Besides the small introduction, subscribers and consulting clients within this management domain have access to:
This blueprint helps you to establish a relationship with your stakeholders, both within and outside of IT. You’ll learn how to embed relationship management throughout your organization.
Use this tool to capture your findings as you work through the blueprint.
Customize this tool to obtain buy in from leadership and other stakeholders. As you continue through the blueprint, continue to leverage this template to communicate what your BRM program is about.
This worksheet template is used to outline what the BRM practice will do and associate the expectations and tasks with the roles throughout your organization. Use this to communicate that while your BRM role has a strategic focus and perspective of the relationship, other roles will continue to be important for relationship management.
This worksheet allows you to list the stakeholders and their priority in order to establish how you want to engage with them.
These job descriptions will provide you with list of competencies and qualifications necessary for a BRM operating at different levels of maturity. Use this template as a guide, whether hiring internally or externally, for the BRM role.
Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.
Set the foundation for your BRM practice – understand your current state and set the vision.
An understanding of current pain points and benefits to be addressed through your BRM practice. Establish alignment on what your BRM practice is – use this to start obtaining buy-in from stakeholders.
1.1 Define BRM
1.2 Analyze Satisfaction
1.3 Assess SWOT
1.4 Create Vision
1.5 Create the BRM Mission
1.6 Establish Goals
BRM definition
Identify areas to be addressed through the BRM practice
Shared vision, mission, and understanding of the goals for the brm practice
Determine where the BRM fits and how they will operate within the organization.
Learn how the BRM practice can best act on your goals.
2.1 Establish Guiding Principles
2.2 Determine Where BRM Fits
2.3 Establish BRM Expectations
2.4 Identify Roles With BRM Responsibilities
2.5 Align Capabilities
An understanding of where the BRM sits in the IT organization, how they align to their business partners, and other roles that support business relationships
Determine how to identify and work with key stakeholders.
Determine ways to engage with stakeholders in ways that add value.
3.1 Brainstorm Sources of Business Value
3.2 Identify Key Influencers
3.3 Categorize the Stakeholders
3.4 Create the Prioritization Map
3.5 Create Your Engagement Plan
Shared understanding of business value
A plan to engage with stakeholders
Determine how to continuously improve the BRM practice.
An ongoing plan for the BRM practice.
4.1 Create Metrics
4.2 Prioritize Your Projects
4.3 Create a Portfolio Investment Map
4.4 Establish Your Annual Plan
4.5 Build Your Transformation Roadmap
4.6 Create Your Communication Plan
Measurements of success for the BRM practice
Prioritization of projects
BRM plan
As long as humans are involved in enabling technology, it will always remain important to ensure that business relationships support business needs. At the cornerstone of those relationships is trust and the establishment of business value. Without trust, you won’t be believed, and without value, you won’t be invited to the business table.
Business relationship management can be a role, a capability, or a practice – either way it’s essential to ensure it exists within your organization. Show that IT can be a trusted partner by showing the value that IT offers.
Allison Straker
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Is IT saying this about business partners?
I don’t know what my business needs and so we can’t add as much value as we’d like. My partners don’t give us the opportunity to provide new ideas to solve business problems My partners listen to third parties before they listen to IT. We’re too busy and don’t have the capacity to help my partners. |
Are business partners saying this about IT?
IT does not create and deliver valuable services/solutions that resolve my business pain points. IT does not come to me with innovative solutions to my business problems/challenges/issues. IT blocks my efforts to drive the business forward using innovative technology solutions. IT does not advocate for my needs with the decision makers in the organization. |
While organizations realize they need to do better, they often don’t know how to improve.
… these are all things that a mature business relationship can do to improve your organization.
Key improvement areas identified by business leaders and IT leaders
Business relationships can take a strategic, tactical, or operational perspective.
While all levels are needed, focus on a strategic perspective for optimal outcomes.
Create business value through:
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IT Benefits
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Business Benefits
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Increase your business benefits by moving up higher – from operational to tactical to strategic. |
When business partners are satisfied that IT understands their needs, they have a higher perception of the value of overall IT
The relationship between the perception of IT value and business satisfaction is strong (r=0.89). Can you afford not to increase your understanding of business needs?
