Businesses today face a myriad of constantly evolving pressures. Whether it’s the need to drive cost efficiencies and reduce risk, ensure regulatory compliance, address skills gaps, or optimise supply chains, the sheer complexity and dynamic nature of these challenges is immense and often overwhelming.
This is why organisations across all industries are increasingly leaning on their suppliers to help them navigate through a turbulent and uncertain landscape. Most businesses simply don’t have the expertise, resources and scale they need to execute their strategies in all of these areas which means their supply chain has become more important than ever.
Indeed, research finds that high-quality supplier relationships will be vital for the majority of organisations in meeting their business objectives over the next 12 months. Buyers point to a wide range of business objectives where they will be looking for support from suppliers, including cost reduction, revenue growth, customer experience and employee retention
1. Cost reduction
2. Revenue growth
3. Improved agility
4. Innovation / transformation
5. Customer experience
Interestingly, research reveals some marked differences in opinion between different job functions when it comes to how suppliers can best support business goals. Operations leaders are more likely to see opportunities for suppliers to help deliver cost reduction, increased agility and exceptional customer experience, while their colleagues in procurement prioritise opportunities for revenue growth.
Overall, these findings undoubtedly spell good news for suppliers, with greater opportunities to retain and grow existing clients.
However, research also highlights the extent to which buyers are increasingly paying attention to the results that suppliers are delivering. Against a difficult economic backdrop, suppliers are firmly under the spotlight. Buyers are becoming far more demanding and discerning, meaning expectations no longer revolve around service-level performance and KPIs alone.
Within this environment, where expectations are rising and the onus is on suppliers to constantly show their worth, QBRs have taken on a critical role. In fact, more than two thirds of buyers point to QBRs (or regular review meetings) as the most important opportunity for suppliers to evidence consistent value and innovation
James Ward, Managing Director, Clientshare
"The number of face-to-face meetings between suppliers and their clients has fallen off a cliff post pandemic...this has served to massively elevate the importance of the QBR. Account managers aren’t popping in ad hoc to see clients; the QBR has become their key moment to shine and demonstrate value."
Claire Fields, Director of Strategic Partnerships, OCS Group UK
"There has been a big shift in the seniority of client-side stakeholders who are involved in managing supplier relationships. Certainly within our industry, Facilities Management, buyers are really investing in supplier relationships as they recognise the need to drive as much value as possible out of their investments. And that means that expectations are now far higher. Buyers want suppliers to be far more aligned to their business objectives, values and culture and to demonstrate this in review meetings by offering insights, best practice advice and innovation."
As buyer expectations continue to climb, QBRs have evolved from routine check-ins to vital touchpoints where suppliers can demonstrate value, share insights, and align with client goals. With 68% of buyers viewing regular review meetings as the primary way to assess supplier value, the QBR has become the ultimate stage for suppliers to stand out. Those who approach QBRs strategically, focusing on outcomes, innovation, and alignment, will not only strengthen existing relationships but also unlock new opportunities for growth.