It's Always A Great Time For A QBR!

There's no time like the present to pause and to hold a QBR - a Quarterly Business Review - with your key accounts.

In person, if at all possible, or virtually, these conversations are critical - and often neglected - as leaders race to the finish line.

These don’t need to be long, and your account team isn’t involved: they’re for you to speak leader-to-leader, and there are several things you’ll want to talk about:

• your agency’s work during the year: a “thank you” and a “how are we doing?” are a must, but you'll need to expand on this. The team should give you all the necessary information, so you’re informed and ready to speak to any issue, but you need to deliver a “topline” report. Included should be KPI achievements, what went well, what you (the agency) could have done better, and what they (the client) could have done better.

• their business plans: what issues are they wrestling with? Do your homework: know

  their competition and any issues that have been in the public. Be ready to speak to them. Talk about their year, their future goals and ask what plans may be in store.

  Your curiosity and interest should be fully present;

• your own business plans: tell them about your key initiatives and priorities - what you're working to accomplish as an agency - and their role in your plans.

• ask for the opportunity to check-in again in a few (3? 6?) months.

We found these conversations to be incredibly valuable and an important part of our leadership toolbox. Of course it’s great relationship building, but a key value is getting unfiltered information direct from the source to help you evaluate your team’s goals and prospects. And as importantly, you’ll develop a macro picture of the landscape

you’re working in after to speaking with all of your clients.

Everyone’s busy, but who’s the first client you’re going to speak with?

Tonic Consulting Group works with live event agencies and related companies providing the insights, expertise and direction necessary to create enduring competitive advantage. We work with leaders to build new pathways to growth, create high-performing operations and develop companies people love working for.