{"id":25399,"date":"2022-05-06T08:00:02","date_gmt":"2022-05-06T13:00:02","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=25399"},"modified":"2023-08-22T11:07:42","modified_gmt":"2023-08-22T16:07:42","slug":"proven-ways-to-drive-client-adoption-of-your-firms-technology-and-processes","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/proven-ways-to-drive-client-adoption-of-your-firms-technology-and-processes\/","title":{"rendered":"3 proven ways to drive client adoption of your firm\u2019s technology and processes"},"content":{"rendered":"<p>How do you standardize processes end to end \u2026 and avoid the chaos that comes with having clients on disparate tools and operating within non-standardized processes?<\/p>\n<p>In an earlier <a href=\"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/opportunities-to-adapt-your-business-to-a-new-world\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">article<\/a>, I mentioned that tax and accounting firms have about a 10% client adoption rate of new <a href=\"https:\/\/taxprocenter.proconnect.intuit.com\/practice-management\/automated-accounting-connecting-the-dots-through-technology\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">technologies<\/a> and tools. It occurred to me that a key reason for low adoption is the assumption that your clients are familiar with the tools required to support collaboration and process efficiency.<\/p>\n<p>Trust me when I say that most are not. Take Zoom as an example. At <a href=\"https:\/\/www.rootworks.com\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\" target=\"_blank\">Rootworks<\/a>, we\u2019ve been using Zoom for years to support <a href=\"https:\/\/accountants.intuit.com\/taxprocenter\/tag\/working-remotely\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">remote workers<\/a> and ensure connectivity among the team. And all along we thought everyone else must be using it, too. We assumed wrong. The <a href=\"https:\/\/proconnect.intuit.com\/coronavirus\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">pandemic<\/a> hit and we witnessed a mass scramble to implement something as standard to the workplace today as Zoom.<\/p>\n<p><span class=\"youtube-player embed-youtube\" style=\"text-align:center; display: block;\"><iframe loading=\"lazy\" class=\"youtube-player youtube-player\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube-nocookie.com\/embed\/rdbhLNchKnw?version=3&#038;rel=1&#038;showsearch=0&#038;showinfo=1&#038;iv_load_policy=1&#038;fs=1&#038;hl=en-US&#038;autohide=2&#038;wmode=transparent\" allowfullscreen=\"true\" style=\"border:0;\" sandbox=\"allow-scripts allow-same-origin allow-popups allow-presentation allow-popups-to-escape-sandbox\"><\/iframe><\/span><\/p>\n<p>When everyone uses the same technologies, processes are streamlined and efficiency skyrockets. So, driving adoption of a standard <a href=\"https:\/\/taxprocenter.proconnect.intuit.com\/practice-management\/bring-on-the-tech-stack-what-it-takes-to-be-a-modern-firm\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">technology and tool stack<\/a> are critical to today\u2019s firms. The big is question: How do you do it? The answer: Start with these three proven tips.<\/p>\n<h2>1.\u00a0\u00a0\u00a0\u00a0 \u00a0Begin with clarity<\/h2>\n<p>It\u2019s so easy to be heads down with work that you gloss over the need to drive adoption of technologies and uniform processes among your clients. That\u2019s why you need to be clear about your Who, What, and How. Adoption starts within your firm by getting clarity around:<\/p>\n<ul>\n<li><b>Who<\/b> you want to serve.<\/li>\n<li><b>What<\/b> you want to sell.<\/li>\n<li><b>How<\/b> you want to deliver products.<\/li>\n<\/ul>\n<p>Until you understand each of these things, you can\u2019t begin to move forward with a clear adoption plan for clients.<\/p>\n<p>Let\u2019s talk about the <b>Who<\/b> first. Too often, I run across owners whose firms grew organically. A client walked in and asked for a service, and the owner said, \u201cSure, we can do that.\u201d And then another client walked in, and another and another\u2014each with their own unique needs and way of working with the firm. Chaos.<\/p>\n<p>The days of taking anyone who walks through the door are over. It\u2019s time to clearly understand who you want to serve. Who are your ideal clients?<\/p>\n<p>Knowing who you want to serve doesn\u2019t mean you have to limit yourself to just one <a href=\"https:\/\/taxprocenter.proconnect.intuit.com\/practice-management\/how-to-build-your-firm-around-niches\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">niche<\/a>. Start with a broad category such as service-based small businesses (which make up 70% of the economy), and narrow it down to find your ideal clients.<\/p>\n<p>Now let\u2019s tackle the <b>What<\/b>\u2014as in, what do you want to sell? Yes, that\u2019s right. <i>You<\/i> get to choose what <em>you<\/em> sell, not the client.