Preparing Your Sub to Represent you at Your BNI Meeting – AKA – Dos and Don’ts

 So, you know you’re going to miss a meeting and you need to get a substitute.  This article discusses how to properly prepare your sub to represent you at your BNI meeting along with some Best Practices (Dos) and some Not Recommended (Don’ts).

Best Practices – (Dos)

1.     Plan ahead.  Line up some possible subs before you need them.  It is advisable to contact at least five people and discuss with them that you would like to ask them the favor of them to sub for you at your BNI meeting at some point in the future.  

a.     By planning ahead and talking with them before you actually need them, you can discuss their availability.  How much advance notice they would need.  This way you know who you have to give advance notice to and who you can call at the last minute.

b.     Read the document/article ‘Who Makes a Good Substitute.’  In the article it gives a list of possibilities with the first being someone who can fill a seat in the chapter.

c.     Discuss with them what being a sub for you would entail. 

d.     How it would benefit them.

e.     Invite them to attend before you need them as a sub so they will know first hand what a meeting is like.

f.      When you follow up with visitors, a good question to ask is, would you be open to subbing for me in the future?  Often times visitors are eager to visit again and would welcome the opportunity to sub.

 

2.     Set Expectations. Part of the above discussion is also to set expectations with your prospective sub. 

a.     Let them know that they would be expected to give your infomercial, which you will supply to them in advance. 

b.     The day and time of the meeting and that they would be expected to arrive on time and stay for the entire meeting.  Explain the benefit of getting there early for the open networking and to meet the other members. 

c.     Explain they will also have the opportunity to give an infomercial about their business provided their seat is not filled in the chapter.  And be sure and let them know the time that they will have for their infomercial, i.e. 30, 45, 60 seconds.  You certainly want them prepared for you as well as for themselves.

 

3.     Prepare Your Sub.  The time has come that you know you’re going to miss a meeting. 

a.     Call one of your selected subs and give them as much advance notice as possible.  Let them know the date you will be needing them to sub.

b.     Gain their confirmation

c.     Get them registered in BNIConnect

d.     Send them your infomercial right away.  The better prepared your sub is, the better your creditability will be with your fellow Chapter members.  And the more open your sub will be to sub again in the future.

e.     Follow up the week before and the day before to make sure everything is a ‘go.’

f.      Make sure they are prepared. 

                                                i.     Know the timeframe for the meeting. 

                                               ii.     Know the location and have directions.

                                             iii.     To bring plenty of business cards.

 

Not Recommended (Don’ts)

1.     Don’t wait until the last minute unless it’s an emergency.  If you do have to get a sub at the last minute, hopefully you have someone on your list you can call at the last minute, like your friend, relative, or a neighbor.  If not, then that’s when you could use that person from your office, but letting them know that if their business is the same as yours, they will not be able to talk about their business.  They will only be allowed to give your infomercial.

 

2.     As stated above, it is not recommended to have a sub whose business is already represented in the Chapter because you lose creditability with your fellow members.  This is an opportunity for you to build creditability with your fellow members by having someone who can fill a seat in the chapter or a consumer (like your neighbor, relative, or friend) or a client who can give you a good testimonial.  Read the article – ‘Who Makes a Good Sub’ for a list of suggestions in the order of selection.

 

3.     Don’t use the same sub over and over.*  In most chapters, the recommendation and/or Chapter Rule is that a sub cannot sub more than 3 times in a rolling six-month period for the entire chapter.  Why?  Because more than this, the chapter is giving away the privileges of membership.  Members have paid their membership fees and are expected to meet certain requirements to be a member in good standing.  By allowing subs to attend with no limit, basically is giving away free membership.  The Community Builder needs to track member's attendance and also the usage of subs.  *This also needs to apply to the person from the member’s office because some members are solopreneurs and don’t have an admin or marketing person to ‘fill in’ for them so they need to be abiding by the same criteria.

 

4.     On the list of possible subs is someone from another chapter whose seat is not filled in your chapter, while this is an option, it is way down on the list of recommended selections, like next to last.  Again, it’s about building your creditability with your fellow members and Givers Gain.  The first recommendation should always be someone who can fill a seat in the chapter.  Someone you’ve possibly talked to about visiting.  Call and ask a favor.  A client who can give you a good testimonial.  A Friend, Relative, Neighbor, i.e. a Consumer.  Your sub does not have to have a business of their own.  These make good subs because they can possibly use the services of the other members and that’s referrals you are giving to the chapter.

