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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