JOBS SEARCH AND AUSTRALIA

Look at yourself from your client's point of view. Clients see their relationship with the VAR as the sum total of their experiences with sales, receivables, service incidents and other interactions.

For a VAR, getting such specifics for even one client is usually a tedious one-off spreadsheet exercise. And when it's done, the rest of the organization usually doesn't share in the insights. As a result, the type of effective follow-up activities you want to have routinely - whether it's having an executive make a remedial call or initiating an incremental sales opportunity don't happen.

1. Professional services automation software changes all that. It gives executives the most critical elements of any client's transactions at a glance: practice revenues and margins, buying patterns, service incidents, and invoice payment. It gives insights about the client's experience with the VAR and shows the value the client brings to the VAR.
2. Using this knowledge can trigger a well placed call from a senior executive at the right time to reinforce your position and lead to a deeper relationship. It's the information you need to set priorities, ensuring you take care of your best clients and nurture the most promising ones. #Keep tabs on ongoing interactions to improve revenue growth.

Many executives measure the health of a client relationship by the number of interactions between the firms, recurring order patterns, and by increasing order size. The converse is an increasing number of calls to a support center about a repeating, nagging problem, or too many on-site visits that do not lead to any sales. Finding shifts in buying patterns through PSA software can act as an early warning system to help you prevent a good client from getting away and recognize where new strategies may reignite purchases. #Making yourself visible to your clients increases trust.

The ultimate deliverable is your ability to create trust and business value for your clients. Opening up to let clients see their own daily interactions with you saves your client time and money, and you too.

By using PSA software portal clients can answer their own questions like have my payments been received (and applied to the right invoices), which invoices are outstanding, which orders are still open (and is any delivery info available), how many service calls have been placed recently, and how many (which ones) are still open.