Welcome to Q4! As of today, October 1, we have 92 days left in this business year. And thanks to all of the holidays, this is the shortest and maybe one of the most important periods in the year.
This is the perfect time to have a QBR (Quarterly Business Review) with your key accounts.
In person, if at all possible, or virtually, these conversations are critical - and often neglected - as leaders race to the finish line.
These don’t need to be long, and your account team isn’t involved: they’re for you to speak leader-to-leader, and there are several things you’ll want to talk about:
your agency’s work this past year: a “thank you” and a “how are we doing?” are a must, but you will need to expand on this. The team should give you all the necessary information, so you’re informed and ready to speak to any issue, but you need to deliver a “topline” report. Included should be KPI achievements, what went well, what we (the agency) could have done better, and what they (the client) could have done better.
their business plans: what business issues are they wrestling with? Do your homework, know their competition and any issues that have been in the public. Be ready to speak to this. Talk about preparing for next year and ask what plans may be in store. Your curiosity and interest should be fully present;
your own business plans: tell them about your key initiatives and priorities for 2025 - what your plans are and be sure to talk about how busy you are.
ask for the opportunity to check-in again with them mid-next year.
We found these conversations to be incredibly valuable and an important part of our leadership toolbox. Of course it’s great relationship building, but a key value is getting unfiltered information direct from the source to help you evaluate your team’s goals and prospects. And as importantly, you’ll develop a macro picture of the client landscape
you’re working in.
Everyone’s busy and the quarter is short. Who’s the first client you’re going to speak with?
Tonic Consulting Group works with live event agencies and related companies providing the insights, expertise and direction necessary to create enduring competitive advantage. We work with leaders to build new pathways to growth, create high-performing operations and develop companies people love working for.
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