Should You Pay for Your Client's SaaS?

Should You Pay for Your Client's SaaS?

Many years ago, back in the previous century, we recommended that accounting firms, wanting to become more efficient and promote themselves as forward-thinking, should use ASPs when managing their business client’s accounting software.   That is still a viable option for quite a lot of businesses and firms.  We even went so far as to tell the accountants and bookkeepers that they should pay for their client’s access to the ASP.  The gasps were always audible.  With value-added pricing, the cost could be written into the monthly invoice as a line item or included in the flat fee.   Some savvy accountants did just that while adding on a few dollars every month to cover their handling costs.

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Re-Engineering Your Accounting Firm to Maximize Time and Profit

Re-Engineering Your Accounting Firm to Maximize Time and Profit

A large national accounting firm, located in Dallas, saw that their non-profit clients were struggling with the expensive cost of the services the firm was providing.  They had MoneyPenny come in and look at the current processes they were utilizing.  The head of the non-profit division brought in her team and described to them the dilemma.  Their clients saw that the work performed could be done just as easily and more cheaply by smaller firms.  This was not a good situation.  The large firm had significant overhead and higher payrolls.  Cutting the pricing with the same systems would not work, just as increasing the price would mean current clients may leave and new ones would not come on board.

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Is Software the Answer to Value-Added Billing?

Is Software the Answer to Value-Added Billing?

When you started your firm, you knew from your early internship and years spent getting your feet wet, how to do billable hourly tracking.  There is a plethora of software on the market, many tied into practice management software, that assists you in that endeavor.  Well, Dorothy, the software to get you to value-added billing and consulting rather than billable hours is not in the bag the Wizard is holding. Just like Dorothy, to get where you want to go, you need to take a different path altogether.

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Research on Objection: "My Clients Won't (Insert Objection Here)."

Research on Objection: "My Clients Won't (Insert Objection Here)."

More often than not when I am speaking with Accountants and Bookkeepers I hear, ‘My clients won’t …’

In the past, I have put on my bookkeeping/accounting disguise and verified the validity of this type of response myself. And lately, since firms have hired me to go out to their clients and set them up for those processes that would allow the firm to become the virtual CFO or value-based biller, I have been able to do this verification across the nation, business types, and personality types.

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