 

5.     Don’t use an absence because you failed to plan ahead and find a sub.  There will be true emergencies like, getting up sick or having a sick child, having a flat tire/car trouble on the way to the meeting, etc.  That is what the 3 absences in a rolling six-month is intended for not a failure to plan ahead.  Many times I have seen members use their emergency absence when they should have planned ahead and then they have a true emergency and it puts them at three absences.

Attendance is very important in BNI to build creditability and build relationships with your fellow members.  A member who has 3 absences in six months, receives 73% less business. 

Think of it in terms of having a retail store and having to close the door of your business if you can’t be there.  How many times do you think a consumer is going to recommend you or keep coming back when you’re not open for business?  While a sub does not totally count as full attendance*, you’re at least represented at your meeting.  And by planning ahead and providing a sub who can add value, adds to your credibility with your fellow members.

*Lates, Leave early, and Subs count as .5 attendance on the Power of One reports.

Please check with your Support Director for any questions about this information.

Resources:

BNI Podcast #436 – Low Absences = More Referrals

BNI Podcast # 579 – Sub Abuse or is my chapter actually smaller

BNI Podcast #490 – Show Up – Make Money

BNI Podcast #329 – 80% of Success is Showing Up

Power of One Explained

 

The Power of One report is published each month. The report is compiled from the activity that is reported in the PALMS report for the previous six months. The report along with the Palms report shows the activity of each member. The Power of One report shows by points and color the level of activity of each member with Green being an indicator that the member is doing the level of activities to be successful. 

Statistics indicate that those members who are green typically earn 6x more than members not in the green. These activities include One to Ones, CEUs, visitors, sponsoring new members, etc. and if done effectively and efficiently are proven to help members build their business, get more referrals, and make more money.

Reporting is key, because both the PALMS report and the Power of One report are a direct result of members reporting their activities. Members are expected to report their weekly participation activity via BNIConnect on a weekly basis or use the BNIConnect Mobile app.

Recognition is a Core Value in BNI. Green Buttons are presented to those members who achieve Green on the Power of One Report each month.  Doing the recommended activities will bring members more success and a better return on investment. The Power of One report is for the previous six months of a member’s activities.

The Power of One Report is presented to each member of the chapter each month along with the criteria for the Power of One, i.e. the activities expected and how the scoring works.

The goal for the region is for 50% of Chapter Members to be ‘in the Green’ and no members in Grey. BNI is a marketing system to help members build relationships which leads to the trust of the other members wanting to help each other succeed. BNI presents many opportunities and education to help members understand how BNI works. BNI works if the member works. Often members are actually doing the activities, but aren’t reporting their activity. These activities are a good investment of a member’s time, if done effectively, and will result in more referrals and more business for the member.

What are the activities?

• Attend Weekly Chapter Meeting.  Arrive on time and staying for the full 90 minutes and having a sub when absent.

• 1 Referral a Week

• 1 One to One per Week

• 1 CEU per Week

• 1 Visitor per Month

• Sponsor 1 new member per year

Refer to the article 'Secret Formula for Success' for a more detailed explanation of each of these activities and why they are important to achieve success in BNI.

If you have any questions about any of this information, please ask your VP or your Support Director.

Creating a Culture of Shared Success

 In podcast #529 ‘Culture Eats Strategy for Breakfast,’ Dr. Misner goes into the details of what that means.  In this article, I’m  going to touch on some of those details.

One of the single greatest benefits of being a BNI member is being part of a group. Not only is it a great source of business and potential revenue, but also a support network full of high-caliber business professionals that you can trust. Sure, all BNI members are looking to grow their individual businesses and ultimately make more money, but the fact remains that being part of a group significantly increases your chances of making the right kind of contacts and pushing your business to the next level.

Consider this one simple sentiment: The better the group does, the better you do as individuals.  Would you agree?

Like any business, we rely on the contributions of our team, which in this case is the other members. With everyone pulling in the same direction, you are far more likely to achieve your group goals, and benefit individually as a result.

