Whether you call it a Quarterly Business Review - QBR - or (as I do) a Quarterly Roadmap Meeting, you should meet with each of your clients on a regular basis to discuss business. This is not a sales meeting! This is an opportunity to learn what's going on outside the technology world at your client. You need to see the whole picture in order to give good advice.
That's the topic of my latest SOP video:
Many managed service providers try to do this and find themselves slipping into a sales meeting. You can schedule sales meetings another time. This should be all about what's new, what's changed, and what's planned at the client's office.
Once you know where the client's business is going, you can help them to make good decisions about technology. That makes you so much more than the "Tech."
More info in volume four of the Managed Services Operations Manual. www.sop4smb.com
