

If you consider a good breakfast – a “bacon-n-eggs” breakfast – there are two farm animals providing for the meal … a chicken and a pig. Of the two, which has a bigger participation? Answer: The pig.

No doubt, the chicken “contributes” to the feast, as she provides the eggs. The pig, however, is “all in,” giving its very life for the spread.

Attorney, David Jackson, of the Business Affinity Chapter and partner at the firm of Carlisle, Patchen & Murphy, uses this quick anecdote as a means for making a point to his Chapter. Jackson reminds his fellow members that if they want a great Chapter, they need to build the Chapter with “pigs” – totally committed entrepreneurs, sales representatives and professionals.

This is a great lesson for everyone in AmSpirit Business Connections. In the context of this little fable, to create great Chapters we should all strive to build our Chapters with committed people, aka P-I-G-S. These are people who will attend (and engage others) consistently, give referrals regularly and continually seek to bring guests to the meeting.

If you are looking for “pigs” to include in the Chapter, the best place to start is with yourself. After all, the easiest way to get the commitment of others is to commit yourself first.

Remember, while a mere contribution is nice, if you want a great Chapter you need to become a “pig’ and then encourage others to do the same.

One of the great things about AmSpirit Business Connections is that members tend to become great friends. Mind you, these people represent a variety of businesses or professions and these individuals, for the most part, did not know one another before they got involved. When they become great friends, they establish a heightened sense of “know, like and trust,” which is the required foundation for the productive exchange of quality referrals.

One of the bad things about AmSpirit Business Connections is that members tend to become great friends. You see, for Chapters to become and remain productive, members need to be accountable and reliable to one another.

From time to time, however, some of these fellow members stray from this necessary standard (they do not attend meetings … they do not settle their financial obligations to the Chapter … they consistently arrive late or leave early … they are excessively disruptive … they fail to give referrals).

When they stray, it is difficult to confront these great friends with these transgressions.

To keep a productive Chapter, however, you need to address these matters (as difficult as it might be). If you don’t, you will lose money. It will not be abrupt or immediate, like losing a wallet or having a client sever a relationship. Nevertheless, these transgressions will impact you financially.

You see, in time your Chapter will generate less referrals (some of which would have been for you). In time your Chapter will lose committed members, disenchanted with the inequity (meaning less people to generate referrals for you). And in time, guests will become more and more reluctant to become part of the Chapter (further limiting your opportunities).

As such, if you do not confront the transgressions, you will lose money. So friendship aside, you must be committed to tackle any deviation from the AmSpirit Business Connections’ standard for accountability and reliability.

When you do, however, you might have a fellow member who, in demeanor and word, effectively says, “Hey, we’re friends aren’t we? So what’s the big deal? Turn a blind eye towards my transgressions.” They are playing the “Friend” card. In short, they are attempting to pit your friendship against the best interests of the Chapter.

At this moment, remember you have a “Friend” card too. It effectively says, “Hey, we’re friends aren’t we? If so, then as a friend you will do all you can to uphold the standards of this Chapter, because if you don’t you are costing all of us money. And a great friend would not do that, would they?”

Remember, for Chapters to become and remain productive, members need to be accountable and reliable to one another. If this does not happen, everyone loses. Thus, as a member looking to ensure that a great environment persists in AmSpirit Business Connections, you need to do all you can, including playing your “Friend” card.

What does pasta and referrals have in common? Everything, according to AmSpirit Business Connections Director, Jim Kehoe.

In working with his Chapters, Jim shares NPR Planet Money Podcast #400. In this 7-minute podcast, the program host relates the story as to how the Barilla Pasta Company turned around the performance of its manufacturing plant in Southern Italy.

In summary, the Barilla Southern Italy plant had an extreme absentee problem that was impairing production and, in turn, financial performance. To address the problem, managers relied on a risk of loss, performance reporting and accountable peer pressure.

The risk of loss was , if performance does not improve, the plant would close and relocate, terminating the employment for thousands of employees, good and bad.

The performance reporting was making public the absentee records: who was absent, when and how often.

The accountable peer pressure caused friends and co-workers to encourage (and even demand) those chronically absent to get to work because if the plant closed, it would cost them.

