Quarterly business review (QBR)

What is a quarterly business review (QBR)?

A quarterly business review (QBR) is a scheduled review of results and plans, held with a customer or within a team, usually every quarter. With a customer, a QBR looks back at what was delivered and forward at the customer's goals. Inside a sales team, it compares the quarter's results with plan and sets priorities for the next one. Either way, its worth is measured in decisions made.

Why it matters to a revenue leader

A customer QBR is where a services provider proves value before the renewal conversation starts. Gartner research argues that retention and growth suffer when there is a gap between the value a supplier offers and the value customers realize against their own objectives. The QBR is the regular meeting where that gap gets measured and closed. Forrester analysts add that strategic accounts warrant formal communication of plan progress and course corrections at regular intervals. An internal QBR does the same job for the team, as the quarterly reset that ties weekly activity back to the annual plan.

A facility maintenance provider holds a QBR with a hospital system. It shows work orders completed, response times against the agreement, and three deficiencies found during preventive maintenance. The client's facility director shares next year's capital plan, which becomes the starting point for the renewal and a repair proposal.