client accounting services

start with existing clients to add cas

by

 

their questions will help shape your pitch to others.

by hitendra patil
client accounting services: the definitive success guide

you will use very similar fundamental steps to generate words and content to express the value of your client accounting services offering. you will focus on each component of your cas offering to do so, e.g., different content to talk about bill payment services, different for advisory and outsourced cfo services, and so on.

more: your clients’ words = your new cas marketing | attract clients through facebook groups | want higher profitability? turn to cas | structure insights as what-why-what | set your processes apart in nine steps | five ways to overcome cas staffing challenges | think cas isn’t for your firm? | convince your firm of cas value | ten ways to tell a client is ready for cas
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you will also use the “contrast principle” to differentiate between your “usual” services and “cas offering.” marketing cas to your existing clients will be different than marketing cas to your prospects.
read more →

your clients’ words = your new cas marketing

by

let them help tell your story.

by hitendra patil
client accounting services: the definitive success guide

your firm’s value proposition is not what you say. it is what your clients and prospects perceive. perception is reality. here are some proven ways to identify your firm’s real marketable value.

more: attract clients through facebook groups | how to destroy your cas profits | cas requires reaching out more | cas reports are better. here’s how. | is it time for your firm to outsource? | raise cas awareness among your clients | which clients are best for cas | how much can automating bank feeds save you? | wants vs. needs: why not fill both?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

  • ask your clients: it is not so easy to “be in the customers’ shoes.” you will be surprised how you can gain immense insights from your clients – about how they perceive and experience your service and how they feel; what they find of value and what they feel frustrated about. don’t guess, don’t assume, just ask them. it is easy to conduct customer surveys online (e.g., surveymonkey has a free version that allows you to collect 100 responses; google forms are also free to use). identify the most common positives and negatives that emerge from survey data to be able to improve your marketing and customer experience.

read more →

attract clients through facebook groups

by

plus six more marketing avenues you might not have thought of.

by hitendra patil
client accounting services: the definitive success guide

we asked about sales and marketing methods as part of the accounting profession’s largest cas survey. among firms offering client accounting services, the chief means for gaining new cas business is “proactively seeking referrals” and the firm’s “website,” each at 48 percent. networking at local/regional/national events follows at 35 percent.

more: how to destroy your cas profits | price by outcome, not time spent | your cas engagement letter needs a reset option | help your clients run their businesses better | cas tech stack depends on cloud use | five ways to profit from cas | cas is a value pitch | accountants are perfect for virtual cfo roles | raise client expectations with cas
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the other marketing methods deployed by cas firms are:

  • networking at local / regional / national events: 35%
  • search engine optimization: 14%
  • influencer or social media marketing: 11%

read more →

giles pearson: fix the staffing crisis by swapping experience for education

by

promoting cas services to entrepreneurial students can add better recruits to the profession.

subscribe to 卡塔尔世界杯常规比赛时间 podcasts anywhere: apple, google, spotify, iheart, deezer, amazon music and audible, player fm, audacy, gaana (india), and boomplay (africa).


the disruptors
with liz farr

new zealand doesn’t have a tax season. this is largely because all tax returns are due one year after the standard march 31 year-end for businesses and individuals. but also: fewer than 20% of individuals actually need to file a return.

more podcasts and videos: jina etienne: practice fearless inclusion | bill penczak: stop forcing smart people to do stupid work | sandra wiley: staffing problem? check your culture | scott scarano: first, grow people. then firm growth can follow | jody padar: build a practice that works for you, not vice-versa | ira rosenbloom: with m&a, nobody wants a fixer-upper | peter margaritis: the power skills every accountant needs | joe montgomery: find the sweet spot of the right clients, right services and right prices | marie green: your bad apples are ruining you | megan genest tarnow: hire for curiosity rather than compliance | clayton oates: one way to keep clients for life | randy crabtree: follow these three rules to keep employees happy | erik solbakken: yes, you can work less and make more | donny shimamoto: future firm growth requires a mindshift | jennifer wilson: empower young workers to build the firm everyone loves | mike whitmire: re-think your hiring and training practices | hector garcia: success strategies of a quickbooks youtube superstar | blake oliver: why tax work yearns to be free| private equity explodes in u.k. | brannon poe: the status quo must go  | accounting nerds, unlock your super powers  | disruptor: jason statts shakes up the status quo | think small to think big with matt wilkinson | when financial statements go extinct with corey schmidt | can geraldine carter save accountants from themselves? | re-inventing accounting with tyler anderson

goprocpa.com exclusively for pro members. log in here or 2022世界杯足球排名 today.

