Change is hard. That may not be an incredibly groundbreaking statement. But hear me out because it’s as true as it is delightfully cliche. So, how can you build a cloud case for your client? Read on and we’ll show you how. No one knows this better than you and your colleagues in the business of providing advice.
Advisors are used to meeting resistance when it comes to the meekest suggestion of change. Even a hint of “maybe we should do things differently” can be enough to bring about a barrage of questions, no matter how sound your advice. Sometimes it happens because great leaders ask good questions, and sometimes it’s just because we’re silly little humans and we like things just so because of reasons! After all, you never know when we might *need* that machine around in case we get another fax one day! If you’re looking for ways to effectively communicate a cloud case to your team, you can find some strategies here.
But the good news is trusted advisors are the best-suited catalysts for change and this guide aims to give you a few pointers to help you build your case when it comes to advising on cloud-based solutions.
Step 1) Identify your client’s business needs when looking for software solutions
Where’s the pain?
Nothing prompts change like a bit of pain. We define this here to mean any experience or process that causes frustration and dread. Anything solution you suggest without pain present will always be a nice-to-have the client might get around to considering next quarter or in the year 20-definitely-never. Business advisors have a unique vantage point into a client’s business and often know exactly where a client’s pain lies. And sometimes you even shield clients from that pain entirely by “dealing” with inefficiencies yourself when delivering services. That is a problem because your own business will inevitably become less efficient by some degree, and less profitable as time for more lucrative business activities becomes less available. This isn’t a good situation for anyone. If your client isn’t feeling that pain, you will need to pull back the curtain of complacency and help them to understand.
Where’s the pleasure?
Now you have painful problems to solve and you and your client are on the same team about them. But advisors are not just there to put out fires. The best build businesses that are fireproof. You and your client now know what you need. But what do you want? Take your problem and turn it into a no-holds-barred list of wishes in terms of features. Now rank those little hopes and dreams in order of priority. Draw a line at your “must have” mark on the list and you are ready to start putting down some numbers.
Step 2) Mapping and measuring the ROI
Measuring the market
Most SaaS business sales sites are framed in terms of features and subscription prices and many product comparison resources use those same metrics. When you build a cloud case, your “must-have” mark should be somewhere near the features that solve your pain points. Everything beyond that is icing and most likely budget dependent. Trust us – it saves everyone lots of time to be crystal clear about where that bad boy lies on your priority list. Now you can forego a day of endless Google searches going through every possibility in the digital world, and only entertain the SaaS suitors that tick all your boxes. Once you have honed in on the solutions that align best with your requirements, you should have a few price points. You will need these to create a cost range and test your business case in Step 3.
Measuring the opportunity
Now you need to frame your pain in cold, hard AUD. You probably have a shortlist of solutions at this point and this is the ideal time to book a few demos where SaaS providers can show you the goods. Use your list as a framework during demos. Take notes of what you like and don’t, and ask how long you can expect to spend on different tasks in the system. This is the backbone of what you will need to make your cloud case. Example: It takes your client 4 hours to complete a task today, but a specific SaaS solution could help her do it in 15 minutes. This is a pain point. Your client completes this task about 4 times per month and her hourly rate is $35 per hour. 3.75 hrs of monotony x 4 times a month x $35 = $525 worth of time that could be better spent on revenue-generating activities, making her more productive.
Step 3) Build a case for your clients’ leadership team
Information + trust = the antidote to change aversion and decision paralysis. You now have both and you’re ready to smash the two together to make things happen.
Quick return maths
First thing’s first! Does it make financial sense? Let’s assume your client has a few pain points and you work out you can save $1500 with your favourite SaaS provider. Say that the solution would cost your client $700 per month. The quick and dirty maths here tell you your client can save $800 per month if they go with this provider.
Recommendations Once you are able to solve for those pain points and demonstrate a solid bottom-line return, you can add complexities and additional analysis – season with business school models and financial formulas to taste. Extra points for software that helps you stay compliant. Sprinkle in a few extra subjectives like product reviews and which one has the coolest logo– and voila! You’ve baked an irresistible business cake. Case! We definitely meant case. Either way, enjoy. 🙂 If you’d like to know more about Employment Hero, get in touch with us today. We’d love to help you automate your HR and payroll.