The Problem: Today’s work environment is scattered to begin with

Every team leader wants to create an inclusive and collaborative work environment, but with workers being geographically dispersed, internal teams being siloed, and poor communication and conflicting goals between teams, organizations are finding this difficult to achieve. How can business relationship managers develop and disseminate the key leadership skills that are needed to ensure their teams are developing collaborative partnerships with one another and throughout the organization?
The urge to collaborate is a natural one, and it goes deeper into the individual psyche than you might think. Stanford study conducted in 2014* illustrated that even giving workers the appearance that they were freely collaborating caused up to 63% of the respondents to work longer on a challenging task, feel more interested in completing the task, and perform better on it. Beyond that, it was determined that by tying individual values and identity to the motivation to collaborate, this mindset carried over to unrelated work for an additional week or two. This is good news for those wanting to develop leadership qualities in their teams and ties in nicely with a number of key relationship-centered leadership competencies that are essential for business relationship managers to master.

The Importance of Business Relationship Management (BRM) Competencies

So, what are competencies? As described in the Society of Human Resources (SHRM) Body of Competency and Knowledge“A competency is a cluster of highly interrelated attributes, including knowledge, skills, and abilities (KSAs) that give rise to the behaviors needed to perform a given job effectively.” Business relationship management leadership competencies enable leaders to build, nurture, and leverage relationships effectively, leading to a more collaborative environment.

Mastering BRM competencies is crucial because it will allow you to:

1. Build Trust and Rapport

Business relationship managers with leadership qualities understand the importance of cultivating trust and rapport in building strong partnerships. Business relationship managers who excel at this competency lead by example, communicate openly, encourage feedback, actively listen and demonstrate empathy. Building trust and rapport creates an environment of openness and collaboration, enabling teams to work towards shared goals. Such an environment fosters trust among team members, promotes idea-sharing, and encourages innovation, which is crucial for building enduring collaborative partnerships.

2. Communicate Effectively

Communication lies at the core of business relationship management. Leaders with strong communication skills effectively convey their vision, values, and goals to stakeholders. They listen actively, foster dialogue, and adapt their communication style to diverse audiences. Clear and transparent communication builds trust, aligns expectations, and strengthens partnerships.

3. Skillfully Influence and Negotiate

Business relationship managers who have mastered this leadership competency can influence and negotiate effectively. They understand others’ perspectives, identify common goals, and find mutually beneficial solutions. By leveraging their influencing skills, leaders navigate complex situations, address conflicts, and forge strong collaborative partnerships built on shared interests.

4. Foster Teamwork

Collaboration is essential for successful partnerships within an organization. Leaders with this competency create an environment that promotes collaboration and teamwork. They encourage knowledge sharing, foster respect and inclusivity, and value diverse perspectives. By championing collaboration, managers unlock the full leadership potential of their teams and drive collective success.

5. Establish Shared Goals and Alignment

Business relationship managers who have mastered this leadership skill engage stakeholders in meaningful discussions to establish shared goals and align efforts. They facilitate dialogue, encourage participation, and ensure all parties work towards a common vision. Fostering alignment lays the foundation for successful collaborative partnerships.

6. Leverage Networks and Resources

BRM leaders understand the importance of leveraging networks and resources for collaborative partnerships. They proactively identify collaboration opportunities, connect individuals and teams with complementary expertise, and facilitate resource and knowledge sharing. By leveraging leadership networking skills, they expand the organization’s capabilities and drive collaborative success.

7. Continuously Improve and Learn

Business relationship managers with leadership vision promote a culture of continuous improvement and learning. They encourage feedback, analyze past collaboration experiences, and foster a mindset of curiosity and growth. Embracing continuous learning allows leaders and teams to adapt to change, refine collaborative strategies, and achieve exceptional results.

The solution: Prioritize business relationship centered leadership

Becoming proficient in business relationship management competencies is crucial for leaders in cultivating collaborative partnerships within organizations. Effective business relationship management empowers leaders to build trust, enhance communication, drive collaboration, and leverage resources effectively. By prioritizing business relationship-centered leadership, organizations create a culture that nurtures strong partnerships and achieves exceptional outcomes. Investing in the mastery of these crucial business relationship management competencies paves the way for a more collaborative and successful future.
Leadership Education, Training, Courses, Coaching and Consulting

Lead the Pack Consulting specializes in business relationship management (BRM) leadership development. Our years of experience in Leadership Management Education, Training, Courses, Coaching and Consulting help us support business relationship management teams and provide them with the leadership skills needed to overcome their challenges. We have provided leadership coaching to business relationship managers, leaders, and teams in a variety of organizations and industries. Since 2013, we have been a registered provider of business relationship management certification workshops and coaching.

Our coaches, Elka Schrijver and Peter Lijnse, have both won the prestigious Arnie Award from the Business Relationship Management (BRM) Institute for their work to embody, enhance, and promote business relationship management knowledge throughout the global BRM community. They have been actively involved in the BRM Institute since it was founded in 2013 and have been contributing authors for several components of the BRM Body of Knowledge and certification courses. They are currently writing a series of practical, user-friendly books about mastering business relationship management leadership skills.


Lead The Pack Consulting
2023 Leadership BRM Courses

* Stanford Study citation
1Priyanka B. Carr, Gregory M. Walton,
Cues of working together fuel intrinsic motivation,
Journal of Experimental Social Psychology,
Volume 53,
Pages 169-184,
ISSN 0022-1031,