CAS

Find the Right Advisory Opportunities Faster

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Leading firms move from fishing to targeted.

By Eric Eager
10X Advisory

Most CPA firms trying to grow advisory services fall into the same trap: they go fishing.

They cast a wide net – checking in with clients, holding open-ended discovery meetings and hoping something useful comes up. This manual, relationship-driven approach can work, but it’s painfully slow, hard to scale and hit-or-miss in identifying who actually needs help now.

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The intent is good. But in a world moving faster than ever, it’s no longer enough to wait for clients to reveal their needs. The firms that are winning aren’t just listening better – they’re looking smarter.
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A Simpler Path to Advisory Growth

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smiling businessman on phone

If you’ve been asking “Where do we even start?” here’s your answer.

By Eric Eager
10X Advisory

Ask most firm leaders if they want to grow their advisory services, and the answer is yes – without hesitation. In today’s environment, advisory is no longer optional – it’s seen as the future of the profession.

But ask how they plan to do it, and the answers start to get fuzzy.

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“We’re going to talk to clients more.” “We’ll see what comes out of our planning meetings.” “We’re still figuring that out …”

It’s not hesitation – it’s overwhelming. Most firms already feel stretched thin, and the thought of building a whole new line of service, pricing model and delivery process can feel like trying to build a plane while flying it.
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Make Clients Feel Seen, Heard and Helped

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three magnifying glasses leaning on sidesUse a three-lens model for CAS conversations.

By Hitendra Patil

Many client accounting services professionals are eager to offer “advisory,” but they sometimes struggle to make their conversations truly feel like advice. The tools are available, and the data is clean, yet something still feels a bit off.

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Why? Because most client interactions rely on reactive reporting, when they should be guided by proactive exploration, and that’s the problem. CAS is far more than just about what you say. It’s about how your insights meet your client’s world.
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Focus on the Impact of CAS/CAAS

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two men talking across a table, one holding a sheet of paper, window and brick wall in background

Stop describing what you do.

By Hitendra Patil

You know the story.

  • You painstakingly created your client accounting services (CAS) offering. You may have also created your client accounting and advisory services (CAAS) offering.
  • You and your team worked intently and intensely to get there. Your early adopter CAS clients seemed enthusiastic about the promise of your CAS/CAAS offering.
  • However, you soon found that it was becoming increasingly challenging to acquire more CAS/CAAS clients.
  • All the pieces are in place to create a thriving CAS practice, but the results are worrying.

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What’s missing?

Selling advisory can feel awkward, but that’s because it’s not meant to be sold like a product. This article repositions how you present Advisory-CAS, not as a service line but as a shift in how clients grow. We will also cover how to stop “selling” and start aligning with the outcomes clients already care about most.
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Sarah Flischel: The End of the SALY Audit | The Disruptors

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Transformation in audit can help predict clients’ futures.

[This is a preview. Full episodes, including summaries, takeaways and transcripts are available to Pro Members first. | Go Pro here]
Sponsored by The Balanced Millionaire: Advisor Edition: Building a 7-Figure Firm in 4 Hours a Week by Dr. Jackie Meyer, CPA, CCA   

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