(Source: Info-Tech Research Group diagnostic data/Business-Aligned IT Strategy blueprint (N=652 first-year organizations that completed the CIO Business Vision diagnostic))
A tale of two IT partnersOne IT partner approached their business partner without sufficient background knowledge to provide insights. The relationship was not strong and did not provide the business with the value they desired. |
Research your business and be prepared to apply your knowledge to be a better partner.The other IT partner approached with knowledge of the business and external parties (vendors, competitors, industry). The business partners received this positively. They invited the IT partners to meetings as they knew IT would bring value to their sessions. |
1) Survey your stakeholders to measure improvements in customer satisfaction | 2) Measure BRM success against the goals for the practice | |
Business satisfaction survey
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Info-Tech has developed an approach that can be used by any organization to improve or successfully implement BRM. | Become a Trusted Partner and Advisor | |
KNOWLEDGE OF INDUSTRY
STRATEGIC |
Value Creator and Innovator
Strategic view of IT and the business with knowledge of the market and trends; a connector driving value-added services. |
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KNOWLEDGE OF FUNCTIONS
TACTICAL |
Influencer and Advocate
Two-way voice between IT and business, understanding business processes and activities including IT touchpoints and growing tactical and strategic view of services and value. |
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TABLE STAKES:
COMMUNICATION SERVICE DELIVERY PROJECT DELIVERY OPERATIONAL |
Deliver
Communication, service, and project delivery and fulfillment, initial engagement with and knowledge of the business. |
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Foundation: Define and communicate the meaning and vision of BRM |
IT | Partner | What to do to move to the next level | ||
Strategic PartnerShared goals for maximizing value and shared risk and reward | 5 | Strategic view of IT and the business with knowledge of the market and trends; a connector driving value-added services. Value Creator and Innovator | See partners as integral to business success and growth | Focus on continuous learning and improvement. |
Trusted AdvisorCooperation based on mutual respect and understanding | 4 | Partners understand, work with, and help improve capabilities. Influencer and Advocate | Sees IT as helpful and reliable | Strategic: IT needs to demonstrate and apply knowledge of business, industry, and external influences. |
Service ProviderRoutine – innovation is a challenge | 3 | Two-way voice between IT and business; understanding business processes and activities including IT touchpoints and growing tactical and strategic view of services and value. Priorities set but still always falling behind. | Views IT as helpful but they don’t provide guidance | IT needs to excel in portfolio and transition management. Business needs to engage IT in strategy. |
Order TakerDistrust, reactive | 2 | Focuses on communication, service, and project delivery and fulfillment, initial engagement with and knowledge of the business. Delivery Service | Engages with IT on an as-needed basis | Improve Tactical: IT needs to demonstrate knowledge of the business they are in. IT to improve BRM and service management. Business needs to embrace BRM role and service management. |
Ad HocLoudest in, first out | 1 | Too busy doing the basics; in firefighter mode. | Low satisfaction (cost, duration, quality) | Improve Operational Behavior: IT to show value with “table stakes” – communication, service delivery, project delivery. IT needs to establish intake/demand management.
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(Adapted from BRM Institute Maturity Model and Info-Tech’s own model)
Business relationship management isn’t just about having a pleasant relationship with stakeholders, nor is it about just delivering things they want. It’s about driving business value in everything that IT does and leveraging relationships with the business and IT, both within and outside your organization.
Every organization will apply the BRM practice differently. Understand what’s needed within your organization to create the best fit.
When implemented properly, a BRM is a value creator, advocate, innovator, and influencer.
Before you can create incremental business value, you must master the fundamentals of service and project delivery.
Knowledge of your current situation is only half the battle; knowledge of the business/industry is key.
DIY Toolkit |
Guided Implementation |
Workshop |
Consulting |
"Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." | "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." | "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." | "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project." |
Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:
Key deliverable:
Executive Buy-In and Communication Presentation TemplateExplain the need for the BRM practice and obtain buy-in from leadership and staff across the organization.
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BRM WorkbookCapture the thinking behind your organization’s BRM program. |
BRM Stakeholder Engagement Plan WorksheetWorksheet to capture how the BRM practice will engage with stakeholders across the organization. |
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BRM Role Expectations WorksheetHow business relationship management will be supported throughout the organization at a strategic, tactical, and operational level. |
A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.
A typical GI is between 8 to 12 calls over the course of 4 to 6 months.
What does a typical GI on this topic look like?
Phase 1 |
Phase 2 |
Phase 3 |
Phase 4 |
Phase 5 |
Call #1: Discuss goals, current state, and an overview of BRM.
Call #2: Examine business satisfaction and discuss results of SWOT. |
Call #3: Establish BRM mission, vision, and goals. | Call #4: Develop guiding principles.
Call #5: Establish the BRM operating model and role expectations. |
Call #6: Establish business value. Discuss stakeholders and engagement planning. | Call #7: Develop metrics. Discuss portfolio management.
Call #8: Develop a communication or rollout plan. |
Workshop OverviewComplete the CIO-Business Vision diagnostic prior to the workshop. |
Contact your account representative for more information.
