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MEMBERS
REFERENCE HANDBOOK & MANUAL

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0) CONTENTS OF THIS HANDBOOK

1) Welcome

2) Business For Breakfast Mission

3) Member Contributions and Responsibilities a. Regular Attendance b. One-To-One Meetings 1-2-1 Form c. Referrals and Leads d. Guests e. Opportunities to Promote Yourself Sixty-Second Sound-Bite Your Business Spotlight The Learning Point Who Do You Know?

4) Your Executive Team Benefit of Joining Your Executive Team

5) The Business For Breakfast Referral Slip

6) Testimonials

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1) WELCOME!

Welcome to Business For Breakfast! Thank you for making the commitment to join this meeting. Welcome to your Group of likeminded business individuals. We hope that you enjoy the meeting and go on to significantly increase your own business through valuable qualified referrals.

How will Business For Breakfast generate more business for me? Word-of-mouth is the most cost-effective way of generating pre-qualified sales. Our format, training and meetings ensure that you maximise the impact of networking, because we: Create business communities that generate NEW business for every Member Replace competition with cooperation - only one Member per business sector. Encourage Members to learn about each others businesses Once your fellow Members know your business and develop a relationship with you through our Groups, they become Ambassadors that can promote your business eloquently and generate sales for you We track and actively promote the value of business exchanged between Members When are Business For Breakfast meetings? Fortnightly, in convenient locations, starting normally at 6.45am (depending on the venue) and ending before your normal business day at about 8.30 a.m. Meetings are friendly, active and effective. What is todays agenda? Business For Breakfast follows the same effective agenda in each meeting: Meet and Greet, Start of the Meeting One minute introductions of every Members business (sixty second sound bites) a form in this Handbook will help you compose your own A detailed presentation by one Member of their business (Business Spotlight) A formal networking break to book appointments and qualify referrals A 2 minute learning or self-improvement point presented by one Member Business Exchange and updates (the contribution part of the meeting) Any other business, close of meeting

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2) BUSINESS FOR BREAKFAST MISSION

Business For Breakfast provides a new generation of business facilitation through a network of successfully organised high quality networking groups that are regularly hosted in a friendly and dynamic atmosphere to promote active participation, relationships, qualified referrals, recommendations, one to one meetings and strategic alliances to help bring better business to our members

Because we create a Business Community at your venue where co-operation replaces competition and you and your fellow Members meet in friendly fortnightly meetings, all Members can get to know each other well.

Through our simple format of Sixty-Second Sound Bite Introductions, Business Spotlights, Networking Breaks and One-To-One meetings all Members get to understand and trust the value of each others business and the referrals that all fellow Members are seeking.

When members know, understand, trust and value each other they feel confident to pass on good referrals from their clients and contacts - knowing that they are creating a 3 way win for you, their clients and themselves.

Fellow Members that know, understand, trust and value you, then you gain an enthusiastic team of ambassadors eloquently promoting your company whilst provide you with support and advice.

Through Business For Breakfast Groups, you also get access to Business Development strategies, training, reports, seminars, and cost saving products and services especially tailored for your new community or offered nationally.

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3) MEMBER CONTRIBUTIONS AND RESPONSIBILITIES

The success of any BforB Groups requires the active participation of its members to grow the forum and maximise the business opportunities and consequent personal growth of everyone.

Key elements to ensure the success of the forum and yourself

(a) Regular attendance

It is important that members regularly attend the fortnightly Business for Breakfast Meetings. Business For Breakfast makes this easier by making the company the member rather than the individual. If a member cannot attend then they should arrange for a colleague, friend or client to represent them as a Representative. If someone from another company represents you, then they also get the opportunity to present themselves, unless they are in competition with an existing member. This helps to ensure that your business is always represented around the table and maintains the momentum within the group. Members are expected to attend or send a Representative to at least 100% of meetings.

List your possible Representatives in the table below, so that you can quickly choose one if you cannot attend a meeting in unavoidable circumstances: Name Company Sector Telephone Attended Date

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(b) One-to-One Meetings

The key to successful referrals within a forum is for the members of that forum to know, understand, trust and value their fellow Members and their businesses around the table. The best way to do this is to have regular one-to-ones with their colleagues at the venue. Members should aim to have at least one documented, one-to-one meeting each month.

