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Developing contacts
Getting startedWork with a partner. Look at the topics in the
box belowand answer the following questions.
Which three topics do you think are the best to start
aconversation with a business person you have just met?
Which topics is it better not to talk about?books or films money
problemsbusiness associates you music
both know politicsthe economy recent events in the newsfood and
drink religionhobbies sportillness travel and holidaysmarriage
Grammar workshop 1
Present perfect and past simple 123 1 Cover the dialogue below
and listen to a conversation
between two business associates to find out whichcity they are
in.
23 2 Listen again and complete their dialogue. Write themissing
word(s) in each gap (1-11).
A So how long 1 hay?., you 2 with MarqueDevelopment?
B For about two years. 13..........with them in the autumnof
2004.
A Mm ... and 4..........you 5..........to Milan before?B
NoIhavent.I6..........7..........to Venice before, though.A Ah.
When was that?B About three years ago. It was just for a holiday.
We
8..........three days in Venice and then we went down
toTuscany.
A Lovely. So 9..........you 10..........much of the city yet?B
Not yet. 1 11..........a bit around the centre last night.A Er, did
you see the shopping gallery?B Oh yes. Its wonderful.
3 Check your answers against the transcript at the backof the
book.
4 Put the missing words and phrases (1-11) in thecorrect column
below.
Present perfect Past simple
haveyou been etarted
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Networking
ReadingNetworking is the process of making business contacts
through meetingpeople. It can be a good way of finding clients or
new staff or even a new job.
1 Work with a partner. Decide which of the following you think
is the bestplace for networking.
conferences private parties trade fairs training events
2 Look at the headings (a-d) for the first fourparagraphs of the
article. Skim the text and matcheach heading to the most suitable
paragraph. Writethe paragraph number in the box.
a The best way to find businessb A fixed agendac An example of a
meetingd BNIs mission and ethos
m
Company backgroundBusiness Network International, or BNI, is an
organisationwhich began in California,USA but has now expanded
intomany other countries. The idea of the organisation is
thatmembers create business for each other through
personalrecommendations.
BUSINESS NETWORK INTERNRTIONRL
2
It is 7.00 on a cold winter morning and 40 people faceeach other
across a breakfast table in a London hotel.After some short
speeches, the tables are suddenly ahive of activity as sets of
business cards are passedaround. After this, each person stands up
for exactlyone minute. They talk about their businesses and
whatkind of contacts they are looking for that week. JohnHarris is
an insolvency specialist who is looking for anycompany with
financial difficulties who could use hisservices. Janet Moore runs
a cake-making business andis looking for customers. After the
speeches, the 40people stand up together and walk around the
tablesgiving out pieces of paper. These are referral
slips,providing the names and details of potentialcustomers or
contacts. Janet Moore, for example,receives the names and contact
numbers of severalrelatives with birthdays that month.
This is a meeting of BNI or Business NetworkInternational. There
are many ways for businesses toadvertise, like telemarketing or
mailshots but the bestform of promotion is word-of-mouth
recommendationthrough networking. Of course, networking can
takeplace anywhere; at trade fairs and conferences or onthe golf
course, but the most efficient way to networkis to join an
organisation like this. This is because theonly reason for these
meetings is to make contacts.The success rate of the referrals
speaks for itself.
According to the figures, over 75% of them turn
intobusiness.
3 BNI was originally founded by Dr Ivan Misner in the USbut it
has now spread to many countries in Europesuch as Scandinavia,
Germany and Spain and also toAustralia. Its aim is to provide an
environment in whichbusiness people can get together and develop
thepersonal relationships that lead to business. Whennew members
join, they receive a card file to hold allthe new business cards, a
badge and a lapel pin. Withthese, they also get a guidebook with
instructions onhow to be a good member. Members also haveaccess to
a library of networking tips, all recorded ontapes. BNIs motto is
givers gain, that is, if I givesomeone business, then they will
want to give mebusiness in return.