 

Working Together

Would you agree that you want to be part of a winning team?   A high-performance team?  A winning team consists of individuals doing their part.

 

Let’s go over a few things to ensure that your chapter is promoting a culture of shared success. 

 

Grow Business

Do you want to grow your business?  Then each and every member needs to contribute for the chapter to be successful as a whole.

Structure

BNI is a system.  It’s actually a marketing system that teaches its members how to market their business and grow their business.

BNI works if members work the system instead of just going to a BNI meeting and expecting referrals to fall out of sky.

Everything that BNI asks members to do is 37 years of trial and error to perfect the system.

Many have tried to mimic BNI by taking out key components, like accountability, but no other group has been successful.  BNI is the oldest and largest networking organization in the world.  It works, if the members work and follow the system.

Organization chart

Part of that Structure is the Leadership of a Chapter.  Members taking on a part of running a Chapter. 

Each one of you is a business owner or part of a business.  Your livelihood depends on how successful that business is..right?  Do you leave it to someone else to do your job and sit back and reap the results?  I don’t think so.  Each one of you are strong leaders.  That’s why you are entrepreneurs and I believe that’s why you became part of BNI.

Successful BNI Chapters are run like a business and every member does their part to help their chapter be successful

GOALS

So if it’s your goal to be successful in BNI, then you need to do your part.  If everyone does their part, then the group as a whole, benefits and is successful.

Commitment

For a BNI chapter to be successful, All members have to be motivated and committed.

Morale is very important in any group. People feel better about being part of a group that is full of committed people. Good practice rubs off on everyone and it’s motivational to see a packed room each week. And when you’re in the room, make sure you’re really in the room, listening, engaging, and creating a great atmosphere for your fellow members as well as visitors.

Time to Take Action

It’s time for all members to step up.  To be onboard, motivated, committed, and taking responsibility for their chapter’s success which will lead to their own success.

Ninety Minute Member

BNI works if you work the system.  It works even better if you learn how to do the key performance indicators more effectively and efficiently.  And when you do, and you get all your members rowing in the same direction.  It’s a beautiful thing.

So what am I asking from each of you?

Be a Champion of your Chapter

Get behind your Chapter and promote it wherever possible. Share the success stories on social media, talk about the group in other circles and support your fellow members if they are sharing exciting news. If there are positive stories coming out of the group, then let the world know about it.

Be positive
Momentum breeds progress. Every group needs energy and positivity to fuel its growth. So, make sure you approach your BNI membership with a proactive and positive outlook. This rubs off on other members and creates a great atmosphere for visitors.

Take responsibility
- It is no one person’s responsibility to get new members,

-           It is no one person’s responsibility to give referrals,

-           It is no one person’s responsibility to organize 121s etc.

It is the responsibility of ALL members. Don’t give in to a diffusion of responsibility and just assume that others will do it for you. Be proactive, not reactive, and definitely not inactive.

Leadership

And it’s time for each of you to take on the responsibility of the leadership of the chapter.  One person can’t do it all.  If everyone does their part then it’s not a burden on one person.  It’s a Team effort.

So, the time for Leadership Transition is now.  Each one of you who is taking on a Leadership position needs to assume it now.  Commit to doing your fair share.

Invest in it
Make BNI part of your routine. After all, you only get out what you put in. You’ve invested in it financially.  Invest your time and make the very best of your membership. A few minutes each day devoting time to leading your chapter to success, could really pay off for you and your business

 

BNI is all about shared success. The effort and contribution you make as individuals directly correlates with the prosperity of the group. So, if you want more business, be a team player, be proud of your group and promote and be a part of a culture of shared success.

 

Celebrate your Success

Then you all can celebrate in your chapter’s success as well as your own.

In appreciation,

Annette

Area Director

Why Attendance is a Key Success Factor in BNI

All of these podcasts and articles are very good, and I encourage you to listen/read all of them.  The paragraph in Podcast #274 – Did I Miss the Memo bests sums up why attendance is important.

