Business Relationship Management

How Do You Optimize IT Capabilities for Business Value?

In their groundbreaking book, The Discipline of Market Leaders, published in 1997, co-authors Michael Treacy and Fred Wiersema argued that companies that have taken leadership positions in their industries have typically done so by focusing their strategy on one of three value disciplines, and optimizing their business operating models accordingly. They don’t ignore the other […]

How Can Business Relationship Managers Redirect Their Efforts for Increased Business Value?

This post is for those with a substantial Business Relationship Management (BRM) role — i.e., at least 50% of their job is BRM.

I am part way though a research project that is examining where BRMs are spending their time, and where they think they should be spending it. (If you would like to be part […]

By |September 24th, 2014|Business Relationship Management|7 Comments

Business Relationship Management Research – Where Does the Time Go?

If you have a role as a Business Relationship Manager (BRM), I’d love to engage you in a very quick research study — and I will share the results and analysis with you!
The Context
I recently published a post called When Business Relationship Managers Collude with Dysfunctional Behavior.  I’ve had a lot of comments about this […]

By |September 15th, 2014|Business Relationship Management|Comments Off on Business Relationship Management Research – Where Does the Time Go?

Does This Mean the End of the Business Relationship Manager?

Today, it seems that the Business Relationship Manager (BRM) role is gaining prominence, recognition and momentum.  I witness this daily through the incredible interest in and membership of Business Relationship Management Institute and through the lens of no less that 4 LinkedIn groups dedicated to the BRM role.  I also see it directly through requests […]

By |September 2nd, 2014|Business Relationship Management, IT Management|1 Comment

When Business Relationship Managers Collude with Dysfunctional Behavior

I’m often consulted when a Business Relationship Management (BRM) team is experiencing an identity crisis regarding any or all of its:

Mission
Vision
Roles
Metrics
Value proposition

All That Hard Work Might Be Misguided!
Typically, the BRM team is working very hard to act as a valued bridge between an internal (and sometimes, external) provider, most often an IT organization and their […]

By |August 21st, 2014|Business Relationship Management, IT Management|10 Comments

Business Relationship Management and Cloud Services – Friends or Foes?

Cloud computing is a reality in most corporate computing environments today and, like it or not, is an increasingly important part of the enterprise computing landscape. There are several important aspects of cloud computing, particularly in its Software as a Service (SaaS) variation. These include:

Little to no capital outlay.
Low barrier to entry for the customer–sign […]

By |August 13th, 2014|Business Relationship Management, IT Management|1 Comment

When You’re Too Busy to Think, It’s Time to Stop and Think!

I used to joke (half-joke, actually—there was an element of truth in it!) that my consulting clients pay me to climb on a plane, read the latest IT management book, then tell them what I’ve learned. And they were thrilled because they never had time to read the book! This is a sad admission and […]

By |August 5th, 2014|Business Relationship Management, General, IT Management|Comments Off on When You’re Too Busy to Think, It’s Time to Stop and Think!

What is the Value of a Business Relationship Manager?

While many companies deploy Business Relationship Managers (BRM) as a matter of faith, some are looking for a strong business case before they invest in establishing a BRM capability.

Clarifying a business case, determining what value will accrue and how that value will be measured and felt is completely consistent with the fundamental principles of Business […]

By |July 8th, 2014|Business Relationship Management, IT Management|Comments Off on What is the Value of a Business Relationship Manager?

Key IT Roles for Driving Business Value

I’ve posted at length about the Business Relationship Manager (BRM) role as being key to driving business value from IT. But what other roles—typically under-served—work with the BRM in the pursuit of business value from IT?
In this post, I am going to introduce three dimensions of value realization than are important to driving business value. […]

Common Failure Modes in Business Relationship Management – Part 4

This is the fourth and penultimate in a series of  posts about common failure modes I come across in the deployment of a Business Relationship Management (BRM) role and/or capability.

In Parts 1, 2 and 3 in this series I discussed six common failure modes:

Failure Mode #1: Where the BRM is positioned as the “Single Point […]

By |June 17th, 2014|Business Relationship Management, IT Management|2 Comments