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"},{"type":"span","marks":["strong"],"value":"La demande est là. "},{"type":"span","value":"La question est de savoir comment la capter sans brader la tenue."}]},{"type":"paragraph","children":[{"type":"span","value":"Nous vous délivrons une méthode en 5 étapes pour packager une offre de service RFE pour votre cabinet. "}]}]}},"links":[]},"author":{"slug":"victoria-grimaldi","name":"Victoria Grimaldi","image":{"alt":"Victoria Grimalid","url":"https://www.datocms-assets.com/54769/1664879517-20180508_144636-2-min-convertimage.jpg?auto=format","width":1799,"height":2037,"gatsbyImageData":{"images":{"sources":[],"fallback":{"src":"https://www.datocms-assets.com/54769/1664879517-20180508_144636-2-min-convertimage.jpg?auto=format&dpr=0.03&monochrome=CCCCCC&w=1799","srcSet":"https://www.datocms-assets.com/54769/1664879517-20180508_144636-2-min-convertimage.jpg?auto=format&dpr=0.01&monochrome=CCCCCC&w=1799 9w,\nhttps://www.datocms-assets.com/54769/1664879517-20180508_144636-2-min-convertimage.jpg?auto=format&dpr=0.02&monochrome=CCCCCC&w=1799 18w,\nhttps://www.datocms-assets.com/54769/1664879517-20180508_144636-2-min-convertimage.jpg?auto=format&dpr=0.03&monochrome=CCCCCC&w=1799 36w,\nhttps://www.datocms-assets.com/54769/1664879517-20180508_144636-2-min-convertimage.jpg?auto=format&dpr=0.05&monochrome=CCCCCC&w=1799 72w","sizes":"(min-width: 36px) 36px, 100vw"}},"layout":"constrained","width":36,"height":36}},"description":"Je suis rédactrice web freelance depuis 2018. Diplômée d’un master 2 de droit, je me suis spécialisée dans les contenus juridiques avec comme objectif la vulgarisation de sujets complexes 🎯.","twitter":"","linkedin":"https://www.linkedin.com/in/victoria-grimaldi/","facebook":"","website":"https://graphovore.com/","job":"Content manager","knowsAbout":"Droit, Création d'entreprise, Entrepreneuriat"},"reviewer":null,"body":{"value":{"schema":"dast","document":{"type":"root","children":[{"type":"heading","level":2,"children":[{"type":"span","value":"Étape 1 : Repackager la tenue existante (volumétrique → forfaitaire)"}]},{"type":"heading","level":3,"children":[{"type":"span","value":"Le non-dit à régler en premier"}]},{"type":"paragraph","children":[{"type":"span","value":"Quand un·e client·e comprend que la saisie est automatisée, il conteste le prix de la tenue. C’est une réaction prévisible. Si vous ne repackagez pas avant de vendre des missions RFE, vous perdez sur les deux tableaux."}]},{"type":"paragraph","children":[{"type":"span","value":"La solution est de transformer le forfait « tenue » en une offre qui inclut trois composantes explicites."}]},{"item":"f--8upVJSE68E7HlSBDQig","type":"block"},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Ce que ça change en pratique :"},{"type":"span","value":" le client·e ne paie plus « des pièces traitées ». Il paie « un flux suivi et sécurisé chaque mois »."}]},{"type":"paragraph","children":[{"type":"span","value":"Cette transition est d’autant plus crédible quand elle s’appuie sur des données concrètes. Avec "},{"type":"span","marks":["strong"],"value":"Cegid Loop ou Cegid Quadra Plus,"},{"type":"span","value":" le cabinet dispose en temps réel des indicateurs de flux et de supervision qui permettent de documenter et de valoriser ce nouveau périmètre de service auprès du client·e."}]},{"item":"VFZyoadkTPCLMoiaNKWCMA","type":"block"},{"type":"heading","level":2,"children":[{"type":"span","value":"Étape 2 : Segmenter son portefeuille et choisir les missions pertinentes"}]},{"type":"paragraph","children":[{"type":"span","value":"Toutes les missions RFE ne s’adressent pas à tous vos client·es car ils n'en sont pas tous au même point. Avant de construire vos packs, segmentez votre portefeuille en 3 profils :"}]},{"type":"list","style":"bulleted","children":[{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Profil A – TPE en retard de conformité"},{"type":"span","value":" : Client·es non équipé·es, peu digitalisé·es. La priorité est la mise en conformité et le démarrage. Sensibilité prix élevée."}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Profil B – PME partiellement équipées"},{"type":"span","value":" : Client·es avec un ERP ou une solution existante, mais des flux non supervisés. Besoin d’un accompagnement structuré sur 6 mois."}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Profil C – Clients pilotage-ready"},{"type":"span","value":" : Client·es déjà conformes, habitué·es aux outils, demandeurs de visibilité financière. Les missions récurrentes s’y vendent plus facilement."