This week Melanie Power joins Steve Major on the Pricing Power podcast.
Melanie Power has been involved in the Australian small business sector since her career kick-off in the accounting industry in 1992. She has owned and managed several other small businesses as well as a bookkeeping practice, the IT industry , the motorcycle industry, and finance brokerage but she always maintained a passion for software-based systems and processes for small to medium enterprises.
In her current role as Head of Bookkeeping for Xero, Mel is the voice of the industry to Xero. Mel is passionate about raising the profile of bookkeepers globally and showcasing the value they bring to helping small business, especially how bookkeepers use their understanding of the financial data and to help small businesses make informed business decisions.
Mel is a keen advocate of the accounting and bookkeeping function in helping small business by putting the words behind the numbers. She is proactive in helping bookkeepers grow and transform which leads to Melanie’s facebook group – The Bookkeeper Revolution.
Prior to working for Xero, Mel worked for LEAP Legal Software and also owned a highly successful KTM motorcycle dealership and finance brokerage.
Bookkeeping function is the foundation of accounting.
Mel had a desktop bookkeeping business which was difficult to make profit and sold. 6 years later Mel established a cloud bookkeeping firm which is scaleable and has grown.
When move clients over to cloud have more time to spend on client relationship and business development. If you have adopted value pricing then with more time you can ask what other services eg :- cloud integration, finance, risk, business analysis.
Bookkeepers have more touch points than accountants.
Have to have internal systems in order.
Need t0 have business in box – it must be sale ready.
Need to have an engagement funnel – sales funnel.
Identify target client – compared to dating world – Tinder vs RSVP/Match.com
Narrowing the focus of target client is powerful to grow a bookkeeping firm.
Once identified target client then find out where they are and start talking to them.
Bookkeepers – put words behind numbers however there is a skills gap.
Cashflow management is such an important opportunity for bookkeepers.
Accountants & bookkeepers are set free from data entry.
Take a step back and create your own business model.
Rod Drury Xerocon Keynote –
AI & Machine Learning – Rod Drury & Gary Turner Show Podcast – Listen here
Facebook – The Mel Power
Twitter – @themelpower
Email – mel [@] melaniepower.com