Goal Planning for Chapters Nov 2012 Conference - 2012 …bnitos.com/bnihqgp101/2012 Intl Conf...

Copyright © 2012 BNI – All Rights Reserved of 40

Goal Planning for Chapters

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Non-Compete Agreement and is prohibited. You are responsible for Returning this document to BNI immediately upon completion of your service on the Support Leadership Team. Not

returning this document at the end of your service would be in Violation of the Non-Disclosure, Non-Solicitation and Non-Compete Agreement.

Revised: 2012-11-19 dg

Copyright © 2012 BNI – All Rights Reserved of 40

TABLE OF CONTENTS GP 101 – The Wheel ..................................................................................................................................................... 3

GP 101 - START .......................................................................................................................................................... 4

8 Success Drivers (Funnel) ............................................................................................................................................ 5

4 PARTS OF A GOOD GOAL PLAN ................................................................................................................................ 6

GOAL PLANNING PROCESS ........................................................................................................................................ 7

GOAL PLANNING MEETING ......................................................................................................................................... 8

Vision and Mission ................................................................................................................................................. 9

Multipliers for Numeric Goals ................................................................................................................................ 9

Use the Spreadsheet to Set Numeric Goals .......................................................................................................... 10

Goal Planning Workbook (separate handout) ....................................................................................................... 11

Goal Planning Meeting Agenda ............................................................................................................................ 12

REVIEW WITH DIRECTOR .......................................................................................................................................... 13

Sample Goal Plan – Brand New Chapter (incomplete) .......................................................................................... 14

Director Review Questions ................................................................................................................................... 16

CHAPTER LEADERS MEETING .................................................................................................................................. 17

Chapter Leaders Meeting Agenda ........................................................................................................................ 18

ROLLOUT TO MEMBERS ........................................................................................................................................... 19

Rollout Agenda .................................................................................................................................................... 20

VP ENTERS WEEKLY DATA ....................................................................................................................................... 21

Goal Boards ......................................................................................................................................................... 22

WEEKLY ................................................................................................................................................................... 23

Weekly Chapter Success Calls ............................................................................................................................... 24

MONTHLY MC MEETING ............................................................................................................................................ 26

Monthly Membership Committee Meeting Agenda.............................................................................................. 27

MONTHLY ................................................................................................................................................................. 28

CHAPTER SUCCESS MEETING .................................................................................................................................. 28

Monthly Chapter Success Meeting ....................................................................................................................... 29

Sample Chapter Goals Program Report (from BNI Connect) .................................................................................. 31

OK, LET’S GET STARTED CREATING OUR GP 101 ...................................................................................................... 32

TIMELINE AND MILESTONES ..................................................................................................................................... 33

ENTERING GOALS into BNI Connect ............................................................................................................................ 35

VIEW GOALS in BNI Connect ...................................................................................................................................... 39

© BNI 2012 – All Rights Reserved of 40

GP 101 – The Wheel


GP 101 - START


8 Success Drivers (Funnel)


4 PARTS OF A GOOD GOAL PLAN 1. ___________________________________

This looks 2 years out for your chapter. What do you want “to be?” This inspires your members and visitors and paints a picture of your bright future.

2. ___________________________________

This is a short-term goal – 6 months or 1 year out – and focused usually on number of members in your chapter or Thank You for Closed Business. It is a catchy slogan designed to rally the troops!

3. ___________________________________

These set in place numeric milestones for your chapter to work toward your Vision of what you seek to create – and your more immediate Mission. These are designed around the 8 Success Drivers.

4. ___________________________________

These are strategies or actions you will implement and execute to meet your goals. Look to create a good blend of both Passive and Active.


GOAL PLANNING PROCESS


GOAL PLANNING MEETING


GOAL PLANNING MEETING

Vision and Mission Use the Goal Planning 101 Workbook to write down your ideas. Bring the workbook with you to the Goal Planning meeting. Look at page 5 for Vision and Mission ideas.

