Inviting visitors to a BNI chapter is one of the most powerful ways to invigorate a group, foster new business opportunities, and build long-lasting professional relationships. Visitors bring fresh energy and potential connections that can enhance the success of every member. However, the process is not always straightforward, especially when the visitor’s profession conflicts with an existing member’s business category.

BNI’s policy of “one profession, one seat” ensures that each chapter operates without direct competition between members in the same industry. But what happens when you want to invite someone whose business could overlap with an existing member’s? This situation can be tricky to navigate, causing uncertainty and potential tension within the group. Fortunately, with open communication and the right approach, these conflicts can often be turned into opportunities.

In a recent BNI education slot, Richard Hadlow-Powell tackled this difficult topic head-on, offering practical advice on how to handle visitor category conflicts with confidence and diplomacy. His insights on how to manage these situations, while maintaining respect for existing members, are invaluable for anyone facing this dilemma. In this blog, we will explore Richard’s key points, including how to approach conflicting business categories, the concept of “coopertition,” and why open communication is the key to resolving these challenges.

Understanding BNI’s “One Profession, One Seat” Policy

Before diving into how to handle conflicts, it’s essential to understand BNI’s foundational rule: “one profession, one seat.” This policy ensures that only one representative from each professional category can hold a seat within a chapter, preventing direct competition between members. For example, if a financial advisor is already part of the group, no other financial advisor can join that chapter.

The rule is crucial for maintaining harmony and protecting members’ business interests. It allows members to feel secure that they won’t be competing for referrals with someone offering the same services. However, this policy can present challenges when it comes to inviting visitors, especially if their profession overlaps with an existing member’s.

Why Inviting Visitors is Critical to a BNI Chapter’s Success

Visitors play an essential role in the success of any BNI chapter. They bring fresh perspectives, new ideas, and business opportunities that can benefit everyone in the room. Visitors can also energize the meeting, contribute to networking opportunities, and may even become members themselves if their profession doesn’t conflict with someone in the chapter.

Inviting visitors, even in potentially challenging situations, shouldn’t be avoided. The more visitors a chapter has, the more opportunities for networking, referrals, and overall growth. Richard emphasizes that the fear of business category conflicts should not prevent members from inviting visitors who can add value to the group.

What to Do When a Visitor’s Category Conflicts with a Member

So what happens when you want to invite a visitor whose profession directly conflicts with a current member? This is a common challenge in BNI, and it’s important to handle it with care. The key to navigating this situation successfully lies in communication and mutual respect.

Richard Hadlow-Powell offers a straightforward solution: speak to the existing member first. If you know that a potential visitor’s profession might overlap with someone already in the chapter, the first step is to approach that member directly. Explain the situation and describe what the visitor does. In many cases, the existing member may not see the visitor as a direct competitor, or they might be open to having a conversation with them.

Here’s a simple breakdown of how to approach the situation:

1. Identify the Conflict: Before inviting the visitor, consider whether their profession might clash with an existing member. This is the most important step to avoid any discomfort or tension later.
2. Speak to the Conflicted Member: Reach out to the member whose profession might overlap with the visitor. Be transparent and explain the nature of the visitor’s business. This allows the member to provide input and express any concerns.
3. Offer to Facilitate a Conversation: If the member is open to it, facilitate a conversation between them and the visitor. This gives them the opportunity to explore potential synergies or clarify if there truly is a direct conflict.
4. Respect Their Decision: If the member politely declines the idea of inviting the visitor due to a direct clash, respect their decision. Alternatively, if the member is open to it, you can move forward with the invitation.

By speaking to the existing member first, you create a respectful and open environment where conflicts can be resolved through dialogue rather than assumption. In many cases, what may seem like a direct conflict may not be an issue at all once the situation is clarified.

The Concept of “Coopertition”

Richard also introduces a lesser-known concept in the business world: “coopertition.” This term, a blend of “cooperation” and “competition,” refers to the idea that businesses in the same industry can collaborate rather than compete. Just because someone operates in a similar field doesn’t mean they are necessarily a rival. In fact, they may serve a different niche or market segment, which can create opportunities for collaboration and mutual benefit.

A great example from Richard’s experience involves two individuals from the IT sector. Initially, there was concern about a potential conflict between the visitor and an existing member in the same field. However, after a conversation, they discovered that their services were complementary rather than competitive. As a result, the two ended up working together, exchanging business, and contributing positively to the chapter.

This example highlights how coopertition can turn potential conflicts into opportunities. By focusing on collaboration rather than competition, members can build partnerships that benefit both parties and the chapter as a whole.

Benefits of Open Communication and Collaboration

Richard’s key message is that open communication is essential when navigating category conflicts. By discussing potential overlaps with the affected member, you create an environment of trust and transparency. In most cases, members appreciate being consulted, and these conversations often reveal that the visitor isn’t a direct competitor after all.

Even when there is some overlap, the principle of coopertition can come into play, turning a potential conflict into a chance for collaboration. When handled well, these situations can lead to:

• Stronger Relationships: Members appreciate being approached directly about potential conflicts. This fosters a sense of mutual respect and strengthens professional relationships within the chapter.
• New Business Opportunities: Coopertition allows members to discover synergies between their businesses, leading to collaboration and the exchange of referrals. What starts as a potential conflict can turn into a productive partnership.
• A More Dynamic Chapter: Visitors bring new energy and ideas to the chapter, benefiting everyone in the room. By not shying away from inviting visitors, even when conflicts may arise, chapters can remain dynamic and open to growth.

Conclusion

Inviting visitors is an integral part of any BNI chapter’s success, but it can present challenges when a visitor’s profession conflicts with that of an existing member. Richard Hadlow-Powell’s guidance in navigating these conflicts offers BNI members a clear and effective strategy for resolving potential issues while maintaining harmony within the chapter.

The key takeaway is that communication is crucial. By speaking directly to the member whose business category may conflict with the visitor’s, you create an open and respectful dialogue. More often than not, these conversations reveal opportunities for collaboration rather than competition. The concept of coopertition reminds us that businesses in the same field can work together to create mutually beneficial outcomes.

In summary, don’t let the fear of business category conflicts prevent you from inviting visitors to your BNI chapter. With the right approach, these challenges can be navigated smoothly, creating new opportunities for growth, cooperation, and success.

If you’re a BNI member and have faced similar challenges, remember to approach the situation with open communication and a willingness to explore coopertition. By doing so, you can turn potential conflicts into opportunities for collaboration and growth!