Events Calendar
Want to learn more about the field of Business Relationship Management? Join our latest webinars and events. More
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The Four Requirements of Partnership
Read this article by Dr.Aleksandr Zhuk on what you need to have a real partnership. More
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June 2014
Vol. 1, No. 108
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Ask an Expert:
Having a documented BRM Value Proposition
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"Does anyone have a documented BRM value proposition that they can share with me to better sell the BRM positions at my organization? Something that I can share with senior executives that clearly articulates the benefits associated with having a BRM closely tied (dotted or direct) to a business area (i.e. Sales, Operations)."
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This question was originally posted on our members-only wiki. It received answers from multiple experts, including Vaughan Merlyn, our Chief Knowledge Officer and one of the co-founders of BRMI. What follows is a condensed version of his response. Members can read the complete thread on the Members' Hangouts (log-in required).
Our Expert Says:
I have to concur--beware canned value propositions! There are many things in life where working through a process to reach an end result (e.g., a value proposition) is more important than the end result! Arriving at a value proposition is a wonderful opportunity to really engage the business partner--after all, the "value" in the value proposition has to be seen from their perspective. So, one needs to answer the following:
- What are the 'pain points' the business partner is feeling that the BRM should help resolve?
- How would the business partner define success for the BRM relationship?
- What types of metrics would they use to define success?
However, remember that "the customer is not always right" and "does not necessarily know what they want or is good for them." So, take the inputs to the questions above and add your own spin-things the business partner might not expect or even know they need.
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Every month, we highlight a question about BRM and from BRMs. This month's featured question is from the " Members' Hangout" section of our members-only wiki. You can check out this space and others like it on BRM Collaboration (membership required). This is a space created specifically as a channel for our members to ask questions, discuss and collaborate with their peers and experts in the field of Business Relationship Management. Not yet a member? Learn more about our memberships.
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Events Calendar
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You can now register for these events:
Keep posted for these upcoming events: |
Sept 26
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Webinar
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Provider Capability Models & the BRM Role
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Webinars from our partners:
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The Four Requirements of Partnership
By Dr. Aleksandr Zhuk
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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 and business partners to maximize the value of business investments into the services provided, know that what they do is all about influence--it's about leadership. In its most effective form, leadership does not rely on coercive positional power. According to Peter Block, effective leaders build long-term partnerships in which the role of a leader becomes that of a steward who, as Block writes in Stewardship, is "deeply accountable for the outcomes of a group, an institution, a community, without active to define purpose for others, control others, or take care of others."
The idea of the Business Relationship Manager acting as a strategic partner is well-known to BRMI members and our webinar attendees, who are familiar with the four levels of the Business Relationship Management Role Maturity Model we frequently discuss. Strategic Partnership is the highest level of BRM role maturity--one which focuses on partnership across the business partner's lifecycle and is developed enough to provide seamless integration across the enterprise. According to Block, there are four requirements of partnership that need to be met to have a real partnership.
To learn more about these four requirements, you can read more here.
Note: This article originally appeared in our Blog Section on June 2013.
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