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!
We are privileged to witness your achievements!
The whole team is very proud to have you as a Klient!
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
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 ?
- Take some time today to evaluate the number of hours each of your consultants are billing.
- Even better, set up a regular report that tells you the average hours your consultants bill every week.
- 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