Klient wish you Happy Holidays 2021!

Klient wish you Happy Holidays 2021!

Hello, marvelous Klient customers! With the year coming to a close, I wanted to personally thank you for trusting Klient to help run your business and streamline your processes.

The entire Klient team has your success and growth at heart; and, hopefully we are contributing to making the job of your workforce easier with increased collaboration! We sincerely wish you, your family and your businesses all the best for 2022. Let’s evolve, let’s grow, and let’s have fun!!!

I’m taking this end-of-year opportunity to recap 2021 and give you a glimpse of our primary areas of focus for 2022:

The TEAM grew with key roles in product development and with Peter Barbatsuly, our new VP Operations and Customer Advocate, aka “your new best friend!”2021 was all about consolidation and solidification. It slowed the innovation pace, but we came out strong with a solid foundation to grow, both with our team and our product. We’ve been heavily investing in SECURITY & PRIVACY and we are proud to announce that in the upcoming months, Klient’s Salesforce Security Review will be reconfirmed and we are on-track to become SOC2 & ISO 27001 certified!And, watch out 2022!

Klient as a FAST EVOLVING PRODUCT is back. We are implementing a streamlined, unified and efficient way of using Klient throughout the product, which we codenamed “the Performance Path.” This provides focus for development, support, documentation and training, while increasing the quality of the experience and efficiency for your team. With that, we will be introducing new features like the Project Workspace and long-deserved Resource Planner improvements.You can make us go faster.

As a Salesforce partner, we have access to Salesforce technical resources to improve our product. The level of support we get is greatly influenced by your reviews! WRITING A REVIEW of Klient on the Salesforce AppExchange will go a long way. https://appexchange.salesforce.com/appxListingDetail?listingId=a0N30000000qErGEAU

In January, we will be launching our KLIENT UNIVERSITY. The first classes will be for new customers, but we plan on expanding the offering to existing customers soon after. The Klient learning Trails will also be enhanced to provide faster on-boarding of your resources.Plus, we will soon be launching the KLIENT CUSTOMER RECOGNITION PROGRAM; so, be on the lookout, and be ready to shine!

Again, thanks for being part of the ecosystem, enjoy the holiday with your family and love ones, and let’s all grow in 2022!

 

Yanick and the entire Klient team!

Evolve Your Salesforce Consulting Business With Klient PSA

Evolve Your Salesforce Consulting Business With Klient PSA

Are you responsible for igniting growth in your business? The pressure to keep a Consulting business thriving can be a challenge. It’s definitely not easy.

At Klient, we see Consulting businesses all the time who say they feel stagnant – or they’re backsliding. If you’re on a plateau, it’s time to break out of that rut and unlock these 4 key drivers of growth:

  1. Proposal & Forecasting
  2. Project & Resourcing
  3. Revenue & Invoicing
  4. The Customer Experience

These are areas we see the biggest challenges with our customers and in the market today. Tackling these Consultant Challenges is our favourite way to ignite growth in a Salesforce Consulting business.

Watch our latest Success Series (Episode 2, Season 2) to learn about how we can tackle common Consulting Challenges with Klient.

The 4 Consulting Challenges

 

Proposal & Forecasting

1. The Missing Link Between Opportunity & Project

Watch the webinar from 3:05 to 10:51

For most Consultancies, success is signing a Statement of Work.

But that’s only half the story. For a Statement of Work to be a winner, your business has been feeding it info for days, if not weeks prior. From details on the sales Opportunity, to the billing requirements on the Project itself, your different teams need to share a lot of information to make good estimates.

Making one good estimate is one thing, but at Klient we’ve identified that a key driver of growth is consistent and accurate estimates. Along with good info sharing, that means starting estimates early so your Sales and Delivery team are aligned from the beginning – which is the first Consulting Challenge we want to address.

 An evolved Consulting Business starts estimates early, ideally as soon as you start talking about a deal. That’s where Klient Proposal comes in.

 

Download the PDF of the Success Series S2.E2 webinar.

While you’re working on an a sales Opportunity in Klient, you can connect it to a Proposal. In that Proposal, you can import a successful Project Template from a past project that will set the framework for what you can deliver. This is the missing link between Opportunity and Project.

Using a Proposal, you can ensure that your Sales team is selling something that your Delivery team can deliver from the very, very beginning of a sale. This sort of alignment between Sales and Delivery ensures you’re starting on-time and ending on-budget.

