Embodies a set of competencies (knowledge, skills, and behaviors) that foster a productive, value-producing relationship between a Provider organisation and their Business Partners. These competencies can be leveraged through organisational roles (for example, in an IT Provider, the CIO typically has a role of BRM for the enterprise), a discipline (for example, all Business Partner-facing Provider roles should be skilled in Business Relationship Management), and an organisational capability (for example, a Provider organisation should be effective in shaping and channeling demand to the highest value opportunities).
In order to understand the Business Relationship Manager Role better, it is useful to think about the roles in terms of three metaphors (Connector, Ochestrator and Navigator). Metaphors can be a helpful way of describing a concept. We use three metaphors to describe the BRM role, discipline, and organisational capability.
The Business Relationship Manager acts as a connector between the Provider organisation and its Business Partners — forging productive connections between Provider resources and the Business Partner, and among Business Partners. There are three primary aspects to the Business Relationship Management role as a connector:
The Business Relationship Manager also acts as an orchestrator between the Provider organisation and its Business Partners – orchestrating key roles, resources, and capabilities to help stimulate, surface, shape, and harvest business value. There are three primary aspects to the Business Relationship Management role as an orchestrator:
The Business Relationship Manager also acts as a navigator between the Provider organisation and its Business Partners — navigating both the Business Partner and the Provider along a path to realised business value. There are three primary aspects to the Business Relationship Manager role as a navigator:
Although there are many more characteristics to the Business Relationship Manager Role, these three metaphors are very useful to to characterise the role and are recommended by the Business Relationship Management Institute.
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