Business Partner

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Business Relationship Management is a Contact Sport!

I sometimes find my Business Relationship Management (BRM) trainees, coaching and consulting clients assume that BRM is a somewhat passive role, lacking in accountability and without ‘sharp teeth’. This perception is badly mistaken and can be harmful to the successful deployment of the BRM role. Putting on the Boxing Gloves Among my most popular posts [...]

Are Consultants Providing Bad Business Relationship Management Advice?

Another post inspired by a question from a BRMI member on our BRMI Online Campus - the wiki-based home of the BRM Interactive Body of Knowledge and the platform for BRMI member networking and collaboration.  Here's what the member posted (with minor edits to protect the guilty!): I attended a presentation regarding the evolution of [...]

Value-based Business Relationship Management: Part 3

This is the third and final post in series about business value realization and the role of Business Relationship Management. In the first post I described what it means to realize business value and how business value can be influenced through the Business Relationship Management (BRM) role. In the second post, I classified BRM activities [...]

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, [...]

Measuring the Impact of Business Relationship Management Capability

One of the questions I frequently get goes something like this: We're setting up a Business Relationship Management (BRM) Capability. How should we measure our impact? A common corollary to this question (often suggested by the questioner as a potential answer) is: What's the best way for a Business Relationship Manager to measure their customer's [...]

Questioning the Role of the Business Relationship Manager

I've been deeply into understanding and developing the role of Business Relationship Manager (BRM) since the early 1990's when, as a Partner at Ernst & Young's Center for Business Innovation, I began researching what was then an emerging role.  Since then, I've continued research into this important role, led many consulting engagements helping companies implement [...]

IT Maturity and the Role of Relationship Management

I've noted before that Level 1 in the Business-IT Maturity Model is mostly about Supply Management (managing the provisioning of IT products and services for consumption by the business or its customers/consumers), and that Level 3 is mostly about Demand Management (shaping and surfacing the demand for IT products and services from the business and [...]