The ideal relationship between an HRO and a client is one of partnership. That partnership exists because each has something the other needs.
Traditionally, the client needs the HRO’s services like payroll or HR administration, and the HRO needs the client’s retainer. But that’s simply a vendor and customer relationship. A true partnership means the HRO adds value beyond meeting the terms of the SLA, and the client looks to the HRO as a strategic resource for insights and planning.
It is actually easier to get to a true partnership if the client is empowered to do some of their work for themselves. All you need is the right software.
Client Self-Service
When an HRO delivers their services in conjunction with a full-featured HCM, they can be more than a vendor. They are tied to that client via an umbilical of data. Whether it’s the heartbeat of payroll services or the nervous system of benefits administration, that connection is mission-critical.
Because the client is using the HCM to provide necessary data—like time tracking for payroll—the client is actually managing some or even many of the inputs themselves. All the manual effort of getting that data into the system is eliminated.
“But I sold them on taking all that paperwork off their hands,” says the traditional HRO. And you have still relieved your clients of that chore. You have also eliminated it from your own operation, and increased your margins in the process.
In fact, you can even reduce your service charges to allow for the client’s HCM subscription with no hit to your bottom line. Best of all, you will find that clients actually prefer having this new level of engagement and control, thanks to the automations built into a full-featured HCM system.
Employee Self-Service
The kicker is the positive impact an HCM system has on a client’s relationship with their employees. By enabling employee self-service to access pay stubs, tax documents, PTO balances and more, you increase their staff’s job satisfaction and retention levels.
They won’t even think of this as doing your work for you. But that’s what is happening. Your people don’t have to handle those requests anymore. Come time for benefits elections, this self-service functionality can prove itself as a huge win for everyone.
As the utility of the HCM works its way into every aspect of a client’s operations, from recruitment and onboarding to performance management, you are opening the door to additional revenue streams for each additional module. Which means less effort for Sales.
Adding Real Value
All of these activities generate quantitative data on your client’s operations. The resulting insights can be the foundation of a more strategic engagement. In combination with your perspective from your work with other clients, you can help them control costs and grow their business.
Payroll Service Bureaus and HROs of all kinds who empower their clients in this way are also delivering the true partnership most clients need and appreciate. And those clients are happy to help. All the capabilities described above are just some of the features of PrismHR’s HCM. To learn more and receive a personalized demo, visit us at prismhr.com/software/hcm
