You might have already completed a Business Relationship Management course and you have a good grasp of the main concepts. Maybe you’re new to the BRM role and you’re aiming to solidify your knowledge. Perhaps you don't have a formal BRM role, but you’re interested in learning more on how your Provider Organization can co-create value to your business and how to grow as a strategic partner. Take advantage of our professional insights on what executives need to know about Business Relationship Management.

1. What Executives need to know
about Business Relationship
Management

3. 3IT Chapter All Rights Reserved 2020
Presenters

4. Seven Things Business
Executives Need To Know About
BRM Success

5. 5IT Chapter All Rights Reserved 2020
What is Business Relationship Management
and Who Is a BRM?
Source: Business Relationship Management Institute, Inc. All Rights Reserved
BRM as navigator
ensures the roadmaps
to Business Value!
BRM as connector
influences the Provider
to ensure appropriate
supply of services
and products
BRM as orchestrator is
single Point of Focus

6. 6IT Chapter All Rights Reserved 2020
SEVEN THINGS
1-BRM needs
Executive support
2-Leadership shall
be visible
3-BRM Role shall
be defined via
RACI
4-BRM Role is
meant to be
strategic
5-BRM need
specific set of
competencies
6-Business
demand needs to
be shaped
7-BRM needs to
manage
expectations of all
stakeholders

7. 7IT Chapter All Rights Reserved 2020
BRM NEEDS EXECUTIVE SUPPORT
1
• Executive support is it’s about helping out when
roadblocks occur, making time for BRMs and
overall demonstrating support, for example
• Celebrate success
• Track investments progress
• Share ideas, innovations & new opportunities
• Provide investment decision guidance
• Communicate investment decisions and risks
BRM needs
Executive support
Leadership shall
be visible
BRM Role shall be
defined via RACI
BRM Role is meant
to be strategic
BRM need specific
set of
competencies
Business demand
needs to be
shaped
BRM needs to
manage
expectations of all
stakeholders

8. 8IT Chapter All Rights Reserved 2020
LEADERSHIP SHALL BE VISIBLE
Leadership should be visible at any level: leaders shall set
up an example, walk the talk, and inspire the whole journey
not only an idea. Without visible leadership the success of
BRM itself and the organizational initiatives is marginal.
2
BRM needs
Executive support
Leadership shall
be visible
BRM Role shall be
defined via RACI
BRM Role is meant
to be strategic
BRM need specific
set of
competencies
Business demand
needs to be
shaped
BRM needs to
manage
expectations of all
stakeholders

9. 9IT Chapter All Rights Reserved 2020
BRM ROLE SHALL BE DEFINED VIA RACI
3
BRM needs
Executive support
Leadership shall
be visible
BRM Role shall be
defined via RACI
BRM Role is meant
to be strategic
BRM need specific
set of
competencies
Business demand
needs to be
shaped
BRM needs to
manage
expectations of all
stakeholders
ROLES
Ideation
Business
Case
Technology
Roadmap
Product
Roadmap
Prioritization
ETC
Business Partner
BRM
CIO
Product Manager
Portfolio Manager
Enterprise
Architect
Business
Architect
Service Owner

10. 10IT Chapter All Rights Reserved 2020
BRM ROLE IS MEANT TO BE STRATEGIC
4
BRM needs
Executive support
Leadership shall
be visible
BRM Role shall be
defined via RACI
BRM Role is meant
to be strategic
BRM need specific
set of
competencies
Business demand
needs to be
shaped
BRM needs to
manage
expectations of all
stakeholders
Exhibits strategic behavior which
yield strategic opportunities and
value
Being curious and
inquisitive,
constantly and
actively listening
and observing
Possess and
display a deep
knowledge and
understanding of
the Business Model
and Operating
Model
Is first and
foremost a
business person,
and should show
an unshakable
commitment to the
pursuit of business
success and value
realization
Source: Business Relationship Management Institute, Inc. All Rights Reserved

11. 11IT Chapter All Rights Reserved 2020
BRM NEED SPECIFIC SET OF
COMPETENCIES
5
BRM needs
Executive support
Leadership shall
be visible
BRM Role shall be
defined via RACI
BRM Role is meant
to be strategic
BRM need specific
set of
competencies
Business demand
needs to be
shaped
BRM needs to
manage
expectations of all
stakeholders

12. 12IT Chapter All Rights Reserved 2020
BUSINESS DEMAND NEEDS TO BE
SHAPED
Does the investment drive
revenue?
Will this investment save money?
Does this project address
compliance or obsolesce?
Top-Line
Revenue
Bottom-Line
Savings
Risk
Mitigation
Keep It Simple
Make it easy for
people to
understand what it
takes to get
something done!
The Investment Funnel
Investment
6
BRM needs
Executive support
Leadership shall
be visible
BRM Role shall be
defined via RACI
BRM Role is meant
to be strategic
BRM need specific
set of
competencies
Business demand
needs to be
shaped
BRM needs to
manage
expectations of all
stakeholders
Source: Business Relationship Management Institute, Inc. All Rights Reserved
DEMAND SHAPING

13. 13IT Chapter All Rights Reserved 2020
BRM NEEDS TO MANAGE EXPECTATIONS
OF ALL STAKEHOLDERS
7
BRM needs
Executive support
Leadership shall
be visible
BRM Role shall be
defined via RACI
BRM Role is meant
to be strategic
BRM need specific
set of
competencies
Business demand
needs to be
shaped
BRM needs to
manage
expectations of all
stakeholders

14. 14IT Chapter All Rights Reserved 2020
IN CONCLUSION
1-BRM needs
Executive support
2-Leadership shall
be visible
3-BRM Role shall
be defined via
RACI
4-BRM Role is
meant to be
strategic
5-BRM need
specific set of
competencies
6-Business
demand needs to
be shaped
7-BRM needs to
manage
expectations of all
stakeholders