“the returns that accounting firms are filing are for business owners and people with more complex investment structures,” says giles pearson, ceo and co-founder of accountests, an online knowledge-testing company that focuses on recruitment, selection and development assessments for chartered accountants, accounting graduates and candidates.

pearson adds that while a few do wait until the last minute, “the reality is for a lot of smaller firms here, by january, they’re literally twiddling their thumbs.”

this is something that pearson suggests the aicpa and the profession could be lobbying congress to adopt in america. alas, the profession has been trying for years, to no avail.

read more →

how to destroy your cas profits

by

twelve causes to repair asap.

by hitendra patil
client accounting services: the definitive success guide

we discussed that you need to explain the why of your client accounting services pricing. a price is a measurable number. “value” of each of your cas component also needs to be reasonably measurable for your clients and prospects to understand the why. this is easier said than done, and you need to keep rewriting the value statements, testing them and revising them.

more: price by outcome, not time spent | want higher profitability? turn to cas | structure insights as what-why-what | set your processes apart in nine steps | five ways to overcome cas staffing challenges | think cas isn’t for your firm? | convince your firm of cas value
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the best way to define the measurable value of each of your cas components is to state it from the client’s perspective, i.e., which business decisions the client can make based on the information/insight/intelligence you provide in a given cas component, and under which circumstances. then state the measurable impact of such business decisions. e.g., “on an average, we help our clients reduce money stuck in inventory by 11 percent, which in many cases results in lower overdraft interest costs by about 1.3 percent annually.” without the numbers in your value statements, clients can feel you are pitching marketing fluff.
read more →

price by outcome, not time spent

by

look at it from the client’s point of view.

by hitendra patil
client accounting services: the definitive success guide

when your prospects shop for client accounting services, what they find out about cas pricing methods and trends defines their pricing expectations. if you follow very different approaches to price your cas offering, it will take significant effort on your part to educate the prospects (and existing clients) about why you are pricing cas the way you are. as they say, it’s easier to ride the horse in the direction it’s going.

more: want higher profitability? turn to cas | cas requires reaching out more | cas reports are better. here’s how. | is it time for your firm to outsource? | raise cas awareness among your clients | which clients are best for cas | how much can automating bank feeds save you?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it is good to first conform to the perceptions of prospects when it comes to your cas pricing. once you ride the horse, you can direct it to the destination you want to take it to. once you conform to the pricing method (not the dollar value) expectations of the prospect, their anxiety, and perception of risk (what value will they receive in the price they are willing to pay) reduce. after that, they are more open to evaluating the choices you present to them.
read more →

would you buy your own services?

by

don’t expect potential clients to if you don’t know what sets you apart.

by steven e. sacks, cpa, cgma, abc

do you ever wonder why after spending many hours on drafting, editing, proofing, and polishing—and proofing and polishing just once more—your engagement proposal efforts did not result in winning the engagement? and if this happens on a semi-regular basis, the frustration is never easier to take.

more steve sacks: how do you value your most important asset? | how to build a winning proposal | six ways to fix your firm agreement | the great resignation or a reshuffling? | listen to learn | build the framework to a solution with five answers | try for success, not a win
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you may have the requisite knowledge, experience, and perhaps even a broad view based on a diverse set of clients. however, you may have become complacent by maintaining a “cookie-cutter” approach to developing your proposals. like the old joke defining a consultant: “a person who takes off your watch, tells you the time, and gives the watch back to you,” implies an approach that you believe is best for your potential client, yet reflects no understanding of what the client actually needs.

read more →

want higher profitability? turn to cas

by

man's hand drawing upward arrow labeled "profit"

the effects of various pricing strategies.

by hitendra patil
client accounting services: the definitive success guide

pricing your services correctly to ensure reasonable profitability is a major decision you will take in your client accounting services practice.

more: cas requires reaching out more | your cas engagement letter needs a reset option | help your clients run their businesses better | cas tech stack depends on cloud use | five ways to profit from cas | cas is a value pitch | accountants are perfect for virtual cfo roles | raise client expectations with cas | the why behind your cas why
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the accounting profession’s largest cas survey results revealed how cas firms price their cas offering:

  • the topmost method of pricing the cas offering is fixed/flat fee, used by 41 percent of the respondents.
  • the next common method of pricing cas is “mixed method of pricing” (a mix of hourly, fixed and value pricing), charged by 36 percent of respondents.
  • hourly billing method is used by 33 percent of respondents.
  • about 28 percent of respondents use value pricing as the method for cas pricing.

read more →