}]}]}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"La console de supervision Cegid permet de réaliser cette cartographie automatiquement sur l’ensemble du portefeuille "},{"type":"span","value":": outils de facturation de chaque client·e, statut RFE, niveau d’équipement. Ce que d’autres cabinets font manuellement en plusieurs heures se fait ici en quelques clics."}]},{"item":"V0JnFcg4RuyEABwqkgSqwg","type":"block"},{"type":"heading","level":2,"children":[{"type":"span","value":"Étape 3 : Construire 3 packs (contenu, temps, pricing indicatif)"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"⚠️ Avertissement :"},{"type":"span","value":" les prix ci-dessous sont "},{"type":"span","marks":["strong"],"value":"fournis à titre indicatif"},{"type":"span","value":". Ils doivent être adaptés selon votre structure de coûts, votre positionnement et votre portefeuille. Calculez votre coût de revient avant de fixer vos tarifs."}]},{"type":"heading","level":3,"children":[{"type":"span","value":"Pack 1 : Audit & Mise en conformité"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"À qui :"},{"type":"span","value":" Profil A. Client·e non équipé·e ou non conforme."}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Contenu de mission : "}]},{"type":"list","style":"bulleted","children":[{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"diagnostic flux entrants/sortants ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"sélection et activation de la "},{"url":"https://www.shine.fr/blog/plateforme-dematerialisation-partenaire-definition/","type":"link","children":[{"type":"span","value":"plateforme agréée"}]},{"type":"span","value":" (PA) ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"paramétrage des mandats ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"formation utilisateur (1 session) ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"livrable : rapport de conformité."}]}]}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Temps cabinet estimé :"},{"type":"span","value":" quelques heures (selon complexité du dossier)"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Prix indicatif :"},{"type":"span","value":" 800 € à 1 500 € HT (mission ponctuelle)"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Marge cible :"},{"type":"span","value":" à définir une fois le process rodé sur vos premiers clients pilotes"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"L’envoi des mandats et l’inscription à la PA Cegid se gèrent en masse depuis la Console de supervision."},{"type":"span","value":" Le client reçoit le mandat par email, le signe électroniquement, et l’inscription se déclenche en un clic. Ce qui prend habituellement une journée peut être réalisé en demi-journée sur un groupe de client·es."}]},{"type":"heading","level":3,"children":[{"type":"span","value":"Pack 2 : Accompagnement transition 6 mois"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"À qui :"},{"type":"span","value":" Profil B. Client·e équipé·e mais flux non supervisés."}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Contenu de mission :"}]},{"type":"list","style":"bulleted","children":[{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"suivi mensuel des statuts RFE (mandats, rejets, anomalies) ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"points d’avancement bimensuels (30 min) ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"corrections et ajustements en cours de route ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"bilan de fin de mission + recommandations."}]}]}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Temps cabinet estimé :"},{"type":"span","value":" quelques heures par mois (selon niveau d’automatisation)"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Prix indicatif :"},{"type":"span","value":" 250 € à 400 € HT/mois"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Marge cible :"},{"type":"span","value":" variable selon le niveau d’automatisation des contrôles "}]},{"type":"heading","level":3,"children":[{"type":"span","value":"Pack 3 : Pilotage cash récurrent"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"À qui :"},{"type":"span","value":" Profil C. Client·e conforme, cherchant de la visibilité financière."