"The Periodic Business Review (PBR)," if properly prepared, and followed through, tends to change and improve major account relationships. Top suppliers conduct "PBR's" for their top 10 and top 20 customers. Major customers evaluate suppliers by which few suppliers conduct PBR's. Some major customers require regular PBR's (at least annually) from any supplier wanting to be seriously considered. As some Directors of Purchasing and Marketing have been known to ask, "How do I teach my other suppliers to conduct a PBR like you?"

Final key issue: A written PBR Summary Report back to your customer regarding PBR key discussion points allows your customer representatives to copy your Report to other departments, and divisions. This Instructional Guide has multiple examples along with do's and dont's.