1. Ideal software means productivity
Each client’s business is different; one size does not fit or satisfy all. Considerations include: Does the software actually meet your client’s unique needs in its design, simplicity, workflow and features? Does it produce the results you need as their trusted adviser? Are there hidden costs, add-ons or other things that will take up extra time and money to get everything working well for everyone involved? Will it make you both as productive as you need to be?
Most software vendors have a guide to their product offerings. Research their websites, other online channels, your networks and industry publications for a deep understanding of what’s available now. Resist assuming you know, despite the time it takes to stay updated, as you may perceive a particular company or product in a way that’s far from the reality.
Watch for add-on needs; they mean extra costs that add up. With productivity in focus, create a full picture of what an all-in-one tool will look like in cost and usage terms versus software requiring extras from various companies. Also consider where important business data will sit. Of course, investigate the depth of functionality offered. Like those for accountants, all product tick boxes are not equal.
2. Proper set-up means less hassle
As you’re fully aware, accounting software can help clients streamline their business processes and provide better reporting and insights, but it does not replace you. Teach clients to ensure you’re involved early in any new product install, and invest the time to run your professional eye over (or to help) how they’ve set it up before they enter transactions. Instil the message that making modifications afterwards is possible, but much more complicated.
Having to adjust existing data means less time spent making money, for everyone. Getting the detail right from day one will avoid long-term issues and strain on the relationship you work so hard to nurture.
3. Great training means time saved
Your client should have appropriate product support from their software provider. You don’t want to be their knight in shining armour for this.
Do they give customers access to a range of service channels, such as phone, email, forum and live chat? How detailed are product support notes? How experienced are support staff?
The level of help available does vary. The easier it is for your clients to source answers to product queries, the more time you can spend adding value as their surrogate CFO, which means more revenue.
Also consider the quality and breadth of training that you will personally receive or have available from the software provider. Building up your IP helps put you ahead of competitors. Any way you can differentiate yourself in terms of client benefit – and promote those unique selling points – will get you closer to pole position.
