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CLIENT ACCOUNTING SERVICES

CAS Prospects Want Proof? You’ve Got That

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Track your sales success and your existing clients can help.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

As you hone your sales discovery process, you will see that asking and telling is not enough. You need to “show” as well.

MORE by Hitendra Patil: The DNA of Advisory-CAS | Advisory Is Not Consulting | What Exactly Is Client Advisory Services? | Review Your CAS Offerings | CAS Prospects Want Proof? You’ve Got That | What AI CEO’s Warning Means (and Doesn’t) for Accountants | Ditch the Sales Pitch | How to Get CAS Clients to Blow Your Horn | Four Questions for Choosing CAS Clients | What Is Your Firm’s Marketable Value? | Seven Tips for CAS Marketing | Twelve Things That Kill Your CAS Profits
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What you show during the discovery discussion are your client accounting services sales collaterals. They are the “proofs” that you actually do what you say. These collaterals answer the often-unexpressed question in the prospect’s mind “What will I get?” For your CAS sales process, the following are some examples of the sales collaterals:
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ADVISORY & CONSULTING

What AI CEO’s Warning Means (and Doesn’t) for Accountants

Five reasons your work is safe … if you’re doing the right work.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

OpenAI CEO Sam Altman has issued a fresh warning: Some jobs are just going to go away. “Totally, totally gone,” as reported by Techspot. Altman was discussing the effect of artificial intelligence on customer support roles and indicated that entire categories of work could be under threat.

FOR MORE A.I.: Ask the CPA Trendlines AI Chatbot

MORE by Hitendra Patil: The DNA of Advisory-CAS | Advisory Is Not Consulting | What Exactly Is Client Advisory Services? | Review Your CAS Offerings | CAS Prospects Want Proof? You’ve Got That | What AI CEO’s Warning Means (and Doesn’t) for Accountants | Ditch the Sales Pitch | How to Get CAS Clients to Blow Your Horn | Four Questions for Choosing CAS Clients | What Is Your Firm’s Marketable Value? | Seven Tips for CAS Marketing | Twelve Things That Kill Your CAS Profits
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

AI eliminating middle-class jobs immediately raises severe concerns. But what does it mean for accountants? While AI automation clearly targets customer support, accounting professionals should naturally wonder if their work is next.

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CLIENT ACCOUNTING SERVICES

How to Get CAS Clients to Blow Your Horn

burst of color emerging from trumpet bell

Including templates you can use today.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

To expand and grow your client accounting services practice, you need a steady stream of new prospects. While referrals have been accountants’ #1 source of getting new clients, this method gives no predictability and control to accountants on which types of prospects come in their doors. You need the ability to attract CAS-fit clients continuously. Hence, your lead generation process needs to be adjusted accordingly.

MORE by Hitendra Patil: The DNA of Advisory-CAS | Advisory Is Not Consulting | What Exactly Is Client Advisory Services? | Review Your CAS Offerings | CAS Prospects Want Proof? You’ve Got That | What AI CEO’s Warning Means (and Doesn’t) for Accountants | Ditch the Sales Pitch | How to Get CAS Clients to Blow Your Horn | Four Questions for Choosing CAS Clients | What Is Your Firm’s Marketable Value? | Seven Tips for CAS Marketing | Twelve Things That Kill Your CAS Profits
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

The accounting profession’s largest CAS survey revealed that along with the firm’s website, “proactively seek referrals” is the top marketing method for firms to get new CAS clients. How do you proactively seek referrals without waiting for them?
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ADVISORY & CONSULTING

How to Price and Package Advisory Services

Hand moving triangle along beam to indicate balance between price and value

Three reasons that hourly billing fails.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

For decades, hourly billing was the primary pricing method in the accounting industry. Charging based on time seemed fair and simple. However, as your firm shifts into Advisory-CAS (Client Accounting Services), that model starts to show its flaws.

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Why? Advisory services focus on the impact and outcomes they provide, with time becoming less of a priority. If a CPA firm partner spends 45 minutes advising a business owner and that conversation prevents a six-figure mistake, what is that advice worth? Much more than what a typical $200/hour rate suggests. In this case, the time spent is less important than the value provided.
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ADVISORY & CONSULTING

Relevance Is a Cornerstone of Value

woman and man talking in office

Five real-life examples.

By Hitendra Patil

Providing value to clients involves thoroughly understanding your client, anticipating their needs, and offering advice that is both timely and highly relevant.

We discussed earlier why timeliness is the first essential element of valuable advice. Yet, advice given at the right moment but disconnected from the client’s real-world challenges is like a GPS giving directions without knowing your location.

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In this article, we examine why even the most technically sound advice often falls short when it fails to resonate with the client’s actual context, goals or concerns. Through real-life examples, from generic guidance that missed the mark to targeted insight that drove results, you will learn how to shape advice that fits the moment. It is not just about knowing the client’s business, it’s about understanding what matters most, right now.
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