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MSP Minute
Posted
July 22, 2021

5 Strategies to Better Execute Your QBRs

Denes Purnhauser

A major problem MSPs face with QBRs is that they often take too much time to prepare and yield poor engagement. In this MSP Minute Denes breaks down the five best strategies you can use to drive a better response from your clients, without sinking your time and resources.


A major problem MSPs face with QBRs is that they often take too much time to prepare and yield poor engagement. In this MSP Minute Denes breaks down the five best strategies you can use to drive a better response from your clients, without sinking your time and resources.


1. Be Proactive

Many MSPs make the mistake of calling for a QBR when there’s an equipment breakdown or issues pop-up. By doing this, clients will begin to view QBRs as a sales pitch or technical support call. Avoid this potential rebranding of your QBRs by separating sales calls and troubleshooting from your reviews.


2. Don’t Over Prepare


Avoid sinking too much of your time and resources into your QBRs and instead, focus on what you’re trying to accomplish with your client. Understanding what your client wants to hear and the decisions you want them to make will streamline your planning process.


3. Show Your Results & Value Proposition


Many MSPs collect data from their RMM and ticketing systems to show their clients how busy they are and how quickly they can close tickets. While operating metrics are useful, it’s important for your MSP to communicate it’s edge and differentiation over competitors in the market.


4. Have a Conversation Instead of a Presentation


Have a conversation with your client rather than a presentation. Ask thought provoking questions to your clients that will generate a conversation. Communicate about their goals, challenges, business issues, and what’s frustrating them. Your clients will be much more receptive to your advice and feedback this way, rather than a dull presentation.


5. Call Your Clients to Action


Create an action item for your clients to complete. Whether they need to make a decision, complete security awareness training, or other homework, action items can help you close the loop in your QBRs.

By following these five best practices, you will spend less time preparing for QBRs while achieving better engagement and follow ups with your clients.


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