Fuelling Success: 5 Benefits of Quarterly Business Reviews (QBRs) for Contract Catering Enterprises

Tom O'Connell
October 19, 2023

Fresh produce for Contract Catering enterprise

In Contract Catering, where every plate counts, staying ahead of the competition isn't just a goal; it's the recipe for survival. To thrive in this ever-evolving industry, companies must continually assess their performance, seek opportunities for growth, and cultivate robust client relationships. How can you ensure you achieve all these goals? By using Quarterly Business Reviews (QBRs). 

Having partnered with Contract Catering giants Compass Group – among numerous others - we've identified five compelling reasons why Quarterly Business Reviews are essential for this sector.   

 

1. Enhanced client relationships 

Building strong client relationships is at the core of any successful business. QBRs provide the perfect platform for this. By sitting down with your clients on a quarterly basis, you show them that you are genuinely interested in their needs and concerns.  
 
This regular interaction fosters trust, transparency and loyalty. It's a chance to listen to their feedback, address their pain points, and offer solutions tailored to their specific requirements. As a result, you not only retain clients but also turn them into advocates who will recommend your services to others. 

By engaging in regular Business Reviews, you showcase your dedication, enhance communication, and nurture a more productive partnership. 

 
2. Optimise your performance and delivery 

In the realm of Contract Catering, performance is the secret to success. QBRs serve as your performance evaluation tool, allowing you to delve into essential key performance indicators (KPIs) such as on-time delivery rates, order accuracy and menu management. 
 
These metrics help you identify performance trends and areas in need of enhancement. As you fine-tune your operations to meet your client's unique tastes and preferences, they'll reap the rewards through improved service quality, ensuring the best chance for contract renewal. 

This process of continuous improvement is invaluable in an industry where trends, preferences and expectations can change rapidly. By identifying areas that need attention and refining your services accordingly, you'll stay competitive and adaptable in the ever-evolving world of Contract Catering. 

 Optimised plating up thanks to Quarterly Business Reviews (QBRs) in Contract Catering industry

 

3. Demonstrate value and prioritise growth opportunities 

Contract Catering is never one-size-fits-all; every client has unique requirements and preferences. QBRs offer a way to understand your clients on a deeper level and act on their specific needs, uncovering avenues for continued growth and enhanced value. In today's fiercely competitive environment, clients don't just expect personalised services; they demand them, and QBRs empower you to provide just that.

In the Contract Catering business, unexpected issues can arise, and they can quickly escalate if not addressed promptly. Regular reviews allow you to proactively identify and tackle potential problems before they become major headaches. 

What's more, by discussing any concerns or challenges with your clients during QBRs, you demonstrate that you are aligned to their goals and how to achieve them, unlocking the perfect opportunities to grow accounts.
 

4. QBRs for strategic overview 

The Contract Catering landscape is constantly changing. To remain competitive, you must stay attuned to emerging food trends and opportunities or lose out to new organisations offering specialisation. QBRs facilitate strategic discussions with clients, giving you insights into culinary developments, evolving dietary preferences and changing client tastes.
 
You can then assess your catering enterprise's performance against your strategic goals. Are you hitting your targets? Are there any deviations from your initial plan? If so, what corrective measures can be taken? QBRs help you refine your business strategy, ensuring that you're always aligned with your long-term objectives. 

 

5. Early identification of churn risks

Of course, actions speak louder than words. Regular Business Reviews provide the stage for showcasing your commitment to catering excellence. Through data sharing, performance evaluation and strategic planning, you convey your dedication to delivering a five-star experience while continuously improving operations. 

However, if something is amiss, it's often only uncovered when a client decides to take their catering needs elsewhere. At this point, it's almost always too late to repair the damage and stop them from choosing a competitor. 

QBRs serve as the perfect forum for collecting feedback, acting as an early warning system for any emerging issues that require attention. This proactive approach not only showcases your catering company's commitment to excellence but also enables swift and effective resolution of any concerns that may arise. 

Renewal meeting for Contract Catering enterprise after successful Quarterly Business Reviews (QBRs)
 

Final thoughts

In summary, QBRs offer Contract Catering enterprises the ultimate method of proving demonstrable value to clients, transparency on account health, and pinpoint the most viable and lucrative areas of growth on an individual account level.

Pulse has enabled us as a senior leadership team to be able to jump on client queries at the right time. We can set up alerts and notifications to see client comments and scores when we need to. Even if we think or assume a client is happy, sometimes their scores haven't been where we think it would be. Clientshare gives us the power to have the right conversations to reduce the risk of churn. - Jason Bendall, Partnership Director at Chartwells Independent – Compass Group 

 Jason Bendell - Quote Headshot - Partnership Director - Chartwells - Compass

What next? 

With the world's leading Business Reviews platform, Pulse, you can take your reviews to the next level, having full transparency of account health, regular NPS and CSAT scores, and Quarterly Business Reviews (QBRs) consistency. We’ve seen our clients optimise this scoring data to prioritise accounts at risk of churn, ensuring the right customers are contacted at the right time. 

Find out more about the Pulse Quarterly Business Reviews (QBRs) platform by watching our brief introduction video below. 

 

 

 
Do you feel that Clientshare could help you to improve your Quarterly Business Reviews (QBRs) offering? Book a demo to explore how we can help you to optimise your client relationships, maximise retention rates, and fuel growth through data-driven insights.

QBR research whitepaper Clientshare

Download our research whitepaper, 'The QBR Delusion'

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.