This week we wanted to draw your attention to an important issue relating to absences and substitution. At BNI if a member is absent, the member organises a substitute who presents their 60 seconds only.
What is the role of the substitute?
Put simply the substitute is there to represent the person who cannot make a meeting.
Substitutes are not visitors. Importantly they are not at the meeting to present their own 60 seconds, but there’s plenty of opportunity for them to network at the meeting or to do 1 to 1s afterwards.
Serial substitution can become a major issue for some chapters. When a non-member is regularly attending meetings, it can weaken the chapter and result in fewer referrals and less business for everyone.
Subs are there on that one particular date to fill in for the absent member. This means a substitute shouldn’t be regularly visiting a chapter. While BNI policy allows “anyone” to substitute for a member, you should use discretion when finding a substitute. Members need to be considerate of other members and the chapter.
A great substitute could be a client. Not only can they give a testimony to your services, but they also are already in relationship with you. That developed trust, shows BNI members that the substitute is trustworthy and will engage in business relationships.
Chapters should be on the lookout for “serial” substitutes. There are a few different types:
- A member of the chapter is frequently unable to attend so they send along the same sub to replace them too often. This is perhaps understandable for planned trips overseas or unavoidable absences, but a sub should not be attending regularly on a member’s behalf unless there is a specific reason. Ideally members should not be sending a sub to attend a meeting for them more than 3 times per term. As BNI is based on relationships, when a member repeatedly sends a substitute, the member is missing out on developing lasting relationships with chapter members.
- Another example is someone who regularly subs for one or more members of the chapter. Permanent subs can lead to alienation and prevent referral generation. Those people who are substituting week after week are often ex-members, or people who are looking to use the BNI system to grow their business, but are less committed to joining a chapter.
People from other chapters could be called on as last resort substitutes for emergency situations, but keep in mind that these subs are members of another chapter, and that is where their commitment should be. Further, there should be no conflict with any member in the chapter.
Members seeking subs should also be aware of the types of businesses to which the other members would like to be exposed. There are always professions that the chapter is looking to add to their membership. A great way to invite those people to see a BNI meeting would be to have them substitute.
To summarise, keep these three key points in mind:
Substitutes shouldn’t discuss their own business during the 60 second presentations – their primary role is to represent the absent member.
- “Serial substitution” can be a problem for chapters by reducing referrals and/or inadvertently locking out qualified visitors.
- You pay for your membership – so why let someone have it for free?
If you have any questions about substitutes at BNI, we encourage you to talk to your BNI Director Consultant about them.
