CAS

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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77 No-Brainer Opportunities in Small Business Advisory

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The Checklist of Checklists Quick-Start Guide

man in glasses looking at document held by woman

You can take action starting today.

By Ed Mendlowitz
77 Ways to Wow!

This list is a guide to jog additional thought about a client’s business. I have done all of these, and, at some point, I started making a list to help me remember. I also used it to help staff choose a few items each time they performed services for a client as a value-added benefit to the client.

MORE by Ed Mendlowitz
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The listing can also be used a guide for a separate engagement. Either way, the emphasis should be to provide information to the client about their business that the client does not already consider, focus in on or know about.
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Yasso: From Wall Street to Main Street | The Disruptors

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Your real ROI comes from relationships, not spreadsheets.

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The Disruptors
With Liz Farr

Martha Yasso didn’t just balance billion-dollar books — she watched businesses crumble under them.

MORE Jackie Meyer: Tax Plans in 90 Seconds? Believe It  | Erica Goode: Build a $200K Firm in 15hrs/Week | Randy Crabtree: Live at the Intersection of Passion & Skill |McClelland and Telka: Women Ready to Rewrite the Rules of Accounting | Jacob Schroeder: AI Won’t Replace Accountants—But It Will Reveal Who’s Replaceable | Ditching Corporate America: The Bold Story Behind PBS Accounting’s Rapid Rise | Jean Zick: Happy Team = Happy Clients | Breslin & Greathead: Be a Client Advocate | Dominic Piscopo: Clear Pay=Bargaining Power | Debbie Kilsheimer: Stop Thinking Small |

Yasso began her career in the high-octane world of junk bonds on Wall Street, where she relished the analytical challenges of cash flow modeling. But what initially felt like powerful work soon turned emotionally draining. “I was ripping apart companies and watching it happen in real time,” she says. “It was exhausting and depressing.”

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Build Stronger Financial Futures with Health Care Planning

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portrait of Christine Simone
Simone
 Christine Simone is the CEO & co-founder of Caribou, a software solution for the finance industry to include health care costs and plan optimization in financial plans.

It’s a top expense and source of stress.

By Christine Simone
The Holistic Guide to Wealth Management

Financial advisors are well suited to help clients with all the important decisions in their lives. But that doesn’t mean advisors always recognize the areas in which clients need the most help.

MORE: Marketing Strategies for Wealth Management Services | Trust Is the Primary Ingredient | How to Prepare Your Clients’ Kids for Their Inheritance | Annuities and Insurance Growing More Attractive | Quantifying the Value of an Advisor | Raise Your Rates to Change Your Clientele | How WealthTech Is Reshaping the Future of Holistic Advice | Profile of a Modern Firm: Putting the Vision into Practice | Tsunami of M&A, PE Is Disrupting the Accounting Profession | Introducing You to a Fulfilling Return on Relationships
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Take health insurance, a big concern for people across all income groups. According to a 2021 report from Spectrem Group (now part of CEG Insights), two-thirds of affluent investors (65%) say they want their advisors to help them with health insurance, but only 4 percent said their financial advisors are providing it to them (see bar chart). Further, among people who don’t have financial advisors, the top areas for which they would want guidance are retirement income planning, Social Security planning and Medicare advice.
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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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