<\/p>\n<p>This is where productization comes in: Creating a line of products that are repeatable, scalable, and, ultimately, highly profitable. Your product lineup might include, for example, payroll, client accounting services, business <a href=\"https:\/\/accountants.intuit.com\/taxprocenter\/tag\/advisory-services\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">advisory services<\/a>, or tax\u2014whatever attracts the ideal clients you identified as part of your Who. Consider the services you are good at providing and enjoy supporting, then carefully plan each service from beginning to end, including what clients really need, pricing, onboarding, and deliverables.<\/p>\n<p>One of the biggest benefits of productizing is that your entire team knows exactly Who they\u2019re selling to, what they\u2019re selling, and how it\u2019s delivered. Friction is reduced for staff and clients because everyone knows what to expect.<\/p>\n<p>Finally, what about the <b>How<\/b>? Once you identify Who you want to sell to and What you want to sell them, it\u2019s time to standardize the technologies to best deliver your product offerings.<\/p>\n<p>Your first order of business is to know what you want your clients to use and discover which technologies they\u2019re already using, then figure out the gaps. This level of insight is key to the planning that will drive adoption.<\/p>\n<h2>2.\u00a0\u00a0\u00a0\u00a0 \u00a0Start every client at the beginning<\/h2>\n<p>Once you have the tools you need in place, and your entire team has been educated on your new and improved processes, you\u2019ll want to <a href=\"https:\/\/taxprocenter.proconnect.intuit.com\/client-relationships\/onboarding-new-clients-to-your-firm\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">onboard<\/a> every client in a uniform manner\u2014without exception. This sets expectations from the get-go, and will lower your risk for taking on or maintaining non-ideal clients that don\u2019t fit your model.<\/p>\n<p>After you have the clients&#8217; signoff on your new technology stack and processes, you and your team will need to help them set up the process, the technology, and revisit expectations. Just know that you\u2019ll want to devise a standardized process for each service onboarding. For example, if a client is moving from QuickBooks\u00ae Desktop to <a href=\"https:\/\/quickbooks.intuit.com\/accountants\/products-solutions\/accounting\/quickbooks-online\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">QuickBooks Online<\/a>, or you\u2019re transitioning a client to <a href=\"https:\/\/quickbooks.intuit.com\/app\/apps\/appdetails\/billcom\/en-us?queryID=0d3848b028ebf86505f75151045cf5bc\"title=\"\"  target=\"_blank\" rel=\"false noopener\">Bill.com<\/a>, each service needs its own dedicated uniform process.<\/p>\n<h2>3.\u00a0\u00a0\u00a0\u00a0 Ruthlessly pursue simplicity<\/h2>\n<p>The more options available to your clients, the more confusing it can be for them to work with you. The more ambiguity around your products, tools, and processes, the harder it will be to drive adoption for your clients and your team. So, work to lessen the <a href=\"https:\/\/taxprocenter.proconnect.intuit.com\/practice-management\/roundtable-driving-a-culture-of-inclusivity-and-growth-when-team-members-are-working-remotely\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\">diversity<\/a> among your client base, product options, and technologies and tools within your tech stack.<\/p>\n<p>Remember: <b>Less is more.<\/b> If you always keep that in mind as you think about the types of clients you want, the products you sell, and the technologies you use to deliver them, you\u2019ll have an easier time getting your clients on the standardization train.<\/p>\n<h2>Summing it all up<\/h2>\n<p>These three things: Getting clear about your Who, What, and How; defining your client onboarding process; and constantly\u2014and ruthlessly\u2014pursuing simplicity is the way to create a business that you, your team, and your clients will love.<\/p>\n<p>Follow the tips in this article to get going. It\u2019s doable.<\/p>\n<p><strong>Editor&#8217;s note:<\/strong> This article was originally published on the <a href=\"https:\/\/www.firmofthefuture.com\/content\/proven-ways-to-drive-client-adoption-of-your-firms-technology-and-processes\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\" target=\"_blank\">Firm of the Future<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Help your clients adopt the best technologies and processes with these three simple steps; Darren Root, CPA.CITP, CGMA, explains.<\/p>\n","protected":false},"author":107201973,"featured_media":25402,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"useModifiedDate":false,"customPublishDate":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[646041873,116807],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[509474206],"class_list":["post-25399","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisory-services","category-practice-management"],"header_image":"","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - 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