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Day 1 | Day 2 | Day 3 | Day 4 | Post-Workshop | |
Activities |
Set the FoundationAssess & Situate |
Define the Operating ModelPlan |
Define EngagementImplement |
Implement BRMReassess |
Next steps and Wrap-Up (offsite) |
1.1 Discuss rationale and importance of business relationship management 1.2 Review CIO BV results 1.3 Conduct SWOT analysis (analyze strengths, weaknesses, opportunities, and threats) 1.4 Establish BRM vision and mission 1.5 Define objectives and goals for maturing the practice |
2.1 Create your list of guiding principles (optional) 2.2 Define business value 2.3. Establish the operating model for the BRM practice 2.4 Define capabilities |
3.1. Identify key stakeholders 3.2 Map, prioritize, and categorize the stakeholders 3.4 Create an engagement plan |
4,1 Define metrics 4.2 Identify remaining enablers/blockers for practice implementation 4.3 Create roadmap 4.4 Create communication plan |
5.1 Complete in-progress deliverables from previous four days 5.2 Set up review time for workshop deliverables and to discuss next steps |
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Deliverables |
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Assess
1.1 Define BRM 1.2 Analyze Satisfaction 1.3 Assess SWOT |
Situate
2.1 Create Vision 2.2 Create the BRM Mission 2.3 Establish Goals |
Plan
3.1 Establish Guiding Principles 3.2 Determine Where BRM Fits 3.3 Establish BRM Expectations 3.4 Identify Roles With BRM Responsibilities 3.5 Align Capabilities |
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Implement
4.1 Brainstorm Sources of Business Value 4.2 Identify Key Influencers 4.3 Categorize the Stakeholders 4.4 Create the Prioritization Map 4.5 Create Your Engagement Plan |
Reassess & Embed
5.1 Create Metrics 5.2 Prioritize Your Projects 5.3 Create a Portfolio Investment Map 5.4 Establish Your Annual Plan 5.5 Build Your Transformation Roadmap 5.6 Create Your Communication Plan |
Who are BRM relationships with? | The BRM has multiple arms/legs to ensure they’re aligned with multiple parties – the partners within the lines of business, external partners, and technology partners. | ||
What does a BRM do? | Engage the right stakeholders – orchestrate key roles, resources, and capabilities to help stimulate, shape, and harvest business value.
Connect partners (IT and other business) with the resources needed. Help stakeholders navigate the organization and find the best path to business value. |
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What does a BRM focus on? | Demand Shaping – Surfacing and shaping business demand
Value Harvesting – Identifying ways to increase business value and providing insights Exploring – Rationalizing demand and reviewing new business, technology, and industry insights Servicing – Managing expectations and facilitating business strategy; business capability road mapping |
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Many organizations face business dissatisfaction because they do not understand what the role of a BRM should be.
A BRM Is NOT:
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A BRM Is:
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Input: Your preliminary thoughts and ideas on BRM
Output: Themes summarizing what BRM will be at your organization
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download the BRM Workbook
Download the Executive Buy-In and Communication Template
Leverage the CIO Business Vision Diagnostic to provide clarity on:
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1 hour
Input: CIO-Business Vision Diagnostic, Other business feedback
Output: Summary of your partners’ view of the IT relationship
Materials: Whiteboard/flip charts (physical or electronic)
Participants: CIO, IT management team
Use the BRM Workbook to capture ideas
Polish the goals in the Executive Buy-In and Communication Template
A SWOT analysis is a structured planning method organizations use to evaluate the effects of internal strengths and weaknesses and external opportunities and threats on a project or business venture.
Strengths (Internal)
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Weaknesses (Internal)
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Opportunities (External)
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Threats (External)
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1 hour
Input: IT and business stakeholder expertise
Output: Analysis of internal and external factors impacting the IT organization
Materials: Whiteboard/flip charts (physical or electronic)
Participants: CIO, IT management team
Capture in the BRM Workbook
Assess 1.1 Define BRM 1.2 Analyze Satisfaction 1.3 Assess SWOT | Situate 2.1 Create Vision 2.2 Create the BRM Mission 2.3 Establish Goals | Plan 3.1 Establish Guiding Principles 3.2 Determine Where BRM Fits 3.3 Establish BRM Expectations 3.4 Identify Roles With BRM Responsibilities 3.5 Align Capabilities | ||
Implement 4.1 Brainstorm Sources of Business Value 4.2 Identify Key Influencers 4.3 Categorize the Stakeholders 4.4 Create the Prioritization Map 4.5 Create Your Engagement Plan | Reassess & Embed 5.1 Create Metrics 5.2 Prioritize Your Projects 5.3 Create a Portfolio Investment Map 5.4 Establish Your Annual Plan 5.5 Build Your Transformation Roadmap 5.6 Create Your Communication Plan |
Your strategy is a critical input into your program. Extract critical components of your strategy and convert them into a set of actionable principles that will guide the selection of your operating model.
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Establish the vision of what your BRM practice will achieve.
Your vision will paint a picture for your stakeholders, letting them know where you want to go with your BRM practice.
The vision will also help motivate and inspire your team members so they understand how they contribute to the organization. Your strategy must align with and support your organization’s strategy. |
Good Visions
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When Visions Fail
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Begin the process of deriving the business relationship management vision statement by examining your business and user concerns. These are the problems your organization is trying to solve.
