Education, Assessments and AdvisoryAssisting IT and Other Functions to Drive More Business Value

BUSINESS RELATIONSHIPMANAGEMENT

BECOMING DIGITAL BUSINESS LEADERS

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.

BUSINESSES ARE DEMANDING STRONGER BRM SKILLS

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.

Figure 1 – Business/IT relationship models

Lead the business

Enable change

Stimulate demand

Managesupply

Contractual Advocacy Joint goals Strategy driven

Style of collaboration

Mission

Provider

Promoter

Partner

Peer

Figure 2 – The Outside-in BRM must master all of the ‘four Ps’ of IT value

Technologydifferentiation

High

HighIndustry differentiation

Promoter

• Mobile/Agile• As a service• ‘Mash up’• Social Media• Free agents

Provider

• Efficiency• Standard/public• SaaS/PaaS• Cloud based

Peer

• Unique capabilities• Product/service IT• TEBS/IP• War for talent

Partner

• Trusted advisor• Application expertise• Process management & apps• Industry know-how• Agility

Low

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.

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).

IT or Business

Leadership Workshops

Col

labo

rativ

e

Dia

gnos

tic Studies

Value R

ealiz

atio

n

Business Relationship Managers

Training Programme for

Coaching, mentoring and booster sessions

BRMEXCELLENCE

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

Educate IT/Business Leadership on BRM

Share diagnostic study outcomes

Create alignment to target operating model, capability

and implementation

Value creating technology strategy

Digital business leadership

Personal power and influence

Certifications (BRMP) available

Culture change

Communications workshops

Practice on real life case studies

Figure 3 – BRM Excellence

LEF can work with you in several ways to improve BRM Excellence as outlined below:

Baseline Diagnostic Study and High Level Plan for BRM

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.

And through discussion, create alignment to a target operating model, capability and implementation.

“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

BRM TrainingSince 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

Creating Value Through Strategy

Personal Power and Influence

Digital Business

Leadership

Technical

Structured

Mo

du

l es

Unstructured

Business

Interpersonal/Politics

Digital/ChangeLeadership

Figure 4 – A typical course moves from more structured to less structured material

Politics, Communication

and Relationships

Training To Develop Personal ImpactOur 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.

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.

“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 people are senior practitioners with substantial experience in the field as

CIOs and consultants

Lemuel LasherSenior Research Advisor

Ian CohenDigital Advisor

Robina ChathamResearch Associate

Mike BowdenCIO Advisor

Kirt MeadSenior Research Consultant

David ReidHead of Client & Advisory Services

Ibrahim JacksonRegional Director

Ed NovakResearch Associate

Organizational BenefitsWorking 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.

“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 2013.”

Corporate Vice President and Global CIO, Manufacturing client

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.

Only challenging, unstructured experience under pressure builds

confidence and executive presence

“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

Diagnostics

Course Design

Assessments

Interviews

Rich inventory of course modules/

segments support

Focus on ‘soft’ skills

Build confidence

Role play real cases

Accreditation

Booster sessions

Communications workshops

BEFORE

DURING

AFTER

“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: https://leadingedgeforum.com/brmContact us: david.reid@leadingedgeforum.com

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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 www.dxc.technology.

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.