The Importance of One-To-One Meetings 1-2-1s = Referrals! A one-to-one meeting allows you to explore what your fellow Members do and who they are in greater depth. This is a vital first step in getting to know and hopefully, like and trust each other. This allows the best referrals to be made. Real power is unleashed when you understand how you can refer even your best customers to fellow Members, knowing that all three of you will benefit. The understanding gained from one-to-one meetings taps into that power. You will know a lot more about your fellow Members after one-to-ones and can answer questions in referrals on such things as how they offer what they do. You will have provided an extra service to your clients or contacts that are invited to a one-to-one with a fellow Member and given your fellow Member an important opportunity to meet with someone already interested in their products, services or assistance. All three of you win and benefit. The objective of all one-to-ones is to create reasonably informal meetings to explore each others businesses without pressure from either party When Members have one-to-one meetings with their fellow Members, they can also agree the actions to follow up the business or referrals exchanged in such meetings. Understanding and one-on-one relationships breed activity and participation

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1-2-1s FORM
You can use this simple form to help you plan one-to-ones more effectively and to leave them with a better record of actions and referrals that have come from them. Meetings are typically 60 minutes, with 20 minutes each to present your business and needs and 20 minutes to agree actions upon each others needs.

What are the Mutual Benefits to be discussed? Or, what is the subject of the meeting?

What are the elements of my business I want to present? And, what do I want to get out of the Meeting?

What are the elements of their business that they presented to me? And, what do they want to get out of the Meeting?

What are the actions that I need to take after this meeting and by WHEN?

What are the actions that they agreed to take after this meeting and by WHEN?

What business was concluded in the meeting?

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c) Referrals and Leads

The purpose of the Group is to pass good quality referrals to one another that lead to business or open a business relationship. A member should always be looking for good quality referrals for their colleagues and should pass at least SIX good quality referrals per year.

A good way of passing referrals is to identify a need from someone you meet and tell that person you know someone who would be able to help them solve it. Briefly describe the person you are talking about, give them their business card (or better, give them a referral slip from your Referral Pad) and say that you will get them to call.

Each referral made can easily be documented by filing the Referral Sheet & filing the yellow copy with the Executive Team (Coordinator)

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(d) Guests
The key to maximising the performance of your business club is to help grow it to the 35 Members that each Forum can hold. It is in each Members primary interest to develop the size of their Membership. The most effective way of doing this is to invite Guests to meetings and once there help convert them to Members. Each Member should bring at least FOUR Guests per annum. Guests are the life-blood of each Forum. EACH Guest is a potential client to every Member and should they join the Forum, their participation can MULTIPLY the referrals available in the Forum, and help the Member build their reputation for being a Connector. The following might help you identify and invite Guests: Guests are ANY business that ANY Member or Business For Breakfast can invite to visit a Forum How to Identify a Potential Guest? Does the business need to actively market and advertise? Does the business want to increase its sales? Is the business eager to work with or supply any of the business sectors or professions already present in your Forum (e.g. Mortgage Brokers, Printers, Accountants, Solicitors, etc.)? Is the business in a sector or profession that your fellow Members are looking to work with or to supply to? Is the business a client, friend or acquaintance that already knows, understands, trusts and values you and can thus be easily attracted to visit the Forum at least once? How to invite a potential Guest? Ask the business all the above questions Recommend Business For Breakfast Send an invitation letter or email Follow-up your letters by phone & reconfirm their attendance before the next meeting Let the BforB meeting do the talking, their visit should impress them enough to join Phone the Guest within 24 hours of the meeting they attended & ask them to join

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Business For Breakfast Date: 03/2014 Helpful Tips:

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Be careful when mentioning the word join as it is better if the Guest asks Dont oversell the benefits of meetings they sell themselves Remember to make arrangements to cover the breakfast fee Ensure that the Guest knows where to go and how to get there Keep a list of the Guests you have invited (you can also do this through the counterfoils on the Referral Slips) If a Guest cant make a particular meeting, suggest the next one If a Guest is undecided, invite them again (but only twice) Guests will probably give a testimonial to you in a meeting, dont be afraid to ask for one (and explain why - you want more referrals) Remember this is an opportunity to increase the activity, vibrancy, referrals and value of business conducted in your Grup for your benefit and the benefit of all your fellow Members

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(e) Opportunities to promote yourself.

