FMJ: Poor quarterly business reviews expose supplier shortcomings & risk revenue

Alice Baker
February 26, 2024

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"Many suppliers are suffering customer churn and loss of revenue as a result of inadequate business review processes, according to new research by business review platform, Clientshare.

Eighty-eight per cent of buyer organisations state that suppliers aren’t demonstrating enough evidence of value and innovation in quarterly business reviews (QBRs), and more than three quarters (76 per cent) report that it often feels as though QBRs are merely a tick-box exercise for their suppliers. With 93 per cent of buyers reporting that they are looking at their supplier relationships with much more scrutiny than two years ago, Clientshare says suppliers need to “up their game” to maintain a competitive edge."

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We interviewed hundreds of buyers of Logistics, FM, Contract Catering, IT, RPO and BPO services from the UK and US. The research uncovers an undeniable feeling among buyers that their suppliers need to start delivering better QBRs if they want to keep their business. Learn more about how your customers think you're losing out on key opportunities with them today.