Trent is a Business Development Manager with Intuit (Quickbooks Online). Trent describes his role as to help empower accounting professionals and small business to adapt and thrive through this disruptive age of technology we live in. Trent regularly helps those in the accounting industry to smooth the adoption of the cloud accounting solutions. In his role with Quickbooks Online he is regularly working with bookkeepers and accountants on developing their business. Prior to being involved with Intuit Trent worked with Eway (online payment gateway) to help small business utilise this technology.
Australia are the market leader in the adoption of cloud accounting solutions. However the challenge is how do we take this to the next level of innovation.
An interesting space is the cloud integrator space. There is a significant opportunity for the accounting industry to help small business to adapt their business to new ways of running a business.
The future involves having an integrator in place and access to the resources of a coder to create workflows.
The challenges for accountants and bookkeepers in the adoption of a new business model are :-
- efficiency gain
- pricing strategy
The technology has transformed into a on the go, anywhere, anytime, any device. The process need to reflect this.
If going to gain efficiency then they will hurt themselves if they bill by time.
Value – must communicate the value of the services to the client, Importantly accountants & bookkeepers need to provide options.
Specialisation / Niche – what are you strengths?
Some of the most common objections to fixed or value pricing :-
- Status quo is easy
Designing packages – It is important to understand where getting new clients from. Do research on other firms. Build packages around existing clients. What are your clients asking for? Eg a DIY Plan – support clients on doing their own work.
It is imperative that you understand your customer. Understand the language of the customer. Clients want clarity and confidence that everything is accurate and up to date. They want to know how much money they have and will have tomorrow.
Focus on customer experiences.
- Must jump on the cloud
- Reconsider offering
- Don’t be scared
- Be a member of an association
Intuit Australia website – Intuit.com.au
Trent McLaren – Linkedin
Twitter – @trent_mclaren