Multipliers for Numeric Goals

Success Driver Multiplier Range

1 Attendance Always 100%

2 1:1's* 0.5-1.5/mem/wk

3 CEUs* 0.5-1.5/mem/wk

4 Visitors* 0.5-1.5/mem/mo

5 New Members* growth + 2/mo attrition

6 Membership* 4 New Members/mo (2 for attrition + 2 growth)

7 Referrals* 0.5-1.5/mem/wk

8 TYFCB* $700-2500/mem/mo * May vary by region.


Use the Spreadsheet to Set Numeric Goals

Find someone on your team who is good with spreadsheets. Use the Excel spreadsheet provided by BNI to create numeric goals. Work with yellow/shaded cells.

1. Attendance will always be 100% (Success Driver #1).

2. Project Number of Memberships (Success Driver #6).

3. Input first month (Success Driver #5).

4. Enter 121’s, CEU’s, Referrals (Success Drivers #2, #3, #7).

a. Use ”Chapter Goals Program Report” in BNI Connect to find historical results.

b. If you are a new goal planning chapter, work with your Director Consultant.

5. Project Closed Business (Success Driver #8).

a. Use “Chapter Goals Program Report” in BNI Connect to find historical value of a referral.


Goal Planning Workbook (separate handout) Use your goal planning workbook to create your goal plan.


Goal Planning Meeting Agenda

F2F* GP Meeting (including VP and MC)

Tools: - Goal Planning Workbook (paper copy) - Laptop and Excel Spreadsheet to figure out multipliers

and access BNI Connect for historical data - Vision and Mission Ideas from Goal Planning Workbook - Mechanism Ideas from Goal Planning Workbook

Agenda: 1. Set Vision

a. Look at Vision Ideas from Goal Planning Workbook. b. Brainstorm as a Membership Committee Team. c. Fill in Goal Planning worksheet by hand or online.

2. Set Mission a. Look at Mission Ideas from Goal Planning Workbook. b. As a team, ask where do we want to be in next six months. c. Fill in Goal Planning worksheet by hand or online.

3. Set Goals for 8 Success Drivers a. Determine multiplier for each success driver using spreadsheet. b. Put numeric goals into Excel Spreadsheet (then online).

4. Set Mechanisms a. Look at Possible Mechanisms from Goal Planning Workbook. b. For each success driver, set 2 mechanisms (1 passive, 1 active). c. Fill in Goal Planning worksheet by hand, into Excel or online.

5. Put Goal Plan online into BNI Connect a. Enter goal plan online if not already done. b. Next step is to review goal plan with your Director Consultant.

*Face-to-Face


REVIEW WITH DIRECTOR


Sample Goal Plan – Brand New Chapter (incomplete)


Director Review Questions

1. What did you have in mind for that particular mechanism or goal?

2. Who is in charge of this mechanism with respect to

coordination and implementation? 3. When will you begin talking about it during your meeting? When will the

program begin?


CHAPTER LEADERS MEETING


Chapter Leaders Meeting Agenda

Present Plan to Leaders (All Chapter Leaders Attend)

Who are Chapter Leaders:

- Leadership Team (P, VP, Sec/Treas) - Support Team (VH’s, MC’s, Ed Coord, Mentoring Coordinator) - Anyone with a Title (For example, Quotemaster) - Alternates are invited to attend

Agenda:

1. Membership Committee (and VP) present Goal Plan a. Explain Vision & Mission. b. Show Goals for 8 Success Drivers. Share per member figures. c. Show Mechanisms. d. Show GOAL BOARDS!

2. Get Buy-in a. “Speed of the Chapter is the Speed of the Leaders.” b. Because we all support this, we can achieve amazing results. c. This is where we get everyone rowing in the same direction.

3. Prepare to Present Goal Plan to Members a. Chapter Leaders will present this to Members. b. Assign different Chapter Leader to present each Success Driver.

