A clear-eyed read of the relationship today. Capture the facts before you reach for the story.
Account snapshot
Account name
Sector
Primary contact & role
Relationship start date
Commercial picture this quarter
Revenue this quarter
Revenue same quarter last year
Active matters / placements
Headline trend
What is genuinely working What is not working, or has slipped Working note
Write what is true, not what is comfortable. The best QBRs start with an honest read of the room.
Anticipate, in their words. Use this to prepare; revise after the meeting with what they actually said.
What they will not say but you should hear Sentiment read
Relationship health (1–10)
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Likelihood to expand (1–10)
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What they value most about working with us Three commitments. No more. Each owned, each dated.
Commitment 1
What
Why it matters to them
Commitment 2
What
Why it matters to them
Commitment 3
What
Why it matters to them
Test before you commit
Would the client repeat this commitment back without prompting? If not, sharpen it.
The next quarter, and the year ahead. Anchor the conversation in their growth, not ours.
Next quarter — the one thing that must happen 12-month horizon — what good looks like The ask we will make next quarter Internal follow-through
Next QBR date
Internal review date
Stakeholders to brief