4 BNI meetings follow a highly structured framework. Ashort
period of open networking is followed bywelcome speeches and
introductions from the teamleaders and then by the exchanging of
business cards.Next, members give their 6o-second speeches andafter
that, they introduce any visitors, who can alsogive speeches. Then,
the referral slips are passed. If amember passes on more than three
new businesscontacts, the group all clap. For five or more
referrals,this becomes a standing ovation. The meeting windsup with
a prize draw.
P
60 Developing contacts
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3 Now read paragraph 5 and write a suitable headingfor it in the
space below.
5 There is certainly no shortage of enthusiasm forthe
organisation. David Slater launched his webdesign company just 14
months ago and it hasnow become one of the busiest in the region.
Heputs this success down almost entirely to contactsformed through
the BNI meeting every Fridaymorning. Its like having a really good
sales teamworking for you week in week out he says. SusanKay, the
owner of a public relations consultancyagrees. Its about developing
friendships andtrust so that people have the confidence to passon
your card. Duncan Hill, owner of a printingbusiness and Barbara
Bishop who owns a familyfloristry business, both report dramatic
rises inturnover since joining BNI. For the thousands ofmembers
worldwide, it is definitely somethingworth getting up early
for.
4 Paragraph 5 names several types of businesseswhich have
benefited from BNI membership. Lookthrough the paragraph and decide
which of thefollowing businesses (1-5) arenof mentioned. Put a(X)
in the box if they are not mentioned.
Task tipYou have already practisedscanning a text to find
numbers.Sometimes we also need to scan a text to see if an item
isthere or if it is missing. For example, we might scan a list
ofnames in a report on a meeting to find out if a personattended or
not.Cross out the items in the list as you find them in the text
andsee which is left.
1 a printing business2 a catering business3 a PR consultancy4 a
web design business5 a floristry business
5 The answers to the following questions (a-c) are
inparagraphs1-4. For each question, decide whichparagraph to look
in, then scan it to find the answer.Circle the item not
mentioned.
a Which area is not mentioned as one where BNIoperates? USA /
Europe / the Middle East / Australia
b Which of the following does not happen at a BNImeeting?
Introductions by team leaders / individualspeeches from members /
individual speeches fromvisitors / telephoning potential clients /
a competitionwith a prize
c Which of the following do BNI members not receivewhen they
join? Card file / badge / handbook / tapewith networking advice
VocabularyLook through the article again and, using the context
tohelp you, work out the correct meanings of the followingwords and
phrases in italics. Circle the correct answer.
1 Paragraph 1: A hive of activity means(it was very bus)')/very
quiet.
2 Paragraph 2: A mailshot is a way of advertising / a typeof
job.
3 Paragraph 3: A motto is a notebook / a saying or slogan.4
Paragraph 4: A standing ovation is when people stand
up to protest / when people stand up to clap.5 Paragraph 4:
Winds up means begins / ends.6 Paragraph 5: Puts this success down
to means thinks it
is caused by / loses.7 Paragraph 5: Week in week out means every
week /
every two weeks.
Talking point1 Work in pairs. If you are working, discuss
whether
you think networking meetings would be good foryour company. If
you are studying, discuss whetheryou think networking could help
you find a job.
2 Read the role card and prepare what you are going tosay.
r,You are attending a meeting of BNI and have to give
aone-minute speech to introduce your company.Students in work
should talk about their owncompany. Students who are still studying
should asktheir teacher for some information about an
imaginarycompany. In addition to your companys mainactivities,
decide which of the following you shouldinclude in your speech:
staffing needs; examples ofsatisfied clients; future projects.
Remember you have only one minute exactly, sothink carefully
about what to include. Work in groupsof three or four and take it
in turns to listen to eachothers speeches. When you are listening
to the othermembers of your group, make notes on ways theycould
improve their speech.
Developing contacts
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