Communicating CAS to Clients and Prospects

Show them what they’ll be missing if they say no.

By Hitendra Patil
Accountaneur: The Entrepreneurial Accountant

When you pitch CAS to your existing clients and new prospects, your communication and messaging changes quite a lot. It is no more packages, hourly rates and standard deliverables mentioned on your website and in your emails, engagement letters and sales brochures/materials.

MORE: 21 Ways to Adjust Your Practice in 2021 | CAS Is, First, a Communication Challenge | Which of Your Existing Clients Are CAS-fit? | The Services That CAS Clients Need | Who’s Afraid of Client Accounting Services? | The Right Mindset for Client Accounting Services
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Communicating CAS to Your Existing Clients

CAS is NOT a sales pitch to your existing clients. It is a value pitch, an upgrade pitch.

Posted on January 3, 2021

Hitendra Patil

About the Author

Hitendra Patil is the president of the Global F&A and CPA outsourcing services unit of Datamatics Business Solutions, Inc., a global provider of outsourced accounting, bookkeeping, finance, tax preparation, audit & assurance, payroll and demand generation & data services.

He is one of the profession's leading authorities on accounting technology, accounting firm innovation, and client accounting and advisory services (CAS / CAAS) and among the Top 100 Most Influential People in Accounting, the Top 10 Accounting Influencers to Follow on Social Media, and the Top 100 Accounting Social Media Leaderboard.

He is the best-selling author of
“The Definitive Success Guide to Client Accounting Services.”

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and
"Accountaneur: The Entrepreneurial Accountant."

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For over 20 years, he has worked exclusively for the accounting industry, leading several functions, including accounting, payroll, tax, and advisory services and technology solutions used by professional accountants.

He is a regularly published author in many leading publications in the United States accounting profession. Accountants have bought his best-selling books in 12 countries across five continents. He frequently provides fresh thought leadership and actionable insights to the accounting profession about CAS/CAAS, practice growth, entrepreneurship in accounting, and emerging technologies, such as artificial intelligence, machine learning, blockchain, and cybersecurity.

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Patil's newest book is, "Rise of The AiCCOUNTANTS: The What, Why, and How of Artificial Intelligence – Exclusively for Accountants.”
Available here

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