‘BNI members who treat their BNI meetings like an appointment with prospects and fellow business associates are much more likely to be successful in this program, because these are appointments. These are appointments with your best referral partners, and you don’t want to miss an appointment with your best referral partners. It’s very important. I think that the chapters that have this sense of accountability where the members understand that this is an appointment and you need to treat it like a good appointment should be treated, and you don’t want to just not show up and have poor attendance.  I think that those people tend to be stronger business professionals and more successful, and they certainly are going to build better relationships because of their regular participation in their chapter.’

And I would add, when you’re looking at your calendar and making appointments, schedule around your BNI meeting. Think about it.  If you had another client meeting, you would tell your prospect, I have another meeting at that time and then give them the times you are available.  Nine times out of ten, your prospect will understand, because they want to deal with someone who is successful.  Having appointments on your calendar shows that you are successful.

Thinking that your fellow BNI members will understand that you have a client appointment instead of attending your BNI meeting is OK, will not last. It speaks to your creditability. Every member made a commitment to the attendance policy. It’s about honoring that commitment and the best way to honor that commitment is to treat your BNI meeting as an appointment with your best referral partners, and they will be committed to you. BNI is your prospecting and networking time to create new Business.  If you start thinking this way, you will get much more out of BNI.

Podcast #490 – Show Up – Make Money

Podcast #436 – Low Absences = More Referrals

Podcast #218 – What is a Quality Member

Podcast #236 – Behaviors and Credibility

Podcast #545 – Full Participation

Podcast #261 – The Art of Being There

Podcast #681 – Mindset is Everything

Podcast #533 – There’s No Substitute Like a Good Substitute  

Podcast #274 – Did I Miss the Memo

Podcast #583 – How Late is Late?

Podcast #579 – Sub Abuse

Podcast #387 – Using or Abusing

13 Years of in BNI – My Secrets to Success - https://bniblog.co.nz/be-inspired/13-years-in-bni-my-secrets-to-success/

In appreciation,

Annette

Area Director

Who Makes a Good Sub? Good - Better - Best

The attendance policy in BNI allows members to have substitutes when they have planned absences so as not to be counted absent.*  While it’s not the same as being there in person, it is a way to stay Top of Mind with fellow members in the chapter and build creditability. Giving thought and planning, lining up and having a sub who can benefit you as well as the chapter makes for a winning combination.

So, who makes a good sub?  Listed below are some options with an explanation as to why they would make a good sub.

1.       One of the Best Options for a sub is a business owner who can fill a seat in the chapter.  Review the ‘Most Wanted’ list in your chapter as well as the Contact Sphere list.  Who do you know in these industries?  Make a list of possibilities. Reach out to them and have a 1-2-1. They may not feel BNI is right for them, however, they may be willing to sub for you at some time in the future.  Who knows, that opportunity to sub might lead them to change their mind about membership.
2.       A Referral Partner or vendor not in BNI.  Who are you currently passing business to or who is sending you business who is not in BNI?  Another great opportunity to introduce this industry to BNI and to invite them to sub for you. It will show them a broader scope of more referral opportunities, that of your fellow BNI members.
3.       A past visitor to your chapter.  Make it a point at each meeting to meet the visitors.  It is always a good practice to follow up with the visitors after each meeting, especially the ones who are in a similar contact sphere or who would make a good referral partner. By establishing contact after a chapter meeting, it makes it easier to call and ask them to sub for you in the future. A list can also be pulled from BNIConnect of past visitors.
4.       A good client.  A good client makes a great sub as they can give a testimonial about your products and/or services instead of giving an infomercial for you.  This is a powerful way to build your credibility with your fellow members.
5.       Job Seekers.  Those looking for employment make good subs.  It is a way for them to meet business owners who may need employees. Asking them to sub is a great way to make those introductions.  Each person knows 250 to 300 people.  We never know who our fellow members may know who could help this person find employment.  A true testament of ‘Givers Gain.’
6.       A Non-Profit.  We all have a favorite non-profit, and they are all looking for exposure in the community.  If the non-profit seat isn’t filled in your chapter, this is a great opportunity to introduce them to BNI.  And even if you already have a non-profit in your chapter, as long as they are not the same type of non-profit, you can ask them to sub.
7.      A friend, relative, neighbor, retired person, spouse, etc. Your sub does not have to have a business.  Your friend, relative, neighbor, or retired persons are consumers.  A sub can be anyone who can attend, give your infomercial, and represent you in a professional manner.  They might welcome the opportunity to sub for you and could possibly use the products and/or services of the members in your chapter.  Those count as referrals from you.
8.       A past BNI Member.  Sometimes members step out of BNI for various reasons but leave in good standing.  If their industry seat is still open, this is a good opportunity to reach back out to them. There have been members that have re-engaged in BNI.  It’s good to keep in touch with these members as circumstances change.
9.       Students.  College students and even some high school students make good subs.  It is a way to introduce them to the business world and to networking. Some may even have part-time or side jobs that they can promote at your BNI meeting.
10.       A BNI member from another Chapter whose seat is not filled in your chapter. Reach out to neighboring chapters and Core Groups to see which members hold industry seats that are not represented in your chapter.  They are all looking for additional exposure and being a sub is a great way to establish a relationship with chapters.  They may also have business colleagues from their business who are looking for a BNI Chapter.
11.       Someone from your office.  This one is what I would call a last resort.  Possibly an emergency sub when something comes up at the last minute.  Yes, they can sub for you, but save them when it’s a last minute or emergency situation.  Also, remember to coach them that if they represent your same industry, they will not be able to do a separate infomercial for their business as that would be double dipping and stepping on your toes.

