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CLIENT ACCOUNTING SERVICES

Five Ways to Make CAS Staffing Easier

number 5 drawn in sand

Even solos can provide it. Here’s how.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

When we asked firms what is stopping you from offering client accounting services, their top response was that they don’t have the staffing.

The #1 CAS killer that emerged from the CAS survey results is, unfortunately, also the most misconceived perception. It is a myth.

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The CAS survey results showed that even solo practitioners offer CAS. The number of firms that provide CAS is significantly higher than those that do not offer CAS for firms of all sizes. CAS firms provide about twice the number of services compared to non-CAS firms. “Staffing shortage” or “lack of relevantly competent staff” are not the reasons why you should not offer CAS. Let us see why.
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CLIENT ACCOUNTING SERVICES

Tell Clients How CAS Would Help Them

Businesspeople having a meeting over coffee sitting together at a table discussing a document, young man and two middle-aged women present

Six steps to take.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

What is stopping you from offering client accounting services? Maybe your clients aren’t asking for it. No matter. Unless you are providing only tax return preparation services only to individuals, you can, and should, make sure your clients learn about the many benefits of CAS.

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I sent a quick one-question poll to randomly selected people. I had no clue if such people bought any services from accountants. The question was simple: “What word comes to your mind when you hear the word ‘accountant‘?”
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CLIENT ACCOUNTING SERVICES

Hesitant About CAS? You’re Not Alone

smiling businessman

Fortunately, there are solutions.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

Why fall into the same trap that other firms have fallen into during their client accounting services journey? If you know what those traps are, you will save significant money and time in establishing your CAS practice.

Fortunately, the CPA Trendlines CAS survey identified which are the top five CAS killers, for firms of different sizes, that the accounting profession has experienced.

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Before we discuss those, let us also look at the results of the CAS survey that identified how many firms of different sizes are offering and not offering CAS. The following figures show how many percent of survey respondents said they offer CAS and don’t and what are their firm sizes:
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CLIENT ACCOUNTING SERVICES

Thirteen Questions to Evaluate Prospects for Client Accounting Services

Stack of cards labeled with question marks

And why you should show your highest priced package first.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

Will your existing clients or prospects buy higher-priced and more services from you? If you ask them to, will they feel put off? If you do not ask, will you leave real money on the table? If you do not tell them about more services your firm is capable of providing, will they switch to another accounting firm simply because they were not aware of your other services?

MORE by Hitendra Patil
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Pitching relevant services to clients and prospects is nearly a fine art. It is fraught with the risk of coming across as is you have only your own interest in mind. At the same time, clients and prospects may not even know that you offer such services or that they need those services. You can lose such opportunities even before you explore those with your clients/prospects.
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