Paint the picture for your team and stakeholders so that they align on what BRM will achieve. |
Sample vision statements:
1 hour
Input: IT and business strategies
Output: Vision statement
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Strong vision statements have the following characteristics |
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Use the BRM Workbook to capture ideas
Polish the goals in the Executive Buy-In and Communication Template
Make sure the practice’s mission statement reflects answers to the questions below:
The questions:
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“A mission statement illustrates the purpose of the organization, what it does, and what it intends on achieving. Its main function is to provide direction to the organization and highlight what it needs to do to achieve its vision.” (Joel Klein, BizTank (in Hull, “Answer 4 questions to get a great mission statement.”))
Sample mission statements
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To enhance the lives of our end users through our products so that our brand becomes synonymous with user-centricity. To enable innovative services that are seamless and enjoyable to our customers so that together we can inspire change. Apple’s mission statement: “To bring the best user experience to its customers through its innovative hardware, software, and services.” (Mission Statement Academy, May 2019.) Coca Cola’s mission statement: “To refresh the world in mind, body, and spirit, to inspire moments of optimism and happiness through our brands and actions, and to create value and make a difference.” (Mission Statement Academy, August 2019.) Tip: Using the “To … so that” format helps to keep your mission focused on the “why.” |
1 hour
Input: IT and business strategies, Vision
Output: Mission statement
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
“People don't buy what you do; they buy why you do it and what you do simply proves what you believe.” (Sinek, Transcript of “How Great Leaders Inspire Action.”)
Download the BRM Workbook
Download the Executive Buy-In and Communication Template
VALUE HARVESTING
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DEMAND SHAPING
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SERVICING
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EXPLORING
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VALUE HARVESTING
Success may mean that you:
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DEMAND SHAPING
Success may mean that you:
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SERVICING
Success may mean that you:
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EXPLORING
Success may mean that you:
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1 hour
Input: Mission and vision statements
Output: List of goals
Materials: Whiteboard/flip charts (physical or electronic)
Participants: CIO, IT management team, BRM team
Download the BRM Workbook
Download the Executive Buy-In and Communication Template
Assess 1.1 Define BRM 1.2 Analyze Satisfaction 1.3 Assess SWOT | Situate 2.1 Create Vision 2.2 Create the BRM Mission 2.3 Establish Goals | Plan 3.1 Establish Guiding Principles 3.2 Determine Where BRM Fits 3.3 Establish BRM Expectations 3.4 Identify Roles With BRM Responsibilities 3.5 Align Capabilities | ||
Implement 4.1 Brainstorm Sources of Business Value 4.2 Identify Key Influencers 4.3 Categorize the Stakeholders 4.4 Create the Prioritization Map 4.5 Create Your Engagement Plan | Reassess & Embed 5.1 Create Metrics 5.2 Prioritize Your Projects 5.3 Create a Portfolio Investment Map 5.4 Establish Your Annual Plan 5.5 Build Your Transformation Roadmap 5.6 Create Your Communication Plan |
Your guiding principles should define a set of loose rules that can be used to design your BRM practice to the specific needs of the organization and work that needs to be done. These rules will guide you through the establishment of your BRM practice and help you explain to your stakeholders the rationale behind organizing in a specific way. |
Sample Guiding Principles
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Input: Mission and vision statements
Output: BRM guiding principles
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download the BRM Workbook
Download the Executive Buy-In and Communication Template
It may be useful to pilot the BRM practice with a small group within the organization – this gives you the opportunity to learn from the pilot and share best practices as you expand your BRM practice.
You can leverage the pilot business unit’s feedback to help obtain buy-in from additional groups. Evaluate the approaches for your pilot: |
Work With an Engaged Business Unit
This approach can allow you to find a champion group and establish quick wins. |
Target Underperforming Area(s)
This approach can allow you to establish significant wins, providing new opportunities for value. |
Target the Area(s) Driving the Most Business Value
Provide the largest positive impact on your portfolio’s ability to drive business value; for large strategic or transformative goals. |
Work Across a Single Business Process
This approach addresses a single business process or operation that exists across business units, departments, or locations. This, again, will allow you to limit the number of stakeholders. |
Strategic BRMs are considered IT leaders, often reporting to the CIO.
In product-aligned organizations, the product owners will own the strategic business relationship from a product perspective (often across LOB), while BRMs will own the strategic role for the line(s) of businesses (often across products) that they hold a relationship with. The BRM role may be played by a product family leader.
BRMs may take on a more operational function when they are embedded within another group, such as the PMO. This manifests in:
Use the IT structure and the business structure to determine how to align BRM and business partners. Many organizations ensure that each LOB has a designated BRM, but each BRM may work with multiple LOBs. Ensure your alignment provides an even and manageable distribution of work.