We ask members to invite others to come and network. Seeking out a sub is pretty much the same process.  Who do you know and/or who do you want to know?  As you make your list of possible business owners and consumers to invite to network, also make your list of who would be possible subs.  You could even invite them to a BNI meeting prior to them subbing when you are there so they can understand what to expect.  Often times some people are reluctant to sub because of the unknown.  Having them attend a meeting before they are expected to sub will help them feel more comfortable.  Some chapters even promote this by having a ‘Bring Your Sub Day.’

Do and Don’ts in asking for Subs –

Dos –

-       - Plan ahead.  Make a list of possible subs and talk with them ahead of time of your asking them to sub at some point in the future. 

-       - Ask ahead of time – When you know you’re going to be out due to vacation, business conference, etc. get your sub lined up and confirmed in advance.

-       - Provide your sub with your written infomercial

-       - Confirm and remind your sub.  You may have lined up your sub weeks in advance, however, just like any other appointment, they need to be reminded.

-       - Coach your sub on what to expect.  For example, they will be expected to give your infomercial when the members present.  If they are not in the same business industry, they will have an opportunity to do their infomercial.  If they are in the same industry, then would not give a separate infomercial.

-      -  Notify your Community Builder/Membership Committee you are going to be out and email introduce your sub.

-       - Register your sub in BNIConnect and mark them as a sub.  This will ensure they get the information for the meeting and will be sent reminders.

-       - Provide your sub with the time and location of the meeting.  Even though the system will remind them, it is a good idea for you to provide the information also.  The reminder emails might go to their spam folder.

Don’ts –

-       - Don’t procrastinate and wait until the last minute.

-       - Don’t ask the same person to sub for you every time.  Go back and read over the list above. And remember, the same sub can only sub for the chapter 3 times in a 6-month period. 

-       - Forget to provide them with your infomercial and information about the meeting.

-       - Forget to notify your Community Builder and register your sub in BNIConnect.

Other things to remember:

-       *Even though members are not counted absent when they have a sub, on the Power of One report, a sub counts as half an attendance.  And some chapters may also count this as part of their total attendance as part of their Chapter Policies.  Check with your Membership Committee and Chapter Policies for clarification.

-       Members are asked not to have more than 3 subs in a rolling six-month period as this could jeopardize their seat in the chapter.

Planning ahead and lining up good subs can help you build creditability with your chapter as well as provide chapter members with possible referral partners, consumers, and even possible employees. This is all part of the Core Value and philosophy of BNI – Givers Gain.

For any questions about any of this information, consult with your Support Director for your Chapter.

Are you Earning Points or Chasing Points?

 

At the first of every month, the Power of One Reports are published. They are made available on BNI Business Builder and listed under Resources > United States > GA Northeast. Many members do not understand the 'Why' behind the Power of One reports. It was created to give members a quick way to understand the Palms data and what the data means. To understand if they were being active enough and efficient enough to achieve their desired results. In this video, Tim Roberts explains the why behind the report and what it measures. He also goes on to explain why the activities for the Power of One will net you more quality referrals.

