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News, Insights, editorial and comments on hot topics relating to Strategic Partnerships

Learning To Drive

Breaking The Cycle of Negative Feedback

Baxter Thompson Ltd, Jon Baxter
September 2017

Our surveys suggest Value Management is the third biggest challenge IT Business Partners face. Given where we currently are as an industry it is also a fundamental enabler on gaining credibility with our peers. I argue that a lack of Value Management (and as part of that Continuous Improvement) in an organisation is the root cause to why IT departments find it so difficult to get beyond what I call a “Service Partner” level. That is where an IT department…

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Managing Difficult People

Business Relationship Management

Baxter Thompson Ltd, Jon Baxter
October 2016

This post is an aide-memoire for Business Relationship Managers to help identify the key styles of engagement with Business stakeholders . It is last in a series of posts on how to influence others. In our last post we explored the various styles of engagement used in negotiations and sales interactions, and how we can recognize and utilize those to our advantage. Let's now move on to a topic that we will all inevitably encounter: managing challenging people. The key…

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The [email protected] Business Simulation Game

Business Relationship Management

Baxter Thompson Ltd, Jon Baxter
October 2016

This article is the second part of two that discusses the outcomes of the BRMIConnect,written by Paul Wilkinson, owner and director of Gamingworks, a Baxter Thompson Partner who licences the "Grab-a-Pizza" Business / IT simulation. ‘This was incredible….’, ‘I am so pleased I attended this session…..’ , ‘ I have to do this exercise with our key stakeholders….’, ‘….this clearly shows we have a long, hard, rocky road ahead of us if we want to be seen as a strategic…

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Taking Business Partnering to The Next Level

Business Relationship Management

Baxter Thompson Ltd, Jon Baxter
October 2016

The BRMIConnect conference in Amsterdam was the 4th and final international BRM conference in 2016. This article is the first part of two that discusses the outcomes of the BRMIConnect,written by Paul Wilkinson, owner and director of Gamingworks, a Baxter Thompson Partner who licences the "Grab-a-Pizza" Business / IT simulation. The conference kicked-off, in my mind, with a refreshing approach of actually asking the audience what they wanted to learn in the conference so that the speakers could align their…

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Adopting Different Styles of Engagement

Business Relationship Management

Baxter Thompson Ltd, Jon Baxter
October 2016

This post is an aide-memoire for Business Relationship Managers to help identify the key styles of engagement with Business stakeholders . It is part of a series of posts on how to influence others. In our last post we discussed negotation techniques and how to utilize them, let’s further hone our skills by exploring and adopting different styles of engagement. It's important to recognize and master the different styles of engaging in order to achieve our ultimate goal of influencing…

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Negotiation Skills

Business Relationship Management

Baxter Thompson Ltd, Jon Baxter
September 2016

This post is an aide-memoire for Business Relationship Managers to help identify the key elements in negotiation with Business stakeholders . It is part of a series of posts on how to influence others. There are four considerations when negotiating: People Maintaining the relationship and the dialogue is the first priority. This means making allowances for emotions (both yours and theirs) mis-perceptions, mis-communication, and different methods of expression. Discuss the other parties values and perceptions. Acknowledge their concerns, agenda, wants…

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