A well-written Monthly or Quarterly Business Review (M/QBR) will increase the CEO’s confidence in your leadership and decision-making. Based on my 15 years at Amazon and four years advising companies on Amazon principles, here are the six key principles for writing effective M/QBRs:
1. Start with Input Metrics
→ Weak M/QBRs focus exclusively on output metrics like revenue and active customers.
→ Strong M/QBRs prioritize controllable input metrics (e.g., order defect rate, click-to-deliver time, fulfillment center cost per unit shipped, etc.).
→ Clearly describe your team’s work to drive improvements in these input metrics in the prior month or quarter.
2. Seek Truth, Not Praise
→ The purpose of an M/QBR is not to highlight accomplishments but to provide an honest assessment of business performance.
→ Address both successes and challenges transparently.
→ For each initiative describe the results in analytical terms, explain what you have learned and next steps.
3. Write Clearly and Concisely
→ Use precise, objective statements backed by data.
→ Avoid vague or overly verbose language—clarity is more valuable than length.
→ Let the data drive the narrative, minimizing subjective language.
4. Answer the “So What?” Question
→ Every section should explain why the results and conclusions matter.
→ Provide clear takeaways, linking metrics and initiatives to future strategy.
→ Instead of just reporting numbers, highlight the implications and what actions will follow.
5. Use a Consistent Template or Structure
→ Keep the M/QBR to six pages or fewer.
→ Maintain the same outline each month: metrics, recap and explain results, describe progress on initiatives, update on the organization, etc.
→ Highlight suggested changes in priority of projects in your roadmap based on changes in tech, the market, consumers, etc.
6. Timely and Reference the Annual Plan.
→ Present a written report to your C-Level leaders within a week after month or quarter-end.
→ Always reference progress against your Annual Operating Plan (AOP) goals for metrics and new initiatives.
By following these principles, you will provide the leadership team with a clear picture of your progress vs your plan plus it will facilitate productive conversations about solutions to problems and changes in the prioritization of key initiatives.
Leaders, do you agree? What would you add?
You can read a more detailed write-up on this here: https://lnkd.in/gRcGGhzz
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