Essential KPIs for Your CAS Practice

Plus, how to tailor your offering.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

“I am not a good salesperson.”

I have lost count of how many accountants have told me this over the years. But I also learned that what they really mean is that they do not have a well-defined, structured sales process.

MORE: How To CAS: First, Break Bad Habits | How Much CAS Profit Per Person? | Five Reasons the Top 100 Loves CAS | Look Backward for Your CAS Processes | Make Sure Your Differentiation Is Truly Different | Is It Time to Outsource? | Your Firm’s CAS Team: Who and How Many | Two Tech Approaches to CAS | When to Start Building Your CAS Tech Stack | Stop Derailing CAS
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This post is not about fundamental sales skills. That is beyond our scope today. This post is more about how to develop and execute your CAS sales process, pitch and supporting collaterals that can help get you more CAS sales, including:

How to Define your CAS Sales Process
- Four stages necessary for a sale
- Seven things you need to know about your sales process
The CAS Sales Pitch
- Thee key recommendations
The CAS Sales Collaterals
- 11 items for your tool kit
Your Existing Clients as Your CAS Salespersons
1. How to Provide Client References
2. Daft template of the introduction email
The CAS Sales Process Performance Measurement
- 10 KPIs
- 3 objectives

Posted on May 22, 2022

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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