How to Implement QuickBooks Training in your Practice

2. How to Implement QuickBooks Training in your Practice

3. Course Objectives • Why offer QuickBooks Training to your clients? • Client Needs Analysis • 1 on 1 Training versus Group Training • Training Resources available to QuickBooks ProAdvisors • Guidelines for Establishing QuickBooks Engagements and Proposals

4. Why offer QuickBooks Training?

5. Why offer QuickBooks Training? • To Market your Practice • Provide a Turnkey Accounting Solution • Monthly Visits to Client’s Premises • Update QuickBooks • Correct Client Errors and Provide Product Training • Uncover Other Revenue Opportunities

6. Client Needs Analysis

7. QuickBooks Needs Analysis Begin with a Client Interview to Determine: • How much setup information the client has readily available • Trial Balance • Bank Reconciliations • What QuickBooks version is right for their needs • Management reporting requirements Data File Setup Complexity: • Level 1 – COA, Customers and Vendors Only • Level 2 – Add A/R and A/P • Level 3 - Add Inventory, Sales Tax and/or Payroll • Level 4 - Add Customized Reports & Forms, Industry Specific Configuration • Level 5 – Add Integration with Other Solutions

8. QuickBooks Training Needs Analysis • Interview the client to assess their current QuickBooks skill level and condition of QuickBooks file • You may need to re-visit the interview regularly • Initial meetings with a prospective client are bi-directional • clients are also evaluating you-- your reputation, your experience, your personnel and your skills • Make sure the organization is the type you want to do business with

9. 1 on 1 Training versus Group Training Classes

10. Training Options • Onsite Training (One on One) • Group Training • Web Training • Outsource • Bill client based on training time, not learning objectives • Use a published training resource

11. QuickBooks Training Classes Hands on versus Lecture Style

12. Training Assessment From your Client Interview determine: • Number of trainees in organization • Current level of QuickBooks and accounting expertise • Group class or 1 on 1 training recommendation • Onsite or offsite training required • Hands on or lecture style training needed

13. Training Assessment Course Length • Full Day Seminars – 1 or 2 Day’s • Half Day Courses • Other - weekly, quarterly, semester series Considerations for Scheduling training - • Scheduling –Daytime or Evening Courses • Avoid holidays including school holidays and dates close to tax deadlines Time of Day • Daytime (make sure to provide lunch or breakfast) • Evening options • Weekend classes Training Rates • For 1 on 1 training offer blocks of time instead of hourly rates • For group classes, vary the pricing for onsite (per person) versus offsite training (daily pricing)

14. QuickBooks Support Services Remote Client Support • Telephone Support • Email Exchanges • QuickBooks Remote Access • Journal Entries and Adjustments • Shared Bookkeeping Responsibilities • Small Training Objectives • Small Troubleshooting Objectives • Report Customization

15. Training Resources Available to QuickBooks ProAdvisors

16. Acquiring Necessary Skills & Knowledge E-learning Modules www.proadvisor.ca • Basic and Advanced (soon to be Expert and Payroll) Intuit Education Program www.intuiteducation.ca QuickBooks In the Classroom (Instructor Book and Student Guide) • 15 Lessons with data files Discovery Tours • Accounting Conferences and trade shows Third Party TextBooks • CCI, Pearson Publishing

17. Guidelines for Establishing QuickBooks Engagements and Proposals

18. Pre-Engagement Strategies Engagement Letters and Proposals • Avoid any misunderstandings and protect yourself • Have one of the following written agreements for every consulting service you perform: • Engagement Letter -- fairly simple and narrow in scope • Proposal -- a more detailed engagement letter

19. Pre-Engagement Strategies Engagement Letters are appropriate for: • QuickBooks Data File Setup of Easy Start, Pro, Premier, or Enterprise Solutions • QuickBooks Data File Analysis • Annual or Monthly QuickBooks Support Plans • QuickBooks Training Proposals are suitable for: • QuickBooks Data File Setup of Enterprise Solutions • Integration of QuickBooks with Third-Party Software Solutions (Inventory Control, Time & Billing) • Extensive Repair of the Client’s Existing QuickBooks Data File

20. Engagement Letter The Engagement Letter confirms: • Terms & objectives of engagement • Nature & limitations of the services provided • Financial information • Setup & installation of QuickBooks software • Fees for service • Onsite training & remote support • Licensing, permissions & third party disclosures • Agreements and signatures Engagement Letter

21. Proposal • Overview of Service • QuickBooks Assistance • 3rd Party Software if applicable • Crossover Services • Estimate of Software & Implementation Costs • Remote Support Overview • Disclaimers, Privacy & Legal Information • Authorization Proposal

22. Remote Engagement Strategies • Special Strategies for Specific QuickBooks Consulting Engagements • Clients will call you with QuickBooks questions • It is not a matter of “if” but “when” • Establish the value proposition for telephone (remote) support before the client’s first call • Include remote support time in each engagement helps establish the value proposition

23. Pricing and PromotingQuickBooks Support Services

24. Pricing QuickBooks Services • 1 on 1 Hourly training rates range from $60 hour to $150 hour • QuickBooks Group Training Class Rates range from $129 to $375 for a 1 day class, depending on what is included • Use fixed fees instead of a hourly rate if you think you can be profitable • Include one hour of telephone support with initial engagement or Group training class

25. Remote Engagement Strategies Ways to bill for ongoing remote support • Pre-paid blocks of time • Monthly support plans Differentiate Billing for Remote Services vs. Onsite Services • Pre-Paid Blocks of Time • Remote Support (4, 6 or 10 Hours) • Onsite Support (4, 8 or 16 Hours) • Benefit from the time value of money • Businesses use 60-70% of the support pre-purchased

26. Thank You