Most CSMs think the EBR is over when the meeting ends. They send a thank-you email, attach the deck, capture the action items, and move on. But here's what happens at enterprise accounts worth millions in ARR: a week goes by, action items sit in inboxes, strategic priorities get buried under firefighting, and by the next quarterly review, no one remembers what was committed to. That's not an EBR failure - that's a follow-up failure.

In this episode, I break down the post-EBR system that separates systematic CSMs from reactive ones. This is the work that drives retention, protects expansion, and builds the kind of executive trust that hiring managers look for when filling senior CSM roles.

What You'll Learn:

• THE IMMEDIATE FOLLOW-UPI walk through the exact four-part structure from The Executive Business Review Playbook: the genuine thank you, the recap framed around THEIR goals (not your agenda), confirmed action items with WHO/WHAT/WHEN, and next steps that open the loop instead of closing it. This timing isn't a suggestion - it's a core practice that demonstrates reliability when executives are still thinking about what was discussed.

• THE 30-DAY CADENCEWeek one: Execute on commitments (if you said Friday, deliver Thursday). Week two: Manage internal team accountability (they're busy and commitments will slip unless you're driving them). Week three: Re-engage with value, not "checking in" emails. Week four: Prepare for the next milestone. This is the rhythm that builds relationships, not hope.

• THE EXECUTIVE SUMMARYNot everyone who needed to be in the EBR was actually in the room. The CFO, CIO, board members, or advisors who approve expansion budgets often aren't there. I show you how to create a one-page executive summary that can be forwarded up the chain - a standalone document answering three questions: What did we accomplish? What are the next steps? What do we need from leadership? This single tool turned a seven-figure healthcare account into a six-figure expansion within 30 days.

• REAL-WORLD EXAMPLESI share detailed examples from my enterprise accounts including a $2M+ ARR financial services portfolio at Deepwatch where patient, strategic follow-up turned a value-focused EBR into a $400K expansion. I also break down exactly what NOT to do: overselling in follow-up (kills trust), disappearing for six weeks (destroys careers), letting action items slip (undermines everything), and treating follow-up as an afterthought.

• THE TRACKING SYSTEMSystematic CSMs don't hope things get done - they build accountability into the process. I walk through the follow-up tracker that captures action items with hard dates (not "Q2" - actual dates like "March 27"), follow-up touchpoints for the next 30 days, next milestones, and customer sentiment. Review it weekly during portfolio planning time, not monthly when you remember.

Why This Matters:

When I interview candidates for senior CSM roles and team lead positions, I don't ask how their last EBR went. I ask what happened in the thirty days after. That's where the real work shows up. That's where retention gets protected and expansion gets built. Strategic follow-up demonstrates you understand how enterprise accounts actually work - it's not about the meeting, it's about what you do with the opportunity the meeting creates.

This episode includes the complete framework from The Executive Business Review Playbook, available on Amazon. Visit ClearPathCX.com to get the companion download that contains templates for post-EBR follow-up, executive summary format, and 30-day action tracker.