Business Relationship Management - Aligning IT & the Business


Business relationship managers provide value to their organization by aligning business needs with IT services, while satisfying the needs of stakeholders. In this training course, you take on the role of a business relationship manager, learn to overcome communication barriers between IT and the business, leverage innovative best practices, and solve business problems in an IT environment.


  • Build a strong alignment between IT and the business
  • Plan a strategy that positions you as a trusted IT advisor to key stakeholders
  • Choose IT projects that build trust and alignment
  • Articulate IT solutions that meet business needs
  • Differentiate your internal IT services for competitive solutions


This training course will combine presentations with instructor-guided interactive discussions between participants relating to their individual workplace. Practical exercises, video material and case studies aiming at stimulating these discussions and providing maximum benefit to the participants will support the training.

This interactive training course includes the following training methodologies as a percentage of the total tuition hours:

  • 30% Lectures, Concepts, Role Play
  • 30% Workshops & Work Presentations, Techniques
  • 20% Based on Case Studies & Practical Exercises
  • 20% Videos, Software & General Discussions
  • Pre and Post Test


Who should attend

  • IT Managers and IT senior staff who completed five years of working experience in IT business



Day 1

  • Overview of Relationship Management
  • Why organizations need successful relationships between IT and the business
  • Balancing the needs of IT and the business
  • Effectively aligning IT investments and business goals
  • Principles for Aligning IT and the Business
  • Recognizing how trust feels
  • Defining trust in an IT organization
  • Building a trusted relationship
  • IT relationship management vs. IT project management
  • Discovering your strengths and weaknesses
  • Required technical and social competencies
  • Determining the Current State of IT
  • Identifying IT products and services
  • The components of an ideal catalog
  • Creating an initial catalog from scratch
  • Ranking services with metrics


  • The stakeholder relationship life cycle
  • Classifying the roles stakeholders play
  • The importance of stakeholder power and influence
  • Planning the meeting
  • Models for understanding people
  • Explaining the role of the BRM
  • Confirming relationships and roles
  • Leaving with actions
  • Analyzing the relationship
  • Recruiting trusted teams
  • Forming the plan
  • Executing the strategy
  • Facilitating Actionable IT Solutions


  • Evaluating IT outsourcing and consulting solutions
  • Establishing your competitive advantage
  • Capturing, prioritizing and documenting business needs
  • Applying a framework for prioritizing and selecting projects
  • Picking quick-win projects
  • Conducting a modified SWOT analysis
  • Questions you should ask
  • Making a go or no-go decision
  • Winning Competitive IT Projects


  • Differentiating your services from your competitors'
  • Communicating your internal IT capabilities to the business
  • Validating business needs in business terms
  • Translating IT speak to business speak
  • Linking IT solutions to pains
  • Articulating IT solutions in terms of business value
  • Writing clear, tailored Service Level Agreements (SLAs)

Day 5

  • Ensuring a seamless transition
  • Creating and maintaining communication channels
  • Building the relationship
  • Establishing performance metrics
  • Assessing BRM success
  • Analyzing results


  • 08:30 – 10:15 First Session
  • 10:15 – 10:30 Coffee Break
  • 10:30 – 12:15 Second Session
  • 12:15 – 12:30 Coffee Break
  • 12:30 – 14:00 Third Session
  • 14:00 – 15:00 Lunch


 The Fee for the seminar, including instruction materials, documentation, lunch, coffee/tea breaks & snack :