most part, businesses know what services are on offer, they just need to know you’re there. When launching a new revenue stream in business systems advice, it is vital to understand how you will market and work with your Xero clients. z
TOP TIP You will need to carry out a ‘fact find’ to gather information on your client’s business activities and processes. This is a whole business review, looking closely at the way the business operates, the current systems they have (whether electronic or manual) and who does what. This is where you gain the insight to offer Apps that will enhance productivity but that can be integrated with existing systems and that will tick all the requirements for the client now and in the foreseeable future. Marketing is also benefitted from niching down (tip 1), as these pre-selected Apps can be marketed to both new and existing clients, allowing practices to get the most use out of the time they have invested in learning these new systems.
4) Balancing App research with fee earning responsibilities Launching in the business software advisory market takes commitment. The requirement to complete fee earning work often overrides the
set-up phase and change projects stall.
TOP TIP Like any new business, the investment at the start makes a difference. Being able to give it your undivided attention, or at least a significant chunk of your week, is essential to put in place the processes and research the market. If you are unable to persuade practice partners to release time to establishing the revenue stream, it may be better to partner with an advisory service like ourselves who can be your port of call when you need expert knowledge to solve a client’s question. You can gain the knowledge of the Xero ecosystem while earning from business process reviews for your clients.
clients, gaining knowledge about the ecosystem and having the confidence to offer advice without needing to pass the client to an external company. This allows firms to fulfill a fee earning role while moving their practice into the future. The CSR has three tiers to accommodate for firms of all sizes. Each includes consultancy time with our experienced cloud team, access to a bank of educational resources to support your cloud journey, along with regular meetings and exclusive member-only events.
Because so many firms are experiencing these challenges when launching this new revenue stream, we created the BlueHub CSR (or the less catchy- Cloud Services Retainer). This service is ideal for firms who are providing (or looking to provide) an in-house software advisory service for Xero Apps. It allows accountants to move along a learning pathway to build strong relationships with their Xero
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Issue 10 / 15
