{"id":19823,"date":"2024-02-12T06:43:33","date_gmt":"2024-02-12T11:43:33","guid":{"rendered":"https:\/\/www.sage.com\/en-us\/blog\/?p=19823"},"modified":"2026-02-12T04:10:06","modified_gmt":"2026-02-12T09:10:06","slug":"how-to-recommend-software-to-accounting-clients","status":"publish","type":"post","link":"https:\/\/www.sage.com\/en-us\/blog\/how-to-recommend-software-to-accounting-clients\/","title":{"rendered":"How to recommend software to accounting clients"},"content":{"rendered":"
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\n\t\t\t\t\t\t\tAccountants<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t
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\n\t\t\t\t\t\tHow to recommend software to accounting clients\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t

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\n\t\t\t\n\t\t\t\t\"ryan-grundy\"\t\t\t\tRyan Grundy<\/span>\n\t\t\t<\/a>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t<\/div>\n\t\t<\/div>\n\n\n\n

Recommending software to your clients provides win-win opportunities. For them, managing their finances becomes simpler, and takes less time and effort. For you, clients become easier to work with, and you raise the level of service you provide. <\/p>\n\n\n\n

That all sounds lovely. <\/p>\n\n\n\n

But it only works if you choose the right<\/em> software. Get this wrong and you create huge headaches for both parties. <\/p>\n\n\n\n

In this article, we show you how to put the right tech in place and enhance your client relationships. <\/p>\n\n\n\n

Since there\u2019s a lot to consider, we\u2019ve also created a handy checklist that you can download and refer back to. <\/p>\n\n\n\n

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Download this checklist to simplify your search for the perfect software.<\/h2>\n\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\tDownload now<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\"\"\t\t\t<\/div>\n<\/div>\n\n\n\n

Why software choice is so important<\/span><\/b> <\/span><\/h2>\n\n\n\n

As an accountant, you\u2019re in this tricky middle position. You\u2019re like the waiter in a restaurant that stands between the diner and the chef.  The diner being your client, and the chef being your software supplier. <\/span> <\/span><\/p>\n\n\n\n

If something goes wrong, it\u2019s you they\u2019ll turn to. And if sorting the problem takes too long or simply doesn\u2019t happen, it\u2019s you that\u2019ll be held accountable.<\/span> <\/span><\/p>\n\n\n\n

You may have to spend time and money trying to fix the issue, and in worst case scenarios, could even lose the client altogether.<\/span> <\/span><\/p>\n\n\n\n

Claire Bartlett<\/span><\/a>, director of Arden Bookkeeping, explains how important software choice is to how you are perceived by your clients: <\/span> <\/span><\/p>\n\n\n\n

\u201cUltimately, you\u2019re betting your quality of work on the software you recommend. If it doesn\u2019t perform, it looks like you\u2019re not doing a good job. Your client won\u2019t care who is at fault, they will just want the software to do what it\u2019s supposed to.\u201d<\/span><\/i> <\/span><\/p>\n\n\n\n

It\u2019s safe to say that the stakes are high. <\/span> <\/span><\/p>\n\n\n\n

But by getting recommendations right, you can not only avoid this situation, but you can also build trust, provide more value to your clients, and potentially generate more revenue from them.<\/span> <\/span><\/p>\n\n\n\n

To get started with recommending software, consider building a tech stack.<\/span> <\/span><\/p>\n\n\n\n

How to build a tech stack<\/span><\/b> <\/span><\/h2>\n\n\n\n

The main way accountants and bookkeepers consistently recommend software is by building a tech stack\u2014essentially a select group of solutions that they use and stick to.<\/span> <\/span><\/p>\n\n\n\n

This often includes a main accounting or bookkeeping solution that supports clients in their most fundamental business processes related to their finances. <\/span> <\/span><\/p>\n\n\n\n

Beyond this, they may offer other solutions that are aimed to support specific challenges, such as those in certain industries like construction, ecommerce, or real estate.<\/span> <\/span><\/p>\n\n\n\n

