I joined the professional group Business Relationship Management Institute in April this year. My friend, Vaughan Merlyn, is one of the Institute’s founders. Vaughan and I share a common interest. We are both active in the blogosphere and we write about IT, processes and technology management. Last month, within the BRMI collaboration space, I shared the BRM Process and Competencies Framework which I created. I got a note from Vaughan today that he will use it in his upcoming BRM Professional training. The framework has been a hit since I posted it in the BRMI collaboration space. I received notes that private and public organizations are already using it in their workshops. I am delighted about this and I would like to share this framework with all the readers of this blog as well.
Business Relationship Management Defined
Before I share the framework, let me first give you a background about Business Relationship Management as a role and competency. According to BRMI:
“Business Relationship Management is both an organizational role and a competency–one that can be held by business and service provider professionals whether or not they are assigned to a Business Relationship Management role. The concept of Business Relationship Management (BRM) is related to and employs the techniques and disciplines of Customer Relationship Management (CRM) that focuses on all aspects of interaction an organization has with its customer. However, while CRM most often refers to a company’s external customers, the BRM typically deals with a company’s internal customers or an internal provider’s products and/or services. The BRM is a crucial role that bridges a service provider and the business that depends upon that provider’s services. The most common BRM represents an Information Technology (IT) organization, but BRMs can also serve Human Resources, Finance, Legal, Facilities and other shared services functions.”
BRM Framework – Competencies and Processes
The BRM competencies published by the BRM Institute inspired me to work on a framework that lays out the processes that are important to the operative function of the BRM role. The purpose of this framework is to identify the processes performed by the BRM role while matching them with the needed competencies.
I started by identifying the processes that are performed by the BRM role in the organization. The process groups are: (1) Aligning (2) Consulting (3) Enabling (4) Servicing & (5) Evolving.
Next, I identified the sub-processes or activities in BRM that are associated with the core processes identified. I must say, since my background and experience has been in Information Technology, this framework is defined based on this field.
BRM Organizational Pyramid
I thought that the Process and Competencies Framework was effective in laying out processes that are important to the operative function of the BRM role but did not clarify the overall context of the role from the perspective of the business. It only focuses on conveying the actions performed by the role and the needed competencies. So, I came up with the organizational pyramid.
The BRM Organizational Pyramid is the overview of the BRM Process-Competencies Framework. This framework will help:
- To have a context diagram showing the foundational relationship of the BRM processes all the way to the business strategy. I chose the pyramid structure to convey the interconnectedness of the foundation activities with the over-arching business objective.
- To highlight other support elements that help enable the BRM function. The previous framework mapped the processes with the competencies. I reckon that there are other support elements that are equally essential for the BRM in the performance of its role, such as: organization, knowledge base, methodologies, and tools/ systems.
- To show the hierarchical relationship from top (strategy) to bottom (processes). Before you perform the BRM role you start with strategic partnership, by aligning the role with the business strategy. The next level shows the structure of the partnership in a form of a business service partnership agreement and corresponding key performance indicators.
The aim of the pyramid is to clearly show the relationship of the five process groups to the Business Value Alignment (strategy), and then to the Business Service Partnership (structure) that defines the manner in which BRM is expected to be performed within set performance parameters. The support layer represents the enablers of the role– much of these are what the BRM Institute provide to its members.
I hope you find both these frameworks useful in creating, developing and improving a BRM function in your organization. If you wish to access more materials and collaborate with other BRMs, the BRM Institute is the right professional group for you.
3 thoughts on “Business Relationship Management Frameworks – BRM Organizational Pyramid and BRM Process Groups and Competencies”
Glenn, I have seen and worked with BRM functions and competencies in over 15 different IT organizations of prominent global companies. It is by far the most challenging, over rated and also underestimated in terms of what is required to achieve a basic level of success. The key is to have the right people and talent – business depth, technology breadth and relationship savvy – renaissance talent that is in very short supply. It has to be lean or will create its own problems and unnecessary work
Glenn, I was teaching a BRM course this week. One of the recurring themes was that there is more art than science in the business relationship management discipline. However, I can attest that your process thinking applied to this domain significantly helps people understand and actualize the ‘art’ of relationship management.
Thank you for your insight, clarity and willingness to share!
I just attended the inaugural CBRM program in Atlanta and it was an amazing learning experience. Thanks to Vaughan Merlyn, our instructor. He openly shared a wealth of knowledge and experience with us. Gillian, Aaron and Aleksandr made the training experience delightful and easy. Thanks for the reference books (suggested) that you emailed us AZ, by the time I get home I have around 10 books waiting for me to read!!! Congratulations BRMI!!! Well done!