Bill.com Client Onboarding Overview Best Practices in Onboarding Clients

Transcription

1 Bill.com Client Onboarding Overview Best Practices in Onboarding Clients 6/21/12 1 of 25

2 Client Onboarding: Key Questions It s clear your firm and can benefit from the time and cost savings from Bill.com But getting onboard can be a challenge: q Who needs to get involved q Which are best suited for Bill.com q How should you introduce Bill.com to q How should you best address unique concerns 6/21/12 2 of 25

3 Best Practices in Client Onboarding This Client Onboarding Overview offers best practice guidelines that: help you onboard existing and new to Bill.com you can customize to tailor to your Clients unique needs 6/21/12 3 of 25

4 The Client Onboarding Process #1 Success Factor: Understand and commit to the onboarding process 6/21/12 4 of 25

5 Firmwide Support 6/21/12 5 of 25

6 Firmwide Support q Key partners Enlist from key partners of the firm q Key offices and staff Involve specific offices and staff who work closely accounting 6/21/12 6 of 25

7 Understand Target Clients 6/21/12 7 of 25

8 Understand Target Clients Step 2: q Select your q Understand their current A/P and A/R workflow q Identify the hidden cost of their process and pain points around A/P an A/R management q Identify potential barriers to adoption 6/21/12 8 of 25

9 Understand Target Clients Step 2a: Select who can most benefit from Bill.com. Key indicators: ü Use a paper-based system to handle bills, invoices, bank reconciliation, vendor inquiries ü Do not have a dedicated bookkeeper on staff or have an overextended bookkeeper ü Handle and file paper bills and related documents ü Have bills approved prior to payment ü Have staff or offices in multiple locations 6/21/12 9 of 25

10 Understand Target Clients Step 2b: Perform a assessment to their: ü current process and business practices in A/P, A/R and cash management ü controls and specific user roles ü current obstacles and pain points in this process ü issues and risks involved current process 6/21/12 10 of 25

11 Understand Target Clients Step 2c: Understand the true cost of their current workflow Using the Hidden Cost Calculator (accessible on the Selling Tab on your Console), uncover the value of time and money that their current process is costing their business. 6/21/12 11 of 25

12 Understand Target Clients Step 2d: Identify potential barriers to adopt Bill.com Example: 3 Clients 3 different concerns 6/21/12 12 of 25

13 Client Presentations 6/21/12 13 of 25

14 Client Presentations Step 3: q q q Start the customizable presentation template, accessible on the Selling Tab on your console Customize it to address your s unique scenario and include relevant case studies, testimonials and other marketing content, also available on the Selling Tab on your console Address potential barriers to adoption 6/21/12 14 of 25

15 Client Presentations Step 3a: The Client Presentation Template Access and customize the Client Presentation Template on the Selling Tab of your Console q Upload your logo and insert your specific service name, if applicable q Identify specific pain points q Modify the provided workflow for your s scenario, if applicable q Insert your contact information q Add relevant case studies and testimonials 6/21/12 15 of 25

16 Client Presentations Step 3b: Address specific barriers to adoption. Examples: Client Concern Recommenda/on A Not ready, we have messy books Offer in- house or outsourced service to help clean up the books B Our process works; we don t see the need to automate Demonstrate the true total cost and inefficiencies of their current process by using the Hidden Cost Calculator 6/21/12 16 of 25

17 Clients 6/21/12 17 of 25

18 Clients Step 4: q Schedule meetings q Gather feedback and get additional from the CPA2Biz or Bill.com teams, as needed q Address any additional concerns q Present engagement letter 6/21/12 18 of 25

19 Client Commitments 6/21/12 19 of 25

20 Client Commitments Step 5: q Have engagement letter signed q Add the Client to your console q Schedule training your Client to define your new, more efficient workflow 6/21/12 20 of 25

21 Summary Client Onboarding Process #1 Success Factor: Understand and commit to the onboarding process 6/21/12 21 of 25