}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Contenu de mission :"}]},{"type":"list","style":"bulleted","children":[{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"tableau de bord mensuel (trésorerie prévisionnelle, DSO, DPO) ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"analyse des écarts et alertes ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"point mensuel associé/gérant (45 min) ;"}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"recommandations actionnables chaque mois."}]}]}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Temps cabinet estimé :"},{"type":"span","value":" quelques heures par mois."}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Prix indicatif :"},{"type":"span","value":" 400 € à 700 € HT/mois."}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"Marge cible :"},{"type":"span","value":" à construire sur la durée — c’est le pack récurrent qui stabilise le chiffre d’affaires conseil."}]},{"type":"blockquote","children":[{"type":"paragraph","children":[{"type":"span","marks":["emphasis"],"value":"\"Pour des missions autour de la facturation électronique, la facturation récurrente est la plus adaptée pour lisser les revenus et fidéliser les client"},{"type":"span","value":"·"},{"type":"span","marks":["emphasis"],"value":"es. Structurez l'offre en packs de missions complémentaires, avec différents niveaux de prestation.\""}]}],"attribution":"Irina Faron, Directrice marketing ECMA, Compta Online, avril 2025"},{"type":"heading","level":2,"children":[{"type":"span","value":"Étape 4 : Commercialiser – présentation des offres et réponses aux objections"}]},{"type":"heading","level":3,"children":[{"type":"span","value":"Email prêt à l’emploi"}]},{"item":"dcowRU97SBmBmtzIRlmJKQ","type":"block"},{"type":"heading","level":3,"children":[{"type":"span","value":"Les 2 objections les plus fréquentes"}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"« C’est trop cher pour ce que c’est. »"},{"type":"span","value":" "}]},{"type":"paragraph","children":[{"type":"span","value":"Le tarif couvre le diagnostic, l’activation et le suivi sur [X] mois. Un rejet de flux ou un mandat non activé bloque les paiements. Le coût d’un incident dépasse celui de la mission."}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"« Je préfère m’en occuper moi-même. »"},{"type":"span","value":" "}]},{"type":"paragraph","children":[{"type":"span","value":"C’est possible. On prend en charge la partie technique et la supervision. Vous validez, on exécute. Vous n’y consacrez pas de temps."}]},{"item":"ed--WOQETNSqVzMA6S8xdA","type":"block"},{"type":"heading","level":2,"children":[{"type":"span","value":"Étape 5 : Industrialiser – process, rôles et rituel de suivi"}]},{"type":"heading","level":3,"children":[{"type":"span","value":"RACI simplifié"}]},{"item":"dWVzRjZ3SOerJt274Lihnw","type":"block"},{"type":"paragraph","children":[{"type":"span","marks":["emphasis"],"value":"Lexique : R = Réalise / A = Approuve / C = Consulté / I = Informé"}]},{"type":"heading","level":3,"children":[{"type":"span","value":"Checklist de vérification mensuelle"}]},{"type":"paragraph","children":[{"type":"span","value":"✅ Mandats actifs vérifiés"}]},{"type":"paragraph","children":[{"type":"span","value":"✅ Statuts RFE contrôlés (rejets, anomalies)"}]},{"type":"paragraph","children":[{"type":"span","value":"✅ Tableau de bord client mis à jour"}]},{"type":"paragraph","children":[{"type":"span","value":"✅ Point client planifié ou réalisé"}]},{"type":"paragraph","children":[{"type":"span","value":"✅ Facturation émise"}]},{"type":"heading","level":3,"children":[{"type":"span","value":"Rituel de suivi hebdomadaire (15 min)"}]},{"type":"paragraph","children":[{"type":"span","value":"Chaque lundi matin, le ou la collaborateur·rice référent ouvre la console de supervision et passe en revue :"}]},{"type":"list","style":"numbered","children":[{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"Les alertes en cours (flux bloqués, mandats expirés)."}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"Les points clients à planifier dans la semaine."}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"Les missions en retard sur le planning."}]}]}]},{"type":"heading","level":2,"children":[{"type":"span","value":"Packager son offre RFE : à retenir"}]},{"type":"paragraph","children":[{"type":"span","value":"La RFE n’est pas un sujet de conformité à gérer en urgence. C’est le moment de retravailler la structure tarifaire du cabinet et d’installer des missions récurrentes."}]},{"type":"paragraph","children":[{"type":"span","value":"Le risque principal n’est pas de rater la réforme. C’est de "},{"type":"span","marks":["strong"],"value":"traverser cette période sans en tirer de valeur."