If you are a Right Networks customer, you know the value of cloud-enabling your clients as well as your own organization. It makes perfect sense. Cloud hosting your desktop applications brings all the benefits of the cloud. These benefits include: anytime, anywhere access and connecting with your clients and customers.
The growth levers at CPA firms, accounting practices, and small businesses include acquisition, retention, referral, and revenue. At the end of the day, all business-to-business growth comes from putting your customer first (really!). So how do you leverage the cloud to grow?
Acquisition: Entice new customers with value-based services
From the client’s perspective, an hourly fee from their CPA firm or accounting professional can be a deal-breaker. Ultimately, the client is unsure how long it’s going to take to perform the tasks they need. Clients might not have good insight into what costs they might incur.
With Right Networks, accounting professionals have more time and more options to provide some of those strategic services. Offer business coaching or financial planning services, for example. Use that as an opportunity to offer ongoing advice on how your clients can improve cash flow or start new product lines. You’ve now switched from hourly-based, compliance tasks to value-based, advisory services.
Aimee Engle, founder and owner of AE Possibilities, which provides small business bookkeeping and QuickBooks consulting services, focuses on building trust in order to overcome the pre-conceived notions of hourly-tasks in the accounting field. She often fields calls and pitches ideas on how prospective clients can use applications tied into QuickBooks Desktop to solve larger problems for their businesses. Once there is an increased level of trust, her prospective clients are quicker to realize the value she adds as a business adviser.
Retention: Better connections create “sticky” clients
From the client-side, small businesses expect to be serviced in real-time, which is not always possible in traditional accounting models, and clients do not want to wait until they receive a copy of their updated file from their accounting professional. With Right Networks, clients can access their data at any time. Many clients will take a look at their data on a daily basis. This leads to client retention. It also offers an accounting professional the opportunity to enhance their relationship with their clients due to the added visibility.
Engle notices that the clients she works with on Right Networks are always engaged and as a result are retained for longer periods of time.
Revenue: time = money
With the Right Networks cloud, you no longer have to install or maintain software on your local machine. When you’re accessing your desktop applications in the cloud, your local machine becomes a terminal for access. That means no more wasted time patching, upgrading, updating, and troubleshooting. The cost of physical IT infrastructure – like servers, storage space, increased bandwidth, and so forth – is high. And, if you need staff to maintain all of that hardware – as most people do – the cost is of course, a lot higher. The cloud frees-up resources to expand your offerings, do more client prospecting, and add more staff in revenue-generating areas.
Engle has seen this first hand. “With worry-free IT and added mobility, combined with less stress, that has led to fewer expenses and higher profits for my business since signing up with Right Networks.”
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