The brilliance of the Klient platform is that all the information you need to make & update your Statement of Work, including Proposal, Project and your customer Account, is all in one place. No more delays when a prospect requests a revision to a Statement of Work. With Klient Proposal, accurate and consistent estimates won’t be a Consulting Challenge anymore.

Project & Resourcing

2. Improving Profit Margins

Watch the webinar from 10:51 to 24:13

The second Consulting Challenge we want to look into is recruiting Resources and onboarding them efficiently.

An evolved business gets their new hires billing as quickly as possible. That’s where Resource Planner, Klient Job Portal and structured onboarding come in.

If you’re using a tool like the Resource Planner, you should have good visibility over your staff hours. If you see that you don’t have enough Resources, you can go about hiring more.

Of course, once you figure out that you need Resources, don’t forget to check out the Klient Candidate Job Portal. It’ll help you post job openings, take Applications, sift through Candidates and their skills, and plug a successful Candidate straight into your current Proposals and Projects.

But a lot of Consulting Businesses run into a real problem at the onboarding stage. It can take weeks, if not months to onboard if you don’t make your process consistent and structured. And if your new hire isn’t ready to bill against the Project you hired them for, then your Consulting Business’s profit margins and timelines will suffer.

To solve for this, you can create an Onboarding Project in Klient. Build out all the key tasks and milestones and simply use this as a Project Template for onboarding every new hire. You can shave weeks off your onboarding, and the joy of a structured process is it can be improved with every pass. The faster you can onboard that new staff and get them billing – well your bottom line will thank you.

Revenue and Invoicing

3. Maximizing Your Cash Flow

Watch the webinar from 24:13 to 34:12

Revenue leakage. You do not want to see those words next to each other.

All Consulting businesses face challenges when it comes to managing their Revenue. The sheer amount of Invoices and Timesheets needed to manage your business can be staggering. Inevitably things fall between the cracks, and that’s called Revenue leakage.

An evolved Consulting business takes their cash flow seriously. That’s the third big Consulting Challenge that every successful business needs to tackle. How many days does it take you to close your end of month? If it’s more than a couple days, you’re losing big on your cash flow.

We help so many of our customers tackle revenue leakage with a combination of Klient Revenue, Invoicing and Timesheets.

We really can’t overstate the benefit of working on one platform, from Opportunity at the start to Analytics and Reporting at the end.

Because your Projects and your Invoices are all managed in Klient’s PSA, there’s no more lost Invoices. Helpful team collaboration tools like Chatter mean that your Finance team and your Delivery team are closer than ever. Plus all the accounting Integrations mean your Finance team don’t need to give up the tools they know and love.

 

The Customer Experience

4. Providing a 5-Star Experience

Watch the webinar from 34:12 to 43:18

Word-of-mouth is a key sales tactic for nearly all Consulting businesses. You customers are your ambassadors, and you want them to be your number one sales team. But it’s not always easy to keep them happy. Even the best intentioned Project plan can start to creep in terms of scope, or get delayed and squish your timelines.

Life happens. There’s only so much you can do in this fast-paced Consulting business space. So you need to be proactive. That’s the final Consulting Challenge we want to talk about today.

Starting Projects at the Proposal stage and being proactive with Klient Surveys are key ingredients in providing that 5-star experience.

With Survey Scheduler in Klient, you can survey at any step in your Project plan. Surveys aren’t just for the end, you can:

  • Survey at the start to assess their unique customer needs
  • Survey in the middle to check for any issues your customers may be too shy to bring up on a call

It’s this attention to detail that will make you shine in front of your customers. Project Details are also a great way to be transparent with customers. If you start your Project plan early enough that it’s linked to in your Proposal, it’s easy to update customers on the changes they’re requesting in the estimate. Make sure you’re both happy with any changes to a Project, particularly to Resources and costs, with Klient Project Details and Proposals.

Evolving Past Consulting Challenges

 

We’ve shown some of our favourite ways to tackle these common Consulting Challenges. They’re not always easy, but overcoming them is an important step in becoming a top Consulting business. From customer experience to streamlining your processes, the Klient PSA platform can be your partner on the way to top. If you want more details, you can always check out the Klient Success Series Webinar: Evolve Your Consulting Business.

To schedule a discovery call and a demo with our team, please don’t hesitate to connect on LinkedIn at yanick-abraham or contact us on the Request a Demo page.

Salesforce Economy Will Create 9.3 Million Jobs by 2026!

Salesforce Economy Will Create 9.3 Million Jobs by 2026!

