Why We Join The Role of Personal Invitations in Building Business Networking Groups Steve Brewer December 18, 2002

Star Tribune Newspaper

Worthy of My Attention Meet Weekly to Exchange Leads Growing Movement 1,000 Groups in ,000 Groups Today 50 Groups in Twin Cities

My Experience as a Group Member Our Group Was Successful New Group Struggled to Grow No Plan for Growth Worthy of Research

My Research Problem Not All Groups Succeeding No Data for Decision Making Personal Invitations vs. Other Methods

Research Question Are Personal Invitations More Effective Than Other Marketing Methods for Building Twin Cities Business Networking Groups?

Literature Review Research by Taylor (2000) Old Boy Networks Success of Informal Networking Groups a Function of Size

Observation & Interviews Observed 17 Networking Groups Interviewed Group Leaders

Findings – Operating Rules For-Profit Organizations One Member Per Industry High Member Requirements Must Be Voted In Attendance/Lead Passing

Findings – Source of Guests 50% of Guests Come from Personal Invitations Remainder of Guests From Other Sources Newspaper Listings Trade Shows Web Sites

Written Surveys 17 Groups 40% of all Twin Cities Groups Median Group Size - 10 members Sample Size – Questions

Did You Visit Any Other Networking Groups Before Joining This Group? No Other Groups54% 1 or More Other Groups 44%

Are You a Member of Any Other Networking Groups Similar to This Group? One Group Only49% Formerly Member of Other Group 24% Two or More Groups26%

How Did You First Learn About This Networking Group? Personal Invitation73% Newspaper Listing4% Trade Show2% Web Site2% I Am Group Founder4%

Since You Have Been a Member, How Many Guests Have You Invited to the Group?

Who Has Invited More Than 3 Guests to their Group?

The New Business I Generate From This Group Has: Exceeded My Expectations Met My Expectations Failed to Meet My Expectations Exceeded Expectations40% Met Expectations38% Failed to Meet Expectations 21%

Who Is Meeting or Exceeding Expectations for New Business?

Research Question Are Personal Invitations More Successful than Other Marketing Methods for Building Twin Cities Business Networking Groups? Yes

Conclusions Inviting Guests Is Crucial for Building Groups Larger Groups Are More Successful More Referrals More Revenue Create a Welcoming Culture

Why We Join The Role of Personal Invitations in Building Business Networking Groups Steve Brewer December 18, 2002