BUSINESS RELATIONSHIP

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1 BUSINESS RELATIONSHIP MANAGEMENT BECOMING DIGITAL BUSINESS LEADERS Education, Assessments and Advisory Assisting IT and Other Functions to Drive More Business Value

2 BUSINESSES ARE DEMANDING STRONGER BRM SKILLS In most large firms, management is asking IT to take a more proactive and value-added role in the development of the business. We ve been studying this area for over a decade, and it was our groundbreaking research that introduced the model of the four Ps as illustrated. Most IT groups find themselves mainly in the Provider role. To move beyond Provider requires that IT become more involved with the business and with its change agenda. It also requires that IT, and first and foremost the BRMs, must develop closer relationships with their business colleagues, and bring more creative solutions and supply options to the table. Mission Lead the business Enable change Stimulate demand Manage supply Peer Partner Promoter Provider Contractual Advocacy Joint goals Strategy driven Style of collaboration Figure 1 Business/IT relationship models In recent years, the rapid emergence of the BRM role has generated higher stakes and risks to improve strategic alignment between business and service provider. Specifically in IT, technology s centre of gravity is moving to the business and the action is moving outside the firewall, meaning an outside-in perspective is required. High Technology differentiation Promoter Mobile/Agile As a service Mash up Social Media Free agents Provider Peer Unique capabilities Product/service IT TEBS/IP War for talent Partner Efficiency Standard/public SaaS/PaaS Cloud based Trusted advisor Application expertise Process management & apps Industry know-how Agility Low Industry differentiation High Figure 2 The Outside-in BRM must master all of the four Ps of IT value

3 LEF can work with you in several ways to improve BRM Excellence as outlined below: Collaborative Diagnostic Studies Baseline current capability (maturity assessment based on 4P model) Develop target operating model and capability Define a high level road map for the implementation of BRM Value creating technology strategy Business Relationship Managers Training Programme for Digital business leadership Personal power and influence Practice on real life case studies Certifications (BRMP) available BRM EXCELLENCE IT or Business Leadership Workshops Educate IT/Business Leadership on BRM Share diagnostic study outcomes Create alignment to target operating model, capability and implementation Coaching, mentoring and booster sessions Culture change Communications workshops Value Realization Figure 3 BRM Excellence These services will help you know where you are today, outline where you want to go and provide guidance on how to get there: Collaborative Diagnostic Studies. IT or Business Leadership Workshops. Training Programme for Business Relationship Managers. Value Realization (including coaching, mentoring, booster sessions and communications workshops). Baseline Diagnostic Study and High Level Plan for BRM LEF Advisors can help you: Understand the business, organization, strategy and operating model. Assess strengths and weaknesses. Establish vision for BRM. Identify and evaluate options for moving forward. Align the CIO and Heads of IT Functions/Services.

4 Business Leadership Alignment Workshops This session is specifically for the CIO and their direct reports. The objectives are to: Ensure alignment of BRM knowledge. Share study outcomes including: - Baseline capability assessment. - BRM competency and role description. - Proposed organization design and operating model. - High level BRM implementation plan. The training was very well received and valued on a number of dimensions, including the course content which in itself was a good investment, the personal nature of the training which will help drive our people strategy, and the fact that the delegates networked with their peers in a face-to-face environment which will lead to far greater collaboration across the region. Vice President, Information Management, Professional Services client And through discussion, create alignment to a target operating model, capability and implementation. BRM Training Since 2006, LEF has been developing and delivering tailored BRM training programmes for Relationship Managers facing off to the business at senior levels for example, regional, office and function. The training is designed to make use of case studies and the participants learn by doing. Participants will go through a mixture of sessions covering the following areas: 1. Creating Value Through Strategy 2. Digital Business Leadership 3. Personal Power and Influence 4. Politics, Communication and Relationships Digital/Change Leadership Interpersonal/ Politics Modules Politics, Communication and Relationships Digital Business Leadership Business Personal Power and Influence Technical Creating Value Through Strategy Structured Unstructured Figure 4 A typical course moves from more structured to less structured material

