How Replaceability Gave Way to Maximizing Business Value

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Since Industrialization began in Europe in 18th-19th centuries, the focus of many organizations, whether they were in the business of making cars or delivering customer services, has been increasingly on standardization and optimization of processes, increased efficiency with highly predictable consistent outcomes—more or less mimicking the humming rhythm of heavy industrial machinery. First, the focus […]

Business Relationship Manager Roundtable Webinar – July 26, 9AM-10AM EST

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We are very much looking forward to our next BRM Institute webinar, scheduled for July 26, from 9AM to 10AM EST—this time featuring several seasoned Business Relationship Management practitioners who will examine the following topics: How the Business Relationship Manager Can Make a Difference — The panel will discuss ways they have been able to […]

Four Reasons for a Business Case – And Why Three of Them Are Wrong!

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Most Business-IT initiatives require some type of Business Case (cost-justification) to be prepared.  This is an important Business Relationship Management (BRM) activity—typically undertaken as a joint activity between the BRM and their business partner,  the common purposes for Business Cases include: Clarify the initiative Justify the cost Prioritize the initiative against other activities competing for […]

Why Business Relationship Manager Certification?

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As we roll out our inaugural Certified Business Relationship Manager® (CBRM®) course I have received several recurring questions, so I thought it would be good to share them and our responses with you. Why should a Business Relationship Manager become CBRM® certified?   The CBRM®  certification signifies that you are a master Business Relationship Manager. That you have […]

A Professional Development Opportunity You Will Not Want to Miss

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We are delighted to report that the inaugural Certified Business Relationship Manager® (CBRM®) course, which is being held as an instructor-led class in Atlanta, GA on July 22-24, 2013, is filling up quickly.  More importantly, we are extremely pleased with and inspired by the caliber of the course registrants–an international group of seasoned BRMs.  The […]

The Four Requirements of Partnership

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Whenever I write or speak about the nature of the BRM role, I often draw parallels between what an effective BRM and a leader does using John C. Maxwell‘s succinct formula: “Leadership is influence. That’s it. Nothing more; nothing less.” Indeed, BRMs, whose job is to establish and maintain healthy balanced relationships between service providers […]

Starting a BRM Team

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So you have been lucky enough to be selected to build a new team. You might not know what the team name is, what the roles of the team are, you might not even know your own title. All you know is you have been hired or promoted to build a team to align the […]

Challenges and Implications of the BRM Role – Webinar – May 17, 2013

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Don’t miss our next webinar this Friday, May 17, 2013, 12:00PM-1:00PM EST! The second installment in our monthly webinar series is dedicated to Challenges and Implications of the BRM Role. The 60-minute overview will  will examine the following topics: BRM and Business-Provider Maturity The goals, needs and challenges faced by the BRM change as both […]

BRM Role and Service: ITIL Dyad Revisited

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ITIL’s approach to the Business Relationship Management role and, especially, the practical applicability of the corresponding BRM process has been a topic of lively debate among Business Relationship Managers. The BRM Institute’s position on this has been that, while ITIL provides a solid framework for establishing the BRM role and taking it through the initial […]

Building a Strong Community for the Business Relationship Manager

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What an amazing show of support for the Business Relationship Management Institute we have received since opening the doors! The most common comment, “It is so exciting that finally there is a professional association supporting the BRM (Business Relationship Manager) role.”  BRMs, I can tell you, you are no longer on an island. BRM Institute members now […]

Updated and Expanded BRM Training Webinar Series Is Now Open for Registration!

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Since Business Relationship Management Institute membership and webinar enrollment began last week, many of our new Founding Members signed up for our BRM Training Webinar Series events. Always eager to learn and improve in their BRM roles, several BRM Institute members reached out to us requesting to update our once-a-month series of three identical webinars, […]

BRM Institute Is Open For Membership!

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We are excited to announce that Business Relationship Management Institute is now open for membership and Webinar registration. As a member of BRM Institute, you will be able to participate in the development and promotion of the role and profession of Business Relationship Management, have access to a Wiki and collaboration platform featuring the BRM […]

Consulting Tips for Business Relationship Managers – Part 1

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This will be the first in a occasional series of posts on consulting tips for Business Relationship Managers (BRMs). BRMs Are Consultants – Like it or Not! I’ve learned over the years that some BRMs do not like being told that among other things, they are: Consultants Salespeople As one that has over 30 years […]

Strong Relationships Begin with Strong Communications

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We learn a great deal about relationship management from our work and the people we work with. If our eyes and ears are open, we can also learn a lot from our personal lives. I’ve just returned from a short scuba diving vacation where one of the fundamental disciplines of Business Relationship Management was reinforced […]

Business Relationship Management Performance Assessment: Standards, Best Practices, and Practical Implementations

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The March-April 2013 issue of the SupportWorld magazine, dedicated to performance measurement, features an article we wrote: “Business Relationship Management: Standards, Best Practices, and Practical Implementations.” In this article, we discuss the BRM role and corresponding performance evaluation criteria and compare them with the latest ISO/IEC 20000 standard requirements and ITIL best practices. We also […]

What Does Success in Your Business Relationship Management Role Look Like?

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Those who’ve tried it know, the BRM role is tough! BRMs are torn between: Conflicting forces of strategic, longer-term thinking and the more tactical short-term demands Insatiable business demand and limited supply Two ‘bosses’ — one from the business side and one from the supply side (usually the CIO when the supply side is the IT […]

How Many Business Relationship Managers Should You Have?

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A question that surfaces often is: “How many Business Relationship Managers should we have?”  It’s an important question, but one that needs contextual clarity to answer meaningfully.  Some of the key variables include: How are you defining the BRM role? How large is the organization the BRMs are supporting? What is the level of business […]

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