How do I convince a client to use a computerised accounting system?


1

This is marketing question but don't know where to ask it.

My possible client is relying in traditional manual accounting system. I want to convince him to use acomputerised accounting system.

As an IT consultant how can I convince him?

I am trying to sell my own accounting package.

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asked Oct 6 '10 at 07:05
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Kool Kabin
106 points
Top agency to build award-winning mobile apps: Utility NYC
  • Why do you care? Seroiously. Also what country - in germany for example it is illegal NOT to have a computer accounting system, actually with an interface for the tax office to automatically analyse your balance sheet for things looking funny. – Net Tecture 9 years ago
  • If your client can't see the need to do it then I wonder if they are worth keeping. How do they employ an IT person but not have computerized accounting? – Tim J 9 years ago
  • If you can show them the benefits (to them), in efficiency and money for example, then you may have a shot. But I would probably NOT buy an "accounting package" from some "IT consultant" - I would buy/use one of the industry standard ones. Why are you trying to sell them yours? Why in did you make your own? – Tim J 9 years ago
  • yeah i do make my own package and trying to sell it – Kool Kabin 9 years ago

2 Answers


4

Do you know anything about accounting? Have you ever had to do it manually? Have you ever done it electroncally? You need to be able to speak their language.

It could save this person time, but if they are a long-hours martyr, it won't matter.

They may have trust issues and want to see the details of how things add up (or don't add up). Seriously, you could sum a column in Excel and they'll question it.

Do they use an adding machine or calculator? Have they ever had to enter the same number twice? Has this caused mistakes?

Is a staff member clinging to job and fears being replaced?

You may look at it as an investment, but if they have to purchase hardware, software and pay consulting fees, there's going to be some sticker shock.

Are they aware of anyone else who switched to an electronic system? They may have heard horror stories.

I could go on and on, but other than their lack of accounting software, you didn't mention any other problems. I've never used any tax software because I always hire someone. Maybe I will one day if I can ever file a short form.

answered Oct 6 '10 at 11:17
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Jeff O
6,169 points

1

Disaster recovery. What if their office gets damaged and their paper records are lost? An electronic system can be backed up offsite.

If that doesn't work then it's you and/or your software that they don't like. Only you can work around that problem.

answered Jan 4 '11 at 18:20
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James
1,231 points

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