Business Relationship Manager: Portfolio View
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The BRM will look holistically across a portfolio, rather than on specific projects or products. Their focus is ensuring value is delivered that impacts the overall organization. Multiple BRMs may be responsible for lines of businesses and ensure that products and project enable LOBs effectively. | |
Business Analyst: Product or Project View
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The BA tends to be involved in project work – to that end, they are often brought in a bit before a project begins to better understand the context. They also often remain after the project is complete to ensure project value is delivered. However, their main focus is on delivering the objectives within the project. | |
Product Owner: Product View
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The Product Owner bridges the gap between the business and delivery to ensure their product continuously delivers value. Their focus is on the product. |
Input: BRM goals, IT organizational structure, Business organizational structure
Output: BRM operating model
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download the BRM Workbook
Download the Executive Buy-In and Communication Template
Some titles that may reflect alignment with your partners:
Support BRM team members might have “analyst” or “coordinator” as part of their titles. |
Caution when using these titles:
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Act as a Relationship Manager
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Service Delivery
Service delivery breaks out into three activities: service status, changes, and service desk tickets
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Knowledge of the Business
Understand the main business activities for each department:
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Influence Business and IT Stakeholders
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Value Creator
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Input: BRM goals
Output: BRM expectations
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download the BRM Workbook
Download the Executive Buy-In and Communication Template
Various roles and levels within your organization may have a part of the BRM pieWhere the BRM sits will impact what they are able to get done.The BRM role is a strategic one, but other roles in the organization have a part to play in impacting IT-partner relationship.Some roles may have a more strategic focus, while others may have a more tactical or operational focus. |
Input: BRM goals
Output: BRM-aligned roles
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download the Role Expectations Worksheet
STRATEGIC | Sets Direction: Focus of the activities is at the holistic, enterprise business level | “relating to the identification of long-term or overall aims and interests and the means of achieving them” | e.g. builds overarching relationships to enable and support the organization’s strategy; has strategic conversations | |
TACTICAL | Figures Out the How: Focuses on the tactics required to achieve the strategic focus | “skillful in devising means to ends” | e.g. builds relationships specific to tactics (projects, products, etc.) | |
OPERATIONAL | Executes on the Direction: Day-to-day operations; how things get done | “relating to the routine functioning and activities of a business or organization” | e.g. builds and leverages relationships to accomplish specific goals (within a project or product) |
Input: Current-state model, Business value matrix, Objectives and goals
Output: BRM-aligned roles
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Leverage the Role Expectations Worksheet
Assess 1.1 Define BRM 1.2 Analyze Satisfaction 1.3 Assess SWOT | Situate 2.1 Create Vision 2.2 Create the BRM Mission 2.3 Establish Goals | Plan 3.1 Establish Guiding Principles 3.2 Determine Where BRM Fits 3.3 Establish BRM Expectations 3.4 Identify Roles With BRM Responsibilities 3.5 Align Capabilities | ||
Implement 4.1 Brainstorm Sources of Business Value 4.2 Identify Key Influencers 4.3 Categorize the Stakeholders 4.4 Create the Prioritization Map 4.5 Create Your Engagement Plan | Reassess & Embed 5.1 Create Metrics 5.2 Prioritize Your Projects 5.3 Create a Portfolio Investment Map 5.4 Establish Your Annual Plan 5.5 Build Your Transformation Roadmap 5.6 Create Your Communication Plan |
Value is not only about revenue or reduced expenses. Use this internal-external and capability-financial business value matrix to more holistically consider what is valuable to stakeholders.
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Business Value Matrix Axes:Financial Benefits vs. Improved Capabilities
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Input: Product and service knowledge, Business process knowledge
Output: Understanding of different sources of business value
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Use the BRM Workbook to capture sources of business value |
See appendix for more information on value drivers: |
Example:
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A stakeholder is any group or individual who is impacted by (or impacts) your objectives. Challenges with stakeholder management can result from a self-focused point of view. Avoid these challenges by taking on the other’s perspectives – what’s in it for them. The key objectives of stakeholder management are to improve outcomes, increase confidence, and enhance trust in IT.
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Challenges
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Implications
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List the people who are identified through the following questions: | Take a 360-degree view of potential internal and external stakeholders who might be impacted by the initiative. | |||
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Executives Peers Direct reports Partners Customers |
Subcontractors Suppliers Contractors Lobby groups Regulatory agencies |
Follow the trail of breadcrumbs from your direct stakeholders to their influencers to uncover hidden stakeholders.
Your stakeholder map defines the influence landscape your BRM team operates in. It is every bit as important as the teams who enhance, support, and operate your products directly.
Input: List of stakeholders
Output: Relationships among stakeholders and influencers
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Use the BRM Workbook to capture stakeholders |
There are four areas in the map and the stakeholders within each area should be treated differently.