The benefits of having a tech stack include:<\/span> <\/span><\/p>\n\n\n\n

    \n
  • Having established relationships with software suppliers.<\/span>\u00a0<\/span><\/li>\n\n\n\n
  • Being familiar with the software, enabling you to confidently support clients.<\/span><\/li>\n\n\n\n
  • Less time spent researching new solutions on a case-by-case basis.<\/span>\u00a0<\/span><\/li>\n\n\n\n
  • Can easily stay up to date with upgrades, enhancements, and new product launches.<\/span>\u00a0<\/span><\/li>\n\n\n\n
  • Full client base working from the same solutions, reducing your support burden.<\/span>\u00a0<\/span><\/li>\n\n\n\n
  • Potential for referral and resell partnerships that create another revenue stream.<\/span>\u00a0<\/span><\/li>\n<\/ul>\n\n\n\n

    Something to note about taking the tech stack approach is software exclusivity. Many accounting and bookkeeping firms will establish early with potential new clients that they only use a specific software. This reduces the potential for objection at the earliest stage, and if the client has previous experience with the solution you\u2019re using, it can be a key factor in them hiring you.<\/span> <\/span><\/p>\n\n\n\n

    Software recommendation checklist<\/span><\/b> <\/span><\/h2>\n\n\n\n

    Whether you decide to build a tech stack or only need to recommend a single solution, you should do your due diligence and deeply research what\u2019s available. The trouble is, there are so many options that this can get overwhelming and time-consuming.<\/span> <\/span><\/p>\n\n\n\n

     \u201cIt\u2019s such a flooded market and there are so many solutions for every single challenge,\u201d <\/span><\/i>Claire says. <\/span>\u201cIt takes a lot of your time and effort to research and find the right ones, and sometimes it feels like it\u2019s not worth it. Especially when you could be spending that time on fee-earning tasks. But, if you dedicate a full day to finding the right solution, it\u2019ll save you so much time and money in the long run.\u201d<\/span><\/i> <\/span> <\/span><\/p>\n\n\n\n

    To make sure you\u2019re investing your time wisely, here are 10 considerations for selecting software:<\/span> <\/span><\/p>\n\n\n\n

    1. Understand your clients\u2019 needs<\/span><\/b> <\/span><\/h3>\n\n\n\n

    To select a software solution that will succeed, you need a deep understanding of your client\u2019s needs and challenges. Think about this for individual clients, and your wider client base.<\/span> <\/span><\/p>\n\n\n\n

    If you\u2019re focussed on an individual client, or potential new client, book a meeting with them and ask them to share:<\/span> <\/span><\/p>\n\n\n\n

      \n
    • Their current workflows (for those relevant to the areas of accounting your supporting).<\/span>\u00a0<\/span><\/li>\n\n\n\n
    • Their biggest challenges and pain points.<\/span>\u00a0<\/span><\/li>\n\n\n\n
    • What their goals are.<\/span>\u00a0<\/span><\/li>\n\n\n\n
    • What their ideal software would enable them to do.<\/span>\u00a0<\/span><\/li>\n<\/ul>\n\n\n\n

      This will help you identify quick wins, so you can either recommend a solution from your tech stack or gain the criteria for finding a new one.<\/span> <\/span><\/p>\n\n\n\n

      2. Dive into research<\/span><\/b> <\/span><\/h3>\n\n\n\n

      As mentioned earlier, investing the time and effort to properly research your options will always pay off. Book at least a day to focus on this and use criteria from any sessions with your clients to shortlist potential solutions.<\/span> <\/span><\/p>\n\n\n\n

      Pay attention to:<\/span> <\/span><\/p>\n\n\n\n

        \n
      • Level of customer support available.<\/span>\u00a0<\/span><\/li>\n\n\n\n
      • Software features and capabilities.<\/span>\u00a0<\/span><\/li>\n\n\n\n
      • Pricing options.<\/span>\u00a0<\/span><\/li>\n\n\n\n
      • How well the software can scale.<\/span>\u00a0<\/span><\/li>\n<\/ul>\n\n\n\n
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        Download this checklist to simplify your search for the perfect software.<\/h2>\n\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\tDownload now<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\"\"\t\t\t<\/div>\n<\/div>\n\n\n\n

