Prepare a quarterly business review from the account's meeting history

What a QBR is for

A quarterly business review (QBR) is a customer meeting where an account team reviews the customer's goals, results and plans. ChurnZero's guide notes it is also called an executive business review and is typically held every three to six months.

The same guide frames the QBR around the value the customer has received so far and the value still to come. It suggests covering what has happened, what the customer gained, and a short list of priorities with owners and due dates.

That makes preparation a research job. You need an accurate picture of the quarter before you can show value or agree on the next one.

Before: gather the quarter's meetings

Start in Meetings. Filter by the customer's Company, set the Date range to the quarter, and add People to include a key stakeholder. Labels such as a Relationship label narrow it further.

If you meet the account often, file its meetings in a Space. A Space groups the meetings, people and companies for one customer, and your teammates can share it.

Check the people and the CRM record

Open the company in Memory. Its profile shows a Research summary, the people linked to it and a Notepad. Each person's profile has an Activity timeline of your meetings with them, which shows who you have and haven't spoken to this quarter.

With Attio connected, Bridge can pull records, deals and pipeline data into the Brief and the Assistant. Compare what the CRM says about the account with what the customer said in meetings.

Ask questions across every meeting

Use the workspace Assistant with context filters for the date range, participants, labels or space. Its answers link back to the meetings they came from, so you can check each point. A Space's Assistant is already scoped to that account's meetings.

Example questions an account manager might ask:

What goals did the customer name this quarter, and in which meetings?
What did we commit to, and which of those commitments are still open?
Which issues or complaints came up more than once?
Who joined from the customer side, and did any new stakeholders appear?
What did they say about plans or priorities for next quarter?

The deliverable: a one-page QBR prep doc

Turn the answers into a short internal document. Here is an example outline for a fictional customer; adapt the headings to your own QBR format.

Section	Example content
Customer goals	Cut onboarding time for new branch staff; stated in the January kickoff
Value delivered	Rollout to 6 of 8 branches; figures to confirm with the customer's data
Commitments review	Single sign-on setup: done. Custom report: still open, owner Priya
Open issues	Export errors raised in two calls; support ticket still open
Stakeholders	New operations director joined in March; no meeting with her yet
Proposed next-quarter goals	Finish the last two branches; agree on a usage review each month
Questions to ask	Has the budget owner changed? What would make next quarter a success?

During: brief yourself, then capture the QBR

Open the Brief for the QBR itself. Its Preparation tab lists participants, context from earlier meetings and connected tools, and previous action items. Put your key points in the Notepad; it stays private and travels into the live meeting.

Record the QBR on Bridge or capture it on Zoom, Google Meet or Teams. Before you close, restate the goals and next steps out loud so they land in the transcript.

After: share the recap with the customer

Open the completed meeting and choose Share. People you invite by email get the overview, with summary, takeaways and action items, and can open the full recap.

Guests from outside your workspace can view the notes, transcript, participants and artifacts. Your Preparation, Notepad and Memory profiles are not shared. A public link shows only the header, notes and transcript.

Add the QBR to the account's Space so the next quarter's prep starts from it.
Update the CRM from the recap if your team tracks QBR outcomes there.

Limits to plan around

Only meetings captured in or imported to Bridge are searchable. Calls you never recorded won't appear.
CRM context in the Brief and Assistant comes from Attio. The HubSpot connection syncs booking activity, not account context.
Assistant answers are a starting point. Open the source meetings before you put a claim or number in front of the customer.
Sharing with workspace groups needs a Business or Enterprise plan.

Sources & further reading

Keep readingPrepare a meeting brief that helps you ask better questions →