focus on the meaning, not the mechanics.
by hitendra patil
client accounting services: the definitive success guide
q: what suggestions do you have to help with client adoption of caas software and technologies?
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a: thank you for this very important question.
client accounting and advisory services (cas/caas) are services that leverage accountants’ e3, i.e., expertise, experience and education. your clients do not have the e3.
if your service offerings are well designed on the foundations of the e3, you’d want the clients to use software and technologies minimally while your firm takes control of the entire spectrum of accounting work processes.
of course, you’d want the clients to use technology to “consume the outputs,” e.g., document portals and insights dashboards, and to process some “business transactions,” such as issuing an invoice or entering vendor bills, etc. but you would not want to have the client process accounting work. if the client feels that they are doing some part of “accounting,” you are likely to have fee pressures.
while training/educating the clients on the use of software for the “consumption” purpose, the focus should be more on what actions they can take based on what they see in the software rather than just on how to use the software. that will create a mindset for clients to focus on the meaning rather than the mechanics of the software. that will also help you strengthen the “value experience” for the clients.