Input: Stakeholder Map
Output: Categorization of stakeholders and influencers
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
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Level of Influence
Level of InterestHow much are the stakeholder’s individual performance and goals directly tied to the success or failure of the product? |
Use the BRM Workbook to map your stakeholders
Type | Quadrant | Actions |
Players | High influence; high interest | Actively Engage
Keep them engaged through continuous involvement. Maintain their interest by demonstrating their value to its success. |
Mediators | High influence; low interest | Keep Satisfied
They can be the game changers in groups of stakeholders. Turn them into supporters by gaining their confidence and trust, and include them in important decision-making steps. In turn, they can help you influence other stakeholders. |
Noisemakers | Low influence; high interest | Keep Informed
Try to increase their influence (or decrease it if they are detractors) by providing them with key information, supporting them in meetings, and using Mediators to help them. |
Spectators | Low influence; low interest | Monitor
They are followers. Keep them in the loop by providing clarity on objectives and status updates. |
There may be too many stakeholders to be able to manage them all. Focus your attention on the stakeholders that matter most.
Apply a third dimension for stakeholder prioritization: support.
Support, in addition to interest and influence, is used to prioritize which stakeholders are should receive the focus of your attention. This table indicates how stakeholders are ranked:
Support can be determined by rating the following question: how likely is it that your stakeholder would recommend IT at your organization/your group? Our four categories of support:
Input: Stakeholder Map
Output: Categorization of stakeholders and influencers
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Use the BRM Workbook to map your stakeholders |
BlockersPay attention to your “blockers,” especially those that appear in the high influence and high interest part of the quadrant. Consider how your engagement with them varies from supporters in this quadrant. Consider what is valuable to these stakeholders and focus your conversations on “what’s in this for them.” |
Neutral & EvangelistsStakeholders that are neutral or evangelists do not require as much attention as blockers and supporters, but they still can’t be ignored – especially those who are players (high influence and engagement). Focus on what’s in it for them to move them to become supporters. |
SupportersDo not neglect supporters – continue to engage with them to ensure that they remain supporters. Focus on the supporters that are influential and impacted, rather than the “spectators.” |
Input: Stakeholder Map/list of stakeholders
Output: Categorization of stakeholders and influencers
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download and use the BRM Stakeholder Engagement Plan |
Agenda | |||||
Stakeholder | Information Type | Meeting Frequency | Lower Maturity | Mid-Level Maturity | Higher Maturity |
VP | Strategic | Quarterly |
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Director | Strategic, Tactical | Monthly |
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Manager | Tactical | Monthly |
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Lower Maturity – Focus on service delivery, project delivery, and communication
Mid-Level Maturity – Focus on business pain points and a deeper knowledge of the business
Higher Maturity – Focus on creating value by leading innovative initiatives that drive the business forward
Stakeholder – Include both IT and business stakeholders at appropriate levels
Agenda – Manage stakeholders expectations, and clarify how your agenda will progress as the partnership matures
Assess 1.1 Define BRM 1.2 Analyze Satisfaction 1.3 Assess SWOT | Situate 2.1 Create Vision 2.2 Create the BRM Mission 2.3 Establish Goals | Plan 3.1 Establish Guiding Principles 3.2 Determine Where BRM Fits 3.3 Establish BRM Expectations 3.4 Identify Roles With BRM Responsibilities 3.5 Align Capabilities | ||
Implement 4.1 Brainstorm Sources of Business Value 4.2 Identify Key Influencers 4.3 Categorize the Stakeholders 4.4 Create the Prioritization Map 4.5 Create Your Engagement Plan | Reassess & Embed 5.1 Create Metrics 5.2 Prioritize Your Projects 5.3 Create a Portfolio Investment Map 5.4 Establish Your Annual Plan 5.5 Build Your Transformation Roadmap 5.6 Create Your Communication Plan |
Measure your BRM practice success
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Questions to ask | Are your metrics achievable? | |
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S pecific M easurable A chievable R ealistic T ime-bound |
Embedding the BRM practice within your organization must be grounded in achievable outcomes.
