Here’s what you’re looking for: Hitendra Patil

Show your highest-priced package first.

By Hitendra Patil
Accountaneur: The Entrepreneurial Accountant

Will your existing clients or prospects buy higher-priced and more services from you? If you ask them to, will they feel put off?

MORE: Communicating CAS to Clients and Prospects | 21 Ways to Adjust Your Practice in 2021 | The Services That CAS Clients Want | Six Reasons CAS Is King | How to Develop the CAS Mindset
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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?
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Show them what they’ll be missing if they say no.

By Hitendra Patil
Accountaneur: The Entrepreneurial Accountant

When you pitch CAS to your existing clients and new prospects, your communication and messaging changes quite a lot. It is no more packages, hourly rates and standard deliverables mentioned on your website and in your emails, engagement letters and sales brochures/materials.

MORE: 21 Ways to Adjust Your Practice in 2021 | CAS Is, First, a Communication Challenge | Which of Your Existing Clients Are CAS-fit? | The Services That CAS Clients Need | Who’s Afraid of Client Accounting Services? | The Right Mindset for Client Accounting Services
Exclusively for PRO Members. Log in here or upgrade to PRO today.

Communicating CAS to Your Existing Clients

CAS is NOT a sales pitch to your existing clients. It is a value pitch, an upgrade pitch.
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Are your clients happy? Have you told your staff?

By Hitendra Patil
Accountaneur: The Entrepreneurial Accountant

Unless you become the “CAS champion” or make someone accountable to be one, your CAS practice will not take off the starting blocks.

MORE: 21 Ways to Adjust Your Practice in 2021 | How to Communicate the Value of CAS | Don’t Wear a Mask | The 8-Step Method for Launching Client Accounting Services | What CAS Is … and Is Not
Exclusively for PRO Members. Log in here or upgrade to PRO today.

And the single biggest initial challenge for the CAS champ is how to communicate the value of CAS to the firm’s future fortune to every stakeholder – be it partners, staff, clients or prospects. For this post, I will assume that your CAS champ absolutely “gets it.”
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How about 75% lower costs?

By Hitendra Patil
Accountaneur: The Entrepreneurial Accountant

In the desktop days, write-up, bookkeeping and accounting processes were perceived more as data entry work. The price clients were willing to pay for data entry put so much pressure on fees that many firms found it was not worth the hassle.

MORE: How to Become an Outsourced/Virtual CFO | Which of Your Existing Clients Are CAS-fit? | The Services That CAS Clients Need | Who’s Afraid of Client Accounting Services? | The Right Mindset for Client Accounting Services
Exclusively for PRO Members. Log in here or upgrade to PRO today.

Other services such as tax preparation, financial statements preparation, etc. brought in higher per-hour dollars than write-up, bookkeeping and accounting work could. Such work got more and more “outsourced” by accounting firms to bookkeeping firms, freelancer bookkeepers and “processing” firms operated by non-CPAs/non-accountants.
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There is a massive return on your one-time investment in identifying such people.

By Hitendra Patil
Accountaneur: The Entrepreneurial Accountant

The experience of those offering successful client accounting services shows that the fastest way to start your CAS practice is to provide it to some of your existing clients. If you already have a CAS practice, it is important to periodically analyze which of your clients have now become a CAS fit. It is important to note that not all of your clients will be CAS-fit.

MORE: Don’t Wear a Mask | The Services That CAS Clients Want | Six Reasons CAS Is King | How to Develop the CAS Mindset
Exclusively for PRO Members. Log in here or upgrade to PRO today.

There are some easy ways to identify which of your existing clients are CAS-fit, i.e., which of your clients will benefit the most from your CAS offering. And then there are some not-so-easy ways to know which are your CAS-fit clients.
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