How Can YOU Make This Work You?
• • AtClick
The to
Sleeter
Group,text
Implementing
Bill.com:
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styles
– –Completely
Changed How We Think
Second level
– Fit •Perfectly
Into Our Workflow
Third level
– Dramatically
Improved
– Fourth
level Our Efficiency
» Fifth level
– And INCREASED Our Security
• So How Can YOU Use It?
Doug Sleeter
CEO and Founder
The Sleeter Group,
Inc.
Client Accounting Services
• Providing More Valuable Services to Clients
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 Bookkeeping Services
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
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
Second level
Bill Payment Services
• Third level
Accounts Receivable Management/Collections
– Fourth level
Payroll Services
» Fifth level
Human Resource Services
Outsourced Controllership and CFO Services
Client Onboarding: Key Questions
It’s clear – your firm and clients can benefit from the time
•and
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costtosavings
from Bill.com
– Second level
• Third level
But getting– Fourth
clientslevel
on board can be a challenge…
» Fifth level
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Which clients are best suited for Bill.com?
Who Must you Involve?
How Should you Introduce Bill.com?
How to Handle Objections
Getting Vertical through the Cloud
•
Business
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Intelligence
Reporting
– Second level
• Third level
Client Accounting
– Fourth level
Capabilities »driven
Fifth level
through cloud
computing
Real-Time
Client
Collaboration
Standardized
Workflows
Most Popular Client Verticals for
Client Accounting Services –
1.
Professional Services – 84%
2.
Retail – 69%
3.
Construction – 65%
4.
Not-for-Profit – 59%
5.
Manufacturing – 52%
6.
Wholesale Distribution – 40%
7.
Technology Companies – 28%
8.
Franchises – 28%
9.
Hospitality – 27%
10. Transportation – 22%
11. Government – 14%
Selecting The Best Clients
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•
– Second level
What
Does
a GOOD Bill.com Client
• Third
level
Fourth level
Paper– system
for
» Fifth level
Bills, Invoices,
Bank Reconciliation
Look Like?
Payment Approvals, Vendor Inquiries
Multiple locations and/or remote workers
Overextended or Non-existent Bookkeeper
20+ Payable and/or Receivable Transactions Per Month
Trouble Tracking/Managing Cash Balances
Experienced a Security Breach in the Past
Client Assessment – Understanding
Clients
• Understanding Current Processes and PAIN
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– A/P
Process
and
Volume
– Second level
– •A/R
Process and Volume
Third level
– Information
“Controls” in
– Fourth level
» Fifth Security?
level
– Role Based
Place?
– How Many Signatures Are Needed for Payments?
– What Documentation/Backups?
– Any Audit Trail in Current System?
– Frustrations, Pain Points with Current Process
– Fraud Risks Inherent in their Current System
Assessment Questions
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– Second level
• Third level
– Fourth level
» Fifth level
Introducing Bill.com to Clients
$38 45
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– Second level
• Third level
– Fourth level
» Fifth level
average cost to pay
a single bill
days
average collection
period on a
receivable
57%
of clients finding
it frustrating to
forecast cash flow
Client Introductions
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Bill.com
Points
Second level
–– Command
and Control
• Third level
– Enhanced
Security
for Cash Mgt
– Fourth
level
» Fifth
level
– Efficiency
Gains
– Paperless, Anytime Anywhere
– Audit Trail
– Improved Workflow
– Reduces Hidden Costs
Panelists
• Laura Redmond
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Owner, Redmond Accounting
– Second level
5 staff
• Third level
20 small business clients using Bill.com
– Fourth level
» Fifth level
• Pat Carson
Founder, Carson & Crew
6 staff, 300 small business clients
Outsourced Bookkeeping and QB Consulting
Panel Questions
•
•
•
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What lessons learned or obstacles have you run into along the way? How
have you changed your practice as a result of adopting Bill.com? What
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benefitsto
didedit
you realize?
– Second level
What criteria do you use to select clients for Bill.com?
• Third level
– Fourth level
What type of marketing do you use to obtain clients? Sell additional
» Fifth level
services?
•
What does your suite of services look like? (Is it dependent on client
needs assessment, vanilla offering, etc.)
•
How do you set your pricing (fixed vs. hourly)? Is it different across client
base? If so, Why?