Responding to demand is not enough. You need a plan.
By Hitendra Patil
Client Accounting Services: The Definitive Success Guide
For many firms, client accounting services begins with a single strategic question and grows into a powerful service line. Today, CAS is not just a value-add but a crucial driver of relevance, client loyalty and sustainable revenue. This growth indicates a promising future for firms willing to invest in CAS expansion.
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The 2024 AICPA/CPA.com CAS Benchmark Survey shows that CAS is no longer in its early stages. It is now progressing rapidly, with a median growth rate of 17 percent, and more than half of the firms expect to increase CAS revenue by 25 percent or more in the following year. Despite this growth, only 21 percent of firms have a formal CAS strategy in place. Without clear direction, growth efforts are scattered, leading to inconsistent client targeting, disjointed marketing and uncoordinated service delivery. As a result, capacity hits a ceiling, ideal client profiles become unclear and the value firms provide goes unrecognized outside their existing client base.
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