Ollie finds his client’s expense management expensive10 September, 2019 12:23 pm
Ollie had worked hard on the audit of a client’s expenses and was shocked at what he found. “They’re spending an absolute fortune on online expenses management, Bill,” he called over to his colleague.
“Why’s that?” Bill wanted to know.
“Because they’re bought a very good package, but it’s an ‘all or nothing’ one; they have to have all of the features that form part of it. That would be fine if they needed them all, but they don’t. It’s like buying a box of chocolates and picking out the ones with nuts in, because you don’t like the others, which you then throw away. I don’t know why they would do that. Do you?”
“Probably because they don’t know there’s a better way, Ollie, it’s as simple as that. Which is why they’ve asked you to look at the problem. They’ll found out just how valuable your input has been when you show them the ExpenseOnDemand pricing model of ‘pay only for what you need’. Bet they don’t know about that.”
Ollie nodded. “They can’t do. I’m looking forward to explaining that they can reduce their spend on online expenses management by switching to a business expense tracker app that will probably cost them less to implement and use than the savings it’ll make. Imagine; online expenses management software that actually pays for itself.”
Bill sounded a note of caution. “Don’t be too hard on them, Ollie. No big dramatic presentations, like throwing half a box of chocolates into the bin, much as you’d like to do that to highlight your point. You need to remember that these people have come to you for help. They’re doing the right thing by option for online expenses management, but there’s a real danger that you’ll embarrass them by highlighting that they’ve made the wrong choice. I know what you can be like when you got into ‘bull in a china shop mode’; there’s no need for it. Perhaps you could start by telling them about the benefits we accrued by using ExpenseOnDemand.”
Ollie looked a little crestfallen. He’d imagined a dramatic ‘chocolate and wastebin gesture’, followed by picking out his favourites after everyone else had left the room. He suggested as much to Bill, who shook his head. “Certainly not. A simple explanation will do the trick. Show them the ExpenseOnDemand dashboard, and explain that they can turn features on and off, thereby creating a truly bespoke product. Explain that they’ll pay only for the features that are turned on; that some features are free for life; and that payment is on a ‘per employee per month’ basis. Stick to the facts; they’ll tell the story more effectively than you can. After all, money talks – but saving it talks even louder.”