Account Managers tend to spend more time with noisy, demanding and friendly clients rather than the silent, large, profitable ones that offer more opportunities.
This means it’s critical to estimate the optimal time to be spent with each client regarding their size and potential. If we do not set proper expectations things get too ad-hoc and reactive.
The 6th tool of the QBR Toolkit is the “QBR Time Calculator”. It’s a simple calculator you can use to estimate the proper time you or your team should spend on QBRs and other client engagement activities.
The tool estimates a monthly time to spend with clients based on:
When to use the calculator?
How to use the Checklist?