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- Business relationship management - Wikipedia
- About Business Relationship Management - BRM Institute
- Business Relationship Management - BRM Institute
- The Business Relationship Management (BRM) Job Description
- Relationship Management: Definition, Types, and Importance - Investopedia
- What is Business Relationship Management? Definition, & Skills
- What Does a Business Relationship Manager Do? (Plus Skills)
- Business Relationship Management (BRM) - CIO Wiki
- What is a business relationship manager? A key role for bridging …
- What does a business relationship manager do? - APMG …
business relationship management
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Business Relationship Management (BRM) is viewed as a philosophy, capability, discipline, and role to evolve culture, build partnerships, drive value, and satisfy purpose.
BRM is distinct from enterprise relationship management and customer relationship management although it is related. It is of larger scope than a liaison who aligns business interests with IT deliverables.
Trends driving BRM development
Strategic business partners (what used to be referred to as shared services or service providers) require a common methodology to drive true business innovation and strategy. These strategic business partners (IT, Finance, HR, external providers, etc.) are converging with the business. There is one shared business strategy with each business partner accountable for portions of the overall business value achieved. Business Relationship Management Institute, Inc started promoting this business capability in 2012 with a non-profit membership community dedicated to the BRM profession.
These features include:
Business Relationship Management focuses on business value realization through accountable business partners
advances in the scale, scope, and sophistication of the network effect
constant disruption as the 'new normal' business dynamic
decentralization of knowledge and the devaluation of traditional intellectual property
increased openness of networked knowledge
decline of command and control management
The impact of these trends on business relationships have driven the foundation of a distinct BRM discipline.
Overview and goals
BRM is implemented via organizational roles, a discipline, and an organizational capability.
= As a discipline
=BRM Discipline — The Business Relationship Management Discipline is an effective application of knowledge, demonstrated through a set of competencies and mindsets to advance a BRM Capability.
= As an organizational role
=BRM Role — The Business Relationship Management Role is the set of competencies required to advance the BRM Capability. Business relationship management consists of knowledge, skills, and behaviors (or competencies) that foster a productive relationship between a service organization (e.g. Human Resources, Information technology, a finance department, or an external provider) and their business partners.
= As a model
=One goal of BRM is to provide a complete model of business relationships and their value over time, in order to make their various aspects both explicit and measurable. A mature BRM model will ultimately support strategic business research and development efforts as well as tools and techniques that implement BRM principles.
The approach to the BRM modeling process is to identify and describe various aspects of business relationships in terms of:
defined relationship types, in which each type has a specified purpose, associated roles, and a measurable outcome
a set of processes that make up the business relationship lifecycles
a set of principles that apply specifically to these lifecycle processes
Assets and products derived from the BRM model are meant to inform and support:
A practice derived from applying BRM principles, analyzing outcomes, and refining over multiple iterations
A platform derived from successful practice that further support and optimize BRM as a discipline
The BRM model will identify and categorize business relationships according to type. Each type has a discrete and clear purpose, characterized by a unique combination of roles, functions, activities, and instances of each type that can be identified, quantified, and analyzed. Some examples of these relationship types are business-to-business, business-to-consumer, and business-to-employee.
BRM lifecycles
The concept of the business relationship lifecycle builds on charting the complex changing values of business relationships over time in contrast to simple transactional value.
Examples of BRM lifecycles include:
A large-scale grow and sustain cycle, characterized by one-to-many and many-to-one relationships. Activities in this cycle are more or less continuous and overlapping, such as marketing, customer product support or maintenance, or online community. These have indeterminate outcomes.
A small-scale (micro) engagement cycle, characterized by one-to-one, discrete or transactional relationships. These have discrete cycles and negotiated outcomes.
BRM principles
Measurement and analysis
The goals of BRM require that its concepts and principles be identifiable and measurable. Given the model, a person should be able to identify the business relationships that they are engaged in, and measure them in terms like quantity or duration. The same holds for any aspect of BRM, such as type, role, or principle.
