Setting up a Scope Change or Amendment in Miles
Setting up a Scope Change or Amendment in Miles
This is how you set up a scope change or amendment in Miles. After you generate the proposal, you will then go to Hello Sign and set it up to be sent out and signed. You can read more about Hello Sign here
FP Introduction to a Prospect
When introducing yourself to the prospect, here is the format that is best practice to use. I have also created a video below. The principle here is around our value proposition of increasing confidence.
Excitement I'm excited to be here and looking forward to working with [client]
Who are you? As [sales] said, my name is [name] and I'm a Client Success Manager at Stride
Experience: I have been in accounting for "X" years. Note -- if you have been at Stride for over a year, tell them. If not, I wouldn't
Prior to Stride: Prior to Stride I worked at [where did you work]
Competency: I like working with clients on issues around [what gets you excited?]
Genius Zone: People say my genius zone or where I get acknowledged is most often around [where are you at your best?]
Personal: I live in [where do you live?]
Personal: When I'm not working, I like to [what do you like to do]
Sales Introducing a Technical Sales Person to a Prospect and Response to that Prospect
Use these two scripts when introducing a CSM into a prospect relationship. Script 1 is the email from sales to the prospect to introduce the CSM. Script 2 is the follow-up email from the CSM to the client.
Script 1: From Sales to Prospect
Subject: Client Success Manager Introduction Timing: Send this before the TEC call is scheduled
Dear [Prospect]:
I am pleased to introduce you to [person who will be managing this next part of the process]. [person] is the technical sales consultant at Stride and will be responsible for determining best practice recommendations on systems and process to support you. To learn a bit more about [person], you can see her spotlight here [link on 'spotlight here' to Stride webpage with the person spotlight].
What you can expect from [person] is a follow-up email to discuss where we are in the process and next steps. If you have any questions during this process, you can certainly reach out to either of us.
Regards,
[Sales]
Script 2: From [person] to Prospect
Subject: Reply all to the initial email. If you set up as a new thread, use subject -- [Great to Meet You [name]]
Dear [Prospect]:
It is great to meet you. I appreciate the introduction from [salesperson]. I have had a chance to get up to speed on your account and am looking forward to building a relationship.
Right now, we are setting up your workflow boards and reviewing your account so we can manage a process for you that is logical and comfortable. Once I have a good handle on your current books, I will be scheduling a TEC (Technical Review) call to address any open questions that will be important in putting together a comprehensive statement of work. If you have any questions about this process, don't hesitate to ask.
Regards,
[person]
Miles - Setting up a New Client in Prep for Populating an SOW
Miles - Setting up a New Client in Prep for Populating an SOW
Here is how you set up a new client in Miles so that you can begin the process of creating a Statement of Work
Filling out Miles (Airtable) to create a final proposal
Filling out Miles (Airtable) to create a final proposal
When we prepare a Statement of Work (SOW) for a new prospect, the CSM has a meaningful role to play in architecting what they believe the right ingredients for the engagement. Fortunately, the setup in AirTable makes is easy (dare I say, FUN), to put it together. The video below shows an interaction between sales and CSM on finalizing an SOW following a TEC call. You will notice that the CSM drives most of the content creation. Sales is responsibile for the defining background paragraph as well as the final review and pricing.
Growth at Stride from the FP POV - Who do you serve, how, what is my role?
Growth at Stride from the FP POV - Who do you serve, how, what is my role?
In this video we talk about how we approach the market, who we view as competition and how we think about growing the business. This will help you see what we believe can drive us forward and where FP's play a role in helping to create a healthy, sustainable company.
Declining an Engagement
Declining an Engagement
Goal: To reach out to Prospects and Informing them that Stride is a not fit.
Example Email (from FP) Dear (Prospect Name),
Thank you so much for taking the time to reach out to Stride and for your interest in considering us as your bookkeeping and accounting partner. We really appreciate you putting your trust in our services. Unfortunately, after further consideration, we do not believe that we would be a good fit for (Company Name).
Please let us know if we can guide you to another provider. Thank you again for taking the time to allow us to get to know one another.
Regards,
FP
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