YOUR SIXTY SECOND SOUND BITE

At each fortnightly Business for Breakfast Meeting each member will present their business in a 60 second presentation (see form overleaf) and have an easy opportunity to network with other members and guests at the beginning, end, and especially during the networking break in the Business For Breakfast agenda.

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The Best Advertising For Your Business Is You!

Your Introduction
(Sixty Second Sound Bite) The Name of My Company is (Or I represent):. My Name is: .. We have been established for .. years/months. We are located at .. Our business provides: Top Benefits of Using My Company : . Why you should use my company over the competition (ten words or less)

An ideal introduction for me would be . Finish with your Name, Company Name and a Hook Line if available.

USE THIS FORM TO HELP LET PEOPLE KNOW HOW IMPORTANT YOUR BUSINESS IS TO THEM IN ONE MINUTE.

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YOUR BUSINESS SPOTLIGHT

Members will also have the opportunity to take the Business Spotlight and present an eight to ten minute presentation. This allows them to go into more detail about their business and stories about customer benefits. Stories have great power, they can travel through other members that retell them to obtain referrals for YOU.

HELPFUL TIPS

Choose a Title Use a flip-chart PowerPoint Hand Out Leaflets Use props that will assist you to describe your products and services The content of your presentation should relate to its title Encourage audience participation testimonial success stories Dont talk too fast or too slow and pause whilst presenting Your presentation is your opportunity for the Forum to understand your business and generate more referrals It is recognised that people remember the beginning and the end of a message so make sure that you have impact at the start and the finish of your presentation Remember that communication is only 7% from words, 38% from the tone and intonation of your voice and 55% FROM YOUR BODY LANGUAGE. So stand up straight, make eye contact with everyone and be enthusiastic and sincere as you should be when presenting such a great product as yourself! Practice makes perfect! So go through your presentation several times before the meeting in which you are presenting. THE LEARNING POINT

The Learning Point is an opportunity to share something you know that is of value to others. Through this simple information you show your colleagues a practical example of your value and reinforce why they should have a one-to-one meeting with you. A handout adds extra impact.

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WHO DO YOU KNOW? Contact Spheres are the businesses or professions that naturally provide a source of referrals for one another. They are in related, but non competitive businesses. Businesses in a contact sphere have a symbiotic relationship in that they support and enhance one another.

Using the Contact Sphere diagram below, write in all the businesses that you know or interact with, in both your business and personal life, including customers, advisors & suppliers. Follow your money - whose bills do you pay and who pays you? Follow your heart who helps you and who do you help?

Your SPHERE OF INFLUENCE

Your BUSINESS SECTOR

Your Clients

Your Suppliers

Your Advisors

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4) YOUR EXECUTIVE TEAM

M

An Executive Team is a group of three Members of each forum that work as a sort of forum committee to run their meetings without the need for attendance by a Regional Director. There is no hierarchy within an Executive Team as all members take an equally important role in running their forum, will take on the roles of others when they are absent and all receive the same incentives to join an Executive Team and perform well as its members. Your group becomes even more effective when members run it for members. Nominations for the Executive Team are needed NOW. If you feel you can add to your group, please nominate yourself. The roles of each member of an Executive Team are explained separately in the next few pages.

