Enhanced Performance. Enduring Results.
IIBA MN PDDSep 20, 2016
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Dr. Susan HeidornBRMP, CBAP, PMP, CSM, HSDPDirector of Business SolutionsWatermark Learning, Inc. susanheidorn
@DrSKHeidorn
Enhanced Performance. Enduring Results.©
Woman‐owned business established in 1992, offering training and related services, including certification preparation in:• Business Relationship Management• Business Analysis• Project Management• Agile/Scrum• Business Process Management • Leadership and Influencing Skills
Courseware licensing Consulting and mentoring services Certificate programs through Auburn University
Earn 1 PDU/CDU for attending today! www.watermarklearning.com/self-reporting
Enhanced Performance. Enduring Results.©
1. What is a BRM & why do we need them?2. Describe the 4 pillars of a BRM.3. Understand the various maturity levels of a
BRM & BA. 4. Identify the 6 key competencies needed to be
a BRM and how you can leverage your BA skills.
5. Articulate 5 next steps you can take to build your BRM skills.
Enhanced Performance. Enduring Results.©
How many of you have heard about Business Relationship Management?
How many of you have BRMs in your organization?
How many of you are interested in moving to a BRM?
Enhanced Performance. Enduring Results.©
Enhanced Performance. Enduring Results.©
Business Relationship Management embodies a set of competencies (knowledge, skills, & behavior) that foster productive, value‐producing relationships
between a provider organization and business partner.
A Role
A Discipline
An Organizational Capability
Enhanced Performance. Enduring Results.©
Enhanced Performance. Enduring Results.©
Business Partner Service ProviderBRM
Enhanced Performance. Enduring Results.©
Represents the Business Strategy and Needs
Represents Provider Capabilities & Capacity
Business Partner Service Provider
Enhanced Performance. Enduring Results.©
“The Magic in the Middle”
Enhanced Performance. Enduring Results.©
“Single Point of Focus”
Enhanced Performance. Enduring Results.©
“Roadmaps to Business Value”
Enhanced Performance. Enduring Results.©
IT (BAs & PMs) Business Management
Business Strategy Business Architecture
Consulting Business Operations
Service Provider Areas:• Sales Development• Marketing/PR• Human Resources• Legal• Finance
Enhanced Performance. Enduring Results.©
BRMs work with any organizational role they need to establish key working relationships to maximize business value.
Everyone!
Application Architects
Project Managers
Program Managers
Business Partners Enterprise Architects
Finance Managers
Portfolio Managers
Service Provider
Enhanced Performance. Enduring Results.©
A need for a translator between Business
Partner and Provider Servicer
There is a disconnect between Business
and Service Provider
To ensure value is achieved by using Provider Services
The Business doesn’t understand what technology can do for them. Provide advice on how to use technology in an
innovative way to enable business transformation, improve competitive positioning and maximize business value.
Enhanced Performance. Enduring Results.©
Clarity of the BRM role
Dem
and Shap
ing
Exploring
Servicing
Value Harvesting
BRM CompetenciesStrategic Partnering Provider Domain
Business IQ Powerful Communications
Portfolio Management Business Transition Mgmt.
Enhanced Performance. Enduring Results.©
“Stimulates, surfaces and shapes” business demand of provider services, capabilities and products.
Focus: Optimizing business value realized through provider services, capabilities, and products.
Activities• Ensure business strategies fully leverage provider capabilities.
• Ensure provider service portfolio and capabilities enable business strategies.
Enhanced Performance. Enduring Results.©
“Identifies and synthesizes demand”
Focus: “Trendspotting” – discovering business, industry, and technology trends.
Activities• Identify business value initiatives.• Facilitate the review of new business, industry, and technology insights with potential value to create value for the business.
• Match innovation with ongoing operations.
Enhanced Performance. Enduring Results.©
“Translates demand into supply requirements”
Focus: Coordinating resources, manages partner expectations, and guides business partners on provider capabilities.
Activities:• Facilitate business strategy, business capability road‐mapping, and portfolio and program management.
• Help the business become more savvy in the use of value change capabilities.
• Help define the level of provider services needed to maximize business value.
Enhanced Performance. Enduring Results.©
“Reaping” what Exploring and Servicing “Sowed”
Focus: Ensures the success of the change initiatives.
Activities • Track and review performance.• Identify ways to increase the business value from business‐provider initiatives and services.
• Initiate feedback that triggers continuous improvement cycles.
• Provide stakeholders with insights into the results of business change and initiatives.
