Today's Technology for Tomorrow's Firm.
Issue link: https://cpapracticeadvisor.epubxp.com/i/44903
ACCOUNTANT PROGRAMS M What You Need to Know About Accountant Networks & Partner Programs any of the vendors who provide ser- vices or products to accountants offer network, reseller, commu- nity or partner programs. These programs are designed to make it easier for accoun- tants to recom- mend and support the vendor's products and services. Many offer benefi ts such as CPE, product-based designations, and prospective client referrals. Usually, there is a benefi t to the accountant for participation, and membership is either free or represents a significant discount against the normal price of the included soſt ware and services. T ese programs provide various benefits to accountants who join, including free software, reseller commission, training and other types of benefi ts. However, at the core, each of these programs provides something to the accountant for joining. What types of programs exist? Accounting fi rms can take advantage of many different programs from vendors and suppliers. Some have very well developed partner programs that provide training, support resources, internal use soſt ware, CPE credits, educational programs, marketing materials, and a few even have national and regional user conferences. Other partner programs are not as well developed and offer very limited benefi ts or incentives. Research is an important key to choosing whether or not to sign up for a partner program. You need to determine what is expected of the fi rm if it signs up for the program. Some 16 November 2011 • www.CPAPracticeAdvisor.com programs require a certain sales level or referral level in order to qualify for the program. In other words, they expect you to convert your clients to the system(s). Other programs have no such requirements. Some programs even expect you to pay to participate with limited prospects of revenue to off set the fee. Doing your due diligence in researching the wide range of accountant programs available will help you determine whether or not the fi rm is willing, ready and able to participate per the requirements. Who should join? Depending on the program and the requirements, the fi rm representative who joins the program may vary. Programs like Intuit's QuickBooks ProAdvisor Program and the Sage Accountants Network register indi- viduals as opposed to firms so the employees who are going to be part of the program have to join. T is allows the individual to promote their certi- fi cation and competency in the product. And if the employee changes jobs, the membership follows the employee and does not stay with the fi rm. In such cases, the fi rm loses the benefi ts of the program. Other programs allow the fi rm to join the program irrespec- tive of the number of employees who may participate from the fi rm. When determining if the fi rm or an employee should join a particular partner program, the decision comes down to evaluating the benefi ts of participating in the program versus the time requirements. In some cases, individual membership for accounting professionals is the only option available. However, in situations where an employee or the entire fi rm can participate, the decision is less clear cut. In these situations, it will come down to whether or not the fi rm wants to maintain the relationships or they want to allow an employee to maintain the relationship. Either option will need to be driven by an agreement so that both parties have an understanding about what happens in the event an employee leaves the fi rm before the expiration of the membership. What are the benefi ts? In addition to the benefi ts provided by the partner program, there are other benefits to the firm in the form of enhanced reputation, increased special- ized knowledge and the ability to