         3. <\/span>Evaluate suppliers over solutions<\/span><\/b> <\/span><\/h3>\n\n\n\n

        During research, it can be really tempting to focus on the software\u2019s features and capabilities. And while these are important, you need to thoroughly evaluate the suppliers too. <\/span> <\/span><\/p>\n\n\n\n

        This is because your relationship with the supplier will be absolutely critical to how well you\u2019re able to serve your clients.<\/span> <\/span><\/p>\n\n\n\n

        Make sure the supplier is widely recognised as providing a high standard of customer support, can be contacted easily, and is fast to respond.<\/span> <\/span><\/p>\n\n\n\n

         <\/span><\/p>\n\n\n\n

        4. Look for essential features and capabilities<\/span><\/b> <\/span><\/h3>\n\n\n\n

        The standard of today\u2019s accounting software is high, so make sure you\u2019re looking for features and capabilities that will put your clients and your practice at the cutting edge.<\/span> <\/span><\/p>\n\n\n\n

        Consider these essentials:<\/span> <\/span><\/p>\n\n\n\n

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        • Automation of key financial processes.<\/span>\u00a0<\/span><\/li>\n\n\n\n
        • Realtime reporting and analytics.<\/span>\u00a0<\/span><\/li>\n\n\n\n
        • High security standards, data protection, and built in compliance.<\/span>\u00a0<\/span><\/li>\n\n\n\n
        • Customisable workflows, report templates, and dashboards.<\/span>\u00a0<\/span><\/li>\n<\/ul>\n\n\n\n

           <\/span><\/p>\n\n\n\n

          5. Think about integration<\/span><\/b> <\/span><\/h3>\n\n\n\n

          To help your clients work as efficiently as possible, look for solutions that can integrate with others, like payments, HR, and CRM. <\/span> <\/span><\/p>\n\n\n\n

          That way, when you want to recommend another solution in the future, you\u2019ll have options that will slot nicely into the client\u2019s setup. <\/span> <\/span><\/p>\n\n\n\n

          Plus, with all their systems exchanging the same data, they\u2019ll avoid duplication of effort, reduce human error, and get a more holistic view of their finances. <\/span> <\/span><\/p>\n\n\n\n

           <\/span><\/p>\n\n\n\n

          6. Factor in scalability<\/span><\/b> <\/span><\/h3>\n\n\n\n

          As your clients\u2019 trusted advisor, you\u2019ll be helping them to grow their business and become more profitable. The last thing you want is for this to cause them to outgrow a solution you\u2019ve recommended.<\/span> <\/span><\/p>\n\n\n\n

          So, assess whether potential solutions can not only meet the needs of the current business, but also be scaled up as they take on more people, process more transactions, and their finances become more complex. This will also help them adapt to any unexpected circumstances.<\/span> <\/span><\/p>\n\n\n\n

           <\/span><\/p>\n\n\n\n

          7. Think about budget range<\/span><\/b> <\/span><\/h3>\n\n\n\n

          As an accountant, you know as well as anyone the importance of controlling spend and maximising ROI. You need to apply that thinking here by considering your clients\u2019 budget limitations. <\/span> <\/span><\/p>\n\n\n\n

          That being said, you often get what you pay for. If a quality solution has the potential to deliver tremendous value that justifies the investment, you simply need to build a solid case that illustrates this.<\/span> <\/span><\/p>\n\n\n\n

          When it comes to pricing, consider the different models on offer, any licencing options, and ongoing maintenance costs.<\/span> <\/span><\/p>\n\n\n\n

          8. Look for user feedback<\/span><\/b> <\/span><\/h3>\n\n\n\n

          To get a better understanding of the performance and user experience of the solutions in your shortlist, look at what other customers have said about them.<\/span> <\/span><\/p>\n\n\n\n

          Read online reviews from independent and trustworthy websites and keep an eye out for those written by businesses that are like your clients\u2019 in terms of industry or size.<\/span> <\/span><\/p>\n\n\n\n

          Finally, reach out to anyone within your network that you trust to share their experience and feedback using the solution. <\/span> <\/span><\/p>\n\n\n\n

