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| Business Innovation and the BRM Processes, Techniques and Tools |
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October 2015
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One of the fantastic benefits of the BRM Explorers™ membership is this monthly periodical, which is chock-full of data, insights, and perspective that are absolutely essential for today's Business Relationship Managers. If you are a member, we hope you thoroughly enjoy this month's edition. Be sure to forward it to other members of your team who could benefit from joining BRM Explorers™, our FREE membership!
Are you new to the field of business relationship management? Did someone share this newsletter with you? Are you curious to learn more? If the answer to any of those questions is yes, get ready to embark on the exciting journey of professional development and accelerated career growth today! Become a member of our rapidly growing BRM Explorers™ community now for FREE, and stay informed on the latest BRM trends and events alongside over 13,000 leading business executive professionals around the globe!
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"Driving Strategic Convergence to Deliver Real Business Value" Webinar
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IT organizations around the world are driving towards strategic convergence with their business partners by developing and fostering relationships that result in tangible value. Our session will focus on the criticality of this emerging practice, and how you can begin (or further!) your journey towards high-value engagement with your business partners.
Join our board director, Joe Topinka, CIO of SnapAV, 2015 CIO of the Year from Charlotte, NC, and author of Business IT Partnerships, A Field Guide; and Jeannine McConnell, BRMP, Enterprise Strategist from ServiceNow in learning more about how to develop strategies and technical capabilities that position business relationship management as a key discipline. Our focus will be redefining and transforming how organizations shape demand for IT services that support business capabilities, as well as developing portfolio management strategies that drive enterprise innovation and ensure maximized financial business value results. We will look at real life case studies through thought leadership championed by BRMI and learn more about how ServiceNow is supporting and driving best practices in this critical discipline.
If you are looking to redefine, strengthen, or maintain high-value partnerships across the enterprise, register for the webinar today!
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The Case for BRM: A Practical Framework for Your CEO Conversation
by Joe Topinka
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 Getting your company's BRM capability off the ground takes planning, patience, and perseverance. Successful BRM programs are game-changing for companies that get it right, but planning and preparation are essential to getting your program off to the right start. Get comfortable with the notion that you will be playing the role of a salesperson as you embark on this journey. Be prepared for resistance, disinterest, and competing priorities from around the company. Don't be afraid to engage the services of a BRM mentor or consultant! With or without external help, the following article will get you started on building your case from the ground up.
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We are challenging all of our BRM Explorers to make the transition to professional members! Professional membership is available to anyone who is a Business Relationship Manager or is expecting to move into a BRM role.
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Growth of BRMI Prompts Leadership Expansion
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Business Relationship Management Institute (BRMI) has grown exponentially with the support and guidance of BRMs and organizations around the globe, resulting in the recent expansion of its Board of Directors, Executive Council, BRM Council. Companies continue to experience great success eliminating silos and focusing on business value through BRM capabilities. BRMI continues to experience adoption of its BRM membership program, certifications, and continues to build the global BRM community. Now with over 14,000 members!
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Open Registration for BRMConnect 2016
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Drumroll, please! Today registration has officially opened to the public for all four BRMConnect 2016 locations! That means YOU can claim your seat now!
Dates have also been confirmed for BRMConnect Charlotte:
- Pre-Conference Training: Sun, April 10 - Tue, April 12, 2016
- Conference: Tue, April 12 - Thu, April 14, 2016
- Post-Conference Training: Fri, April 15 - Sun, April 17, 2016
In addition, BRMConnect Canada venue and dates have ALSO been confirmed! The Banff Centre will be THE place for BRMConnect Canada!
Join us in Banff, Alberta, Canada on the following days: - Pre-Conference Training: Sun, Sep 11 - Tue, Sep 13, 2016
- Conference: Tue, Sep 13 - Thu, Sep 15, 2016
- Post-Conference Training: Fri, Sep 16 - Sun, Sep 18, 2016
Reminder that the above dates are for BRMConnect Charlotte and BRMConnect Canada but more details will soon be unveiled for Australia and the Netherlands. Stay tuned! Follow the excitement on FB and Twitter with the hashtag #BRMConnect!
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IIL, Global Leader in Project Management Training, becomes BRMP ATO!
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 As a well-established global leader in Project Management training, International Institute for Learning (IIL) has helped thousands of companies improve upon their capability to deliver projects on time, within scope, and on budget for the past 23 years. Helping companies maximize their investments and value in projects is what IIL does best.
Similarly to project management, business relationship management (BRM) improves an organization's ability to deliver and measure value. In the case of BRM, this is achieved by improving the overall relationship between internal shared service providers----IT, Human Resources, Finance, Sales, Strategy Planning, etc.----and the business units they serve.
Business Relationship Managers (BRMs) do this by stimulating, surfacing, and shaping business demand for the Provider's products and services, and they ensure that the potential business value from those products and services is realized, optimized, recognized, and captured.
In short, BRMs understand and converge with enterprise and business unit strategy, focusing on business value maximization. Strong business relationship management and project management capabilities are formidable forces, because they allow organizations to tackle the challenges caused by the increasingly rapid pace of change that continues to escalate and transform our lives and work environments.
