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#THETA
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This work is licensed under a Creative Commons Attribution 4.0 International License
Agile Business Relationship
Management
Lindsay MacDonald
Business Relationship Manager – Monash University
Twitter: lindsaymac6
#THETA
20
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This work is licensed under a Creative Commons Attribution 4.0 International License
Why do Projects fail?
In 2012 McKinsey and Oxford University studied more than 5400 large IT projects and found that on average;
• 45% ran over budget
• Each year a project ran, it was 15% more likely to overrun costs
• 17% of projects overran by 200-400%
• Estimated aggregate cost to business is US$66 billion
• 56% delivered less value than expected
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Project Success Factors?
• Focus on strategy, stakeholders and clear objectives
• Understand both technology and business concerns
• Short delivery cycles & rigorous quality checks
• Align team incentives
http://www.mckinsey.com/business-functions/digital-mckinsey/our-insights/delivering-large-scale-it-projects-on-time-on-budget-and-on-value
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Monash University
Improved;
• Project success rate
• Business engagement
• Value achieved
By focussing on;
• Relationships (understanding partners needs)
• Business value (not IT delivery)
• Iterative Delivery (learning cycles)
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Relationships
Relationships are Key
• Understanding Empathy Trust Collaboration Convergence
• Shared Vision Shared Objectives Shared Outcomes Business Value
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What is Business Relationship Management (BRM)?• Business Relationship Managers exist to help business partners
leverage IT capabilities to achieve their business strategy and KPIs
• Shape demand• Focus on business value priorities
• Identify opportunities • Alignment, trends, insights
• Harvest value• Mitigate value leakage
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What do BRMs do?
• Understand business (domain, trends, value, risks)
• Understand IT (capability, services, constraints)
• Strategic partner (influence strategy, shape demand)
• Portfolio management (shape a balanced, prioritised portfolio)
• Change management (facilitate organisational change)
• Powerful communication (influence at all levels)
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BRM Professional Practice?
• Business Relationship Management Institute (BRMI)
• https://brm.institute/
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BRM Maturity Model
I engage when I need something so they stay out of the way when I don’t.
Integral to business success & growth and helps me succeed.
https://brm.institute/
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Relationship Strategy on a Page
https://brm.institute/
• Build your relationship by• Establishing shared vision, goals and objectives
• Identifying the business capabilities needed to achieve the vision
• Initiating initiatives which deliver the business capabilities
• Leading the organisational change needed to help the business adopt the new capabilities
• Establishing the performance measures to ensure the goals and objectives are achieved
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Value Achieved?
Monash
• More regular time with partners
• More understanding & empathy (both ways)
• More positive engagement, flexibility, tolerance (both ways)
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Business Value
It's all about Business Value
“Value" is any action or process that a customer would be willing to pay for.
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It's all about Business Value
“How does it make the car go faster?“• Williams Formula 1 racing team
• 16 FIA formula 1 world championships
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Customer Value Hierarchy
https://brm.institute/
• What matters most to your partner?• Run/BAU (Table stakes)
• Grow
• Transform (Differentiators)
• How are you meeting these expectations?
• Focus on initiatives which deliver most value
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Value Leakage
https://brm.institute/
Identify Opportunity
Create Solution
Implement Change
Potential Value
Achieved Value
Poor Design
Poor Development
Missed Opportunities
Poor Adoption
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Value Achieved?
Monash – Course Approval Project:
• First attempt• Focussed on administrative needs
• Failed
• Second attempt• Focussed on faculty needs
• successful
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Iterative Delivery
Iterative Delivery
Library.thinkquest.org
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What is Iterative Delivery?
• Agile• Plan Build Deliver Review
• Deming (Plan – Do – Act – Check)
• Always delivering on value & expectations
• Less Waste (time, money, relationships)
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Iterative Delivery
• Scrum
https://commons.wikimedia.org
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Iterative Delivery
Scaled Agile
(SAFe)
http://www.scaledagileframework.com
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Iterative Delivery
Agile at Monash
• Seven week planning cycles
• Three 2 week sprints
• A week of adaption and planning for the next cycle
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Value achieved so far?
Agile at Monash
• Faster delivery
• Increased TRUST (managed expectations)
• Less project ‘failures’
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Course Approval Project
Sprint Wall
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Course Approval Project
Team Space
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In Summary
• Relationships are key
• Its all about business value
• Delivery Iteratively
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Recommendations
Improve Relationships
• Identify strategic relationships
• Meet regularly, in their space
• Change language (drives culture)
• Manage expectations, build trust
• Adopt partners vision and KPIs
Relationships
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Recommendations
Focus on Business Value
• Identify what represents value for your partner • Capture their goals, priorities, context
• Create a ‘Partner on a Page’ summary
• Advocate business value within IT
• Influence IT portfolio for business value alignment
Relationships - Value
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Recommendations
Move to an Agile way of working
• Deliver as little as you can, as often as you can• Frequent review & feedback = learning = continual improvement
• Start small, build trust and adoption
• Collocate joint teams• Collaboration, empathy, shared objectives, trust
Relationships - Value - Delivery
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What’s in it for you?
Get More Done
• More productive teams• Frequent delivery cycles
• Less delays
• Less waste, rework and delay• Better understanding of objectives
• Reduce costs = more $ for investment
Relatio
nsh
ips -
Valu
e -D
elivery
Delivery
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What’s in it for you?
Deliver More Value
• Shared focus on business value• Everyone on the same page
• Always deliver on value
• Reduce project failures• Continually aligned expectations
• Partner owns & prioritised value delivery
Value - Delivery
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What’s in it for you?
Have More Fun
• Greater sense of Purpose• Regularly delivery value
• Influence strategy
• Improved satisfaction• Achieve more
• Meaningful contribution
Relationships - Value - Delivery
#THETA
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This work is licensed under a Creative Commons Attribution 4.0 International License
Questions?
Get More Done
Deliver More Value
Have More Fun
Lindsay MacDonald
(Business Relationship Manager – Monash University)
Twitter: lindsaymac6
Relationships - Value - Delivery
#THETA
20
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This work is licensed under a Creative Commons Attribution 4.0 International License
It's all about business value
“If you want to build a ship,Don’t drum up the men to gather wood,
divide the work and give the orders.
Instead, teach them to yearn for the vast and endless sea”
- Antione de Saint Exupery