           <\/span><\/p>\n\n\n\n

          9. Test software yourself<\/span><\/b> <\/span><\/h3>\n\n\n\n

          Once you\u2019re down to only a few solutions, it\u2019s time to start testing. Use free trials or reach out to providers to see if you can access a demo version. Have a play around and get a feel for the user experience.<\/span> <\/span><\/p>\n\n\n\n

          This will allow you to:<\/span> <\/span><\/p>\n\n\n\n

            \n
          • Get used to the interface.<\/span>\u00a0<\/span><\/li>\n\n\n\n
          • Explore all features and capabilities.<\/span>\u00a0<\/span><\/li>\n\n\n\n
          • Spot potential glitches or limitations.<\/span>\u00a0<\/span><\/li>\n\n\n\n
          • See how much it will let your clients self-serve.<\/span>\u00a0<\/span><\/li>\n<\/ul>\n\n\n\n

             <\/span><\/p>\n\n\n\n

            This is a vital step in the process as you\u2019ll need to be able to talk confidently about the software, demonstrate how to use it, and provide ongoing support.<\/span> <\/span><\/p>\n\n\n\n

            10. Assess usability<\/span><\/b> <\/span><\/h3>\n\n\n\n

            Software that is simple to use will demand less time and effort from your client, which means less friction in your collaboration. When testing software, consider how intuitive the interface is, how easy it is to find what you need, and how many steps it takes to complete typical tasks.<\/span> <\/span><\/p>\n\n\n\n

            Another reason usability is so important is because it affects how many people in your client\u2019s business will embrace the software. If it makes their life more complicated, they simply won\u2019t use it.<\/span> <\/span><\/p>\n\n\n\n

            Where to start with recommendation<\/span><\/b> <\/span><\/h2>\n\n\n\n

            Once you\u2019ve got a shiny new solution that\u2019s ready to recommend, take a breather and think about your clients.<\/span> <\/span><\/p>\n\n\n\n

            Remember that some are not used to using much technology. So, avoid overwhelming them by pushing too much all at once. Start small, with the fundamental financial processes that can be easily streamlined with software. That could be bookkeeping or basic areas of accounting, like invoicing or payroll.<\/span> <\/span><\/p>\n\n\n\n

            Once the client has been using software for a while and the value has been proven, you can consider recommending a second solution. It\u2019s likely what you\u2019ve achieved so far will have built trust, and they\u2019ll be open to more suggestions.<\/span> <\/span><\/p>\n\n\n\n

            In many cases, you\u2019ll find even the most hesitant client will one day come to you with a request to find software that can improve a specific area or process.  <\/span> <\/span><\/p>\n\n\n\n

            Claire explains the power of this gradual approach: <\/span> <\/span><\/p>\n\n\n\n

            \u201cOnce you\u2019ve had one solution in place for a while and the client is wowed, you can start to drip feed others from your tech stack. Each time you make their lives a little easier, you provide some extra value to that client. The key is to make as much impact as early as you can, so start with helping them simplify their day to day. Then move onto more niche solutions.\u201d<\/span><\/i> <\/span><\/p>\n\n\n\n

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            Download this checklist to simplify your search for the perfect software.<\/h2>\n\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\tDownload now<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\"\"\t\t\t<\/div>\n<\/div>\n\n\n\n

            What to do once clients are up and running<\/span><\/b> <\/span><\/h2>\n\n\n\n

            Before you know it, your clients will be using software to save time, be more accurate, and know more about their finances. But your job isn\u2019t done yet.<\/span> <\/span><\/p>\n\n\n\n

            As mentioned earlier, you are in the middle position. And you need to support your client\u2019s continued use of any software you\u2019ve recommended. <\/span> <\/span><\/p>\n\n\n\n

            By sharing your expertise, you can empower your clients to optimize their operations and achieve their financial goals.<\/span> <\/span><\/p>\n\n\n\n

