Business Partner

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 this year […]

By |June 23rd, 2015|Business Relationship Management, IT Management|Comments Off on Business Relationship Management is a Contact Sport!

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 a […]

By |February 17th, 2015|Business Relationship Management, IT Management|4 Comments

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 into […]

By |November 11th, 2014|Business Relationship Management, IT Management|2 Comments

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:

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

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 satisfaction?
The Ultimate Measure […]

By |January 14th, 2014|Business Relationship Management, IT Management|4 Comments

Driving Business-IT Convergence – The Evolving Role of the Business Relationship Manager (Part 1 of 2)

I’m seeing a surge of interest in the emerging role of the Business Relationship Manager (BRM) as a key position that sits between a shared services organization (most frequently IT) and its business partner.  This is an internal role that should not be confused with the similarly titled externally-facing role common in banks and financial […]

By |February 4th, 2013|IT Management, IT Maturity, Next Generation IT|8 Comments

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 […]

By |October 22nd, 2007|Demand Maturity, IS Management, IT Management, IT Maturity|Comments Off on IT Maturity and the Role of Relationship Management