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How Can YOU Make This Work You?• At The Sleeter Group, Implementing Bill.com:

– Completely Changed How We Think – Fit Perfectly Into Our Workflow– Dramatically Improved Our Efficiency

– And INCREASED Our Security

• So How Can YOU Use It?Doug SleeterCEO and FounderThe Sleeter Group, Inc.

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Client Accounting Services• Providing More Valuable Services to Clients

Bookkeeping Services Bill Payment Services Accounts Receivable Management/Collections Payroll Services Human Resource Services Outsourced Controllership and CFO Services

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Client Onboarding: Key QuestionsIt’s clear – your firm and clients can benefit from the time and cost savings from Bill.com

But getting clients on board can be a challenge…

Which clients are best suited for Bill.com? Who Must you Involve? How Should you Introduce Bill.com? How to Handle Objections

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» Fifth levelClient Accounting Capabilities driven

through cloud computing

Getting Vertical through the CloudBusiness

Intelligence Reporting

Real-Time Client

Collaboration

Standardized Workflows

1. Professional Services – 84%

2. Retail – 69%

3. Construction – 65%

4. Not-for-Profit – 59%

5. Manufacturing – 52%

6. Wholesale Distribution – 40%

7. Technology Companies – 28%

8. Franchises – 28%

9. Hospitality – 27%

10. Transportation – 22%

11. Government – 14%

Most Popular Client Verticals for Client Accounting Services –

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Selecting The Best Clients

• What Does a GOOD Bill.com Client Look Like?Paper system for

Bills, Invoices, Bank ReconciliationPayment Approvals, Vendor Inquiries

Multiple locations and/or remote workersOverextended or Non-existent Bookkeeper20+ Payable and/or Receivable Transactions Per MonthTrouble Tracking/Managing Cash BalancesExperienced a Security Breach in the Past

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Client Assessment – Understanding Clients• Understanding Current Processes and PAIN– A/P Process and Volume– A/R Process and Volume– Information “Controls” in Place? – Role Based Security?– How Many Signatures Are Needed for Payments?– What Documentation/Backups?– Any Audit Trail in Current System?– Frustrations, Pain Points with Current Process– Fraud Risks Inherent in their Current System

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Assessment Questions

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$38average cost to pay

a single billaverage collection

period on a receivable

of clients findingit frustrating to

forecast cash flow

45days 57%Introducing Bill.com to Clients

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Client Introductions

Bill.com Benefit Points– Command and Control– Enhanced Security for Cash Mgt– Efficiency Gains– Paperless, Anytime Anywhere– Audit Trail– Improved Workflow– Reduces Hidden Costs

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Panelists• Laura Redmond

Owner, Redmond Accounting5 staff20 small business clients using Bill.com

• Pat CarsonFounder, Carson & Crew6 staff, 300 small business clientsOutsourced Bookkeeping and QB Consulting

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Panel Questions• What lessons learned or obstacles have you run into along the

way?  How have you changed your practice as a result of adopting Bill.com?  What benefits did you realize?

• What criteria do you use to select clients for Bill.com? • What type of marketing do you use to obtain clients? Sell

additional services? • What does your suite of services look like?  (Is it dependent on

client needs assessment, vanilla offering, etc.)   • How do you set your pricing (fixed vs. hourly)?  Is it different

across client base?  If so, Why?