Quarterly Business Review Checklist for Trades & Construction

# Quarterly Business Review Checklist - Trades & Construction

## Purpose
Use at the end of each quarter to prepare for your quarterly business review and ensure all data is ready for analysis.

## When to Use
A quarterly review preparation checklist covering financial review, goal assessment, team feedback, client health checks, and next-quarter planning.

## Instructions
1. Review the template below and familiarise yourself with the structure
2. Replace all [bracketed placeholders] with your trades & construction business details
3. Customise the tone and formatting to match your brand
4. Save in your preferred tool (Xero or HubSpot)

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## Quarterly Business Review Checklist

### Financial Performance (Owner: Finance Manager / Bookkeeper)
- [ ] Profit and loss statement generated for the quarter
- [ ] Revenue compared against quarterly target and same quarter last year
- [ ] Gross margin calculated and compared to previous quarters
- [ ] Operating expenses reviewed for any unexpected variances
- [ ] Cash flow statement reviewed and 90-day cash position assessed
- [ ] Outstanding invoices (aged debtors) reviewed and collection actions noted
- [ ] Outstanding bills (aged creditors) reviewed for upcoming payment obligations
- [ ] BAS lodged and GST reconciliation completed for the quarter

### Sales & Pipeline (Owner: Sales Manager)
- [ ] Total new clients acquired this quarter counted and compared to target
- [ ] Total revenue from new clients vs existing clients broken down
- [ ] Sales pipeline reviewed: total value, stage distribution, and conversion rates
- [ ] Win rate calculated (deals won divided by deals quoted)
- [ ] Lost deal reasons analysed for common themes
- [ ] Average deal size and sales cycle length calculated
- [ ] Top 10 prospects for next quarter identified

### Client Health (Owner: Account Manager)
- [ ] Client retention rate calculated for the quarter
- [ ] At-risk clients identified with retention plans in place
- [ ] Net Promoter Score (NPS) or client satisfaction scores reviewed
- [ ] Key client check-in meetings completed or scheduled
- [ ] Upsell and cross-sell opportunities identified within existing clients

### Team & Operations (Owner: Operations Manager)
- [ ] Staff headcount and any changes during the quarter noted
- [ ] Team satisfaction pulse check completed (survey or 1:1 conversations)
- [ ] Key hires needed for next quarter identified
- [ ] Training and development activities completed this quarter reviewed
- [ ] Process improvement initiatives assessed for progress

### Goals & Strategy (Owner: Business Owner / CEO)
- [ ] Quarterly OKRs or goals scored (percentage completion for each)
- [ ] Goals not achieved analysed for root cause and carry-forward decisions
- [ ] Next quarter goals drafted (3-5 measurable objectives)
- [ ] Strategic priorities for next quarter confirmed with leadership team
- [ ] Annual plan progress assessed - are we on track for the full-year targets?
- [ ] Key risks or challenges for next quarter identified with mitigation plans

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**Complexity:** intermediate | **Setup time:** 20 minutes | **Tools:** Xero, HubSpot, Notion

Note: This template has been tailored for trades & construction businesses in Australia. Adjust terminology and compliance references to match your specific context.