CLIENT ACCOUNTING SERVICES

CAS Prospects Want Proof? You’ve Got That

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smiling man talking on phone in office
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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How to Get CAS Clients to Blow Your Horn

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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
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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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Hooda: Model a 7-Figure Firm in 10 Hrs/Week | The Concierge CPA

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Build a business that runs itself.

This is a preview. The complete episode is first available exclusively to PRO Members | Go PRO here
Sponsored by CPA Trendlines Pro Membership, Where Accounting Pros Go Pro. Get More! Go Pro!  – See Today’s Special Offer

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The Concierge CPA
With Jackie Meyer
For CPA Trendlines

When Concierge CPA host Jackie Meyer met UK-based accountant Reza Hooda at GrowCon, they quickly realized they were professional doppelgängers.

Both transitioned from traditional tax firms to leading-edge advisory businesses. Both created proprietary pricing models. Both teach accountants how to reclaim their time, value, and purpose.

More Jackie Meyer

But Hooda’s journey is one every accountant needs to hear: the story of how he walked away from PwC, bought a traditional firm from his father-in-law at the worst possible economic moment (2008’s global financial crisis), and slowly rebuilt it—from paper files and printed emails to seven-figure advisory success, working less than 10 hours a week.

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Chris Papin: A Bold Blueprint for Modernizing | The Concierge CPA

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This interdisciplinary approach offers a glimpse into the future of the accounting profession.

This is a preview. The complete episode is first available exclusively to PRO Members | Go PRO here
Sponsored by CPA Trendlines Pro Membership, Where Accounting Pros Go Pro  – See Today’s Special Offer
Click to subscribe anywhere: Apple, Google/Youtube, Spotify, iHeart, Deezer, Amazon Music and Audible, Player FM, Audacy, Gaana (India), Boomplay (Africa), or RSS.

The Concierge CPA
With Jackie Meyer
For CPA Trendlines

In this episode of The Concierge CPA, host Jackie Meyer introduces an extraordinary guest who truly embodies the term concierge advisor. Meet Chris Papin—CPA, attorney, insurance producer, and all-around problem-solver for small business clients navigating today’s increasingly complex financial landscape.

Papin, founder of both Papin CPA and Papin Law, brings a rare blend of legal, accounting, and advisory insight under one roof. Based in Edmond, Oklahoma, his firm is not only a one-stop shop for tax compliance and estate planning—it’s a home base for strategic conversations, real-world coaching, and highly personalized service.

More Jackie Meyer

Papin’s journey began when a college professor explained that certain advanced tax topics were reserved for lawyers. That stuck. Years later, Papin is that lawyer—and CPA—bringing the skipped chapters into focus for his clients. His multi-credentialed approach is more than a résumé flex; it’s a direct response to client demand for integrated, trustworthy, and empathetic advisory.

“Small business owners often need to pull five levers to get all the professionals they need in one room. I decided to be all five,” Papin quips.

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How to Price and Package Advisory Services

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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.

MORE by Hitendra Patil
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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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