APMG International & Leading Edge Forum webinar:

Business Relationship Management

A Bridge Between Business Value and Technology

Thursday 13 November 2014 | 15:00 GMT

Presenter: Tudor Rees, Leading Edge Forum

SUPPORTING WEBINAR RECORDING AVAILABLE AT:

WWW.APMG-INTERNATIONAL.COM/WEBINARS

Agenda

• Introduction

• Research Context

• What is BRM

• Understanding the role

• Benefits of a professional certification

• BRMI - the Institute

• Summary

Introduction

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Introduction – The Leading Edge Forum

We provide CIO teams with unrivaled

insights and next practice roadmaps

to help them make a decisive

contribution to the development and

success of the business they serve

“We deployed their Business Relationship Management training on a global basis, and it not only improved our business engagement and program delivery, it was a key factor in our achieving the highest employee engagement scores in Whirlpool in 2013.”Michael Heim, Corporate Vice President and Global CIO Whirlpool Corporation

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Introduction – my background

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RESEARCH CONTEXT

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The dilemma for Enterprise IT …

• Inside-out

• Efficiency/control

• Standard platforms

• Structured data

• Established suppliers

• One size fits all

• Compliance

• Simplicity, certainty

COST agenda

Back-office

efficiency

• Outside-in

• Value creation

• Unique capabilities

• Business intelligence

• New technologies

• Employee empowerment

• Creativity

• Risk/reward

VALUE agenda

Front-office

effectiveness

Janus

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New business models are ‘outside-in’

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Successful organizations have a digital ‘agenda’

Engaged

Executives

Tech savvy

Customers &

Partners

Repurposed

Enterprise IT

Double Deep

Employees

Digital

Leadership

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LEF Research shows patterns emerging in response

Mission

Style of collaboration

Contractual

Peer

Provider

Advocacy

Partner

Promoter

Lead the business

Enablechange

Stimulatedemand

Joint goals Strategy driven

Manage supply

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WHAT IS BRM?

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Soft

Skills

Digital

Leadership

Political

Savvy

Powerful

Presence

To drive business value we need new capabilities

BRM

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The BRM role bridges a perceived gap

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The BRM acts as a broker for the business

Maintenance Resources

Strategy

BRM

Business Units Functions Geographies

Shared Services Organization

Savvy Users

OverworkedService Teams

Business Management

New Projects

ShapingTomorrow’sDemand

Today’s Way of Working

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Successful BRM’s deploy more right brain thinking

• Ideas

• Alternatives

• Trade-offs

• Analysis

• Knowledge

• Book Learning

• Right/Wrong

• Understanding

• Observe

• People

• Decisions

• Risks

• Experiment

• Skill

• Tacit Knowledge

• Win/Lose

• Judgement

• Play

Left Brain Right Brain

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UNDERSTANDING THE ROLE

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Business/IT Strategy

Enterprise Architecture

New Technologies

Service Management

Change Management

Innovation

Risk Management

Business Organization

Portfolio Management

Handling the Politics

Cloud Computing

Successful BRM’s deploy a range of skills

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BRMs are exemplars of a new culture

Today Tomorrow

• Personal heroics

• Individual achievement

• If I don’t own it, I don’t play…

• Internal process focus

• Deliver within my area of

accountability

• Command and Control

• Leading Change

• Individual achievement

• Getting things done thru’ others

• Deliver my results and enable

others to deliver theirs

• Orchestrate and Enable

• External business “ecosystem” focus

• Thinking “Outside-In”

• If I don’t play – we don’t win…

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The BRM role is not easy….the skills required are difficult to train

Emotional

Intelligence Influence…

Business Credibility Thrive…

Functional Capability Survive…

Lead…

DIFFICULT to learn

EASY to learn

Personal

Credibility

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The LEF learning ‘journey’ for BRM’s

KnowledgeST

Engagement

SF

Passion NF

Understanding

NT

Ref: Myers Briggs Type Indicators

Benefits of a professional certification

Benefits of a professional certification

• Valued by employers globally

• Recognized internationally

• Links to professional development initiatives

• Professional qualification of a high quality

• Flexible to meet your needs

• Service Management in a business context

• Potentially boost your earning potential

Partnering with BRMI

• Business Relationship Management Institute (BRMI) is an international

professional body based in America; http://brminstitute.org/.

• Serve the global BRM community, provide membership,

world class professional development programs.

• To inspire, promote and develop excellence in BRM globally.

• BRMI provides quality education, training and certification

programs to aspiring and seasoned BRMS:

• A comprehensive foundation for Business Relationship Managers at

every experience level is provided through the BRMP® -

Business Relationship Management Professional professional training

and certification program.

• To address the needs of intermediate-to-advanced BRM professionals

the CBRM® - Certified Business Relationship Manager program is

currently being developed.

Summary

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Making BRM’s successful

Individual learning

‘journey’…

New rolesDriving Business Value

Emerging

Digital Agenda

Emphasizing

different capabilities

Knowledge

Engagement

Passion

UnderstandingEngaged

Executives

Tech savvy

Customers &

Partners

Repurposed

Enterprise IT

Double Deep

Employees

Digital

Leadership

Soft

Skills

Digital

Leadership

Political

Savvy

Powerful

Presence

BRM

Development needed

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Further information

• APMG International website

– www.APMG-International.com

• Leading Edge Forum (LEF) website

– www.leadingedgeforum.com

• BRMI website

– www.brminstitute.org

• Aspiring to become an outside-in BRM?

Take a BRM self-assessment:www.lef.csc.com/leads/brm-assessment

company/apmg-international @APMG_Inter