Ensure that the metrics your practice is measured against reflect realistic and tangible business expectations. Overpromising the impact the practice will have can lead to long-term implementation challenges. |
1 | Survey your stakeholders to measure improvements in customer satisfaction. | Leverage the CIO Business Vision on a regular interval – most find that annual assessments drive success. Evaluate whether the addition or increased maturity of your BRM practice has improved satisfaction with IT. | ||
Business satisfaction survey
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Measure BRM success against the goals for the practice. |
Evaluate whether the BRM practice has helped IT to meet the goals that you’ve established. For each of your goals, create metrics to establish how you will know if you’ve been successful. This might be how many or what type of interactions you have with your stakeholders, and/or it could be new connections with internal or external partners. Ensure you have established metrics to measure success at your goals. |
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Input: Goals, The attributes which can align to goal success
Output: Measurements of success
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Use the BRM Workbook |
Partner instructions:
Please indicate how much you agree with each of the following statements. Use a scale of 1-5, where 1 is low agreement and 5 indicates strong agreement: Demand Shaping: My BRM is at the table and seeks to understand my business. They help me understand IT and helps IT prioritize my needs. Exploring: My BRM surfaces new opportunities based on their understanding of my pain points and growth needs. They engage resources with a focus on the value to be delivered. Servicing: The BRM obtains an understanding of the services and service levels that are required, clarifies them, and communicates costs and risks. Value Harvesting: Focus on value is evident in discussions – the BRM supports IT in ensuring value realization is achieved and tracks value during and beyond deployment. |
IT needs to juggle “keeping the lights on” initiatives with those required to add value to the organization. Partner with the appropriate resources (Project Management Office, Product Owners, System Owners, and/or others as appropriate within your organization) to ensure that all initiatives focus on value. Info-Tech InsightNot every organization will balance their portfolio in the same way. Some organizations have higher risk tolerance and so their higher priority goals may require that they accept more risk to potentially reap more returns. | 80% of organizations feel their portfolios are dominated by low-value initiatives that do not deliver value to the business. (Source: Stage-Gate International and Product Development Institute, March/April 2009) |
All new requests are not the same; establish a process for intake and manage expectations and IT’s capacity to deliver value.Ensure you communicate your process to support new ideas with your stakeholders. They’ll be clear on the steps to bring new initiatives into IT and will understand and be engaged in the process to demonstrate value. |
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For support creating your intake process, go to Optimize Project Intake, Approval and Prioritization |
Use value as your criteria to evaluate initiativesWork with project managers to ensure that all projects are executed in a way that meets business expectations.
Download Info-Tech’s Project Value Scorecard Development Tool. |
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Input: Value criteria
Output: Prioritized project listing
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download Info-Tech’s Project Value Scorecard Development Tool. |
Visualize where investments add value through an initiative portfolio mapAn initiative portfolio map is a graphic visualization of strategic initiatives overlaid on a business capability map. Leverage the initiative portfolio map to communicate the value of what IT is working on to your stakeholders. Info-Tech InsightProjects will often impact one or more capabilities. As such, your portfolio map will help you identify cross-dependencies when scaling up or scaling down initiatives. | Example initiative portfolio map
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Input: Business capability map
Output: Portfolio investment map
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Download Info-Tech’s Initiative Portfolio Map Template. |
To support the BRM capability at your organization, you’ll want to communicate your plan. This will include:
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Input: Engagement plan, BRM goals
Output: Annual BRM plan
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Capture in the BRM Workbook
Communicate using the Executive Buy-In and Communication Template |
Input: SWOT analysis
Output: Transformation roadmap
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
Example:
Enablers
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| Mitigation
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Capture in the BRM Workbook
Leaders of successful change spend considerable time developing a powerful change message, i.e. a compelling narrative that articulates the desired end state, and that makes the change concrete and meaningful to staff.
The change message should:
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Five elements of communicating change
(Source: The Qualities of Leadership: Leading Change) |
“We tend to use a lot of jargon in our discussions, and that is a sure fire way to turn people away. We realized the message wasn’t getting out because the audience wasn’t speaking the same language. You have to take it down to the next level and help them understand where the needs are.” (Jeremy Clement, Director of Finance, College of Charleston, Info-Tech Interview, 2018)
Be Relevant
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Be Clear
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Be Concise
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Be Consistent
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Input: Prioritized list of stakeholders
Output: Communication Plan
Materials: Whiteboard/flip charts (physical or electronic)
Participants: Team
AudienceAll BRM Staff |
Purpose
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Communication Type
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CommunicatorCIO |
Timing
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Business Value
Service Catalog
Intake Management
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“Apple Mission and Vision Analysis.” Mission Statement Academy, 23 May 2019. Accessed 5 November 2020.
Barnes, Aaron. “Business Relationship Manager and Plan Build Run.” BRM Institute, 8 April 2014.
Barnes, Aaron. “Starting a BRM Team - Business Relationship Management Institute.” BRM Institute, 5 June 2013. Web.
BRM Institute. “Business Partner Maturity Model.” Member Templates and Examples, Online Campus, n.d. Accessed 3 December 2021.
BRM Institute. “BRM Assessment Templates and Examples.” Member Templates and Examples, Online Campus, n.d. Accessed 24 November 2021.
Brusnahan, Jim, et al. “A Perfect Union: BRM and Agile Development and Delivery.” BRM Institute, 8 December 2020. Web.
Business Relationship Management: The BRMP Guide to the BRM Body of Knowledge. Second printing ed., BRM Institute, 2014.
Chapman, Chuck. “Building a Culture of Trust - Remote Leadership Institute.” Remote Leadership Institute, 10 August 2021. Accessed 27 January 2022.
“Coca Cola Mission and Vision Analysis.” Mission Statement Academy, 4 August 2019. Accessed 5 November 2020.
Colville, Alan. “Shared Vision.” UX Magazine, 31 October 2011. Web.
