Choosing the right CRM. Which CRM is right for an accounting firm?

Generic CRM software is hard to adopt in an accountancy firm because:

• Generic CRMs are overly salesy with little support for accounting-specific requirements.  As a result, accountants avoid using CRM.
• Tax and Practice Management software contain a rich set of data on clients.  This valuable source of buying habits and opportunities needs to flow easily to, and from, a CRM so there is no double entry.  And data is always up to date.
• A CRM should manage the client onboarding processes because the journey from prospect to client satisfaction includes onboarding. Very few CRMs offer onboarding capabilities. As a result firms grapple with multiple loosely-connected apps and no central visibility.
• Accountants are the “doers” as well as the “sellers”.  Not only do they do client work.  They have a remit to find new work.  A CRM that is oriented to professional service firms will support this role best.