4. Confirm date of presentation to members a. Sec/Treasurer schedules presentation slot. b. Make sure presenting Chapter Leaders are prepared. c. Confirm member roll-out date with your Director Consultant.


ROLLOUT TO MEMBERS


Rollout Agenda

Rollout to Members (Chapter Leaders Present)

Preparation:

- Make Copies of Goal Plan for Each Member (with goals and mechanisms)

- Chapter Leaders Prepare to Present their Part o One leader presents Vision o Another leader presents Mission o A different leader will present Success Driver #1 o Another leader will present Success Driver #2 o Etc.

- Have Goal Boards Prepared and on stands - Schedule 10 Minute Presentation slot with Sec/Treas in advance

Agenda:

1. Talk about purpose of Goal Plan is to get everyone on track toward same vision. “We are looking for buy-in from everyone!”

2. Present Vision 3. Present Mission 4. Present Success Drivers (in order) – REFERENCE THE GOAL BOARDS

a. Explain numeric goals. Share per member figures. b. Talk about mechanisms planned

5. Ask for Members’ Support a. “When we all support this plan, and we all row in the same

direction, we can achieve amazing results.” b. “If we all take responsibility to do our part, we all win.”

6. Ask What Members LIKE About the Goal Plan


VP ENTERS WEEKLY DATA & UPDATES GOAL BOARDS


Goal Boards


WEEKLY CHAPTER SUCCESS CALLS

© BNI 2012 – All Rights Reserved

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Weekly Chapter Success Calls

Chapter Success Calls Director Consultant Preparation and Follow-up

Preparation – Before the Call

Send email to President and Vice President and include:

1. Remind them to review the goal plan from BNI Connect. 2. List of the prior action items that need follow-up. 3. New items that need to be addressed.

Include a reminder in the email to have these items available to review.

During the Call The director must be in a position to lead the call, to review the GP 101 documents and take notes. The goal is to prepare to send a follow-up communication to the President and Vice President after the call. At the beginning of the call, ask if all participants have the Goal Plan in front of them.

After the Call Send brief email to President and Vice President and include:

1. Meeting minutes 2. Action Items 3. Items to discuss on next call

Send this email to the President, Vice President and carbon copy the Executive Directors.


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Weekly Chapter Success Calls

Chapter Success Calls Agenda

State Purpose of the Call

To conduct 30 minute scheduled weekly calls 3 – 4 times a month. These calls are conducted every week except for the week of the Chapter Success Meeting. The purpose of the call is for directors to work closely with the President and Vice President to help the chapter execute the mechanisms from the chapter’s Goal Plan in the spirit of creating future success.

What Impressed You Most about Your Meeting This Week?

Ask: “What aspect of your chapter results impressed you most about your meeting this week?” This is to get the call off to a positive start. Manage your time.

Review 8 Success Drivers and Mechanisms

Look at the Goal Plan. Review each of the 8 Success Drivers:

• Past Performance: o Celebrate “actuals” at or over target. o Ask, “How are you doing it?”

• Current and Immediate Future (this coming week and next couple of weeks): o Are you hitting current month’s targets . o What mechanisms are you engaged in. o How can you modify your strategy if needed. o Ask for permission to offer suggestions and do so as appropriate. o How will you implement those modifications?

• Future (3-4 weeks and beyond): o What mechanisms do they have planned. o Address who, what, where, when, why, how. o Ask for permission to offer suggestions and do so as appropriate.

Success Drivers:

1. Attendance 5. New Member/Renewals 2. 121’s 6. Members 3. CEU’s 7. Referrals 4. Visitors 8. TYFCB

VP Report During the Meeting

Ask the VP how are you keeping the weekly VP report positive. Using the Goal Boards every week, correct?


