How to Market CAS to Existing Clients

Use their questions to shape your pitch to others.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

You will use very similar fundamental steps to generate words and content to express the value of your client accounting services offering. You will focus on each component of your CAS offering to do so, e.g., different content to talk about bill payment services, different for advisory and outsourced CFO services, and so on.

MORE: Five Methods to Show Your Firm’s Marketable Value | Seven Ways to Market Your CAS Offering | 12 CAS Profitability Killers | How to Set Your Firm’s CAS Pricing | The Top CAS Pricing Strategies | CAS Involves True Communication | Craft an Engagement Letter for CAS Success
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You will also use the “contrast principle” to differentiate between your “usual” services and “CAS offering.” Marketing CAS to your existing clients will be different than marketing CAS to your prospects.

Posted on February 5, 2023

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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