5 Training To Develop Personal Impact Our research shows that the most effective BRMs show up as business people rather than just as IT staff. Successful BRMs know that their effectiveness depends on the impact and experience that they create in the minds of their business partners, and that they are playing a role and giving a performance every day. Shared experience and reliable delivery build strong relationships that can cope with difficult tasks and weather ambiguity. The LEF training class was outstanding. Exceptional material and insight into an evolving business partnering practice. Kirt and Lem were probably the two best instructors I ever had the pleasure of working with. Business Partner, Business Information Services, Manufacturing client Our 2014 BRM research reports shows that the advent of outside-in technology changes the way the BRM must deliver value in each of the fours Ps. BRMs must go on a journey to develop new competencies for each of the four Ps: As Outside-in Providers they must master external infrastructure platforms Cloud SaaS, Apps, Social Media, BYOT and the like. As Outside-in Partners they must spend more time outside of the firm, working directly with the business ecosystem to identify attractive services and sourcing options. As Outside-in Promoters they should advocate and introduce relevant new external technologies wearables, 3D immersion, 3D Printing, Open Source and the like. As Outside-in Peers they focus on creating value at the front of the firm and identifying technology-related threats and opportunities. Our people are senior practitioners with substantial experience in the field as CIOs and consultants Lemuel Lasher Senior Research Advisor Ian Cohen Digital Advisor Robina Chatham Research Associate Mike Bowden CIO Advisor Kirt Mead Senior Research Consultant David Reid Head of Client & Advisory Services Ibrahim Jackson Regional Director Ed Novak Research Associate

6 Organizational Benefits Working with the LEF will ensure the following benefits: Collaborative: work directly with your team every step of the way. Experienced team: the most experienced team in the business. Research foundation: brings the best thinking and also the understanding of how others have approached similar issues. Pragmatic: our goal is to move quickly, minimize study time, and help get you moving on a plan that is inspirational and will work. Results focused: clear diagnostic, practical plan, immediate and visible change for BRM that business leaders can feel and see. It is more effective to act your way into a new way of thinking, than to think your way into a new way of acting. DURING We deployed their BRM training on a global basis, and it not only improved our business engagement and programme delivery, it was a key factor in our achieving the highest employee engagement scores in Corporate Vice President and Global CIO, Manufacturing client BEFORE Diagnostics Course Design Assessments Interviews Rich inventory of course modules/ segments support Focus on soft skills Build confidence Role play real cases AFTER Accreditation Booster sessions Communications workshops LEF are a good resource bringing valuable experience of what other companies are doing, we should keep leveraging this to keep us fresh and up-to-date. Business Partner, Global Healthcare client Only challenging, unstructured experience under pressure builds confidence and executive presence

7 The whole structure kept interest with a really good level of participation. The three course tutors pitched at the right level keeping buy-in, seeking feedback and a good level of informality, offering really interesting anecdotes. Business Partner, Government client Learn more Learn more about our course designs, instructors, teaching cases and clients we have worked with: Visit us: Contact us: david.reid@leadingedgeforum.com

8 Regional Headquarters The Americas 1775 Tysons Blvd Tysons, VA USA 3000 Hanover St. Palo Alto, CA USA Asia, Middle East, Africa Level 9, UE Biz Hub East 6 Changi Business Park Avenue 1 Singapore The Republic of Singapore Australia & New Zealand 26 Talavera Road Macquarie Park, NSW 2113 Australia North and Central Europe Schickardstrasse Boeblingen Germany Leading Edge Forum Asia Pacific and Australia 135 King Street Level 20, Sydney NSW 2000 Australia France Tour Carpe Diem 31 place des Corolles CS Paris La Défense Cedex France Germany, Austria and Switzerland Römerstrasse 11 D Pullach Germany United Kingdom, Ireland, Iberia, Italy, Benelux, The Nordic Region and South Africa Floor 4 One Pancras Square London N1C 4AG United Kingdom United States and Canada 1775 Tysons Blvd Tysons, VA USA South Europe Tour Carpe Diem 31 place des Corolles CS Paris La Défense Cedex France UK and Ireland Floor 4 One Pancras Square London N1C 4AG United Kingdom United Kingdom Bracknell/Amen Corner B1-2, UK Cain Rd. Amen Corner (Blgd BRA02) Bracknell RG12 1HN United Kingdom About Leading Edge Forum Leading Edge Forum (LEF) is a global research and thought leadership programme dedicated to helping clients reimagine their organizations and leadership for a tech-driven future. We serve as a strategic touchpoint for CXO Teams to provoke and challenge their thinking to help them win in the 21st century. We believe that as business and IT become inseparable, virtually every aspect of work and the modern firm will need to be reimagined, and this creates exciting new digital opportunities. Through an annual membership programme of research, events, onsite workshops and advisory services, we support senior leaders in areas such as strategy, organizational change, executive education, talent development and the future of the IT function. Members enjoy personalized access to our global network of thought leaders, clients and leading practitioners. Leading Edge Forum is part of DXC Technology. For more information, visit leadingedgeforum.com. About DXC Technology DXC Technology (NYSE: DXC) is the world s leading independent, end-to-end IT services company, helping clients harness the power of innovation to thrive on change. Created by the merger of CSC and the Enterprise Services business of Hewlett Packard Enterprise, DXC Technology serves nearly 6,000 private and public sector clients across 70 countries. The company s technology independence, global talent and extensive partner alliance combine to deliver powerful next-generation IT services and solutions. DXC Technology is recognized among the best corporate citizens globally. For more information, visit DXC Technology Company. All rights reserved.