The importance of Business Relationship Management as a role, a discipline, and an organizational capability is constantly growing due to the shift in the service provider’s role from an order-taker to strategic business partner. Business Relationship Management (BRM) is a crucial link between a service provider and the business: It focuses on improving relationships among business partners in order to maximize business value. BRM principles are equally relevant to any business professional—from front-line employees to executives.
BRM practices have proven to be effective and have therefore enjoyed widespread adoption by various internal shared service providers including Human Resources, IT, Finance, Legal, and external service providers. Common signs of broken business relationships in an organization include interpersonal conflict, an “us and them” mentality, defensiveness, finger-pointing, and negative criticism. Building an organizational BRM capability thus goes well beyond simply defining the BRM role and placing individuals in that role.
Through hands-on group exercises, this interactive workshop provides an overview of Business Relationship Management as a role and as a set of core competencies. It also introduces key BRM concepts and practices as outlined in the BRM Body of Knowledge (BRMBOK™).
Topics covered include:
- The BRM Role as a connector, navigator, and orchestrator
- The House of BRM
- Maturity of Business Relationship Management
- BRM “DNA” –the six BRM competencies:
- Strategic Partnership
- Business IQ
- Portfolio Management
- Provider Domain
- Business Transition Management
- Powerful Communication
At the end of this workshop, participants will be able to demonstrate awareness of:
- The characteristics of the BRM role
- BRM as an organizational capability
- What it means to perform as a strategic partner, that is, as someone who contributes to business strategy formulation and shaping business demand for the provider’s services
- The six BRM competencies
Who Should Attend
This workshop will deliver value to business professionals of any level who are seeking a comprehensive, high-level overview of the art and practice of Business Relationship Management and its benefits to organizations.
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