In today’s complex business environment, organizations increasingly recognize the importance of Business Relationship Management (BRM) in bridging the gap between IT and business objectives. A well-developed BRM capability is essential for fostering strategic partnerships that drive efficiency, effectiveness, and sustainable growth. However, building a successful BRM program is not a straightforward task: It requires careful planning, a strategic vision, and deliberate effort.
This article outlines the key steps needed to develop a robust and impactful BRM program.
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The foundation of any successful BRM program is a clear, business-focused strategic vision. What are you trying to accomplish? What problems are you hoping to address? What advantages does BRM give you? This vision should articulate what the organization hopes to achieve through BRM, ensuring consistency across the program and positioning it to make a tangible impact on the organization, its business partners, and its customers.
It is essential to conduct a visioning session with IT and BRM leadership before you define the operational aspects of your BRM program. During this session, the current state of BRM is assessed, and successes, challenges, and opportunities are identified. Best practices from the industry are then explored to inform the creation of a high-level roadmap for building and evolving the BRM program. This step is crucial for aligning the BRM strategy with organizational goals and ensuring that the program is positioned for long-term success.
A sound and well-designed strategy is the backbone of a successful BRM program. BRM is often a misunderstood concept within organizations. It is essential to tell the BRM story properly, and a well-designed strategy that connects to organizational objectives meets that need.
The BRM strategy should outline the long-term vision for BRM, define its scope, and clearly communicate its impact on the organization. The strategy should also detail how BRM integrates with IT and business partners, including specific performance measures and critical success factors.
A well-crafted BRM strategy is then used as input to create a deployment plan, including the necessary steps and timing for rollout. It also includes a communications strategy to ensure consistent and clear messaging to all stakeholders. Without a solid strategic foundation, organizations may struggle to harness BRM’s full potential, leading to confusion and inefficiencies.
BRM is as much an art as it is a science. While the tactical aspects of BRM can be taught relatively easily, mastering the art requires a deeper level of skill and understanding. Developing BRM staff, whether they are new to the role or seasoned professionals, is critical to the program’s success.
The High-Performing BRM class is designed to equip BRMs with the necessary knowledge and skills to become impactful BRMs and influential members of their organizations. This course combines classroom sessions with experiential learning, allowing participants to apply what they learn immediately in their work. Investing in comprehensive training ensures that BRMs have the right mindset and are well-prepared to navigate the complexities of their role and maximize their impact on the organization.
One of the most significant challenges in BRM is ensuring seamless connection and collaboration between IT and BRM teams. A common mistake is focusing BRM solely on business partners. While business partners are a primary focus, integrating BRM into the IT operating model is critical for its success.
To address this, an interactive workshop should be conducted involving both IT and BRM stakeholders. This workshop serves as a platform to define how IT and BRM will work together, including the methods, processes, and approaches needed to deliver exceptional results.
Key outcomes of this workshop include recommendations for integrating BRM into the IT framework, establishing protocols for business partner engagement, and creating decision rights and RASCI charts. Effective collaboration between IT and BRM is crucial to maximizing the effectiveness of the BRM program and avoiding confusion and overlap.
Finally, ongoing coaching is essential to help BRMs and BRM leadership continuously refine their skills and adapt to new challenges. Coaching sessions should be scheduled regularly (monthly or quarterly) and should focus on developing strategic thinking, problem-solving, and leadership capabilities within the BRM team.
Coaching provides a tailored approach to skill development, allowing BRMs to apply new strategies in real-world scenarios and receive feedback on their performance. This continuous support is vital for maintaining a high level of performance and ensuring that the BRM program evolves in line with the organization’s changing needs.
Conclusion
Building a successful BRM program is a multifaceted process that requires a clear vision, strategic planning, and ongoing development. There are no shortcuts – but as with many other initiatives, the more you invest in it, the greater the returns.
By following these steps, organizations can cultivate a strong and sustainable BRM capability that drives significant business impact and fosters lasting partnerships between IT and business units.
About the Author
Jeff Warren is a is a recognized leader in the BRM industry, known for his extensive experience and contributions to the BRM and IT management communities. He is the President of Barkley Consulting Group, a leading BRM consulting firm that helps organizations develop top BRM talent and create impactful BRM programs. Jeff has over 35 years of leadership and innovation experience as an IT executive, with a focus on business and technology.