For those who have followed Salesforce through the years, they know the #1 CRM in the world always set ambitious goals in terms of growth.

Here’s some highlights:

  • Produce $1.6 trillion in new revenues for customers by 2026.
  • They Expect to grow partner revenues to 3.5 times what they were in 2020
  • IDC predicted the Salesforce Economy will generate 9.3 million new jobs by 2026

Salesforce realease their new research from IDC detailing how they will drive nearly 9.6 million new jobs (yes, you read that right) and more than $1.6 trillion in new revenues for customers by 2026. Following the pandemic, their focus is not only about the jobs and revenue growth, but also to provide support their partners.

The ecosystem of companies supporting Salesforce customersʼ implementations is five times as big as Salesforce itself today and will be more than six times as big
in 2026. With 2026 ecosystem revenue forecast to be 3.5 times that in 2020, the challenge will be finding talent.

The growth of cloud software2 suffered little from the pandemic, growing 22% worldwide
in 2020, while on-premises software growth fell to zero. This year, cloud-delivered
software will be 43% of the software market, and by 2026, it will be 61%.

Read the full article here.

Download a full copy of the IDC: Salesforce Economy 2021

5 Ways to Reach 30-35 Billable Hours Every Week

5 Ways to Reach 30-35 Billable Hours Every Week

Billable hours are the lifeblood of any professional services organization.

The more billable hours your consultants log, the more successful you’ll be!

But It’s easier said than done… For a variety of reasons, consulting and professional services firms often don’t record as many billable hours every week as they should.

If your consultants aren’t billing 30-35 hours every week, here are some things you can do to improve the numbers:

1. Clearly Communicate What’s Billable and What’s Not Billable

What’s billable and what’s not? Getting this right is one of the fastest ways to increase the number of billable hours your consultants deliver every week. Do you bill for communication time? Emails? Phone calls ahead of a consulting gig? What about the time spent preparing materials for an on-site visit? Often these activities are not billed to a client. Some of them could be billed. But only if you clearly set expectations with your clients during the sales process.

2. Use Communication Checklists

It’s easy to tell your sales staff to “clearly communicate” with prospects. It’s not easy to get them to actually follow through. The easiest way to ensure communication happens is to give your sales team a checklist of items to cover with new clients. Require that they use the checklist with every new customer, check off the boxes, and turn it in with all purchase orders. That way clients aren’t surprised (or upset) when they see the items their invoice later.

3. Take Administrative Duties Away from Consultants

Consultants are often burdened by countless administrative duties. Emails, phone calls, planning sessions, internal conference calls, quarterly check-in calls, appointment confirmation calls, and on and on.Some of these things are necessary. But some could be delegated to administrative staff. The more “non-billable” activities you can take away from your consultants, the more money they can make for you.

4. Assign Team Members Based on Skills and Availability (Not Just Assigned Accounts or Territories)

Out of convenience, leadership in many service delivery firms assign work based on territories, size-of-company, or pre-existing relationships. While common, these approaches can easily lead to major workload imbalances a your consulting or professional services team. One team members might be booked for months. Another might be sitting around watching training videos. There’s nothing wrong with training of course. But with a bit of planning, most consulting teams could do much better at allocating their resources. This is one way using a professional services automation (PSA) tool can lead to major improvements in revenue.  In Klient Software’s PSA solution, resource planners can see everything they need to know to assign resources—all at a glance. Each consultant is tagged with his or her specific skill set. And a visual, drag-and-drop calendar makes it easy to make assignments—in a way that maximizes the resources you have available.

5. Enforce the Use of CRM and PSA Tools

The tools you provide your team can provide significant increases in efficiency (and revenue) if utilized. The easiest way to enforce the use of the tools you provide your team is to say: “If it’s not logged in the system, it didn’t happen. “That’s usually motivation enough to get your team to use their CRM or PSA tool—especially if they’re paid on commission or eligible for bonus pay for performance.

So… What can you Do ?

  1. Take some time today to evaluate the number of hours each of your consultants are billing.
  2. Even better, set up a regular report that tells you the average hours your consultants bill every week.
  3. If the average isn’t 30-35 hours per consultant, it’s likely you’re leaving money on the table. Use the tips in this article as a starting place to improve your numbers—and your revenue.

… and if you want the ultimate shorcut, why not scheduling a  Klient Demo?
You’ll will see all the amazing features klient has to offer, including the one to “Make your billing easier”.

Stay sharp! – Klient team