}]},{"type":"paragraph","children":[{"type":"span","marks":["strong"],"value":"3 actions pour démarrer :"}]},{"type":"list","style":"numbered","children":[{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"Segmentez votre portefeuille en trois profils."}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"Envoyez le pitch email aux 10 client·es les plus avancé·es."}]}]},{"type":"listItem","children":[{"type":"paragraph","children":[{"type":"span","value":"Mettez en place le rituel hebdo 15 min avec l’équipe."}]}]}]},{"type":"paragraph","children":[{"type":"span","value":"Envie d'aller plus loin ? Voici nos conseils pour "},{"url":"https://www.shine.fr/blog/construire-image-de-marque-cabinet-comptable","type":"link","children":[{"type":"span","value":"créer une image de marque forte pour votre cabinet d’expertise comptable"}]},{"type":"span","value":". "}]},{"type":"paragraph","children":[{"type":"span","value":"Et si vous souhaitez développer davantage votre entreprise, voici "},{"url":"https://www.shine.fr/partenaire/?ae=279&blogcopilote=1&va=1779784010922","type":"link","children":[{"type":"span","value":"une boîte à outils dédiée"}]},{"type":"span","value":". "}]},{"item":"bVqauUhZR5y8R3Mh0ybRKg","type":"block"},{"type":"paragraph","children":[{"type":"span","value":""}]}]}},"blocks":[{"__typename":"DatoCmsTable","id":"f--8upVJSE68E7HlSBDQig","table":"{\n  \"title\": \"Avant / Après\",\n  \"options\": {\n    \"mainColumn\": 1,\n    \"mainRow\": 0\n  },\n  \"data\": [\n    [\n      {\n        \"id\": \"d1f10a07-a415-4337-9eb5-3df21cd308b2\",\n        \"type\": \"structuredText\",\n        \"value\": {\n          \"schema\": \"dast\",\n          \"document\": {\n            \"type\": \"root\",\n            \"children\": [\n              {\n                \"type\": \"paragraph\",\n                \"children\": [\n                  {\n                    \"type\": \"span\",\n                    \"marks\": [\n                      \"strong\"\n                    ],\n                    \"value\": \"Avant\"\n                  }\n                ]\n              }\n            ]\n          }\n        },\n        \"isBold\": true,\n        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Recevoir des factures électroniques sera obligatoire pour toutes les entreprises à partir du 1er septembre 2026. Émettre des factures électroniques le sera à partir du 1er septembre 2026 pour les grandes entreprises et ETI, et du 1er septembre 2027 pour les PME et micro-entreprises. La préparation doit démarrer maintenant."}]}]}},"links":[]}},{"question":"Peut-on vendre ces packs à des client·es déjà bien équipé·es ?","id":"DatoCmsFaq-Hw4D6L2MQUON0wG9zTj8Nw-fr","answer":{"value":{"schema":"dast","document":{"type":"root","children":[{"type":"paragraph","children":[{"type":"span","value":"Oui. Un·e client·e déjà conforme n’a pas besoin de mise en conformité, mais il a besoin de pilotage. Le pack 3 est conçu pour ce profil — c’est aussi le pack récurrent qui stabilise le chiffre d’affaires conseil sur la durée."}]}]}},"links":[]}},{"question":"Comment justifier une hausse de forfait tenue auprès d’un·e client·e ?","id":"DatoCmsFaq-ZhgMi24ETsG3KRjbjZNpEA-fr","answer":{"value":{"schema":"dast","document":{"type":"root","children":[{"type":"paragraph","children":[{"type":"span","value":"En détaillant ce que le nouveau forfait inclut : supervision des flux, conformité, pilotage de base. L’automatisation réduit la saisie, mais crée de nouveaux contrôles à assurer. Le prix rémunère cette supervision, pas la saisie."}]}]}},"links":[]}},{"question":"Faut-il former toute l’équipe avant de lancer ?","id":"DatoCmsFaq-WStmN7AgSZubPVmDtOFavQ-fr","answer":{"value":{"schema":"dast","document":{"type":"root","children":[{"type":"paragraph","children":[{"type":"span","value":"Non. Commencez par un·e collaborateur·rice référent et quelques client·es pilotes. Rôdez le process, ajustez, puis généralisez. Le rituel hebdomadaire de 15 minutes suffit pour maintenir le suivi."}]}]}},"links":[]}}]}],"links":[]},"relatedArticles":[]},"relatedArticles":{"nodes":[{"__typename":"DatoCmsArticle","title":"Est-ce obligatoire d’avoir recours à un comptable en société ?","slug":"experts-comptables-recours-entreprise-obligatoire","id":"DatoCmsArticle-149211080-fr","seo":{"description":"Est-ce obligatoire d’avoir recours à un comptable pour gérer les flux financiers de sa société ? 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