THE MODERATOR In summary, the roles of the Moderator are: Team Leader/ Point of contact with the Regional Director Meeting organiser Dates/ Venue/ Attendance Presentations (who has or is due to present Business Spotlight and Learning Point) Chairman/ meeting chair Introduces agenda and items Networking Coach Organises new member training (in-forum) Introduces coaching items in Learning Point Processes new member applications (as do the rest of the Team in committee) Handles forum issues and performance (as do the rest of the Team) Maintains Group master file(s)/records Reports to Regional Director

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In summary, the roles of the coordinator are: Handles (and thus records) the Business For Breakfast Group Referral Slips to monitor the volume AND quality of: Referrals and recommendations; Guests; One-To-Ones ; Representations; Value of business done Records the forums performance Analyses and comments on that performance Facilitator/Supporter of referrals, recommendations, one-to-ones, etc. Processes new member applications (as do the rest of the Team in committee) Corrects business sector conflicts Handles forum issues and performance (as do the rest of the Team) Reports to the Moderator THE HOST In summary, the roles of the Host are: Welcomes members and guests before each meeting Collects any cash towards breakfast costs (for Guests, Members should have theirs on standing order). Handles (processes) standing orders for breakfast costs Registrar (Of attendance) Orders and pays for breakfasts Facilitator (in a friendly hosts role) during Networking Breaks Handling/Supporting (being a buddy to) Guests Converts Guests to Members at the end of meetings Follows up the Sales process with guests directly, those that invited them and the rest of the team Reports attendance & guests to the Moderator Arranges forum social events and maintains forum morale Processes new member applications (as do the rest of the Team in committee) Introduces interested Guests that have completed an application to the Executive Team for interview and qualification Handles forum issues and performance (as do the rest of the Team)

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BENEFIT OF JOINING YOUR EXECUTIVE TEAM Executive Teams are very important to the success of your Group, as they are custodians of the Group through which you can run your meetings with your own focus on the needs that best suit the makeup of your Membership without continuing participation or much interference from the Business For Breakfast Regional Director or Head Office. It is thus important that everyone in your Group takes an interest in participating through nominating the fellow Member that you believe would serve the Group well, volunteering as a candidate yourself etc There are many benefits to becoming a Member of the Executive Team so why not volunteer yourself? BENEFITS & INCENTIVES (Why join an Executive Team) Not a very much greater commitment than any other Member as most of the work of the Executive Team is done in the meetings still just more responsibility and the willingness to attend most meetings (A requirement of any Membership anyway, but Executive Team can still send Representatives to cover occasional absences although their Executive Team duties would then fall to another Executive Team Member). Direct influence on the growth and performance of the Group Higher profile in the Group to become a leading member and thus more likely to gain earlier trust to receive better quality referrals from other members Ability to steer the Group for better referrals to suit you and all fellow Members and a better selfprofile to suit those referrals Shaping of the membership of the Group to suit the sort of occupations and personalities that best serve your needs and the needs of your fellow Members First and detailed access to the profiles, statistics, contact details and etc. of other Members and their Guests (in the Moderators file) to tailor your networking scope and needs Direct communication with the Regional Director and Business For Breakfast to better shape the development and ongoing improvement of Business For Breakfast and your referral plans Ability (future developing benefit) to attend the Executive Team Super Group meetings of a collegiate of other Executive Teams as arranged by the Regional Director and Business For Breakfast Headquarters across the country Increased exposure and additional access to resources on the website Prestige and responsibility of a position on an Executive Team to benefit discussions with customers and possible future contacts (as a valuable addition to a CV, for example) Press releases celebrating the best Executive Team (i.e. free publicity) after awards

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5) THE BUSINESS FOR BREAKFAST Referral Slip The Business For Breakfast Referral Slip has been designed to help Members to perform, to reinforce the brand image of Business For Breakfast in your hands and to help you with marketing the brand to Guests. Each Member receives one Business For Breakfast Referral Slip in their Members Welcome Pack that is paid for within their initial Membership subscription. Additional supplies are available for ordering through your Executive Team. The Business For Breakfast Referral Slip is a valuable marketing tool if it is used by every Business For Breakfast Member and carried with them on a day-to-day basis. The benefits of the Business For Breakfast Referral Slip are: It reinforces the brand It puts a useful item in the hands of all Members that reinforces the brand each time you look at it or use it. It creates curiosity as it is in the novel format of a chequebook, it is likely to create curiosity in any non-member that sees a Member carry it or use it. It helps market the brand to new Guests the invitation slips that it contains mean that Guests receive a properly branded quality invite when invited by Members The Referral Slip represents the purpose of the meeting it represents the concept of business banking highlighting the importance of contributing to the meeting in order to make the most out of it. It reinforces performance and thus brand security It is much easier for Members to create more referrals if you carry the Referral Slip with you and can thus note a referral (or concluded business) wherever that opportunity comes up (rather than forget it by trying to remember them at a meeting). The counterfoil system then makes it easier to track performance. Better performance (and records that demonstrate it) provide evidence that we are living up to our brand values and generate brand security. Its kinda cool! (member can take it with him/her in business meetings without openly presenting it as a referral pad)

