A lot of business owners know they “should network.”
But networking can turn into a time sink fast—breakfasts, lunches, mixers, and handing out business cards that never turn into real conversations.
So in this episode of Huntsville Biz Talk, I sat down with Alan Thielbar from Vector Security to talk about what actually works: structured networking, strong one-to-ones, and choosing groups based on value.
Watch the episode here:
Who is Alan Thielbar, and what does Vector Security do?
Alan is a commercial salesperson with Vector Security. He works with businesses of all sizes—from large national brands down to local owner-operators—and a lot of organizations in Huntsville’s defense and contractor ecosystem.
Vector Security supports the commercial side with things like:
- security systems
- cameras
- access control
That perspective matters because Alan’s business is built on relationships, trust, and being in the right rooms.
Alan is also a BNI Director Consultant, which means he oversees two chapters, providing coaching, training, and strategic support to help members grow their businesses through referrals.
What is BNI (and what is a meeting like)?
BNI stands for Business Networking International. It’s a referral networking organization, and the key word is structured.
It’s not meant to be a “grab coffee and see what happens” kind of group. It’s designed to help members:
- build relationships
- learn each other’s businesses
- and pass referrals intentionally
A few highlights we talk through:
One seat per profession
In a BNI chapter, there’s typically one person per category. So you don’t have two people in the same lane competing for the same referrals inside the group.
That exclusivity makes it easier for the chapter to remember who to send business to.
Weekly intros force clarity
Most chapters include short weekly intros where each person has about 30–45 seconds. That may not sound like much, but it builds a skill most business owners need:
Say what you do clearly. Ask for something specific. Then stop talking.
And if you can be memorable while you do it, your odds go up even more.
Featured presentations go deeper
Most chapters also feature longer presentations (often 6–10 minutes) where one or two members can really unpack what they do, show examples, and teach the room how to refer them.
That longer slot is where your services become real to the room—especially if your work is complex or behind-the-scenes.
One-to-ones: where the real value shows up
BNI meetings matter—but the one-to-one is where people really learn each other.
A good one-to-one should:
- give both people time to explain their work
- clarify what a “good referral” looks like
- help you spot opportunities for each other
Alan makes a point that’s worth repeating: one-to-ones don’t work when they turn into a one-sided monologue or a hard sales pitch.
The goal is simple:
Sell through you, not to you.
In other words: don’t try to close the person across the table. Help them understand you well enough that they can refer you confidently.
Choosing networking groups: ROI matters
We also talked about networking outside BNI—apartment association events, chambers, other local groups—and how to decide what’s worth joining.
Alan’s filter is the right one:
Value. Partnerships. ROI.
Some groups are worth committing to. Some aren’t. And it’s okay to step away from a group if it’s not producing relationships or opportunity.
If you liked this episode, please like and subscribe to the YouTube Channel and the audio podcast.
Nectar Bridge: back-office support for small business
Huntsville Biz Talk is brought to you by Nectar Bridge.
We provide back-office support—including accounting, operations, and software solutions—so owners can stay focused on their vision instead of getting stuck in the weeds.
Want to talk?
Schedule a Call with Gary: https://nectarbridge.com/contact-us/