In Progress

Leadership at Every Level – Proven Steps to Improved Business/IT Relationship Management

Our inability to effectively leverage the Business/IT relationship is not a new problem; indeed, organizations have been talking about it for the past 40 years. The creation of the BRM role was designed to address this issue. However, in most cases it has not proved to be an all-purpose remedy.

Why does the search for a dynamic partnership between business and IT continue to elude so many firms? Without more progress in this area, many IT departments will not fulfil their potential, and provide the digital leadership their firm needs. Having conducted dozens of BRM company training programmes, the LEF is in a strong position to identify what works and what doesn’t in meeting this still critical business challenge. 

Robina Chatham

Research Associate, Leading Edge Forum

Dr Robina Chatham is a Research Associate for Leading Edge Forum, where she is a core member of LEF's Business Relationship Management (BRM) instructor team, helping clients drive greater business value through powerful business relationship management. Robina is also the author of our report, Raising IT's Game Through BRM.

Kirt Mead

Senior Research Consultant, Leading Edge Forum
Leading Edge Forum

Kirt is a Senior Consultant for Leading Edge Forum, where his research and advisory work addresses issues at the interface between IT and the business, in particular the business relationship management (BRM) role.  He is a leading member of the LEF BRM training instructor team and has developed and delivered programs to many clients both in the US and Europe.  Kirt is the author or co-author of multiple research reports including Leveraging 'The Matrix' - Digital Ecosytem Dynamics and Strategies Outside-in BRM - Turning Relationship Managers into Digital Leaders and Revitalizing the Enterprise Skill Set.


Through interviews with organizations that have established the BRM role and/or used the LEF BRM training programme, this research will aim to find out: 

  • What methods/processes/activities have helped, and equally what hasn't helped. 
  • Which specific training initiatives have been successful – what tools and techniques did these firms use, what didn't they find useful and why not? 
  • Are there certain personality types that are predisposed to be successful BRMs, and if so, can firms develop these skills and attributes in the others? 
  • How will the BRM role change going forward in a world that is increasingly digital and outside-in? 


A research report that provides proven steps to improve the Business/IT relationship issue in the form of: 

  • Success stories and lessons learned. 
  • What has helped and why.
  • Key mistakes and root causes.
  • The cultural context that supports successful implementation of the BRM role. 
  • The skills, qualities and attributes that make a successful BRM. 
  • A roadmap for the future BRM function and/or role 
  • A tool kit to transfer these learnings to your organization. 

The research report and executive summary will be published in April 2016. 


We would be delighted to hear from organizations that are interested in contributing ideas and experiences to our research on business relationship management.

To participate, please contact Robina by email at or Kate Taylor at