Purpose
Every business relationship has a purpose that requires the participation of multiple roles to accomplish. The purpose of a given business relationship is discrete and quantifiable.
Reputation and trust
The BRM model should attempt to model and quantify reputation and trust. Every relationship, and every interaction within it, contributes to reputation. Reputation mitigates risk and reduces friction within business processes. Concern for reputation incentivizes good behavior. Absence of trust will cause a business relationship to fail on the other hand trust increases efficiency and enables conflict resolution. The relationship between trust as a traditional core concept and in its emerging 'radical' form as a component of online community must be described.
Governance
The goal of effective business relationship governance is achieving both cooperation and coordination between business actors. They can rely on either contractual or relational mechanisms, or (most of the times) both, to facilitate the governance of business relationships. The BRM model needs to account for and align with models of corporate governance, including business ethics, legal constraints, and social norms as they apply to business relationships.
Boundaries
The BRM model should define the boundaries of business relationships within the larger continuum of interpersonal relationships. In addition to governance issues, the model should examine if there are optimal levels of personal connection, and whether they differ by type, role, or other attributes. The model should help define boundaries that optimize effectiveness while supporting good governance practices.
Exchange and reciprocity
The BRM model of exchange and reciprocity must extend traditional dimensions to account for not only financial exchange, but also time, money, knowledge, and reputation exchanges. These are a key feature of business relationships.
See also
Business administration
Corporate communication
Right-time marketing
References
Kata Kunci Pencarian: business relationship management
business relationship management
Daftar Isi
Business relationship management - Wikipedia
Business relationship management consists of knowledge, skills, and behaviors (or competencies) that foster a productive relationship between a service organization (e.g. Human Resources, Information technology, a finance department, or an external provider) and their business partners.
About Business Relationship Management - BRM Institute
Business relationship management stimulates, surfaces, and shapes business demand across business functions like IT, human resources, finance, legal, etc. and ensures that the potential business value from meeting business demand is captured, optimized, and recognized.
Business Relationship Management - BRM Institute
BRMs don’t just bridge business and technology—they foster a culture of collaboration, trust, and shared purpose. The BRM capability ensures that organizations don’t just execute strategies but build relationships that drive sustainable business value.
The Business Relationship Management (BRM) Job Description
Feb 11, 2021 · Designed to bring value to an organization through the convergence of different functions, someone in the business relationship management (BRM) position is a senior-level, strategic partner who shares ownership for both organizational strategy and value results.
Relationship Management: Definition, Types, and Importance - Investopedia
Dec 4, 2024 · Relationship management is what an organization undertakes to establish and maintain engagement with its customers and business partners. Management can occur as business-to-customer or...
What is Business Relationship Management? Definition, & Skills
Curious about Business Relationship Management? It’s the discipline of fostering positive relationships between business functions and stakeholders. This blog explores its core principles, benefits, and strategies to enhance collaboration and align organisational goals effectively. Read ahead to know more in detail!
What Does a Business Relationship Manager Do? (Plus Skills)
Nov 14, 2023 · A business relationship manager is a professional who monitors customer satisfaction and works to improve a business' relationship with its key clients. When businesses develop stable relationships with their target customers, they can build customer loyalty, generate a positive reputation and increase their organization's earnings.
Business Relationship Management (BRM) - CIO Wiki
Mar 27, 2024 · Business Relationship Management (BRM) is a strategic approach focused on improving the communication, collaboration, and interaction between a business and its partners, customers, suppliers, and internal departments.
What is a business relationship manager? A key role for bridging …
May 27, 2019 · Business relationship managers help integrate IT into the organization by fostering inter-departmental communication and collaboration in service of business goals. What is a business...
What does a business relationship manager do? - APMG …
Dec 20, 2023 · To answer what a Business Relationship Manager does, we first need to discuss what Business Relationship Management (BRM) is. BRM is not just a capability or role, it is a philosophy that integrates a business with its clients, stakeholders, and functional partners.