essential kpis for your cas practice

portrait of a young pensive businesswoman in officeplus, how to tailor your offering.

by hitendra patil
client accounting services: the definitive success guide

“i am not a good salesperson.”

i have lost count of how many accountants have told me this over the years. but i also learned that what they really mean is that they do not have a well-defined, structured sales process.

more: how to cas: first, break bad habits | how much cas profit per person? | five reasons the top 100 loves cas | look backward for your cas processes | make sure your differentiation is truly different | is it time to outsource? | your firm’s cas team: who and how many | two tech approaches to cas | when to start building your cas tech stack | stop derailing cas
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this post is not about fundamental sales skills. that is beyond our scope today. this post is more about how to develop and execute your cas sales process, pitch and supporting collaterals that can help get you more cas sales, including:

  1. how to define your cas sales process
    • four stages necessary for a sale
    • seven things you need to know about your sales process
  2. the cas sales pitch
    • thee key recommendations
  3. the cas sales collaterals
    • 11 items for your tool kit
  4. your existing clients as your cas salespersons
    1. how to provide client references
    2. daft template of the introduction email
  5. the cas sales process performance measurement
    • 10 kpis
    • 3 objectives