Episode 19 - Building Stronger Chapters Through Culture, Collaboration and Communication

In this episode of The BNI UK Podcast, Ed Nell and UK National Director Ollie Turpie welcome Mark Wilkes, Executive Director of BNI Black Country South. Mark shares his journey from someone who initially dismissed business networking to becoming a member, Ambassador, Director Consultant, Area Director and ultimately Executive Director. He explains how trusted relationships, collaboration and strong chapter culture have shaped his BNI experience, and why communication, shared goals and the right team are central to building successful chapters and regions.

Key Takeaways

BNI is about relationships, not selling to the room.

Mark’s original view of networking was people exchanging business cards and trying to sell to one another. His first BNI meeting changed that perception completely. Hearing from everybody in the room and seeing that there was a structured process behind referral networking made him realise BNI was about something much bigger than simply finding customers at a breakfast meeting.

Trusted relationships can transform your business.

Mark initially joined BNI looking for reliable suppliers and business connections. One referral from another events company led to a relationship with a local council that is still generating regular work six years later. For Mark, it demonstrates how one trusted introduction can have a long-term impact far beyond the initial piece of business.

Collaborate with people in your own industry.

Rather than viewing similar businesses purely as competitors, Mark believes there is huge value in building relationships with people working in the same sector. During Covid, he connected with BNI members across the events and weddings industry, helping create an international weddings and events power team that continues to meet years later.

The network is bigger than your local chapter.

One of Mark’s stories involves using a relationship with a BNI member in Sweden to reach the team around Ariana Grande. While the introduction did not ultimately lead to the desired outcome, it demonstrated the extraordinary reach of the wider BNI network and the connections that can become possible when members actively collaborate beyond their own chapters.

Strong chapters succeed when everyone moves in the same direction.

Mark believes successful chapters reach a point where members collectively understand and believe in the process. When everyone owns the same goals, whether that is growing membership, improving traffic-light performance or increasing referrals, momentum builds. Leadership then becomes about supporting that shared ambition and recognising success.

Key Moments

“I’m sorry, I don’t do networking.”

(On Mark’s original reaction to being invited to his first networking meeting.)

“We’re still working with that council six years on.”

(On a referral from another events company that became a long-term client relationship.)

“Collaboration is what I’m aiming at… getting to know people in your own industry because we don’t all do the same.”

(On why competitors and businesses within the same sector can become valuable partners.)

“Teams are successful when everybody believes in that goal.”

(On what separates thriving chapters from those that struggle.)

“Everybody starts paddling in the same direction.”

(On the point where a chapter collectively understands and commits to the BNI process.)

About BNI

BNI is the world’s largest referral networking organisation. Local chapters meet weekly with a proven agenda based on Givers Gain®, helping members build credibility, share qualified referrals and grow revenue. With training, 1-2-1s and clear metrics, BNI turns business networking into predictable results for SMEs and professionals. Visit as a guest to experience the format.

Find Out More: https://bni.co.uk/en-GB/index

The BNI UK Podcast is produced by The Media Insiders

https://www.themediainsiders.co.uk/

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