MONTHLY MC MEETING


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Monthly Membership Committee Meeting Agenda

Laser Focused Monthly Membership Committee Meeting

1. The first MC Meeting should be a MAXIMUM of 2 weeks after a new Leadership Team takes over.

Your 50 – 75 minute MC meeting agenda is…

2. The MC needs to speak for 1-2 minutes weekly during the meeting (Who will speak and what will they say?) Certainly you can keep your group on track with conversations around each of the following 5 responsibilities of the membership committee…

3. CREATE (in the first 2 weeks of your term) and continue to over time, further develop, strategize and evaluate your chapter’s Goal Planning 101 form. Use your existing (past terms) Goal Planning 101 form as a foundation for discussion.

4. Discuss current applications / renewals in process for acceptance into the chapter.

5. Evaluate participation of existing members. Who in the chapter needs mentoring? Who will be acknowledged the first meeting of the month with Certificates for most referrals, visitors, improved… Member of the month etc???

6. Review attendance records using the monthly VP reports… Are the MC Control Letters / Attendance warning letters going out?

7. In alignment with the above two bullets, ask, “Are there members that could use some mentoring?” (one bad apple spoils the bunch). Do suggest those members re-attend Member Success Program, an Advanced Training Session or do refer those members to the mentoring coordinator so they can suggest a mentor.

8. Evaluate any issues if any…


MONTHLY CHAPTER SUCCESS MEETING


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Monthly Chapter Success Meeting Director Consultant Preparation Meeting Guidelines

1. At least 3-5 chapters to create good energy and synergy.

2. Maximum of 15 chapters so the meeting is manageable.

3. Directors Consultants representing those chapters should be present along with President and Vice Presidents for each chapter:

a. Secretary/Treasurers’ attendance is recommended and optional. b. Incoming Director Consultants and incoming Leadership Teams (Presidents, Vice Presidents and

Sec/Treasurers) are made aware that attendance at the monthly chapter success meeting is part of their role, and they agree to attend.

4. Put in place and communicate schedule:

a. Create schedule for time period the Leadership Team will serve. If this is two consecutive 6 month renewable terms, then put in place a 12 month schedule.

b. Publish the dates, times and locations. c. Remind Leadership Teams of this schedule monthly.

Before the Meeting

1. Send email reminders to Presidents, Vice Presidents (and Secretary/Treasurers).

a. Meeting Reminder b. Bring copies of the reports (attach reports)

2. Call Presidents, Vice Presidents (and Secretary/Treasurers) the day before to remind as necessary.

3. Send text messages to Presidents, Vice Presidents (and Secretary/Treasurers) the day before to remind as necessary.

Discuss Meeting Preparation with All Director Consultants who will Attend

1. Who is bringing flipchart, easel and pens?

2. Who is bringing copies of reports (and how many copies):

a. Summary Report b. Chapter Goals Program Report

3. Call Presidents, Vice Presidents (and Secretary/Treasurers) the day before to remind.

4. Send text messages to Presidents, Vice Presidents (and Secretary/Treasurers) the day before to remind.

5. What will be the open networking topic (related to Goal Planning)?

6. Who is presenting what part of the agenda?

7. Director Consultants must review the material/reports they are presenting well in advance in order to identify which leaders from which chapters will share celebrations.


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Monthly Chapter Success Meeting

Chapter Success Meeting Agenda

Open Networking 10 Min

Post a Goal Planning topic and encourage members to network with members from other chapters.

Purpose of the Meeting 5 Min

Keep it positive and “solutions focused.” We find out what is working and do more of it.

1. Share successes and positive things that are happening with other chapters in the Program. 2. Focus on your region’s Vision (Success Formula example: 40+6+4+1=5100).

Laser Lightning Introductions 10 Min

Encourage teamwork between chapters and among members.

1. Name, Business or Profession, Chapter, Role

2. Presidents: Share your Mission Mechanism for the Month You are Excited About 10 Min

Share ideas. Go around room and everyone talks.

1. Everyone in the room (or a representative from each chapter for larger meetings) share one mechanism

that the chapter is implementing during the current month that they are excited about.

