The key mistakes B2B suppliers are making include:
- Lack of focus value & innovation
- Missing key stakeholders from reviews
- Poor follow-up on action points and customer feedback.
With 54% of suppliers having experienced unexpected contract loss in the past two years, and 80% worrying about margin erosion if they can’t demonstrate consistent value, the stakes have never been higher.
To fix QBRs, suppliers must focus on demonstrating value and innovation. By adopting better tools and processes, QBRs can transform from a weak link into a powerful driver of retention and growth.
Check out our independent research where we asked 100 senior leaders in B2B enterprise businesses what they thought about QBRs - download the full whitepaper to learn more:
Clientshare commissioned comprehensive independent research among senior stakeholders within U.K. and U.S. headquartered businesses.
This research entailed:
- 100 interviews (50 in the U.K., 50 in the U.S.) with senior stakeholders responsible for, or involved in, delivering quarterly business reviews for customers.
- Respondents worked for organisations across a range of industries, including facilities management and catering (37%), logistics (32%) and outsourcing - business process outsourcing, IT outsourcing and recruitment process outsourcing – (31%)
- Respondents worked for organisations with annual revenue of more than $250m, with 60% working for companies with revenue of more than $500m. 10% of respondents worked for companies with revenue of more than $2bn.
- Respondents worked across a range of job functions, including customer retention, customer growth and customer success (50%), account management (32%) and sales (18%).
- For the purposes of the research, QBRs were defined as ‘any recurring monthly, quarterly or annual review meeting with suppliers / service providers to review performance and / or strategic direction’.
- All research was conducted independently by Insight Avenue in October and November 2024.
