EVOLVE OR BE LEFT BEHIND
The accounting sector is undergoing dramatic changes. Downwards price pressures and commoditisation of compliance services, digital transformation, increased competition and clients’ changing expectations are shaking up the profession.
Forward thinking practices have realised that they must evolve and innovate if they are to survive and flourish in this new commercial landscape. They are implementing new business development models as traditional methods of network expansion are becoming harder to employ. They efficiently attract new clients but also maximise the opportunities that exist within their client base. They diversify their services and leverage technologies in order to achieve greater efficiency and drive a sustainable competitive advantage.
CRM can be the catalyst for change, underpinning the development and promotion of a sales culture across the firm and enabling best practices in generating new business and cross-sell revenue.
IMPROVE NEW BUSINESS DEVELOPMENT
In order to be successful at developing your practice, you need to attract and develop new clients. You need easy access to real-time information, deep customer insights and the tools to close and onboard a new client, quickly and efficiently.
Workbooks CRM provides a 360-degree view of your prospects and clients. You can track and analyse all of the interactions and transactions you have had and the outcomes of those. You can assign responsibility for activities to the most appropriate person and set notifications so that no task is overlooked. You can track key performance indicators – at the click of a button. You can market effectively, leveraging your website fully. You can send personalised emails and target your narrative precisely. You can execute your campaigns quickly and efficiently. And you can automate many processes – making it easy to measure the ROI of marketing and business development.
SELL MORE TO EXISTING CLIENTS
How can you leverage the wealth of financial and historical data you have for your existing clients in order to identify and drive cross-sell opportunities? How do you get the right visibility and insights?
Workbooks CRM offers an outstanding cross-selling platform, providing great visibility of what services have been sold to existing clients and which ones have not yet been taken up – enabling you to identify segments where you can cross-sell services. It can help you define how to best engage with your clients in order to build deeper relationships and trust; and with deeper engagement comes increased retention.
SAVE MONEY BY FREEING BILLABLE TIME
Partners and managers are typically losing a lot of time hunting for phone numbers, emails and client or prospect’s details – which could be immediately available in CRM. CRM can be a catalyst for addressing inherent data duplication and data management issues that many firms face and provides a focus for the cleansing, maintenance and syncing of contact data. It can become the hub for the syncing of contact details and calendars with devices so that everyone in the practice can access the data anywhere, anytime.
Workbooks CRM has become the central hub for contact management for a large number of SME accounting firms across the country and for many, this piece alone has driven dramatic operational efficiency, cost and time savings across the entire practice.
“The key stakeholders in the business completely understand that adoption of CRM, the insight and the strategic growth it offers us is absolutely vital.”
Colin Abercrombie, former partner
Garbutt & Elliott
“Implementing Workbooks CRM was about driving a culture change, changing people’s habits and their thought processes on how we attract new clients to the firm and how we manage that whole process.”
Peta Bean, Marketing and Business Development Manager
A PRACTICE FIT FOR THE FUTURE
In today’s landscape, accountancy practices have to evolve, diversify and provide additional value-add services to their clients.
To stay competitive, you have to implement new business development models in order to retain existing clients, cross-sell services and attain new business. Those new models require a CRM system that is embedded within day to day activity, across the entire firm. With Workbooks CRM underpinning your practice, you are better equipped to progress sales prospects and cross-sell opportunities. You have better visibility of your target segments and can market to those more effectively. As a result, you see increased revenue, an improved client experience, best practice procedures and productivity gains.
Adopting CRM helps increase practice efficiency and improve the client experience. In a nutshell it can supercharge your practice and feed into your competitive edge.
THE BENEFITS OF WORKBOOKS CRM
- Better targeting of prospects, enabling focus and nurturing
- Ability to segment, automate sales campaigns to those segments and monitor engagement at a granular level
- Track and record interactions and capture website visitors
- Assign responsibility, identify sales approach
- Track and monitor progress / key performance indicators
- Better visibility of what services have been sold to existing clients and those that have not yet been taken up – enabling the identification of segments where you can cross-sell new services
- Segment client base, focus narrative and automate marketing process to suitable sub-sets of clients
- Track and follow-up as appropriate
- Identify website visits and nurture
- A single ‘hub’ for managing contacts
- Visibility and personalised activities
- Assign responsibility and notifications
- No task to be overlooked
- Responsibility for follow up can be assigned to relevant specialist after pre-agreed “buying signals” are given by client
- Automation to support and underpin new business development model
- Team & Processes management
- Performance management and key performance indicators
A PARTNERSHIP WITH WOLTERS KLUWER / CCH
Workbooks has built a unique strategic alliance with Wolters Kluwer where we together pro-actively market, sell, implement and support CRM technology to the accounting community. CCH CRM, powered by Workbooks, is the CRM solution of choice.
If you are already using CCH software solutions, why not give CCH CRM a try? Integration between CCH Central and CRM have already been built for you, one less thing to worry about. This unique integration offers you more visibility and more control over your data and creates great opportunities for you to segment your client, find new ways of working with them – helping you better service their needs.
WHAT IS CCH CRM – POWERED BY WORKBOOKS?
- Sales Force Management and Automation
- Marketing Automation
- ‘Prospect to Client’ tracking and document trail
- Activity tracking and Communications recording
TRY WORKBOOKS FOR FREE
Try Workbooks CRM, free for 30 days. No commitment, no credit card required.
Questions? Talk to our team on +44 0118 3030 100