A System of Truth: Using BI to Drive QBRs

121113384The Quarterly Business Review (QBR) is a significant opportunity for a supplier and client to sit down and uncover what about the business relationship is working and what is not, and make adjustments to ensure success. Typically, these meetings are centered around a slide deck of graphs and charts based on reports that were manually created by multiple employees. While it is critical to base discussions on data and provide performance highlights, there is great risk in using static, manually compiled data.

A traditional QBR relies on a supplier to pull data from disparate systems as a basis of discussion. The potential for human error is great, and often customers are concerned that the data has been skewed to portray the supplier in the best possible light. QBR data is typically compiled in spreadsheets by the supplier, disconnecting the information from the system of truth and slanting the presentation according to the supplier’s end goal. It is easy for an author to finesse the figures to represent their desired reality.

The supplier’s goal in these meetings should be to become a trusted partner rather than just a vendor, and in order to build that relationship, they must come to the table with an accurate picture of the business processes and the current state of affairs.

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By using Business Intelligence (BI) to drive the QBR, suppliers can remove all discussion of data integrity and leverage the QBR as a strategy session. The data is viewed directly within the system and cannot be disputed. Once subjectivity is removed, conversations can focus on where both organizations are going and how the supplier can best provide ongoing support and additional value to the customer.

BI data provides a strong foundation for forecasting. Suppliers can clearly demonstrate how they calculate projections in a more dynamic and intelligent way, and can check the data’s validity by breaking it out and seeing how the numbers add up. Suppliers and customers can discuss a reflection of reality that helps drive key decisions. BI data pulled from a single system is far more reliable than data from disparate systems manually pulled into a report, and users can be sure that any “grades” that are assigned to the organization are objectively generated.

As BI becomes an integrated part of business systems, analytical tools will be increasingly embedded in the primary functional areas of the applications. The facts and figures will be presented in real time alongside the active work that is taking place, allowing users to monitor and adjust on an ongoing basis. These embedded analytics will result in immediate action, as users focus on what to do next and determine how to guide behavior to get the results they seek.

Leveraging BI can change the face of QBRs. Rather than wasting time discussing data quality and working on creating accurate reports, QBR meetings can focus on how to improve the business – and real work can be done.

MORE: Big data can help answer big questions

 

Edward "EJ" Jackson

Edward "EJ" Jackson
Edward “EJ” Jackson is president of Provade, which delivers an enterprise-class vendor management system for global workforce spend management.

Edward "EJ" Jackson

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