            Remember to:<\/span> <\/span><\/p>\n\n\n\n

              \n
            • Help them to solve any issues they run into. This is where your relationship with the supplier is key. The faster you can get support from them, the faster you can support the client.<\/span>\u00a0<\/span><\/li>\n\n\n\n
            • Make sure they take full advantage of features and capabilities. By getting them to use the software to its full potential, you maximise the value of the solution and your service to the client.<\/span>\u00a0<\/span><\/li>\n\n\n\n
            • Find opportunities to improve more processes. You might be able to do this with features of the solution they\u2019re already using, or by recommending another one from your tech stack.<\/span>\u00a0<\/span><\/li>\n<\/ul>\n\n\n\n

               <\/span>Claire says that communication and listening to the client is the most important aspect to providing ongoing support:<\/span> <\/span><\/p>\n\n\n\n

               <\/span>\u201cIt\u2019s all about humanising the relationship and getting to a point where they will completely open up to you. Then, when they start to complain about challenges they\u2019re facing, you\u2019ll be able to connect the dots and find ways to support them.\u201d<\/span><\/i> <\/span><\/p>\n\n\n\n

               <\/span>So, check in regularly with your clients, keep the dialogue going, and encourage them to voice anything that\u2019s bothering them. Make yourself available for questions and do everything you can to make them feel confident using the solution.<\/span> <\/span><\/p>\n\n\n\n

               <\/span>Final thoughts<\/span><\/b> <\/span> <\/span><\/h2>\n\n\n\n

              If you\u2019re trying to strike a win-win situation for you and your clients, then recommending quality software is the way to go.<\/span> <\/span><\/p>\n\n\n\n

               <\/span>Just don\u2019t rush the process of exploring your options, as both your profitability and reputation could be negatively impacted by a wrong choice.<\/span> <\/span><\/p>\n\n\n\n

               <\/span>If you haven\u2019t already, think about building a tech stack of select solutions that will solve the shared problems of your client base. Start with software that can improve fundamental processes in accounting, bookkeeping, and payroll.<\/span> <\/span><\/p>\n\n\n\n

               <\/span>This article and the supporting checklist should make your research a little easier, and you\u2019ll soon be able to extend your role as a trusted advisor to your clients. Good recommendations and ongoing support will build trust, and before you know it, your clients will be coming to you for even more expertise and advice.<\/span> <\/span><\/p>\n\n\n\n

              Editors note: This article was first published in September 2023 and has since been updated for relevance.<\/em><\/p>\n\n\n\n

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              Download this checklist to simplify your search for the perfect software.<\/h2>\n\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\tDownload now<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\"\"\t\t\t<\/div>\n<\/div>\n\n\n\n

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              Everything you need to know about recommending software to accounting clients, and a free checklist.<\/p>\n","protected":false},"author":1398,"featured_media":18700,"menu_order":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_sage_video":false,"post_featured_image_hide":false,"footnotes":""},"categories":[158,348],"tags":[2,110],"business_type":[312],"lilypad":[],"context":[],"industry":[],"persona":[],"imagine_tag":[],"coauthors":[591],"class_list":["post-19823","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-accountants","category-free-guides-templates","tag-accountants","tag-accounting-101","business_type-accountants"],"sage_meta":{"region":"en-us","author_name":"Ryan Grundy","featured_image":"https:\/\/www.sage.com\/en-us\/blog\/wp-content\/uploads\/sites\/2\/2023\/04\/GettyImages-1271693425-1.jpg","imagine_tags":[]},"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Sage Advice US","distributor_original_site_url":"https:\/\/www.sage.com\/en-us\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/posts\/19823","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/users\/1398"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/comments?post=19823"}],"version-history":[{"count":1,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/posts\/19823\/revisions"}],"predecessor-version":[{"id":34594,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/posts\/19823\/revisions\/34594"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/media\/18700"}],"wp:attachment":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/media?parent=19823"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/categories?post=19823"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/tags?post=19823"},{"taxonomy":"business_type","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/business_type?post=19823"},{"taxonomy":"lilypad","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/lilypad?post=19823"},{"taxonomy":"context","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/context?post=19823"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/industry?post=19823"},{"taxonomy":"persona","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/persona?post=19823"},{"taxonomy":"imagine_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/imagine_tag?post=19823"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/coauthors?post=19823"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}