Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

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10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

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10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

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Why you need to run Quarterly Business Reviews (QBRs)
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How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
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Five ways Quarterly Business Reviews impact retention and growth
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Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

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10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

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How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

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Five ways Quarterly Business Reviews impact retention and growth
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What to include in your Quarterly Business Reviews (QBRs)
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Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
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Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

Why you need to run Quarterly Business Reviews (QBRs)
Read more

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 ways to optimise your Quarterly Business Review (QBR) meetings
Read more

Article

3 questions to ask to optimise your Quarterly Business Reviews (QBRs)
Read more

Article

3 easy steps to personalise your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

3 questions to ask to optimise your Quarterly Business Reviews (QBRs)
Read more

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

Why you need to run Quarterly Business Reviews (QBRs)
Read more

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 ways to optimise your Quarterly Business Review (QBR) meetings
Read more

Article

3 questions to ask to optimise your Quarterly Business Reviews (QBRs)
Read more

Article

3 easy steps to personalise your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

How Quarterly Business Reviews (QBRs) can help you reduce risk of churn
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

headway-5QgIuuBxKwM-unsplash-1
 
5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
Picture1-1

 

9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

Loke_Wangelin_Clientshare

 

Read more:

Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

Optimise QBR Decks Thumbnail

3 steps to personalise 

 

 

Related resources

Article

5 reasons Quarterly Business Reviews (QBRs) are essential for B2B enterprises
Read more

Infographic

Five ways Quarterly Business Reviews impact retention and growth
Open now

Article

What to include in your Quarterly Business Reviews (QBRs)
Read more

Article

10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppliers’ performance, but they provide the perfect platform for a productive dialogue. 
 
Meeting - happy
 

To make the most of this opportunity, suppliers should engage in the discussion by asking meaningful questions. Below are some key questions suppliers should consider asking during their regular Business Reviews: 

 

1. How has our partnership impacted your business this quarter?

Rationale: Asking this question helps the supplier gain insight into the tangible value their product or service is providing to the buyer. Understanding the buyer’s perspective helps the supplier tailor their offerings to improve performance for the client going forward. 

 

2. Have you faced any challenges that we may not be aware of?

Rationale: Buyers may be dealing with internal challenges that aren’t immediately obvious to the supplier. By asking directly, the supplier shows they’re invested in the client’s success and have their best interest at heart. This also uncovers opportunities for the supplier to adjust their approach, so it better matches the buyer’s needs.

 

3. Are you planning any changes to your business strategy that we should align with?
 

Rationale: Knowing about changes in the buyer’s business plan, such as new product launches, market expansions or shifts in priorities, allows the supplier to be proactive in their service. This question signals that the supplier is committed to a long-term relation, and not just fulfilling current orders. 

 

4. How do you feel about the level of communication between our teams?
 
Rationale: Clear and consistent communication is vital in maintaining a strong supplier-buyer relationship. This question encourages feedback on how well both teams are collaborating. If the buyer feels communication has been lacking, the supplier can take immediate steps to improve it. 

 

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5. What additional value could we bring to your organisation?
 

Rationale: Open-ended questions reinforce the idea that your partnership is not a static flow of transactions, but rather an organic partnership that can, and should, be continually adapted and evolved. By encouraging the buyer to think creatively about the partners

 
6. Are there any concerns about your market / industry that could affect our partnership?
 

Rationale: External factors like economic shifts, supply chain disruptions or industry regulations can impact the buyer-supplier dynamic. By asking this, the supplier shows they’re proactive about understanding the broader business landscape and are prepared to address potential challenges collaboratively. 

 

7. How do you measure success with our partnership?
 

Rationale: Understanding how the buyer defines success allows the supplier to focus on the right metrics and deliverables. Whether the buyer is looking for cost savings, improved efficiency or innovative solutions, knowing the key criteria for success ensures that the supplier’s efforts are aligned with the buyer’s expectations. 

 

8. What improvements can we make to our products, services or processes?
 

Rationale: Asking for specific feedback on where the supplier can improve shows a commitment to continuous improvement. It also opens the door for the buyer to voice concerns or suggestions they may have been hesitant to bring up earlier, allowing the supplier to address issues before they become major problems. 

 
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9. Is there any part of our service that doesn’t add value to your business?
 

Rationale: This question may identify aspects of the service that are redundant or inefficient. It allows the supplier to fine-tune offerings, ensuring resources are better allocated.  

 
10. Are you using other suppliers whose offerings overlap with ours?
 
Rationale: This question lets the supplier know if their product has sufficient coverage, or if the customer feels the need to supplement it with other services. It gives the supplier an opportunity to address concerns and improve their product to stay competitive. 
 
 

Final thoughts

 

Suppliers who actively ask questions not only demonstrate their commitment to the buyer’s success but also position themselves as strategic partners, rather than just vendors. Through an open exchange of ideas and concerns, both parties can work together to optimise the partnership and secure a long-term collaboration. 

 

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Link to Clientshare's research into the impacts of poor-quality Quarterly Business Reviews (QBRs) on revenue, relationships and retention

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10 questions to ask in your Quarterly Business Reviews (QBRs)

For Quarterly Business Reviews (QBRs) to be truly effective, they need to be a dialogue, not a monologue. Often, they are viewed as an opportunity for the buyer to evaluate the supplier’s performance but, for a truly effective QBR, a two-way conversation is essential. This allows suppliers to better understand the needs, concerns and goals of their buyers, ultimately leading to better service and stronger relationships.

Quarterly Business Reviews (QBRs) are a crucial tool for building stronger, more collaborative relationships between suppliers and buyers. Not only do they offer the opportunity for buyers to evaluate their suppli