Based on a recent Rechargly webinar, this blog explores how leaning into software gives firms more to advise on and a higher revenue per client, and why the start of a new financial year is the time to decide what to recharge and what to absorb for the year ahead.
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More Touchpoints, More Revenue: Rethink Your Software Stack This Financial Year
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The choice at the start of the financial year
Some firms earn far more per client than others. A big part of the difference is how far they lean into software. When your clients are actively using the tools you put in front of them, you have more to advise on, and the revenue per client is a lot higher.
For a couple of years now, the firms I talk to have been telling me the same thing: they want to lean further into software, get more clients onto Dext, and do more of it. The start of a new financial year is when that gets decided, one vendor at a time, as you work out what to recharge and what to absorb for the year ahead.
This comes out of a recent Rechargly conversation with Glenn Castle from Dext and Aly Garrett of All In Advisory.
Dext is more than receipt capture
Leaning in starts with getting clients actually using the tools, and Dext is a good example of how much that has changed. It is a long way past receipt and invoice capture now. Approval workflows, expense claims, mileage, supplier statement extraction. Your client can run a real part of their business through it, rather than just feeding documents in for you to process.
That is the line that matters. If the client never touches it and you do everything for them, Dext is an internal tool sitting in the background. If the client is in there using it to run their business, you have far more touchpoints with them, and that is where this gets interesting.
More touchpoints, more to advise on
Every one of those touchpoints is a reason to check in. More check-ins mean more chances to spot something, offer a service, and end up with clients who are more profitable and, over time, happier with you.
It also changes what you are really selling. Deciding which tools a client runs on is advice on their tech stack, on how their business actually runs, and that is what clients want from an accountant or bookkeeper. Most of them start by seeing a tool as a cost. Twenty-five dollars a month for receipt capture. The shift happens when you talk about the outcome instead: what it does for the business, and which problem it solves. Sometimes that is approvals, where an expense no longer sits as a piece of paper on a manager's desk and gets done on the mobile app. Sometimes it is a monthly supplier statement reconciliation that used to take a day and now takes an hour.
You are the advisor. You are the one uncovering those problems and putting the right tool in front of them.
