Quarterly Business Review Checklist

Gather data on all KPIs agreed upon during onboarding. Include year-over-year and quarter-over-quarter comparisons.

Present data visually with clear charts and graphs. Highlight trends, not just raw numbers.

Show progress toward goals. If targets were missed, include context and a plan for improvement.

Highlight successes and their business impact. Connect your work to tangible outcomes.

Calculate return on investment. Show the client what their spend produced in measurable results.

Assess the relationship temperature. Have there been complaints, missed deadlines, or communication gaps?

Track how often scope has changed. Frequent changes may indicate misalignment or evolving needs.

Is the client responsive to requests? Are they attending meetings? Low engagement is a churn risk signal.

Are you on budget? Has the client raised billing concerns? Address proactively before the QBR.

Personnel changes on either side, budget cuts, or competitor outreach. Have a plan for each risk.

Where are results strong enough to justify expanding scope? Use data to support recommendations.

Stay ahead of their needs. If their industry is shifting, propose services that address new challenges.

Have specific recommendations ready with pricing. Frame expansions as opportunities, not sales pitches.

If you offer services the client doesn't use yet, present them as natural extensions of current work.

What are their competitors doing? Position your agency as a strategic partner who helps them stay ahead.

Structure: executive summary, performance review, wins, challenges, next quarter plan, growth opportunities.

One-page overview with key metrics, highlights, and strategic recommendations. Busy executives need the big picture.

Be honest about what didn't work. Present the root cause and your corrective action plan.

Propose objectives, tactics, and metrics for Q+1. Show you're thinking ahead, not just reporting on the past.

Practice the flow. Anticipate tough questions. Ensure everyone presenting is aligned on messaging.

Give attendees time to prepare questions. Include the performance summary so the meeting can focus on discussion.

Lead with success. It sets a positive tone and builds credibility before discussing challenges.

Ask for the client's perspective. A QBR should be a conversation, not a one-way presentation.

Take notes on client reactions, new priorities, and requests. These inform next quarter's plan.

Include key takeaways, decisions made, and action items with owners and deadlines.

Reflect any strategy changes, new initiatives, or adjusted priorities in your project management system.

If growth opportunities were discussed, follow up with detailed proposals while interest is high.

Book the next quarterly review before ending the current one. Keeps the cadence consistent.

Brief the full account team on feedback, new priorities, and any changes to strategy or scope.