Get our ideal B2B business review template in a downloadable PowerPoint file
You should conduct a deep-dive business review at least once a year on your brand. Dig in on the five specific sections—marketplace, consumers, channels, competitors, and the brand—to draw out conclusions to help set up your brand’s key issues, which you answer in the brand plan.
The B2B business review template
Start the business review looking at the overall category performance to gain a macro view of all significant issues. Dig in on the factors impacting category growth, including economic indicators, consumer behavior, technology changes, shopper trends, and political regulations. Also look at what is happening in related categories, which could impact your category or replicate what you may see next.
Analyze your consumer target to better understand the customer’s underlying beliefs, buying habits, growth trends, and critical insights. Use the brand funnel analysis and leaky bucket analysis to uncover how they buy and how they make purchase decisions. Try to understand what they think when they buy or reject your brand at every stage of the consumer’s purchase journey. Uncover customer perceptions through tracking data, the voice of the consumer, and market research.
Assess the performance of all potential distribution channels and the performance of every major retail customer. Understand their strategies, and how well your brand is using their available tools and programs. Your brand must align with your retail customer strategies.
Dissect your closest competitors by looking at their performance indicators, brand positioning, innovation pipeline, pricing strategies, distribution, and the consumer’s perceptions of these brands. To go even deeper, you can map out a strategic brand plan for significant competitors to predict what they might do next. Use that knowledge within your brand plan.
Analyze your brand through the lens of consumers, customers, competitors, and employees. Use brand funnel data, market research, marketing program tracking results, pricing analysis, distribution gaps, and financial analysis. Focus on managing your brand’s health and wealth.
Putting together the ideal business review for B2B brands
This process assumes you will put together a presentation of 20 slides for your management team.
Each of the five sections you go deep on should have 3-5 ideal slides. The conclusion statement at the top of each slide gets carried forward to a summary page for each of the five sections. You then draw out an overall conclusion statement for that section. You will have five conclusion statements, which you bring to the front of your presentation to form an overall summary page. From there, you draw out one major brand challenge you are seeing in the deep dive.
How to build each of the five analytical sections of the business review
A: For each of the five sections of your deep-dive business review, use all the data you have dug into to draw out the three hypothetical conclusions. Then build one ideal slide for each conclusion, adding the 2-3 critical support points, and layer in the supporting visual charts. This type of analysis is an iterative process where you have to keep modifying the conclusion headline and the support points to ensure they work together.
B: Once you have nailed the conclusion headline for each page, you should build a summary chart for each of the five sections, which takes those three conclusion statements and builds a section conclusion statement. The example above shows how to do it for the category, which you can replicate for the consumer, channels, competitors, and the brand.
C: For each of the five sections, take each section conclusion statement, move them to an overall business review summary slide, and draw one big summary statement for each of the five sections.
D: Use those section conclusion statements to draw out an overall business review major issue, which summarizes everything in the analysis.