Why Your Services Company Might Need PSA Software?

Why Your Services Company Might Need PSA Software?

Selling services is not like selling products…

When you sell a product, all you have to do is deliver it. As long as you have stock on-hand, you can fulfill the sale immediately. Sell a service and your work has only just begun. For example, let’s say you sold a 2-day consulting package to a client in another state. You have five consultants on staff. You (or someone in your organization) will have to find a time that works for both your client and for one of your consultants. Travel arrangements will have to be made. Lodging, meals, and a hundred other details will have to be sorted out. All to fulfill that one sale.

How PSA Software Is Different than CRM, ERP, and Project Management Software?

CRM software stops once you’ve made the sale. It’s great at managing a pipeline and estimating revenue. But if you sell services, a CRM system doesn’t help you schedule your human resources after a sale has been made. Project management or ERP software can help with the scheduling side of things. However that means you’ll be managing the same clients out of two completely different systems. When you make a sale, someone at your organization will have to transfer data from your CRM system into your project management or ERP system.
That’s a process that’s inefficient and likely to have errors. Professional Services Automation (PSA) software gives you one system to manage both prospects and clients, without having to transfer data between systems. It doesn’t mean you have to drop your current CRM provider. If you use Salesforce.com, you can simply add a service like ours, which works natively on the Salesforce platform.

Is PSA Software Right for My Company?

Here are 5 questions to ask:

1. Are “People” Required to Fulfill Your Product Orders?

The first thing is to be clear about what you’re selling. If you sell services directly, people are your product. In that situation, having PSA software will help you better manage both the sales process and the delivery of your services. If you sell products, you still might need to manage human resources to deliver those products. Do you have an install team? Do you require a certain number of hours of training or consulting for new customers? If so, your company could also benefit from Klient PSA Software.

2. Does Your Company Try to Accurately Predict Revenue and Expenses?

It’s not easy for a services company to accurately predict revenue and expenses. There are often many costs that go along with delivering a service, and those costs can vary widely depending on the client you’re working with. PSA software includes the ability to more easily predict both your revenue and expenses.

3. Does Your Company Use Salesforce.com?

Salesforce CRM is the world’s most popular CRM system. It’s AppExchange is also the leading enterprise software platform in the world. Companies using Salesforce CRM have access to thousands of applications that work natively on the Salesforce.com platform. That includes PSA software that works directly with your existing CRM database. Native Salesforce apps use the same infrastructure and database as your Salesforce CRM. They also have the same reliability and security standards.

4. Are Staffing and Turnover a Challenge?

Staffing and turnover are often sources of frustration for service providers. It can be difficult to know whether you really need to hire a new consultant or provider for your team. Will you have the work to justify the new hire? Or will you just be paying for someone to sit around all day while your sales team tries to fill the schedule? The best way to make good decisions about staffing is to have good data. PSA software can give you a comprehensive view of how many resources you’ll need in the coming months compared to what you have on staff.

5. Have Customers Ever Expressed Frustration While Trying to Schedule Delivery of Your Services?

Finally, there are your customers to consider. Is “scheduling” a constant headache? Have customers ever been frustrated trying to find a time that works for both their schedule and your team’s schedule? From a financial standpoint, logistics frustrations also kill referrals, which is usually a big driver of client acquisition for service companies. If scheduling is costing you referral business, PSA software can help your team deliver a smoother experience for everyone.

Conclusion

Ultimately, selling services is just like selling anything else—your customers have to see value in the service you deliver to them. PSA software can help your team deliver a great experience to all your clients. It can also help your management team make data-driven decisions about staffing and scheduling, instead of just trying to guess.

If you’d like to learn how to deliver more value for less expense in your service business, we’d love to show you more about how PSA software can help.

The Top 5 CRM software for Small Businesses

The Top 5 CRM software for Small Businesses

For small businesses, choosing a CRM can sometimes be a difficult task.

Many will want one that can effectively manage their pipeline and keep records of leads, opportunities, and closed won deals, but without requiring all of the complex functionality that comes with a larger CRM. Most small businesses considering a CRM will also say it needs to be easy to implement and without the hefty price tag that generally comes along with a more comprehensive CRM application.

Here’s a list of the top 5 CRM we recommend considering if you are a small business, and some suggestions for narrowing down which one is the best fit for you:

Salesforce Essentials

Most people are familiar with Salesforce CRM, but what many don’t know is that Salesforce also offers a light-weight CRM solution called Salesforce Essentials, which is geared towards smaller businesses looking to get started with a simple and easy-to-use CRM application. With Salesforce Essentials you can get started with using Salesforce for sales and customer support for up to 10 users for $25 USD/month. With Salesforce Essentials you can automatically pull data from your email, calendar, spreadsheets, multiple support channels, and more to get a single, 360-degree view of every customer and your whole business. It also offers a simple setup assistant and in-app tutorials to help you get up and running and become a Salesforce Essentials pro.

Another benefit of Salesforce Essentials? When your business grows, it’s an easy transition into the complete Salesforce CRM application where you can take advantage of the full functionality the Salesforce platform has to offer.

HubSpot CRM

When people think HubSpot, they often think of a powerful Marketing Automation tool. But, HubSpot also offers a CRM that makes a great option for small businesses. And, it’s 100% free! HubSpot CRM is everything you need to organize, track, and nurture your leads and customers. It allows you to automate the tasks salespeople typically hate doing, and takes minutes to learn, rather than months like other CRMs can. That means doing more deals and less data entry. With HubSpot CRM you can enjoy up to 1,000,000 contacts, users, and storage for free, without any expiration date – whether you’re a team of 1 or 1,000.

