How to prepare and run a QBR
Prepare the right information, pick the right goal, ask the right questions during the meeting
QBRs are an important moment in your customer’s journey as it gives you a chance to remind them of the impact you are delivering, strengthen your relationship with them and surface additional opportunities to work together.
Getting the most out of a QBR comes down to preparing the right information, selecting the right goal and asking the right questions. This issue steps through how to do exactly that, covering:
How to prepare for a QBR
How to determine the right goal for a QBR
How to run a QBR meeting (agenda, script)
[Note: while “QBR” technically stands for Quarterly Business Review, it doesn’t mean they have to take place quarterly — think of it more as shorthand for any scheduled, structured meeting with an existing customer]
How to prepare for a QBR
Start by creating or updating your account plan. It shouldn’t take more than 10 minutes to make an actionable plan if you use my template and for full instructions go read my guide on how to build an account plan.