Events Calendar
Learn more and register for upcoming webinars. More
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Onboarding New BRMs
Our Ask an Expert section features this topic. More
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BRM Meetings with Business Partners
Aaron Barnes, our CEO, suggests a list of meetings for the successful BRM. More
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July 2014
Vol. 1, No. 109
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Why Get BRM Certified?
By Joe Topinka
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You consider yourself an IT professional, specializing in building strong business relationships. You take pride in your work and you know that maintaining strong, collaborative relationships with partner business units is not for the faint of heart. You've been thinking about taking business relationships to a whole new level. You know you have it in you to deliver more bottom-line results, but you're not quite sure how to get there.
It is complicated, and not everyone understands your role, including people inside the IT organization. Each day it feels like you find yourself fighting to maintain the ground you covered yesterday. You wonder how to make relevant and lasting changes in the way business peers and colleagues view the BRM function. [Read on]
Note: This article originally appeared on Joe Topinka's LinkedIn page in July 2014. Reprinted with Permission.
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Joe Topinka is a recognized CIO, published author and executive coach. He is the founder of CIO Mentor, LLC and Vice Chair of the BRMI Executive Council. Visit ciomentor.com for more information.
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Events Calendar
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Upcoming events:
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Sept 26
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Free
Webinar
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Provider Capability Models & the BRM Role*
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*Registration for this event is not yet open. Check our Events page for updates. |
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Ask an Expert:
Onboarding New BRMs
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"Do you standardize your onboarding process? How long is the onboarding process? What types of training materials do you use? How does onboarding differ between new hires to the organization vs. internal hires?"
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This question was originally posted on the Discussion Area of our Members-only Wiki (log-in required). The BRMI wiki allows members to post questions, ideas and insights as well as collaborate with peers and experts in the field of Business Relationship Management. In addition, the BRMI wiki provides valuable information and tools for Business Relationship Managers and those interested in the BRM space.
Santosh Kadatare is one of our founding members and a certified Business Relationship Management Professional (BRMP�). He is also the Senior Manager - Business Relationship Management at Best Buy Canada. Here is what he had to say about onboarding new BRMs.
Our Expert Says:
The answer to your questions about onboarding BRMs is dependent on multiple factors: organizational culture, team structure and standard HR practices. Most onboarding is based on standard HR practices within the organization. But for a BRM, the key is to begin forming relationships with the business and IT stakeholders.
So I would start with getting the BRM to know the Director and VP level leadership as soon as possible. Second, the BRM needs to be an initiator to prioritize and push business initiatives and understanding of the organization's process around this is needed for a strong start. Third, the BRM needs to know where to draw the line between personal engagement versus leveraging the available resources. In addition, setting clear expectations with the coach or supervisor is essential right at the outset.
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Every month, we highlight a question about BRM and from BRMs. This month's featured question is from the " Discussion Area" 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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Business Relationship Manager Meetings with Business Partners
By Aaron Barnes
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Imagine you are an executive leader for a major corporation looking for strategies to move your business department forward. While enjoying your morning coffee and catching up on emails, you notice in the weekly company updates an announcement that a new BRM (Business Relationship Manager) will be starting next week and it will be supporting your line of business.
"What is a BRM?" you say to yourself, and then go on about your day.
A week later, the new BRM stops in and introduces herself: "Hello, Executive Director! I'd like to set up some time to review your business strategy and how I can help shape and align your service provider to deliver capabilities that will make a tangible difference for you. We will also discuss how I can assist building business cases and ensure REAL value realization long after the project is completed."
As the Executive Director, you are excited about the enthusiastic new hire standing in your doorway, but wonder to yourself, "Is she selling snake oil?" Curiously... "I have heard this before, but never from an internal business and service provider partner?" With the usual friendly, but guarded handshake, you welcome the BRM into the organization and instruct her to meet with your directors and see what great things can be accomplished. You ask her to report back on progress with your directors.
The Art of Business Relationship Management and the "Three Rights"
The golden rule of business relationship management is: Add Value in Every Interaction. As a BRM, you must manage relationships with many different levels of the organization. I have seen BRMs that maintain a relationship with the CEO and all the way down throughout the organization. Everyone knows that time is limited in the business world. To manage all these relationships, the BRM must add value in every interaction or else he will never get the time of day with the leaders of the organization. Establishing the right cadence of routine interactions and value delivered (information shared) in these meetings is critical. An effective BRM relies on the three rights: knowing the right level of knowledge to share, for the right audience, and at the right time. [Read more] Note: This article originally appeared on BRMI's Blog Section in October 2013. --- Aaron Barnes is one of the co-founders of BRMI and its Chief Executive Officer. Return to top |
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