One of the benefits of HubSpot CRM is that you can sync it with HubSpot’s marketing automation software so you’ll always know which content your lead has consumed and can take a more personalized approach with your sales strategy.

Zendesk

Zendesk products let customers connect with businesses on the channels they prefer. And it’s all managed in one place—so teams can track conversations and never lose the thread. The result is a better customer experience, right from the start. Zendesk also offers seamless integration with CRM software. The Zendesk Suite offers everything you need to let customer conversations flow seamlessly across channels, creating a better experience for both your business and your customers. It provides simplified workflows through an easy to navigate, contextual interface, regardless of the channel.

A great thing about Zendesk is that it easily integrates and connects with other applications your business is using: https://www.zendesk.com/apps/

Pipedrive

Pipedrive is a sales CRM built around the concept of simplicity. For small businesses, it’s a win because of its simple design and refined elements that make it easy to double down and zero-in on actions that improve sales. Rated the easiest CRM tool to implement on technology review site G2Crowd, Pipedrive offers a simple solution without all of the complicated functions of other CRMs which tend to require a lot of training and education in order to use.

The main benefit of Pipedrive comes down to how simple and fast it is to set up and get running. And, for a small monthly fee, small businesses can use Pipedrive to manage their sales without spending big bucks on a CRM with functionality they do not need in order to be successful.

Zoho CRM

Zoho is a multichannel sales CRM with functionality ranging from email, live chat, telephony, social media, and more. Similar to Pipedrive, Zoho CRM is a lighter weight CRM for a small monthly fee. Small businesses love Zoho because of its breadth of features at an affordable price. With Zoho you can connect in real time with customers and prospects, across all channels. SalesSignals notifies you when a hot prospect is browsing your site, reading your email campaign, or engaging with your brand on social media, allowing you to close sales using helpful insights and data.

Pipeline management with Zoho allows your team to identify quality leads, decide who to assign them to, discover the right deals to follow up on, and exceed revenue targets. Plus, you will get much better visibility into your sales pipeline.


Did you know?

Klient can integrate with these CRMs that small businesses are choosing, as well as a wide range of other applications including accounting systems.

For small businesses that sell professional services, Klient PSA can be the perfect addition to your team. You can use your ideal small business CRM for marketing and sales, and seamlessly integrate with Klient PSA which will manage your projects from sales right through delivery.

Learn more about Klient Software’s integrations here: https://klient.com/integrations/

What Is Professional Services Automation (PSA)?

What Is Professional Services Automation (PSA)?

Professional Services Automation (PSA) is a project management and resource management software rolled into one easy-to-use platform.

If you’re running a service business, PSA is the most efficient way to organize both your sales efforts and the delivery of your client services, all in one place.

Who Is Professional Services Automation For?

PSA is for businesses of any kind that deliver client-facing projects.  Examples include: Professional Services Teams, Consulting Firms, IT Contractors, Creative Agencies, Construction/Engineering Firms, Lawyers, Accountants, really anyone focused on client-facing service delivery.

What Makes PSA Different than CRM or Project Management Tools?

By now you might be wondering: how is PSA different than all the other project management or CRM platforms out there?

5 Benefits of PSA Software

Here are five key benefits for users of PSA software:

1. Specifically Designed for Services Companies

If you run a service business, you probably know the frustration of trying to “hack” certain software to make it work for a service business. Most sales and marketing software is designed around selling products. But to run a successful services business, you need more than that. You need a system that can track sales and the fulfillment of those sales, all in one system. What makes PSA unique is that it houses both your sales data and all your project related data including time entry, expenses, resource planning, invoicing and more all in one system.

That saves you from having to transfer information back and forth between your CRM system and your project management tool.

2. PSA Tracks Profitability, Not Just Revenue

CRM systems track a dizzying array of financials, but they’re usually only focused on revenue and sales. In a services business, profitability is more important than revenue numbers. CRM systems typically can’t see how much it cost to fulfill a sale. PSA software changes this, allowing you to see pipeline, revenue, and profitability.

That gives you a much better view of your business as a whole, not just the revenue perspective.

3. Data to Help Leadership Make Better Decisions

Leaders are always looking for good data. But sometimes that can be a challenge. There seems to be no shortage of data available, but only a small percentage of that data is meaningful or actionable for business owners or executives.

PSA software is designed specifically for service businesses, so the standard reports from PSA software are usually much more helpful to the leadership at service businesses.

4. Better for Repeat Business

For most businesses, it’s significantly cheaper to get previous customers to buy again than it is to acquire brand new customers. That makes sense when you think about it, but many businesses still focus almost entirely on new client acquisition. CRM software is fundamentally designed to support the “go get a new customer” approach. It’s all about getting new people into the sales funnel. PSA software takes a different approach. Because it so closely ties to fulfillment, PSA software makes it easier to remember that former customers would probably make good future customers too, if you only spent a little time trying to reach them.

5. Breaks Down Internal Silos

In most companies, the only team that logs into a CRM tool is the sales force. But when a company adopts PSA software, things change. The fulfillment team is now working out of the same tool as the sales team.   Now the Sales team can instantly see the status of customer projects.  The Services team can seen what the service pipeline looks like and plan resources accordingly.

By its very nature, this begins to break down the wall that sometimes exists between sales and everyone else in the company.

Is A Professional Services Automation (PSA) Good For Your Business?

Most CRM systems are built for teams that sell products. But as we wrote in a previous article, selling services is not like selling products. PSA is a better choice for companies that sell services. If you’re a Salesforce user, you can have the best of both worlds by simply adding PSA to your existing Salesforce CRM service. Salesforce is rapidly growing in popularity and has huge benefits for businesses.

We’d love to tell you more about how our product helps you do just that. Get in touch, or check out our product page if you’d like to learn more.