IIL is proud to become an APMG Accredited Training Organization (ATO) for Business Relationship Management Professional (BRMP�) and to offer world-class BRMP training and certification. The Business Relationship Management Professional training and certification program provides a comprehensive foundation for Business Relationship Managers at every experience level, with the training and certification designed to provide a solid baseline level of knowledge.
IIL will deliver this program in a 3-day Traditional Classroom format and 18-hour Virtual Classroom format. The BRMP certification exam is always included with the training and does not involve additional costs. For more information, please visit www.iil.com. |
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Delivering Value in Every Interaction as a BRM
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In many organizations, BRMs are forced to do a balancing act to deliver value, as different business disciplines have varied expectations of what drives value. In this article, I discuss how to enhance your interactions with business leaders to strengthen the realization of value. When there is sufficient demand, the development of products and services is valuable to providers. However, for customers, business partners, and associates, value is driven by strategic intent and harvested by capabilities and solutions from providers. Successful BRMs understand when these interests converge, and they understand individual stakeholder interest and where value exists for each stakeholder. Just as importantly, they are also able to recognize where value does not exist, and they can articulate their perspective in both business and provider terms. Value truly is in the eye of the beholder, and it is up to the BRM to have 20/20 vision, providing clarity on how value will be discovered, delivered, and harvested.
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The Arnie Wetherill Mentoring Experience
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On July 1st of this year, I embarked on yet another journey in my role as a BRM: the BRMI Mentor/Mentee program with my mentor, Arnie Wetherill. Since day one, it has been a blessing to have the opportunity to meet and learn from an established BRM who has been in practice for years, especially one who also happens to be the Vice-Chair of the BRM Council.
Above all, the mentoring relationship between Arnie and me is built on transparency and open communication. During our first interaction, Arnie and I both agreed that if and when difficult issues arise, they would not be a problem to discuss, as we both have learned to find comfort in discomfort. Level setting has been integral to our mentoring relationship, and we prioritize transparency in our communications.
Moreover, all of our discussions occur within the "cone of silence" (a "Get Smart" 1960s TV reference), which means that what happens within our interactions stays between us. Every couple of weeks, we chat briefly about topics such as the role of the BRM as a Connector, Orchestrator, and Navigator, and each interaction manages to give me deeper insight into what BRM truly is.
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Global BRM Salary Survery
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In partnership with ITSM Zone, we have developed the world's first BRM salary survey! This is a fully anonymous and voluntary survey to determine the compensation of Business Relationship Management professionals in various positions in their organizations and across the globe. The survey will be conducted annually to determine trends in BRM compensation.
This data is needed to evaluate the current state and the emerging trends in BRM compensation. We will give you the opportunity to request a summarized copy of the results.
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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, catching up on emails, you notice the weekly company updates email blast announcing a new BRM (Business Relationship Manager) will be starting next week partnering with your line of business.
"What is a BRM? Partnering?!?" you ask 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 converge and shape IT to deliver business capabilities that will make a tangible difference for you. We will also discuss how I can assist building idea documents, business cases, value plans, and ensure REAL business value results 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 IT?" 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.
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Newest Communities of Interest
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We are happy to announce the formation of several new Communities of Interest! Communities of Interest allow like-minded individuals to describe, discuss, disseminate, and debate key areas of knowledge and information throughout and beyond the BRM community.
BRM en francais - This is a community for French-speaking BRMI members who are interested in networking with others in French, as well as sharing specifics related to the French culture. This group is not only intended for French members, but also for those who are simply comfortable with the language. As you are faced with challenges in your community, this COI will help to serve the needs of BRMs working within a similar context as you. The COI provides an area to share advice, experiences, issues, concerns, comments, and stories focusing on the challenges within French BRM culture. Be sure to check it out and join today!
Canada - British Columbia - While this community of people may consist of Business Relationship Managers, Business Partners, Engagement Managers, Business Analysts, Service Managers, Change Managers, or Project Managers, we all share the passion for improving engagement with the business. This Community of Interest is intended to connect and exchange information, ideas, and thoughts, and to improve the understanding of engagement with the business with all members in the Province of British Columbia.
Legal / Professional Services - This is a community for those interested in networking with others who have an interest in the BRM profession within Legal and Professional Services. As you are faced with challenges in your community, this COI will help to serve the needs of BRMs working within a similar context as you. It provides an area to share advice, experiences, issues, concerns, comments, and stories focusing on the challenges within the industry. Be sure to check it out and join today!
Africa - This group of members share wisdom, knowledge, data, and interactively pursue informed courses of action. This Community of Interest is intended to connect and exchange information, ideas, and thoughts, and to improve the understanding of engagement with the business with all members in Africa!
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Are you looking for a business relationship management opportunity? Or looking to hire a business relationship manager? Check out our BRMI Job Boards!
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Events
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BRMI Webinars & Events
Member Privilege
BRMI members can view any archived webinar at any time! Not a member? Join now!
*Please note that these events or course listings are hosted by the sponsor, and not BRMI.
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