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You're a Business Relationship Manager. How do you get senior management to trust you?

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As a business relationship manager (BRM), you are responsible for building and maintaining strategic partnerships with senior executives and key stakeholders in your organization. You need to understand their needs, align them with the business vision and goals, and deliver value through effective collaboration and communication. But how do you earn their trust and respect, especially if you are new to the role or the organization? Here are some tips to help you establish yourself as a trusted advisor and a strategic partner for senior management.

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Emmanuel Ruiz-Gimenez Jobim

AI | Blockchain | Startups | Fintechs | VC | Strategic Partnerships | Capital Markets | 3x Founder | Advisor | Mentor |…
JC Negri

VP of Growth at Intech Innovation Group
Ross Chambers

Director of New Business, Marketing and Brand at Billing Finance Ltd

1 Know your stakeholders

The first step to building trust is to know who you are dealing with. You need to identify and map out the key decision-makers, influencers, and users of your services or products. You also need to understand their goals, challenges, expectations, preferences, and communication styles. You can use various tools and techniques, such as stakeholder analysis, interviews, surveys, or workshops, to gather this information. The more you know about your stakeholders, the better you can tailor your approach and message to suit their needs and interests.

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Ross Chambers

Director of New Business, Marketing and Brand at Billing Finance Ltd
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Understand who you are talking to and what motivations they have! If you can get a steer on what your audience wants you can bespoke the message and get buy in early. Prepare, do your research and understand the task ahead!

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2 Deliver on your promises

Trust is based on credibility and reliability. You need to demonstrate that you can deliver on your commitments and meet or exceed your stakeholders' expectations. You need to set clear and realistic objectives, scope, and timelines for your projects or initiatives, and communicate them effectively to your stakeholders. You also need to monitor and report on your progress, achievements, and challenges, and address any issues or risks promptly. You need to be transparent and honest about your capabilities and limitations, and seek feedback and support when needed. By delivering on your promises, you show that you are accountable and professional, and that you value your stakeholders' time and resources.

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3 Communicate effectively

Communication is the key to building and maintaining trust. You need to communicate frequently, consistently, and appropriately with your stakeholders, using the channels and methods that they prefer. You need to listen actively and empathetically to their needs, concerns, and feedback, and acknowledge and address them. You need to share relevant and timely information, insights, and recommendations, and explain the rationale and benefits behind them. You need to use clear, concise, and respectful language, and avoid jargon, acronyms, or technical terms that may confuse or alienate your stakeholders. You also need to use positive and constructive tone, and express appreciation and recognition for your stakeholders' contributions and achievements.

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JC Negri

VP of Growth at Intech Innovation Group
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Action: move the needle. Walk the talk. Bottomline. Set clear and measurable objectives aligned with organizational goals. Regularly provide updates on key performance indicators, showcasing how your efforts contribute to the company's success. Highlight specific instances where your relationship management skills have led to positive outcomes. By showcasing your impact, you establish credibility and build trust with senior management.

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4 Build rapport and relationship

Trust is also based on personal connection and mutual respect. You need to build rapport and relationship with your stakeholders, beyond the formal and transactional interactions. You need to show genuine interest and curiosity in them as individuals, and learn about their backgrounds, hobbies, passions, or challenges. You need to find common ground and shared values, and use humor, stories, or compliments to create a positive and friendly atmosphere. You also need to show empathy and compassion, and support your stakeholders in times of difficulty or crisis. By building rapport and relationship, you show that you care about your stakeholders as people, not just as business partners.

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5 Add value and impact

Trust is also based on value and impact. You need to show that you can add value and make a positive difference for your stakeholders and the organization. You need to understand the business vision and goals, and align your services or products with them. You need to identify and prioritize the most critical and strategic needs and opportunities, and propose solutions or innovations that can address them. You also need to measure and demonstrate the value and impact of your work, using tangible and relevant metrics and indicators. You need to showcase your expertise and thought leadership, and share best practices and lessons learned. By adding value and impact, you show that you are a strategic partner and a trusted advisor for senior management.

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Emmanuel Ruiz-Gimenez Jobim

AI | Blockchain | Startups | Fintechs | VC | Strategic Partnerships | Capital Markets | 3x Founder | Advisor | Mentor | MBA (BI & Big Data)
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Nurturing partnerships is one of my top priorities. I focus on soliciting client feedback to continuously improve their experience and deliver consistent value. By showcasing the tangible impact of my contributions daily, I build a track record of reliability and credibility. Moreover, I maintain open, transparent communication, addressing issues promptly and aligning my initiatives with the organization's broader goals. This personalized approach fosters trust and confidence among senior stakeholders, solidifying my role as a trusted advisor and indispensable asset to the company.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Moeed Ali

Strategic Head of Sales and Marketing | Fueling B2B Success | Igniting Growth and Expanding Market Reach | Insightful Business Analyst | X - Adidas
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To earn the trust of senior management, I focus on three key principles: transparency, reliability, and value creation. Firstly, I maintain open and transparent communication, sharing both successes and challenges openly. This demonstrates my commitment to honesty and integrity, laying the foundation for trust. Secondly, I consistently deliver on my commitments and meet deadlines, demonstrating reliability and accountability. By consistently delivering results and exceeding expectations, I build a reputation for dependability and competence. Lastly, I proactively identify opportunities to add value to the organization, whether through innovative solutions, strategic insights, or operational efficiencies.

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You're a Business Relationship Manager. How do you get senior management to trust you?

1

2

3

4

5

6

1 Know your stakeholders

2 Deliver on your promises

3 Communicate effectively

4 Build rapport and relationship

5 Add value and impact

6 Here’s what else to consider

Business Relationship Management

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You're a Business Relationship Manager. How do you get senior management to trust you?

1

2

3

4

5

6

1 Know your stakeholders

2 Deliver on your promises

3 Communicate effectively

4 Build rapport and relationship

5 Add value and impact

6 Here’s what else to consider

Business Relationship Management

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