2. Watch the time and keep it moving. Review Summary Report 5 Min

Show progress and encourage accountability for all chapters.

1. Explain and Review

Monthly Goals Program Report 45 Min

1. Explain and review one success driver at a time.

2. Identify high performing chapters for each Success Driver by looking at per member / month.

3. Have top performing chapters share mechanisms.

4. Ask: “How did you DO that!?”

The goal is to recognize top performing chapters for each success driver, find out what is working and encourage other chapters to do the same. This is a “solutions focused” strategy. The tide raises all ships.

What Actions Will You Implement as a Results of Today’s Meeting? 5 Min


Sample Chapter Goals Program Report (from BNI Connect)

Note: Export to Excel from BNI Connect to put in per member per month figures and “Value of a Referral.”


OK, LET’S GET STARTED CREATING OUR GP 101


TIMELINE AND MILESTONES

SAMPLE Goal Planning TIMELINE (fall 2012)


SAMPLE Goal Planning MILESTONES (fall 2012)


ENTERING GOALS into BNI Connect Navigate to Chapter Operations Menu

Verify Chapter Selection and Choose Operation

1. Verify your Country, Region and Chapter selection.

2. Click on Manage Goals.

3. Click on Enter Chapter Goals.


Entering Vision and Mission

1. Select Start Month & Year from for your 6 month planning window (starting November or May).

2. Type your chapter Long Term Vision.

3. Type your chapter Mission Statement.

4. Click GO button to proceed to the goals and mechanisms screen.

5. Click the Back button to cancel changes and return to the previous screen.


Enter Numeric Goals

1. Select Per Member (always use “Per Member” to enter numeric goals).

2. Set Attendance Percentage to 100%. Your goal for Attendance Percentage will always be 100%.

3. Type in numeric goals for 1 to 1’s. For the first three months, enter the same number and for the second three months, enter a slightly higher number.

4. Type in numeric goals for CEU’s. As you did with 1 to 1’s, segment your goals into 3 month time

periods.

5. Type in numeric goals for all remaining Success Drivers; segment goals into 3 month periods.

6. Click the Save button to post your goals to BNI Connect. You may save your goals at any time to save your progress and then continue entering data.

7. If necessary, click the Discard Changes button to discard unsaved data.

Note: During the process, you can go to the View Goals function to view your progress.


Enter Mechanisms – Passive and Active

1. Always keep the Per Member setting.

2. Type in Passive and Active mechanisms for Attendance Percentage.

3. Type in Passive and Active mechanisms for 1 to 1’s.

4. Type in Passive and Active mechanisms for CEU’s.

5. Type in mechanisms for all remaining Success Drivers.

6. To view an entire mechanism, hover your cursor over the mechanism.

7. Click the Save button to post your goals to BNI Connect. You may save your goals at any time to save your progress and then continue entering data.

8. If necessary, click the Discard Changes button to discard unsaved data.

9. When you are finished, click the Back button or navigate to another function.


VIEW GOALS in BNI Connect Navigate to Chapter Operations Menu

Verify Chapter Selection and Choose Operation

1. Verify your Country, Region and Chapter selection.

2. Click on Manage Goals.

3. Click on View Chapter Goals.


Select Date Range

1. Set Start Date (use either November or May).

2. Click View button. View Chapter Goals

1. Verify correct chapter name is showing.

2. View Long Term Vision and Mission Statement.

3. View projected goals and actual goals for six months.

4. View mechanisms for each success drivers.

5. Scroll down to look at goals and mechanisms for all success drivers.

6. Export report to an Excel spreadsheet to customize it for review and printing.

7. Print report directly to a printer.

Goal Planning for Chapters Nov 2012 Conference - 2012 …bnitos.com/bnihqgp101/2012 Intl Conf...

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Transcript of Goal Planning for Chapters Nov 2012 Conference - 2012 …bnitos.com/bnihqgp101/2012 Intl Conf...