What does QBR mean? QBR stands for quarterly business review. If you are a Customer Success Manager, then you’ll understand the importance of demonstrating value to your client consistently. Business environments are always in a perpetual state of change so it makes sense to check in quarterly for updates.
So what does QBR mean for your business? In a typical quarterly business meeting, you go through all the progress made in the past 90 days and outline plans for the upcoming 90-day period. Companies conduct an internal review every quarter to keep track of their revenue and other key metrics.
What Does QBR Mean?
The purpose of a QBR, or quarterly business review, is to discuss the situation of a company and how you may bring more value to it.
One of the objectives of the QBR is to understand why failures occurred and determine what could be done to create a positive outcome.
While obtaining data may be simple, correctly identifying what it implies and how to act on it can be difficult. It is important to deliver your suggestions in a way that will motivate your customer to make the changes you suggest.
That’s the hard part.
You want to make sure that your reports aren’t just informative, but that they also provide value to your customers.
How can you help your client achieve their objective? These are the issues your quarterly business reviews should address.
Reflect on the progress made since the last QBR and identify what needs to be done before the following meeting.
After each QBR, you’ll want to establish a broad timetable against which your performance will be judged. This will help ensure that you’re making the most of your time and resources, and help you stay on track towards your goals.
A quarterly business review is a chance for you to review your agency’s performance, discuss its goals, and make any necessary changes.
In the world of business, providing value to your clients as quickly as possible is crucial. That is what a quarterly review is all about.
As the business landscape changes, it becomes increasingly important to meet with customers regularly to ensure that you are aware of their progress. This not only allows you to provide them with better service but also helps build and maintain strong relationships.
A successful QBR should be as short as possible while still being informative. Telling a story is a great way to engage your team and get them excited about the upcoming quarter. Planning a great QBR event will ensure that everyone is on the same page and knows what to expect.
Tips For A Successful QBR
1. Keep the QBR As Short As Possible
A very long company assessment is the fastest way to bore your customers. No client has the time to wade through a long evaluation of your company for hours.
As a general rule, it is best to limit company evaluations to one hour. This way, you can spend 30 minutes assessing past performance and 30 minutes planning for future opportunities, goals, and activities. Doing so will help ensure that the evaluation is both informative and concise.
You don’t have to force your customers to meet quarterly for their company evaluations if they don’t want to. Some customers are content with biannual or even annual evaluations.
If this is a bi-annual or yearly performance appraisal, you should extend it to 90-minutes to allow yourself enough time to discuss goals for next year. Since you’ll be reviewing data over an extended period, you’ll need more time to set new objectives.
2. Tell A Story
How can you make financial information more understandable? To make it easier for your audience to comprehend your message, you can employ a narrative that includes an introduction, details, and a conclusion.
It’s the perfect way to show off your company’s successes over the past quarter!
Ask yourself these questions.
- What is the main point of the story?
- What insights have you gained from examining the causes of your outcome?
- What are your plans for the future?
- What do you hope to achieve?
- How can you help guide your client’s business to that bright, shiny, new horizon?
It’s probably best if it’s something they haven’t even thought of, and you can help them with that.
In your introduction, explain how your clients are currently performing. Tell your prospects about your vision, and how your solution can benefit them.
Add more details to your story by contrasting the current scenario with your ideas for making it better.
Adding pictures to your title slides is a great way to engage your audience and add visual interest to your presentation. Copyright-free and high-quality photos can be found on sites like Unsplash and Pixabay.
When it comes to explaining information hierarchy, processes, and connections, diagrams can be extremely helpful. Microsoft Powerpoint offers a variety of different diagram options that you can use to create an effective visual representation of the information you want to communicate.
To highlight important information, use appropriate visual aids like an arrow, star, or target icon.
Icons are a great way to grab attention and help your audience understand your message quickly and easily. They’re also a great way to add some visual interest to your QBR.
3. Plan A Great QBR Event
You can turn any boring business meeting into an exciting, memorable event if you know how to jazz it up.
Make sure your customer knows that your Quarterly Business Review isn’t just another boring, pointless, and unnecessary meeting with you. Instead, this is your chance to provide value and optimize your relationship with them.
4. Promote Your QBR
To market your QBR, create a pre-event email campaign. Email your attendees five times before the event.
These should spark interest and help readers understand why they should attend your meeting.
Here is an example of an email sequence for your QBR.
- Send an exciting invitation through email 30 days in advance. Make sure people know why they should attend your event and why they absolutely should not miss out.
- Send another email 10 days before the event. Give your clients a sneak peek of some data you have collected. To learn more about it, they’ll need to go to the Quarterly Business Review.
- Send a copy of your report and the QBR agenda four days before the meeting.
- Send a final reminder a day before the event and let them know how excited you are to meet with them.
- Send out any follow-up comments and actions and thank the participants a day after the QBR.
5. Invite The Right Participants
Invite only the most important people. Make sure you’re inviting people with decision-making powers, such as department leaders, managers, and C-level execs.
When inviting participants to a business review, be sure to include top executives. This will ensure that the discussion is strategic rather than operational.
If you only meet with your primary point of contact, you’re missing out on a great opportunity to make the QBR more engaging and productive. By inviting more people, you can increase the chances that news of your success will spread.
6. Stress The Good News
Make sure to highlight any positive outcomes, thank your contact, and recognize any departments that deserve praise.
It’s a great way to spread the word about how awesome you are and the excellent job others are doing. Plus, it adds a sense of surprise and suspense to the review!
7. Share Some Food
You can bring some food to these meetings. Doughnuts and muffins are always a hit, and this is a great way to get people to come.
So, what does QBR mean? No one knows your business as well as you do. If it would help your customers to understand your offering better, hold a quarterly business review with them so that you can learn more about their pain points and provide them with the resources they need to succeed.