Bob burg on networking for business
'Networking is the cultivating of mutually beneficial give-and-take, win-win relationships."
"All things being equal people will do business with, and refer business to, those people they know, like, and trust."
Communication over time requires trust. In a transaction when a promises b something b expects that a will do what he says in a way that both parties have agreed to. In that way over time a base of trust is created. Talk the talk and walk the walk.
All the way along the line both parties rely on truthfulness. integrity is also an important part of this equation.
It strikes me that for BNI to work as a networking organisation the members need to adhere to these sort of standards. Without honesty and integrity from all members the cultivating of positive relations cannot grow.
I do recommend for all those interested in developing their networking skills to look at 'Endless Referrals' by Bob Burg.