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6) TESTIMONIALS Being a networking business, one of the most important forms of marketing is word of mouth. Testimonials allow you to replicate that word of mouth in your marketing by demonstrating what a targets business peers have to say about the Business For Breakfast service rather than what you have to say as the less than objective party already a Member of it. Every Member should collect testimonials using the record in their Members Handbook (next page) and every Executive Team should keep a Testimonial Scrapbook by collecting copies of all its Members testimonials every quarter. Use of Linked-in is also highly recommended. All Business For Breakfast Member and Guest surveys also include a section to add a testimonial. It is so much easier to promote Business For Breakfast referrals or invite Guests if you can illustrate the benefit of joining Business For Breakfast through the successful experience of you as a Member, other Members or those that have done business with them. You can do this by either reading from your Testimonial Scrapbook or showing it to the parties you wish to impress. All BforB Members should actively seek testimonials after any successfully completed business.

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TERMS AND CONDITIONS OF Business For Breakfast MEMBERSHIP

Terms and Conditions for Membership of the Business for Breakfast organization 1. Summary: Businesses for Breakfast meetings are held on a bi-weekly basis. Your attendance at each meeting is vital to develop more business for you and for your colleagues in your group. Business for Breakfast reserves the right to change, alter and vary these terms and conditions from time to time. 2. Membership Fees and Payments: You are required to pay a yearly membership fee which entitles you to be a member of a Business for Breakfast group. Upon acceptance of your membership of Business for Breakfast the yearly membership fee is non-refundable. In addition, on a monthly basis in advance, via standing order, a meeting and refreshments fee is required to cover your position in your allocated group and ensure that facilities are available for the meeting this fee may vary depending on the venue. This payment is to be met by you whether or not you or a representative appointed by you attends the meeting. 3. The Club Rules: The success of the group is based on regular attendance of members, mutual understanding and the vigour provided by guests invited to meetings by members. Upon your anticipated non-attendance at a group meeting, you should: As soon as reasonably practicable before the meeting inform a member of the Executive Team of your inability to attend. If possible, arrange for someone to represent you at the meeting. Representatives can be business colleagues, business or personal contacts, or a Business for Breakfast member from another meeting group. Upon finding a suitable representative, as soon as reasonably practicable, inform a member of the Executive Team of their planned attendance at the meeting. Sufficient information regarding the representatives business sector should be imparted at this stage to enable the Executive Team to assess whether the representatives business conflicts with that of another group members business. Representatives and any guests that you invite to meetings, must always discuss potential conflicts of business with a member of the Executive Team at the beginning of the meeting. A representative that attends in your place, and any guests you invite, may, at the entire discretion of the Executive Team, be given the opportunity to promote their business to the group at the meeting. Your representative must first promote your business to the group, within the members section of the meeting, and may then be invited to promote their business within the guest section of the meeting. A time lapse should always pass between the promotion of the two businesses, to add clarity and avoid confusion amongst members of the group. The opportunity for your representative and/or guests to promote their business to the group can be restricted if the Executive Team deem there to be a business conflict with another member of the group. A representative prevented from addressing the group in such a way may still represent your business on your behalf. Representatives and guests may distribute their business cards to members at the meeting, but these must not be placed in the members business card box, which is strictly for the business cards of members alone. Members must not be absent from more than two meetings per quarter without representation (the Attendance Criteria). Members must meet with all of the group members on a one to one basis no less than once in each year of membership (the One to One Meeting Criteria). This is to enhance your mutual understanding of the businesses of your fellow group members. Upon participating in a one to one Meeting you should complete a [Referral Slip] and hand it to a member of the Executive team.