Cooper, Robert, G. “Effective Gating: Make product innovation more productive by using gates with teeth.” Stage-Gate International and Product Development Institute, March/April 2009. Web.
Heller, Martha. “How CIOs Can Make Business Relationship Management (BRM) Work.” CIO, 1 November 2016. Accessed 27 January 2022.
“How Many Business Relationship Managers Should You Have.” BRM Institute, 20 March 2013. Web.
Hull, Patrick. “Answer 4 Questions to Get a Great Mission Statement.” Forbes, 10 January 2013. Web.
Kasperkevic, Jana. “Bill Gates: Good Feedback Is the Key to Improvement.” Inc.com, 17 May 2013. Web.
Merlyn, Vaughan. “Relationships That Matter to the BRM.” BRM Institute, 19 October 2016. Web.
“Modernizing IT’s Business Relationship Manager Role.” The Hackett Group, 22 November 2019. Web.
Monroe, Aaron. “BRMs in a SAFe World...That Is, a Scaled Agile Framework Model.” BRM Institute, 5 January 2021. Web.
“Operational, adj." OED Online, Oxford University Press, December 2021. Accessed 29 January 2022.
Sinek, Simon. “Transcript of ‘How Great Leaders Inspire Action.’” TEDxPuget Sound, September 2009. Accessed 7 November 2020.
“Strategic, Adj. and n.” OED Online, Oxford University Press, December 2016. Accessed 27 January 2022.
“Tactical, Adj.” OED Online, Oxford University Press, September 2018. Accessed 27 January 2022.
“The Qualities of Leadership: Leading Change.” Cornelius & Associates, 23 September 2013. Web.
“Twice the Business Value in Half the Time: When Agile Methods Meet the Business Relationship Management Role.” BRM Institute, 10 April 2015. Web.
“Value Streams.” Scaled Agile Framework, 30 June 2020. Web.
Ward, John. “Delivering Value from Information Systems and Technology Investments: Learning from Success.” Information Systems Research Centre, August 2006. Web.
Make MoneyThis value driver is specifically related to the impact a product or service has on your organization’s ability to show value for the investments. This is usually linked to the value for money for an organization. Return on Investment can be derived from:
Be aware of the difference among your products and services that enable a revenue source and those which facilitate the flow of funding. |
Save MoneyThis value driver relates to the impact of a product or service on cost and budgetary constraints. Reduce costs value can be derived from:
Budgetary pressures tied to critical strategic priorities may defer or delay implementation of initiatives and revision of existing products and services. |
OperationsSome products and services are in place to facilitate and support the structure of the organization. These vary depending on what is important to your organization, but should be assessed in relation to the organizational culture and structure you have identified.
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Risk and ComplianceA product or service may be required in order to meet a regulatory requirement. In these cases, you need to be aware of the organizational risk of NOT implementing or maintaining a service in relation to those risks. In this case, the product or service is required in order to:
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Internal InformationUnderstanding internal operations is also critical for many organizations. Data captured through your operations provides critical insights that support efficiency, productivity, and many other strategic goals. Internal information value can be derived by:
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Collaboration and Knowledge TransferCommunication is integral and products and services can be the link that ties your organization together. In this case, the value generated from products and services can be to:
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PolicyProducts and services can also be assessed in relation to whether they enable and support the required policies of the organization. Policies identify and reinforce required processes, organizational culture, and core values. Policy value can be derived from:
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Customer RelationsProducts and services are often designed to facilitate goals of customer relations; specifically, improve satisfaction, retention, loyalty, etc. This value type is most closely linked to brand management and how a product or service can help execute brand strategy. Customers, in this sense, can also include any stakeholders who consume core offerings. Customer satisfaction value can be derived from:
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Market InformationUnderstanding demand and market trends is a core driver for all organizations. Data provided through understanding the ways, times, and reasons that consumers use your services is a key driver for growth and stability. Market information value can be achieved when an app:
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Market ShareMarket share represents the percentage of a market or market segment that your business controls. In essence, market share can be viewed as the potential for more or new revenue sources. Assess the impact on market share. Does the product or service:
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Service design involves an examination of the people, process and technology involved in delivering a service to your customers.
Service blueprinting provides a visual of how these are connected together. It enables you to identify and collaborate on improvements to an existing service.
The main components of a service blueprint are:
Customer actions – this anchors the service in the experiences of the customer
Front-stage – this shows the parts of the service that are visible to the customer
Back-stage – this is the behind-the-scenes actions necessary to deliver the experience to the customer
Support processes – this is what’s necessary to deliver the back-stage (and front-stage/customer experience), but is not aligned from a timing perspective (e.g. it doesn’t matter if the fridge is stocked when the order is put in, as long as the supplies are available for the chef to use)
Physical Evidence and Time are blueprint components can be added in to provide additional context & support
Personalize
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Show Proof
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Reference
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Test & Learn
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Download the Job Descriptions: