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Expert Advice on How to Build, Manage, and Perform a Successful Quarterly Business Review

Expert Advice on How to Build, Manage, and Perform a Successful Quarterly Business Review

A quarterly business review (QBR) is an opportunity to check the state of a client’s business — like current sales, 是什么工作, 采取什么步骤来确保持续的客户成功. However, there are many potential problems you can run into while going through a QBR. 你应该尽早计划, 协调桌子两边的所有东西, 创建一个强大的演示, 做好会议的执行工作. 

在这篇博客, 大发彩神争8下载最新手机版将讨论为什么qbr很重要, 如何实现它们, 以及11个最佳实践,帮助你拿下下一个QBR. 

什么是季度业务回顾?为什么它们很重要? 

A quarterly or executive business review (EBR) is a face-to-face meeting with top-tier stakeholders. 把它当作一个建立你们关系的机会. 这是一个向客户展示你价值的机会. 在理想的情况下, 这些会议在每个季度之后举行, 但这取决于你客户的时间表.  

QBR是一个机会:  

  1. 回顾上一季度的业绩 
  2. 围绕性能的提供者透视图和上下文 
  3. 深入挖掘,为下个季度制定目标.  

Together, you’ll evaluate how you can best provide them with what they need to succeed. A QBR allows you to adjust as you go through the year and ensure everyone is on the same page for the upcoming quarter. 

在QBR, a company that already goes through weekly business reviews for its clients doesn’t need to focus as much on the previous quarter — you have already covered results, 风险, 和挑战. No more than 30% of your QBR needs to highlight the past, so 70% should look to the future. 即使你没有达到你的目标,这种分解仍然有效. You’ll want to address the numbers but pay the most attention to what you’ll change to hit them moving forward. 

计划季度业务回顾的技巧 

所有成功的qbr都比预定日期提前几周或几个月开始. 以下是计划季度业务回顾的最佳实践. 

技巧1:指定一个协调员 

在QBR中有很多活动部件,所以你需要一个负责人. 比如全球客户经理, 全球销售总监, or an Account Manager who is already involved with the client can organize all the components. 这个人将负责协调数据, 与会者, 幻灯片, 以及会议期间的发言人.  

一个协调者将确保一切之前, 在, 会议结束后顺利进行, 包括制定议程并提前发出. A schedule helps keep the program on track and allows customers to plan out their comments and questions. 

技巧2:做好计划 

A useful QBR isn’t something you throw together at the last minute — it takes time and works to make it successful. 你会想知道你的员工, 经理, 高管们也想摆脱QBR, 并确保你采取措施包括这些事情.  

不要等到最后一分钟才把会议的内容整理好. 提前几周, 运行您计划向所有内部涉众展示的内容. Also, you’ll want to create a list of questions to ask the customer 在 the QBR. 提前想好你打算问的问题. 

创建一个很棒的QBR演示 

接下来,您需要创建将在会议期间展示的幻灯片. 下面,大发彩神争8下载最新手机版提供了构建QBR演示的最佳实践. 

技巧3:不要过度使用幻灯片 

你的观众不会关注一张又一张的幻灯片, 一段接一段, 的详细信息. 而不是, make the presentation short — 10 to 15 幻灯片 at most — and use appendices to keep them simple. Include images, diagrams, and other eye-catching features to keep your clients’ interest.  

Be sure not to get into the weeds 在 the QBR but instead focus on the more significant issues. 然后你的客户可以在自己的时间里查看幻灯片. And be sure not to reuse 幻灯片 from a different presentation since this will look like you didn’t put in much effort. 

技巧4:用你的数据讲故事 

在你QBR, 你需要数据来支持你所讲的故事, 哪个商业智能团队可以帮你. Find data that supports the entire storyline, with a beginning, middle, and end. Also include benchmark data that shows how the client is doing versus its competition, 鼓励客户继续与你合作.  

也不要即兴发挥. Go through two or three prep sessions to ensure you’re pulling data from the suitable regions or teams. The coordinator should finalize how you will deliver the story to ensure cohesion with all the presenters. 

技巧5:从大局出发 

幻灯片的布局应该很好地表达你的故事. 一个成功的QBR包括: 

  • 上一季度的业绩数据 
  • 这些数据显示了性能的细分 
  • Concrete goals with a plan for taking the company where it wants to go in the next quarter 
  • 未开发的机会,你想向客户推销 
  • 你需要从客户那里实现计划 

Make sure you highlight opportunities to improve 客户成功 for your client. 你可以为客户争取更多的业务和更多的成果. The last slide should be your asks from the client to achieve the goals you set out through the meeting. 

如何进行出色的QBR演示 

Now we are on to the actual meeting, and there are plenty of ways to prepare for this part. 以下是在你的QBR会议之前和期间的最佳实践. 

技巧6:熟能生巧 

在会议之前,一遍又一遍地排练你的材料. 没有实践, you might spot a high-level executive watching you and panic — it has happened plenty of times. Practicing your material over and over will give you the muscle memory you need to perform without flaw, 即使你被一些与会者吓到了. 

提示7:尽早发送幻灯片 

You may think you can surprise your client with a fabulous presentation they have never seen before, 但这不是最好的主意. 而不是, send over the PowerPoint ahead of time, at least several days, to give them time to review. Giving your client some time to look over the 幻灯片 in advance allows them to read through it, 处理信息, 并提出他们的意见或问题. That way, they aren’t trying to do all of the above 在 the meeting while you’re talking. 

建议8:只邀请必要的人 

不要邀请整个办公室的人参加. 当然,能见到客户的高管本人是件好事. 但你要让两边都差不多. You don’t want the client to have three people on one side of the table while you are trying to find enough room for a dozen chairs. 就像厨房里的厨师太多了, 房间里有太多的声音,这对QBR来说是一个挑战.  

在场的每个人都应该积极发言. 分配3-4位演讲者来调整演讲的节奏. 此外,还应该有一名执行发起人在场. They will give a brief intro to the meeting and go over your company’s strategy. The introduction will cover what’s happening at the executive level, so everyone is on the same page. 

9 .少即是多 

保持陈述简洁,不要留下杂乱无章的空间. Present what you planned and practiced while allowing time to answer questions that pop up. 尽量使整个会议只持续一个小时. 没有时间去解决具体的问题或挑剔数据点, 所以, 在保持对话流畅的同时,关注高层次的战略.  

另外,要保持谦虚. 没有人想听卖主吹嘘自己. Keep things positive by focusing on the return on investment you have given your client, 但让它自己说话吧. 此外, 在面对批评时,没有人愿意和一个自我防卫的人打交道, 所以,对任何批评都要泰然处之. 要意识到客户是从不同的角度看问题的. 你可能错过了他们发现的一些东西, 所以要准备好倾听和倾听他们的观点. One goal of a QBR should be to understand where the customer wants to take their business and how you can help them get there. 

技巧10:诚实 

The relationship with your client will only work if you can point out where things are breaking down. If the client had a part to play in less-than-stellar performance, you’d need to tell them. 你需要解释你的数字, and a QBR offers the perfect time to address any barriers you’re running into — even if they are coming from the client. However, be prepared with a solution to fix any performance issues moving forward. 

技巧11:了解你的听众 

会议前, 研究一下听众的讲话风格, 公司崩溃, 和总体数据. 看看他们的年度报告,包括一些他们使用的相同的语言. 

此外,在会议中要注意肢体语言,时刻保持警惕. 如果某人没有注意到你,你就能判断出来, 如果是这样, 调整你的节奏或者向你的听众提问. Skip over some of the bullet points if you think you need to move through the 幻灯片 faster. 尽量保持最低限度的沉默,但记住不要喋喋不休. 一个成功的QBR是一个对话,所以要倾听客户说什么.  

Finally, don’t leave without setting clear, trackable goals for the upcoming three months. Send a follow-up email that states the asks and action items discussed throughout the meeting to ensure everyone is aligned and on the same page.  

继续你的QBR 

Having the right team on your side can make or break your quarterly business review. 了解更多关于qbr的最佳实践, 内部销售, 客户成功, 或渠道管理, 安排一个电话 今天与ServiceSource专家交谈. 

探索更多的资源.

博客
以客户为中心是成功的关键

以客户为中心是成功的关键

博客
倾听客户意见,面对失败采取行动

倾听客户意见,面对失败采取行动

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