Enhanced Performance. Enduring Results.©
Demand Shaping
“Stimulates, surfaces, and
shapes” business demand
Optimizing business value
Stimulate high‐value demand
Exploring
Identifies and synthesizes demand
“Trendspotting”
Identify business value initiatives
Servicing
Coordinates resources
Managing expectations
Translate demand into requirements
Value Harvesting
Reaping the benefits
Evaluating & improving
performance
Increase value
Adapted from BRM Institute
Enhanced Performance. Enduring Results.©
Enhanced Performance. Enduring Results.©
Enhanced Performance. Enduring Results.©
Strategic Partner
Trusted Advisor
Service Provider
Order Taker
Ad Hoc
• Shared goals for maximizing value: shared risks & rewards
• Cooperation based on mutual respect & understanding
• The routine is the routine: innovation is a challenge
• Frequent misperceptions build distrust & reactive course changes
• Loudest in; first out
Enhanced Performance. Enduring Results.©
5. Strategic Partner
4. Trusted Adviser
Engage early, engage often!Decision
Step
ITObjectiv
e
Busine
ss
Partne
rsQue
stions
3. Service Partner2. Order‐Taker
Identifying Strategic
Possibilities
What strategic options does IT create for us?
Identify thePossibilities
Moving upstream in the decision process increases strategic engagement and value yield
1. Ad Hoc
Selecting Solutions
Which of the solutions do we
choose?
Show how the solution
fits the defined problem
Identifying Solution Options
What are our options?
Suggest new or improved solutions
Defining Problems and Solution
Needs
What are we looking for in a
solution?
Uncover problems and clarify needs
Identifying Execution Gaps
What must we do to address
our performance issues?
Pinpoint performance gaps and
opportunities
Setting Strategy
and Agenda
What fundamental
strategic changes must we make?
Shape the Agenda
Busine
ss
Relatio
nship
Maturity
Enhanced Performance. Enduring Results.©
Clarity of the BRM role
Dem
and Shap
ing
Exploring
Servicing
Value Harvesting
BRM CompetenciesStrategic Partnering Provider Domain
Business IQ Powerful Communications
Portfolio Management Business Transition Mgmt.
Enhanced Performance. Enduring Results.©
Take a few minutes and identify the key competencies you think you need to be a good BA.
Enhanced Performance. Enduring Results.©
Assist with and/or facilitate business strategy sessions.
Ensure IT strategy aligns with the business strategy.
Identify how provider products, services, & capabilities support & advance business objectives.
Identify changes to the business environment that could potentially impact the services provided.
Enhanced Performance. Enduring Results.©
A significant knowledge about… • the industry• financials• business strategy• business processes• business operations• service provider’s products, services, & capabilities
Identify process improvements opportunity that add value to the organization.
Identify and analyze new business initiatives.
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Enhanced Performance. Enduring Results.©
Use portfolio management disciplines and techniques to maximize realized business value.
Help evaluate and prioritize projects according to their ROI (Return on Investment) and maximized business value.
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Enhanced Performance. Enduring Results.©
Leverage IT capabilities and services for competitive advantage.
Help Solution Delivery team to determine what supply is necessary to meet demand.
Partner with provider organization to ensure supply‐demand alignment.
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Enhanced Performance. Enduring Results.©
Build relationships. Emotional intelligence. Capacity to listen. Ability to influence. Excellent interpersonal skills.
High aptitude for critical, strategic, creative, & innovative thinking.
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Enhanced Performance. Enduring Results.©
Manage the people side of change in order to prevent ‘business value leakage’
Provide change leadership. Build an urgency for change. Assess impact & change readiness. Determine capacity for change.
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Enhanced Performance. Enduring Results.©
Benchmarking & Market Analysis
Balanced Scorecard
Business Capability Analysis
Decision Analysis
Business Model Canvas
Organizational Modeling
Concept Modeling
Data Mining
Decision Modeling
Financial Analysis
Business Case
Process Analysis
Risk Analysis & Management
Metrics & KPIs
Acceptance & Evaluation Criteria
Process Modeling: Value Stream Maps
Root Cause Analysis
Scope Modeling
SWOT Analysis
Business Rules Analysis
Prioritization Process Modeling
Enhanced Performance. Enduring Results.©
Network with other BRMs in your organization
Join BRMIwww.brminstitute.org
• BRMI Online Campus!• BRMConnect®• LinkedIn
Download and read the BRMiBOK
Get your BRMP Certification!
Network with other BRMs around the world
Enhanced Performance. Enduring Results.©
Articulate the role of a BRM
Articulate the need for a BRM
Understand and list:• The 3 metaphors of a BRM.
• The 4 disciplines of a BRM.
• The 6 core competencies of a BRM in which BAs can leverage their existing skill sets.
• The 5 steps you can take to build your BRM skills.
Now that we’re done, you should be able to:
Enhanced Performance. Enduring Results.©
BRMP Certification Offered as private or public workshops Offered in person or virtual Coaching and Mentoring Support Leadership & Influencing classes to support your BRM efforts
For more information, contact us at:
www.WatermarkLearning.com
/watermarklearning
@watermarklearn
/watermark‐learning