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BRMP® – Building a Bridge Between Business Value and Technology

APMG-International and Leading Edge Forum (LEF) recently delivered a webinar on Business Relationship Management, delivered by Tudor Rees, Associate at LEF.

IT enterprises are facing a dilemma between having a COST agenda for back office efficiency or having a VALUE agenda to achieve front-office effectiveness.

The difference between the two are: in a COST agenda, the approach is often inside-out. There is efficiency and control on processes, standard platforms that teams can work on, structured data, established suppliers, simple and certain ways of work, high compliance but there is also a ‘one size fits all’ approach.

On the other hand, in the VALUE agenda, it is an ‘outside-in’ approach with a focus on value creation. In such organizations, employees are often empowered to think and do outside the box, new technologies are adopted, creativity is encouraged, individuals often bring unique capabilities to the team and are led by business intelligence. However, in these organizations, the risks tend to be higher with a reward to match the risks involved.

Today, new business models are more like the latter, outside-in in approach, and with a strong digital agenda. Organizations embracing this approach engage with key executives, keep customers and partners informed and updated, promote transparency within the business and have a digital focus.

To drive the business value agenda, we will need new capabilities. The concept of BRM brings this value to the organisation. A profile of excellent soft skills, digital leadership, a good knowledge of the business along with an in-depth understanding of new technologies are the attributes that a business relationship manager will bring to the business. This targets a dual agenda – the operational needs of the business, and its strategic advancement.

[PIC] Capabilities needed to drive business value

Capabilities to drive business value (Source: Leading Edge Forum (C) 2014)










BRMs face a range of challenges daily, from the impact of restructuring  and off-shoring shared services organizations on a global scale to  perhaps facilitating a brainstorming or research session on product innovation. Working in virtual teams working across different time zones BRMs assist in clarification, communication and prioritization of business issues in the complex, matrix-management structures of today. Dealing with today’s issues and tomorrow’s plans, the BRM essentially acts in the role of a service broker for the business as shown in the diagram below.

[PIC] BRM as a broker for business

A BRM acts as a broker for the business (Source: Leading Edge Forum (C) 2014)












As described in the webinar, to be effective, a BRM needs to deploy a range of skills in their role as a value adding ‘partner’ with colleagues who are customers of the shared service function. This includes embracing innovation, promoting appropriate new technologies, understanding and assessing risk, initiating change and offering a challenging point of view to colleagues.

As the concept of BRM matures we will expect the role to make a contribution in the areas of process, people, and politics within the company. Not all these skills can reside in one person, so knowing one’s own strengths and weaknesses and working effectively to harness the power of the ‘team’ can make a real difference. In the future we expect BRMs to be recognized as exemplars of a new way of doing things and culture change. This is not a role designed for business as usual.

About Leading Edge Forum (LEF)
Leading Edge Forum is a global research and thought leadership community dedicated to helping large organizations become more successful by identifying and adopting Next Practices at the growing intersection between business and information technology.

In most large firms today, management is asking IT to take a more proactive and value-added role in the development of the business. The BRM role plays a vital part in helping to deliver IT’s share of the digital leadership required for firms to be effective in today’s technology-intensive marketplaces. LEF has been developing and delivering BRM Education and Training Programs to address this need since 2006. Learn more about our BRM research and courses here or email

 About APMG-International
APMG-International is a global examination institute. Its portfolio of qualifications includes COBIT® 5, CESG’s Information Assurance Scheme, ITIL®, and PRINCE2®. APMG-International works in partnership with over 250 training companies worldwide. Its Accredited Training Organizations have undergone the most rigorous assessment process in the industry. APMG-International examinations are available globally. For more information, please visit:

The APM Group is the only organisation offering professional qualifications in Programme and Project management with third party independent accreditation through the United Kingdom Accreditation Service (UKAS).

For further details about The APM Group’s qualification and accreditation schemes visit: or call + 44 (0)1494 452450.

Press contact:
Shruti Deshpande

Twitter: @PPM_APMG

Posted in Accreditation, Business relationship management.

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