Quarterly Business Review Best Practices: 9 Ways to Transform Your QBR From Boring to Brilliant reviews
Quarterly Business Reviews don’t always come out of a box in great shape. Here are 9 best practices that transform a dull, boring QBR into an engaging, exciting one your client can’t wait to attend.
00:48 Don’t call it a QBR
01:49 Keep it short
02:47 Tell the QBR as a story
04:02 Use the “Rule of Three”
04:57 Use pictures
06:30 Strategy, not tactics
07:34 Make the QBR an event
10:07 Send the QBR in advance
10:52 Read the room
11:21 How to keep your audience’s attention
13:45 Summary
15:10 Quarterly Business Review PowerPoint template for The KAM Club members
QUARTERLY BUSINESS REVIEW BEST PRACTICES
💡 Don’t call it a Quarterly Business Review.
QBR is dull. Use an alternative description that inspires and better reflects the objectives of your meeting.
💡 Keep it short.
One hour should be enough for a Quarterly Business Review. 20 to 30 minutes to review the past, and 30 to 40 minutes to plan the future. No more than 15 slides. 90 minutes is OK for an annual review as there’s a lot more data and these meetings tend to be more planning focused. Move surplus data to an Appendix.
💡 Tell the Quarterly Business Review as a story.
Find the narrative in the data. Present the QBR as a new, unexpected story of what is, what could be and how you are the guide that will get your client to the promised land.
💡 The Rule of Three.
Working memory holds up to 9 items of data for 30 seconds. Improve recall by chunking your insights into groups of three short, powerful messages.
💡 Use pictures.
Humans remember pictures better than words. Include a variety of charts, images, diagrams and icons in your Quarterly Business Review to communicate your ideas.
💡 Stick to strategy, not tactics.
Keep the Quarterly Business Review a high-level review on supplier performance, return on investment, progress towards goals, potential roadblocks and emerging opportunities. Schedule separate time for operational matters or your QBR will dissolve into a problem-solving and complaint resolution mess.
💡 Make it an event.
Make sure your client knows the Quarterly Business Review isn’t another meeting that could have been an email. Generate buzz with a series of emails showcasing the objectives of the QBR and invite A-list guests – those with authority to ensure a strategic review where decisions get made.
💡 Send the Quarterly Business Review in advance.
Send the review to participants before the presentation and ask for comments. If everyone is better prepared you can spend less time in the meeting on the past and more time planning for the future.
💡 Read the room.
While presenting your Quarterly Business Review, watch your audience’s reaction for signs you might be losing them. Use techniques like audience participation, pacing, volume and humour to re-engage them.
CONCLUSION
Quarterly Business Reviews are the greatest opportunity an account manager has to demonstrate the value they and their company bring to their client’s business. If you:
* Invest the time in preparation;
* bring new and interesting insights to the conversation to keep it fresh;
* Collaborate with your client on objectives that make a positive impact and get results.
You’ll have a successful Quarterly Business Review that will be the highlight of your client’s calendar.
What do you think about QBRs? Are they useful? Any advice on how to improve them? Let me know in the comments.
⭐
Warwick Brown
Founder | Account Manager Tips
—————
⏯ SUBSCRIBE
Account Manager Tips shares simple, effective and actionable advice on key account management best practices. Subscribe at
https://amtip.co/subscribe
—————
💡 THE KAM CLUB
A private learning community helping busy key account managers get results. Join to download the 20 slide Quarterly Business Review PowerPoint template. Find out more at
https://thekamclub.com
—————
🔖 RESOURCES
Download royalty free images
https://unsplash.com
https://pexels.com
https://pixabay.com
Find free icons at
https://iconfinder.com
https://flaticon.com
https://thenounproject.com
Get free diagrams for your presentations:
https://hislide.io
https://duarte.com/diagrammer
—————
👋 CONNECT WITH ME
📍 LINKEDIN: https://linkedin.com/in/warwickabrown
📍 FACEBOOK: https://facebook.com/accountmanagertips
📍 PINTEREST: https://pinterest.com/warwickabrown
📍 INSTAGRAM: https://instagram.com/warwickabrown
📍 TWITTER: https://twitter.com/warwickabrown
—————
📞 CHAT WITH ME
Grab an obligation free call to chat about key account management and learn more about how I can help you.
https://amtip.co/chat/
—————
🔗 ABOUT ACCOUNT MANAGER TIPS
Helping organisations grow client revenue, reduce churn and get things done by giving their key account management teams the tools and the mindset that gets results.
—————
#amtips #keyaccountmanagement
Syed A –
This method totally worked. I will be honest that I came here with doubts and needed to piece something together for a prospect – With some feedback on my managers part which required me to include things like forecast and less filler stuff (which was less to do with the video but more to do with me). This video in particular really helped me. What I had imagined and thought up seemed very basic, elementary and BORING after I saw this video. This video HELPED me get amazing feedback and at the end I was asked if this is how I normally do my presentations? I said yes 😀 because this is exactly how I will do them from now on.
Liezle Bulong –
Thank you for the tips
Jess Andujo –
I just delivered my last QBR and have to say that I used 90% of your tips. The previous QBR gained quite the engagement. I emailed the QBR in advance with a timeline. Say some folks are only interested in financials rather than metrics, then they would know what time to join the meeting. After that QBR, the participation went up drastically. My last QBR was based on my client’s desires to see more-of on specific areas. My final gift to them was an awesome annual forecast calculator of my creation which everyone enjoyed. Total success. I highly recommend anyone to practice what you share on your channel.
Johnny Varga –
What I genuinely like about your content is that it truly is created for educational purposes. A salesman teaching sales without straight up asking for money, like so many self-proclaimed internet-sales gurus! You know we will join your premium club because you brought value 🙂 Thanks again!
Ebrahim Varachia –
I manage 50 clients, including DB, Merck APAC, HSBC, and so much more – I have been trying to work on a method to make this more engaging, and this has been very useful! I immediately can tell that you know what talking about! it is like I'm talking in the mirror 😂 some things that have been a battle from day 1 has been always trying to prove to other departments and ops the value these reviews bring! mainly due to their lack of understanding about it in my situation
Amazing video!✔🏆
Jo P –
Great advices, I have been doing QBR with my clients for years and always trying to improve on how to make it more meaningful and creative and more interesting. Thank you so much for sharing.
louise biloa –
Thank you so much for sharing your knowledge with all of us! I am preparing an interview for next week and this was really useful!! God bless you!
Michael Taylor –
Brilliant video! I've just been promoted to a global sales role and have never done a QBR before. So this was very helpful, thanks.
J –
thanks for the video
J S –
Thank you very much 🙏 fantastic thoughts!
Husam bari –
You look adorable
Account Manager Tips by Warwick Brown –
This video was a labour of love – so much time spent editing! I'm passionate about QBRs – I think when done right, they're a fantastic opportunity to strengthen your partnership with your clients and co-create value. I hope you find these tips helpful!
Music –
Account Manager Tips – Warwick Brown