In this episode of The BNI UK Podcast, Ed Nell and UK National Director Ollie Turpie welcome Scott Irving of WLV Plumbing & Heating and BNI St Paul’s in Birmingham.

Scott shares how BNI has played a fundamental role in the growth of WLV, helping the business move from three directors working on the tools to a growing team with employees, larger projects and new commercial opportunities. He explains why 1-2-1s are so important, how chapter members effectively become your extended sales team, and why getting fully involved in BNI has delivered far more than just referrals.

Key Takeaways

Your chapter can become an extended sales team.

Scott believes one of the biggest benefits of BNI is having a group of people actively looking for opportunities on your behalf. From tagging WLV in social media posts to recommending the business to friends, family and clients, chapter members create a much wider reach than Scott and his business partners could achieve alone.

1-2-1s build the trust behind good referrals.

For Scott, 1-2-1s are one of the most important parts of BNI. They allow members to understand each other’s businesses, values and standards. That trust matters because every referral reflects on the person making the introduction, so members need confidence that the businesses they recommend will look after their contacts properly.

Personal development can be as valuable as the referrals.

One of the reasons Scott eventually joined BNI himself was seeing the development of his business partner David. Through weekly presentations, conversations and exposure to experienced business owners, Scott saw David grow in confidence and ability. That demonstrated that BNI could help them develop as business owners as well as generate work.

One referral can open doors you never expected.

A standout moment for Scott was receiving an introduction that resulted in WLV carrying out plumbing work at ITV Studios. For a business that only a few years earlier consisted of Scott and his business partners working on the tools, standing inside ITV Studios was a genuine “pinch me” moment and demonstrated where trusted introductions can lead.

Attendance matters because you never know who will walk through the door.

Scott highlights the importance of consistently turning up. A visitor at any given meeting could manage hundreds or thousands of properties or have another valuable connection. By being present and following the process, members give themselves more opportunities to build the relationships that ultimately generate business.

Key Moments

“One-to-ones are so important to being able to grow your business.”

(On why understanding another member’s values and business is essential before making trusted referrals.)

“BNI has been fundamental. Fundamental. Absolutely. To our growth.”

(On the importance Scott places on BNI in the development of the business.)

“You never know who’s visiting.”

(On why consistent attendance matters and how one visitor could potentially create a major opportunity.)

“Without BNI we wouldn’t have done what we’ve done, and that’s for certain.”

(On Scott’s view of the role the network has played in helping WLV scale.)

“The biggest kick I do get is when you get a referral for somebody.”

(On why helping other members win business is also an important part of Scott’s BNI experience.)

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 Lichfield Podcast Studio

https://lichfieldpodcast.studio/

Hosted on Acast. See acast.com/privacy for more information.

In this episode of The BNI UK Podcast, Ed Nell catches up with UK National Director Ollie Turpie around two and a half months into his new role. Ollie reflects on what he has learned so far, the importance of getting out into chapters, the passion he has seen across the network, and the opportunities he believes exist to grow BNI UK. He also shares his priorities around launches, retention, membership growth, brand awareness and making sure existing members continue to receive real value from their membership.

Key Takeaways

Listen and learn before trying to change things.

Ollie says much of his early time in the role has been spent listening, learning and understanding the network. Rather than assuming he already has all the answers, he has focused on engaging with franchise partners, regional teams and members to better understand both the opportunities and challenges facing BNI UK.

The real value of BNI becomes clear inside the chapters.

One of Ollie’s biggest learnings has come from attending chapter meetings and seeing first-hand how members support each other. He says the most powerful moments are not simply referrals being passed, but examples of relationships, trust and introductions genuinely changing businesses and lives.

Relationships can create immediate practical impact.

One story that particularly stood out involved a member whose parents had experienced a break-in. Through the chapter, someone was found within around 45 minutes to repair the damaged door and make the property secure. For Ollie, it demonstrated how valuable a trusted network can become beyond traditional business referrals.

Leaders need to stay connected to what is happening on the ground.

Ollie plans to spend around 30–40% of his time in the field going forward. He believes many of the most important insights come from speaking directly with members, chapters and regional teams rather than relying solely on information from the office.

BNI has an opportunity to become better known.

One of Ollie’s biggest surprises was that BNI felt like a “best kept secret”. He sees major potential to raise the organisation’s profile through stronger marketing, social media and sharing more of the positive stories and results already happening across the network.

Growth has to come from several directions.

Ollie identifies three clear priorities: launching more chapters, improving retention and growing membership. For him, these areas are closely connected and all depend on making sure members receive a credible return on the time and money they invest in BNI.

Key Moments

“What stood out most for me during this process so far is the passion of the people across the network.”

(On one of Ollie’s biggest impressions during his first months as National Director.)

“BNI is much more about referrals. It’s about trust, relationships, but more importantly it’s about giving back to the community.”

(On what he has learned from seeing chapters and members in action.)

“We managed to get someone out within 45 minutes to repair the door, make it all safe and get things resolved.”

(On seeing the practical power of trusted relationships within a BNI chapter.)

“You make the real learnings and change when you’re out in the field.”

(On why Ollie wants to spend more of his time visiting chapters and engaging directly with members.)

“I was quite shocked that BNI appeared to be the best kept secret.”

(On the opportunity he sees to improve brand awareness across the UK.)

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/

Hosted on Acast. See acast.com/privacy for more information.

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/

Hosted on Acast. See acast.com/privacy for more information.