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Members must pass no less than 6 genuine referrals in relation to fellow group members businesses, to individuals and businesses outside of the group in each year of membership (the Referral Criteria). Members must bring to meetings no less than 4 different guests in a year of membership (the Guest Criteria). Guests who attend but are unable to promote their business to the group due to a conflict of business with a group member do not count towards the Guest Criteria. At each meeting there will be an opportunity for the members present to discuss member compliance with the Club Rules stated above. Should the members believe a particular member is not meeting his/her obligations regarding any of the following: the Attendance Criteria; the One to One Meeting Criteria; the Referral Criteria; the Guest Criteria; any other Club Rule specified above; any term or condition contained herein members should inform the Executive Team, who will confirm whether any of the obligations have not been met by the member in their discretion. Following a finding of non-compliance by the Executive Team, the executive team may vote on a majority basis on whether to serve a written notice of non-compliance to the member. No further action will be taken if the executive team vote against serving a notice. If the members vote to serve the notice the Executive Team shall issue the notice as soon as reasonably practicable. If the Executive Team decide that the member has failed to rectify his/her non-compliance, within 2 months of receipt of notice, the executive team may at the next appropriate meeting vote on a majority basis on whether to either: open up that members business category so as to enable the recruitment of another member into the group in the same category or terminate the members membership of the group. The member concerned will be served with written notice of the groups decision by a member of the Executive Team, and given 7 days in which to serve a notice to appeal the decision, on a member of the Executive Team. Failure to serve a notice to appeal in time will result in the executive team decision standing. If a notice to appeal is correctly served by the member, the Executive Team will hear and decide upon the members appeal, as soon as reasonably practicable, and implement their final decision. There is no further right to appeal the decision made by the Executive Team. 4. Training and Support: An effective networking training course will be provided for you to fast track your networking ability and provide you with information about Business For Breakfast. You will be further informed of this training opportunity upon attending your first meeting. The training course should be regarded as mandatory, and every attempt should be made by yourself to attend the training, as without it the effectiveness of the meetings will be reduced. This training may be held at your regular meeting or at another time as appointed. Each members group has an appointed Executive Team which controls and overseas the smooth running of the group. The Executive Team comprises of: 1. a Moderator, 2. a Co-ordinator and 3. a Host. Business For Breakfast will assign a representative of Business for Breakfast Limited to your group. This representative will be in regular contact with your Executive Team to assist with the support and development of your group. 5. Miscellaneous: Members acknowledge that any and all of the intellectual property rights (including, but not limited to: trade marks and trading names, whether or not registered, copyrights, registered and unregistered design rights, patents, know how and all confidential information) owned by Business for Breakfast shall at all times remain the sole property of Business for Breakfast. Members are not permitted to use any of the intellectual property rights owned by Business for Breakfast without the prior written consent of Business for Breakfast, which may contain restrictions and limitations. Business for Breakfast have no obligation, duty or liability to any Business for Breakfast members in contract, tort or otherwise, for any services or goods provided by any member of a Business for Breakfast group.

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Business for Breakfast do not give any warranties as to the suitability of Business for Breakfast members to undertake any services they may provide as a result of being a member of Business for Breakfast. Nor does it warrant as to the level skill and care taken by a member when providing such services. Business for Breakfast does not give any implied or express warranties as to any goods provided by members, as a result of being a Business for Breakfast member. This agreement is governed by English Law and the parties submit to the exclusive jurisdiction of the English courts. 6. Contact Details: You can contact the Business for Breakfast Head Office by: tel. 01782 524268 or write to Conspicuous CBM Ltd t/a Business for Breakfast, 3 Main Road, Milford, Stafford, Staffordshire, ST17 0UL or email stuart.walton@bforbstaffordshire.co.uk

All Business For Breakfast Members, Executive Teams and Franchisees should actively seek a testimonial after any successfully completed business.

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