BRM Overview

• Be able to explain the goals and objectives of the BRM role.
• Understand why the BRM role is gaining importance and how it is evolving in response to business and provider forces.
• Explain the concepts of Business Demand Maturity and Provider Supply Maturity and how these impact the BRM role.
• Understand the drivers of relationship maturity and be able to differentiate between tactical and strategic BRM roles and how these relate to order taker, trusted consultant and strategic business partner.
• Be able to explain common BRM reporting and organizing structures.

Strategic Partnering

• Understand “Demand Shaping” as a means to increase value realization from provider investments, services and assets.
• Be able to use a Strategic Relationship Management Process and Tools to strengthen business partner and provider relationships.
• Understand how and where to engage in your business partner’s decision cycle.
• Co-develop, with your business partner, a Relationship Strategy-on-a-Page as a mutual Relationship Contract.

Business IQ

• Understand the concepts of “Value Leakage” and the BRMs role in minimizing this.
• Understand the concepts of Capability Roadmaps and how these are derived from business strategy.
• Understand the concepts of Value Management and how these link business strategy, provider strategy, portfolio and the business case to shape priorities, communicate and drive business value.
• Be able to use Business Outcomes to clarify strategic initiatives, manage scope and determine value metrics.

Portfolio Management

• Understand how Portfolio Management is the central mechanism for a Value Management Process.
• Understand how to apply Portfolio Management to the entire life cycle of provider investments, from managing new investments, optimizing existing investments and retiring old investments.
• Understand the relationships between Project, Program and Portfolio Management and how these work together to optimize business value.
• Be familiar with two common Portfolio Classification schemes and how they are applied to achieve a Portfolio Balancing.
• Understand how governance processes and structures are used in support of Portfolio Management.

Business Transition Management

• Understand what Business Transition Management is, why it is important to BRM, and the components of a Business Transition Capability Model.
• Understand how to create urgency for stakeholders.
• Understand the key roles to be orchestrated for successful business transition.
• Understand key change leadership concepts.
• Understand the importance of clarifying the change details and typical methods for achieving clarity.
• Understand how the Cliff Analogy illustrates all key factors in managing a transition.

Provider Domain

• Understand the value-centric definition of a service.
• Understand the important distinctions between Products and Services and the implications for the BRM.
• Understand the different aspects of service value and how service provider constraints impact the role of the BRM.

Powerful Communications

• Understand the components of ‘powerful communications’.
• Understand how to influence those over whom they do not have direct control.
• Be able to express themselves through a unique value proposition.