Course description

This program covers the key competencies needed to successfully fulfill the function of a Business Relationship Manager (BRM). Based on the methodologies presented in the Business Relationship Management Professional (BRMP^®) Guide to the BRM Body of Knowledge, it is designed to provide participants with not only an understanding of concepts, but a framework of solid foundational-level skills relevant to the day-to-day realities of a BRM and prepare you to sit for the BRMP^® Exam.

The program is based on research supported by the Business Relationship Management Institute (BRM Institute).

Who should attend

The target audience is project managers, business analysts, managers and directors within the Information Technology, Human Resource, Finance, Product Development, Customer Service, etc. functional areas and is intended for anyone interested in pursuing an intermediate-level BRM role.

What you will achieve

• The characteristics of the Business Relationship Manager (BRM) role
• What it means to perform as a strategic partner, contributing to business strategy formulation and shaping business demand for the provider's services.
• How Portfolio Management disciplines and techniques are used to maximize realized business value

What you will learn

• Business Transition Management and the conditions for successful change programs that minimize ‘value leakage’
• The BRM role in Service Management and how to align services and service levels with business needs
• How to communicate effectively and persuasively

BRMP^® Course Outline

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 and how the BRM aligns with business partners.

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 Techniques to strengthen business partner and provider relationships.
• Know 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 '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.
• Know 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 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.
• Know how to create urgency for stakeholders.
• Understand the key roles to be orchestrated for successful business transition.
• Understand key change leadership concepts.
• Recognize 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

• Know the value-centric definition of a service.
• Recognize 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 characteristics of 'powerful communications.
• Know how to influence those over whom you do not have direct control.
• Be able to express yourself through a unique value proposition.

Exam Information

Certification Requirements

The Business Relationship Management Professional exam is a 40 minute closed book exam with 50 multiple-choice questions. Participants must achieve a score of 25 out of 50 (50%) in order to pass the exam. Participants should plan on allocating study time outside of the classroom session. The exam is administered online through ProctorU and participants have 45 days after the completion of the course to sit the exam. Specific details on the exam will be provided prior to the start of your class. Please note: If you have special needs and feel you are unable to sit for a 40-minute exam, please contact us upon receipt of your confirmation e-mail to discuss options to accommodate your needs. Also, should you require special class setups due to physical inabilities, such as vision loss or hearing loss, please contact us to discuss how we can meet your special needs.