The activities as outlined by the Power of One report gives you the 'success formula, however, you also have to learn to be effective when you do these activities. Sure, you can meet with another member and chit-chat about different topics and that's a great way to start the relationship, but it's not until the other member wants to help find you referrals that the reciprocal part of the Power of One kicks in. As Tim explains in the video, it takes meeting with those potential power referral sources and training them on how to find you the quality referrals you desire. Teaching them what to look for, listen for, and how to start a conversation that will lead to a referral for you. Another good video to watch is with Hazel Walker, who asks the question, 'Are you earning points or are you chasing points?' We all want our Power of One report to look good with as much Green as possible, but are we really doing the activities effectively and efficiently? And are we reporting our activity accurately? Keep in mind also, to some members this is a report of creditability. Think about it, do you want to pass a referral to another member with a red or grey Power of One score? Listen to what Hazel has to say -

If you have questions about The Power of One Reports or need help and support, reach out to your Support Director Consultant. Here are some additional resources: Why is the Palms Report Important? Podcast #446 Five Money Making Activities in BNI Podcast #653 Achieving the Power of One Podcast #586 Power of One is about relationships Definition of Insanity For previous articles refer to the Notably Green Blog. And join the Facebook Group - Notably Green I encourage you to access the podcasts via BNI Business Builder so that you show up on the Leader board for your Chapter and your area. To make it easier, you can also download the app to your smart device. It's available from iTunes and Google. Also, be sure and report your CEUs, 1 hour = 1 CEU. Let me know if you have any questions and how I can be of help and if there are other topics you would like covered.   To Your Success, Annette Mason Area Director Consultant

Teamwork Makes the Dream Work

Attributes of High Functioning Teams

This is a long one, but I found it to be interesting in understanding how teams and especially how high performing teams come together and why retention is so important.  Why?  Because it take a while for people to build the relationships and trust to work with others to get to that high performance level.

"None of us is as smart as all of us." quote by Ken Blanchard.  This sums up perfectly effective, high-performing teams.  There are few things more energizing than being part of an incredible team - one that works seamlessly together, challenges each other to think in new and creative ways, and delivers fantastic results.

Research shows high-performing teams are happier, more engaged, and help drive business results.

From a study done with Fortune 500 companies, here are 10 Attributes of high performing Teams.

1. Clear and aligned purpose.  Everyone understands the vision, purpose, and goals, and is focused on achieving them.
2. Clear roles and responsibilities.  We each know how to contribute to those goals, and understand how all of our pieces fit together.  We leverage our individual strengths to achieve our goals.
3. Build trust through relationships.  We know and care for each other. We show empathy and compassion. We act in the best interest of the team/the company/the work. We hold and trust each other to be accountable.
4. Communicate frequently and effectively.  We keep each other informed, share information, provide updates, provide context, and let each other know if something has changed. We've also figured out the best channels of communication for our team, i.e. when to have a meeting, IM or email.
5. Collaborate often.  We truly believe in the power of group genius, leverage each other's strengths, and partner effectively - all with the larger goals and purpose in mind. We give each other feedback with the intention of helping each other show up at our best, and be successful together.  
6. Appreciate & encourage diverse thinking.  We see different perspectives and opinions as an opportunity for new ways of thinking and eliciting new ideas. Different opinions help us expand our thinking, develop a wider array of solutions/ideas, learn and improve our output.
7. Manage conflict constructively.  We don't always agree, but we can talk to each other when that happens. We view conflict as an opportunity to learn.
8. Learn and adapt.  We enjoy exploring new ideas, we're curious, ask questions, and challenge each other's thinking. We're able to try, fail, learn, adapt, and adjust our course as we bring in new information.
9. Celebrate success and show appreciation.  We congratulate and thank each other for the great work people are doing.  We also show appreciation for the individual people on the team.
10. Measure outcomes and success.  We can tie back our work to our purpose and goals in a way that allows us to feel, see, and understand the broader impact we make.

How does your chapter measure up to these attributes?  It takes a while for a team to reach the high performing stage.  Actually there are 5 stages of development of a high performance team.  Read on to see where your chapter may be.