As Jim points out, great Chapters within AmSpirit Business Connections embrace the same motivators that the Barilla managers deployed.

The risk of loss is, if the Chapter does not function appropriately, it impairs what members can make through the Chapter via the generation of referrals.

The performance reporting in our Chapters is tracking attendance, ensuring members do their lunch assignments, completing the Chapter Performance Report and instituting professional fees.

The accountable peer pressure is where members hold fellow members responsible to do what is required to keep the Chapter functioning optimally.

So it may seem that pasta and referrals have little in common. When it comes to the manufacturing pasta or generating referrals, however, the most important ingredients are risk of loss, performance reporting and accountability.

MAKE THE MOST OF THAT MEMBERSHIP
SEVEN ESSENTIAL ACTIONS TO ENSURE YOU
BENEFIT FROM ANY GROUP OR ORGANIZATION

If you make your living in business, you ought to get involved with groups or organizations in your area. This could include a professional or trade association related to your business. It could also be the chamber of commerce in your area or region. As well, it could be a service organization, such as a Rotary, Kiwanis or Lions Club. Or it could be a structured networking organization such as AmSpirit Business Connections, BNI or Gold Star.

Whatever the case, if you are an entrepreneur, sales representative or professional, membership in one or more of these groups and organizations is the perfect venue for exposing your business in the community. In addition, this is a surefire way to network yourself amongst others involved in the group or organization. Most importantly, in time, your membership will result in business coming your way.

Know this, however, membership alone is not enough. Membership merely gives you the opportunity. To take advantage of the opportunity and reap the benefits of membership, you need to undertake seven simple (but essential) actions.

 CONSISTENTLY ATTEND: To ensure that you remain in the minds of your fellow members, plan to be in attendance as often as possible, if not all the time. While it is not reasonable to expect perfect attendance, when it comes to benefiting from your membership the old adage “out of sight; out of mind” could not be more true.

 COME EARLY…STAY LATE: The most effective memberships are those where you are known, liked and trusted. In short, you need to establish a relationship or rapport. This can be difficult to achieve as organizations roll through the agenda in a timely manner. Thus, it is the time before and after the periodic meetings where you have the best opportunity to develop those one-on-one relationships with others.

 ASSOCIATE BETWEEN MEETINGS: Even if your group or organization gathers on a weekly basis, there is a relatively vast time between meetings. You benefit most from your membership when you make productive use of this time. You can use occasional telephone calls or e-mails, informal luncheons, and other communication as a great way to solidify relationships with your fellow members.

 GET INVOLVED: Answer this, “If you do not attend a meeting, will you be missed?” If your answer is anything but a resounding “YES,” you are not making the most of your membership. Get involved. Serve as an officer, a committee chair or generally just roll up your sleeves and get busy. Not only does this increase your exposure to other members, it serves to brand you as one who is committed to the general welfare of those around you..

 PRESENT YOURSELVES WELL: Right or wrong, everything you say and do creates an impression. Knowing this, carefully conduct yourself. Act professionally. While you can employ humor, do so wisely. Choose your words carefully and tactfully. It is much easier to

think before you speak than to profusely apologize for something that came flying out of your mouth. Even make sure that what you are wearing is appropriate for the group and a reasonable representation of the image you want to project.

 ADD VALUE TO OTHERS: People cannot help but like and support those who are helping them. Knowing this, you are wise to find ways to help your fellow members. You should look for opportunities to refer them to customers and clients. You should introduce them to people that might benefit them, such as strategic partners or reliable vendors. You should share with them any beneficial information related to their competitors or industry. Whatever you give, will ultimately come back to you.

 BE PATIENT: You can realize a plethora of benefits from joining and becoming involved with groups and organizations. And you will find these benefits wonderfully worthwhile. Unfortunately, however, these benefits are seldom immediate. They take time to manifest themselves. Remember, these benefits are the result of strong, long-term relationships – the best of which you will forge over months and years of interaction.

In summary, if you belong to any number of groups or organizations, great. That is a wonderful means of gaining exposure for your business and networking yourself. If, however, you want to maximize the benefits associated with membership, reflect upon your actions and activities and measure them against the actions listed above. If you note deficiencies, take action … as that action will lead to wonderful benefits.