Roffe Swayne

Roffe Swayne needed a pipeline management tool that fit their business, so they could leave behind manual processes.

Workhorse helps Roffe Swayne tick all the right boxes

Operating since 1935, Roffe Swayne is one of the largest independent firms of chartered accountants in the South East with over 100 staff. Key to their business (and their advice to clients) is keeping ahead of challenges, managing risk and considering all
options for growth and innovation. At the same time, their ethos keeps their clients at the centre of everything they do, shaping the way they deliver services.

As a key to their drive for flexibility, a client-centred approach and efficiency, Roffe Swayne identified a need to improve their own pipeline management across all its business services. Following a recommendation, Roffe Swayne picked up the phone to Workhorse.

Efficiency was key

“As a business we’ve been enjoying a period of growth with a large portfolio of clients taking multiple business services and it was important to ensure that we were ahead of the curve in managing our clients’ requirements,” remarked Jeremy Gardner, Managing Partner. “The challenge was that our existing approach using spreadsheets and Capsule just wasn’t working and the off- the-shelf solutions we looked at simply didn’t match our business requirements and the way we work.”

Workhorse combined SaaS software with off-the-shelf speed but with the added benefit of consultancy on the process management piece of the puzzle. The result was a pipeline management tool that delivered to Roffe Swayne’s exacting requirements.

“We had looked at many off-the-shelf solutions, but all seemed so complicated for what we needed.”mers.”

Jeremy Gardner | Managing Partner | Roffe Swayne

Roffe Swayne left behind spreadsheets

The Workhorse system combined pipeline across the business, as well as activity with intermediaries and clients. Tracking results was made easier and multiple, dissimilar spreadsheets were made redundant.

Now in one system, the business had a clear overview of all business development activities whether in accountancy, tax, audit or business advice departments. All the partners were now able to provide comprehensive reports on who was talking to whom and ensure that all sales opportunities were being followed up.

“And unlike other ‘bespoke’ systems, we were impressed with how the system was implemented in a matter of weeks which meant any business interruption was minimal.” Jeremy Garner, added.

Time saved = money well spent

Like most accountancy practices, Roffe Swayne wanted a quick and efficient way of accessing their data and an easy way to download tailored reports. Most importantly, the systems needed to be simple to use. The partners can now manage their client relationships more effectively and track their pipeline through the whole process, thus avoiding any missed opportunities.

“We had looked at many off-the-shelf solutions, but all seemed so complicated for what we needed. Implementing a tailor-made CRM system has been relatively painless, and very cost effective.”

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