• Forming - The forming stage involves a period of orientation and getting acquainted. Uncertainty is high during this stage, and people are looking for leadership and authority. A member who asserts authority or is knowledgeable may be looked to take control. Team members are asking such questions as "What does the team offer me?" "What is expected of me?" "Will I fit in?" Most interactions are social as members get to know each other.
• Storming Stage - The storming stage is the most difficult and critical stage to pass through. It is a period marked by conflict and competition as individual personalities emerge. Team performance may actually decrease in this stage because energy is put into unproductive activities. Members may disagree on team goals, and subgroups and cliques may form around strong personalities or areas of agreement. To get through this stage, members must work to overcome obstacles, to accept individual differences, and to work through conflicting ideas on team tasks and goals. Teams can get bogged down in this stage. Failure to address conflicts may result in long-term problems. 
• Norming Stage* - If teams get through the storming stage, conflict is resolved and some degree of unity emerges. In the norming stage, a consensus develops around who the leader or leaders are, and individual member's roles. Interpersonal differences begin to be resolved, and a sense of cohesion and unity emerges. Team performance increases during this stage as members learn to cooperate and begin to focus on team goals. However, the harmony is precarious, and if disagreements re-emerge the team can slide back into storming.
• Performing Stage - In the performing stage, consensus and cooperation have been well-established and the team is mature, organized, and well-functioning. There is a clear and stable structure, and members are committed to the team's mission. Problems and conflicts still emerge, but they are dealt with constructively. The team is focused on problem-solving and meeting team goals.
• Adjourning Stage - In the adjourning stage, most of the team's goals have been accomplished. The emphasis is on wrapping up final tasks and documenting the effort and results. As the workload is diminished, individual members may be reassigned to other teams, and the team disbands. There may be regret as the team ends, so a ceremonial acknowledgment of the work and success of the team can be helpful. If the team is a standing committee with ongoing responsibility, members may be replaced by new people, and the team can go back to a forming or storming stage and repeat the development process. (This can be related to BNI's Leadership Transition).

*Team Norms and Cohesiveness - Teams usually develop norms that guide the activities of team members. Team norms set a standard for behavior, attitude, and performance that all team members are expected to follow. Norms are like rules but they are not written down.  Instead, all the team members implicitly understand them. Norms are effective because team members want to support the team and preserve relationships in the team, and when norms are violated, there is peer pressure or sanctions to enforce compliance.

Norms result from the interaction of team members during the development process. Initially, during the forming and storming stages, norms focus on expectations for attendance and commitment. Later, during the norming and performing stages, norms focus on relationships and levels of performance. Performance norms are very important because they define the level of work effort and standards that determine the success of the team. As you might expect, leaders play an important part in establishing productive norms by acting as role models and by rewarding desired behaviors.

Norms are only effective in controlling behaviors when they are accepted by team members. The level of cohesiveness on the team primarily determines whether team members accept and conform to norms. Team cohesiveness is the extent that members are attracted to the team and are motivated to remain in the team. Members of highly cohesive teams value their membership, are committed to team activities, and gain satisfaction from team success. They try to conform to norms because they want to maintain their relationships in the team and they want to meet team expectations. Teams with strong performance norms and high cohesiveness are high performing.

Which stage is your chapter in? What are the norms for your chapter?

It's great to be part of a high performance team, but most teams don't 'arrive' or get there easily.  It takes work, a lot of communication, relationship building, and trust. The more a chapter is a high performing team, the better they will work together and everyone wins, gets more referrals, and gain more business.

Do you want/need help in working through becoming a better functioning team?  Contact your Support Director.  They would be happy to help.  That's their job, to help and support you and your chapter - Your Team.

 

Material from 2 articles - 

10 Attributes of High Performing Teams

5 Stages of Team Development

Here are some additional resources:

Building a Cohensive Team - Dr. Misner

Leadership Team Vision & Goals - BNI U

Team Strengths are all about Weaknesses - BNI University

Tell Me One Thing That's Working - Dr. Misner

We're All in this Together - Dr. Misner

For previous articles refer to my Notably Green Blog.

Let me know if you have any questions and how I can be of help.  

 

To Your Success,