SME Success Stories

Painter & Decorator Spencer Dolman used to do his business networking in the pub on a Friday afternoon with other local tradesmen, bemoaning the lack of work available.
Since joining BNI 5 months ago, he has been flooded with work and has even cancelled his expensive press advertising. “Like most tradesmen, I knew nothing about business networking. However, one day I was discussing workloads with a local mechanic. He mentioned that although he had a decorating job coming up, he’d be giving it to a member of his BNI breakfast networking group. I was intrigued, but didn’t do anything about it until a year later when my accountant told me that her mother was finding real success with the same network. I decided it was time to join up!”
Spencer joined BNI Bluewater in Kent, and thanks to a strong Trades Power Team at his chapter he has found it easy to generate referrals for other members. He has also gained confidence in approaching people and in talking about his chapter colleagues’ businesses as well as his own. “A few weeks ago I’d just finished painting the outside of a client’s house and a neighbour was out in the garden. I took the opportunity to start a conversation and before I knew it I was contracted to work for my client’s neighbours on both sides! I was also able to refer them to the plasterer and builder members in my chapter.
Before BNI, I would never have had the confidence to talk about my company like this, let alone promote other people’s businesses. “For Spencer, his Power Team works so well that BNI now accounts for 70% of his turnover. He reflects, “It’s great to be part of a larger business network, meeting excellent new clients and finding out just how Givers Gain.”
Spencer Dolman -  spencerdolman@hotmail.com

 

When James Crawford started a new carpet cleaning business he went along to a local business enterprise meeting in his home town of Newport, Wales. He was looking for advice and ideas – but in fact he scooped rather more.
James met Richard Gough, a member of the (then) newly formed Edwards Chapter of BNI. Richard (owner of web design company Emerald Media) not only worked with James to launch Crawfords’ new website but also invited James along to visit the chapter. Both actions were instrumental in moving James’s business from start-up to supercharged!
James’s well-optimised website soon attracted the attention of a client bigger than James could have imagined: British Airways spotted Crawfords on Google and called to ask him if he could help with cleaning the carpets on their long-haul aircraft at Cardiff airport.
For a new business, the prospect could have been daunting. However, having joined the Edwards Chapter, James had access to the immediate support he needed to clinch the contract. IT specialists Green Sky played a key role by helping James to produce a top quality PowerPoint presentation for BA bosses in London.
The presentation went perfectly and James won a six-figure contract. Now, the Welsh Assembly want to use his case study to prove that with the right products, services and support, small companies have every chance of securing contracts with the big players.
“BNI is about far more than referrals,” says James. “I’m in no doubt that the support of my BNI chapter has made all the difference to the rapid success of Crawfords. We’re now talking to other airports about our services so there’s more to come – and more business for chapter members too!”
James Crawford –  info@crawfordscleaningservices.co.uk