Business relationship management

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Book Review – Be The Business: CIOs in the New Era of IT

I reviewed Martha Heller's last book, The CIO Paradox: Battling the Contradictions of IT Leadership back in October 2012, because I thought it was an important book for my typical blog readership, the IT community. When Martha invited me to review her new book, I jumped at the opportunity because: I respect Martha's perspective—she is both an IT executive [...]

The Value of Business Relationship Management? A 3-Fold Increase in IT Effectiveness!

Highly respected McKinsey & Company has just published a ground breaking research report entitled, "Partnering to shape the future—IT's new imperative." The opening statement powerfully expresses the raison d'être for Business Relationship Management: "When IT acts as a partner to the business, rather than as a technology consultant or supplier of IT services, the benefits are [...]

IT Demand Management is More Than Managing Business Requests!

I was recently reading some "brochureware" from a prominent IT consulting firm that defined Business Demand Management as "managing business requests." This is a travesty! It implies a low level of relationship maturity, what BRMI would define as "Order Taking", which is Level 2 on a 5-Level Business Relationship Maturity scale, where Level 1 is [...]

Inaugural CBRM Class Sold Out!

With apologies to anyone interested in participating in the inaugural Certified Business Relationship Management® (CBRM®) class, it is full, and I am closing registration. This course was announced on December 8th, 2015, and will be held in Roswell, GA, from May 23-26, 2016. We decided early on to limit class size to 15 participants in [...]

The Process Obsession Trap!

Process is good, but... To be clear—I'm a big believer in process discipline! The importance of and evidence for strong process discipline is all around us! I was on an airplane this weekend and happened to peek into the cockpit while boarding. The pilot and co-pilot were going through their pre-flight checklist. It was comforting [...]