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ADVISORY & CONSULTING

The Anatomy of Client Advisory Engagements

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How to teach your clients to ask better questions.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

Believe it or not, advisory work begins before the engagement letter is signed. The roots of successful client advisory services (CAS) are planted in the pre-engagement phase, often long before the client realizes they need advisory help.

Firms that excel at advisory don’t “pitch.” Instead, they reveal. They uncover opportunities the client never envisioned, risks hidden in plain sight, and truths about their numbers that no one has ever pointed out. This discovery-before-delivery approach builds engagement even before a contract is signed.

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A surprising insight from our CAS Survey confirms this: the top two ways firms plan to grow their CAS practices are by

  • educating clients on what’s possible and
  • creating value through everyday interactions, not just marketing campaigns or flashy tools.

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CLIENT ACCOUNTING SERVICES

The People Side of CAS

smiling woman standing at end of table, speaking with three seated colleagues

How to build a thriving team and culture.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

Client Advisory Services is fundamentally driven by people. While technology and automation streamline workflows and improve insights, people are the defining edge of any CAS practice. Behind every strategic financial recommendation, dashboard insight and advisory conversation is a skilled professional ready to serve, solve and lead.

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Technology and tools can only take you so far. It’s your people who bring advisory to life. In this post, we look at the human capital behind every successful CAS practice. You will discover how to cultivate advisory skills, train existing staff to think strategically, recruitment and retention strategies, and structure your team to support sustainable growth. Most importantly, you will learn how to foster a firm culture that values insight, curiosity and proactive client impact.
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CLIENT ACCOUNTING SERVICES

Make Advisory Work for Niches

young man in suit staring at laptop screen

Hint: they aren’t limited to specific industries.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

Focusing on a specific niche sharpens your advisory-value proposition. In this post, we explore how identifying and serving niche markets allows you to tailor insights, build deeper trust and command higher value. You will learn how to recognize advisory-rich industries, position your firm as a go-to authority and translate specialized expertise into meaningful results. Niching helps your firm stand out in a crowded market by doing what truly matters for a clearly defined audience.

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Advisory services mark the most strategic development in the modern accounting field. As more firms delve into this area, it becomes essential to differentiate their advisory offerings. A strong way to do this is through industry specialization.
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CLIENT ACCOUNTING SERVICES

The Digital Spine of Modern CAS

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How to integrate accounting and advisory technology.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

CAS has emerged as one of the most strategic service lines for accounting firms. As CAS has expanded in scope and significance, so has the requirement for robust, scalable and integrated technology solutions. As revealed in our CAS survey, technology serves as the foundation of CAS success, playing a far more critical role than simply enabling processes.

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In this article, we will explore the key tools and technologies that drive modern CAS practices. It draws insights from research involving over 300 accounting professionals who shared their challenges, strategies and technology use. You will also discover how to create a “Single Source of Truth” for client data. From AI adoption, cybersecurity readiness to real-time dashboards, this post aims to provide a blueprint for building a future-ready, tech-enabled CAS firm.
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ADVISORY & CONSULTING

How to Build a Scalable CAS Practice

cloud computing enables digital growth with secure data storage, scalable infrastructure, and strategic cloud-based business solutions

Consider delegation vs. automation.

By Hitendra Patil
Client Accounting Services: The Definitive Success Guide

Client Advisory Services (CAS) are much more than just a passing trend or buzzword. They represent a fundamental shift in how accounting firms define their value and interact with clients. Offering CAS means your firm is adopting a new approach to practicing accounting, one that changes how services are provided, how clients view your role, and how your firm builds long-term revenue. It’s not just adding another service line; it’s a strategic change shaping the future of the profession.

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According to survey insights, 59 percent of accounting firms currently offer CAS. Among these, 73 percent have been providing these services for over five years. However, for many, offering CAS and growing it are two different challenges.

The key question is no longer, “Should we offer CAS?” but:

“How can we expand CAS without adding complexity, chaos or costs?”
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