2. Intuit Canada ULC How to Implement QuickBooks Training in your Practice

3. Intuit Canada ULC Why offer QuickBooks Training to your clients? Client Needs Analysis 1 on 1 Training versus Group Training Training Resources available to QuickBooks ProAdvisors Guidelines for Establishing QuickBooks Engagements and Proposals Course Objectives 2

4. Intuit Canada ULC Why offer QuickBooks Training? 3

5. Intuit Canada ULC To Market your Practice Provide a Turnkey Accounting Solution Monthly Visits to Client’s Premises Update QuickBooks Correct Client Errors and Provide Product Training Uncover Other Revenue Opportunities Why offer QuickBooks Training? 4

6. Intuit Canada ULC Client Needs Analysis

7. Intuit Canada ULC Begin with a Client Interview to Determine: How much setup information the client has readily available Trial Balance Bank Reconciliations What QuickBooks version is right for their needs Management reporting requirements Data File Setup Complexity: Level 1 – COA, Customers and Vendors Only Level 2 – Add A/R and A/P Level 3 - Add Inventory, Sales Tax and/or Payroll Level 4 - Add Customized Reports & Forms, Industry Specific Configuration Level 5 – Add Integration with Other Solutions QuickBooks Needs Analysis 6

8. Intuit Canada ULC Interview the client to assess their current QuickBooks skill level and condition of QuickBooks file You may need to re-visit the interview regularly Initial meetings with a prospective client are bi-directional – clients are also evaluating you-- your reputation, your experience, your personnel and your skills Make sure the organization is the type you want to do business with QuickBooks Training Needs Analysis 7

9. Intuit Canada ULC 1 on 1 Training versus Group Training Classes

10. Intuit Canada ULC 9 Training Options – Onsite Training (One on One) – Group Training – Web Training – Outsource – Bill client based on training time, not learning objectives – Use a published training resource

11. Intuit Canada ULC Hands on versus Lecture Style QuickBooks Training Classes Hands On TrainingLecture Style Training Advantages Most effective teaching method for new users More marketable than lecture style Faster pace – cover more material No computers needed More students = more leads Disadvantages Variety of skill level on computers More expensive Less students = less leads Students may not retain as much than hands on 10

12. Intuit Canada ULC From your Client Interview determine: Number of trainees in organization Current level of QuickBooks and accounting expertise Group class or 1 on 1 training recommendation Onsite or offsite training required Hands on or lecture style training needed Training Assessment 11

13. Intuit Canada ULC Course Length Full Day Seminars – 1 or 2 Day’s Half Day Courses Other - weekly, quarterly, semester series Considerations for Scheduling training - Scheduling –Daytime or Evening Courses Avoid holidays including school holidays and dates close to tax deadlines Time of Day Daytime (make sure to provide lunch or breakfast) Evening options Weekend classes Training Rates For 1 on 1 training offer blocks of time instead of hourly rates For group classes, vary the pricing for onsite (per person) versus offsite training (daily pricing) Training Assessment 12

14. Intuit Canada ULC Remote Client Support Telephone Support Email Exchanges QuickBooks Remote Access Journal Entries and Adjustments Shared Bookkeeping Responsibilities Small Training Objectives Small Troubleshooting Objectives Report Customization QuickBooks Support Services 13

15. Intuit Canada ULC Training Resources Available to QuickBooks ProAdvisors

16. Intuit Canada ULC E-learning Modules www.proadvisor.ca Basic and Advanced (soon to be Expert and Payroll) Intuit Education Program www.intuiteducation.ca QuickBooks In the Classroom (Instructor Book and Student Guide) 15 Lessons with data files Discovery Tours Accounting Conferences and trade shows Third Party TextBooks CCI, Pearson Publishing 15 Acquiring Necessary Skills & Knowledge

17. Intuit Canada ULC Guidelines for Establishing QuickBooks Engagements and Proposals

18. Intuit Canada ULC Engagement Letters and Proposals Avoid any misunderstandings and protect yourself Have one of the following written agreements for every consulting service you perform: – Engagement Letter -- fairly simple and narrow in scope – Proposal -- a more detailed engagement letter 17 Pre-Engagement Strategies

19. Intuit Canada ULC Engagement Letters are appropriate for: – QuickBooks Data File Setup of Easy Start, Pro, Premier, or Enterprise Solutions – QuickBooks Data File Analysis – Annual or Monthly QuickBooks Support Plans – QuickBooks Training Proposals are suitable for: – QuickBooks Data File Setup of Enterprise Solutions – Integration of QuickBooks with Third-Party Software Solutions (Inventory Control, Time & Billing) – Extensive Repair of the Client’s Existing QuickBooks Data File 18 Pre-Engagement Strategies

20. Intuit Canada ULC The Engagement Letter confirms: – Terms & objectives of engagement – Nature & limitations of the services provided – Financial information – Setup & installation of QuickBooks software – Fees for service – Onsite training & remote support – Licensing, permissions & third party disclosures – Agreements and signatures 19 Engagement Letter

21. Intuit Canada ULC Proposal Overview of Service QuickBooks Assistance 3rd Party Software if applicable Crossover Services Estimate of Software & Implementation Costs Remote Support Overview Disclaimers, Privacy & Legal Information Authorization 20 Proposal

22. Intuit Canada ULC Special Strategies for Specific QuickBooks Consulting Engagements Clients will call you with QuickBooks questions It is not a matter of “if” but “when” Establish the value proposition for telephone (remote) support before the client’s first call Include remote support time in each engagement helps establish the value proposition Remote Engagement Strategies 21

23. Intuit Canada ULC Pricing and Promoting QuickBooks Support Services

24. Intuit Canada ULC 1 on 1 Hourly training rates range from $60 hour to $150 hour QuickBooks Group Training Class Rates range from $129 to $375 for a 1 day class, depending on what is included Use fixed fees instead of a hourly rate if you think you can be profitable Include one hour of telephone support with initial engagement or Group training class Pricing QuickBooks Services 23

25. Intuit Canada ULC Ways to bill for ongoing remote support – Pre-paid blocks of time – Monthly support plans Differentiate Billing for Remote Services vs. Onsite Services Pre-Paid Blocks of Time – Remote Support (4, 6 or 10 Hours) – Onsite Support (4, 8 or 16 Hours) Benefit from the time value of money Businesses use 60-70% of the support pre-purchased Remote Engagement Strategies 24

26. Intuit Canada ULC Thank You