client accounting services

a job description for client accounting services

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young black woman with magnifying glassthink of this as what clients want from your cas offering.

by hitendra patil
client accounting services: the definitive success guide

client accounting services (cas) is one of the fastest-growing new revenue and growth segments for firms of almost all sizes. whether your firm is already great at offering cas or just starting to offer cas, the critical challenge is how clients (and prospects) perceive what you deliver under your cas umbrella.

more: romeo, juliet, google and client accounting services | how cas makes firms better | cas begins with a mindset
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

i figured there is a way to get more clarity on this crucial aspect of cas success. and that way is to think/imagine as if your clients/prospects have posted a job advertisement for someone to do the “cas” work for their businesses. the cas job description is what cas expectations are about, isn’t it? let us see what this cas job description will look like.
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how to launch cas in eight steps

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the first step is the toughest: start with your colleagues.

by hitendra patil
client accounting services: the definitive success guide

whether you are thinking of offering client accounting services, have already started offering it or you want to grow your cas practice or make it more profitable, some proven steps will make your cas practice shape up in the most optimized way.

 

more: romeo, juliet, google and client accounting services | why cas is great for revenue growth | cas: finding the why behind the why
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

if you have already started offering cas, these are the steps that you will revisit from time to time.
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romeo, juliet, google and client accounting services

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silhouette of a woman smelling a rose against a sunsetnever tell them it’s “client accounting services.” here’s why.

by hitendra patil
client accounting services: the definitive success guide

i recently spoke with an experienced cpa who has been very keen to expand the firm’s client accounting services practice. i told her, “if your firm’s website and marketing material states you offer ‘client accounting services.’, you’d want to rewrite that content, like, immediately.”

more: why cas is great for revenue growth | survey: why some firms fall behind in cas | how cas makes firms better | cas: finding the why behind the why | how to lead clients into client accounting services | cas begins with a mindset
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

she was utterly puzzled and asked:

“but cas is vital for the future of accounting firms, and you wrote the profession’s first book on cas, so why are you now saying so?”
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why cas is great for revenue growth

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six reasons you need it, no matter the size of your firm.

by hitendra patil
the definitive success guide to client accounting services

before we get to why firms can’t miss out on cas, we need to know why business owners buy accounting software, even when their core business is not accounting.

more: survey: why some firms fall behind in cas | how cas makes firms better | cas: finding the why behind the why | how to lead clients into client accounting services | cas begins with a mindset
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

in the years before the internet, accounting software was only desktop software. businesses used it to run their business processes – to issue checks, record income, and for some other processes. business owners predominantly did transactions processing, leaving the financial accounting – and compliance – to professional accountants.
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how cas makes firms better

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unbalanced brass scalesofferings fall into three categories.

by hitendra patil
the definitive success guide to client accounting services

client accounting services (cas) is the new revenue segment you cannot afford to miss.

more: cas: finding the why behind the why | how to lead clients into client accounting services | cas begins with a mindset
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

if you are an accounting firm owner or partner, you don’t want to miss the emerging, growing, and profitable opportunities in client accounting services.
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cas: finding the why behind the why

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man facing mirror that has bursting out of it a hand holding a red question markhow to develop the cas mindset.

by hitendra patil
the definitive success guide to client accounting services

“why did i start my accounting firm/practice?”

if you are the owner of your firm, print this in a bold, big font and post it somewhere in such a way that you can see it, even if it is just in your peripheral vision, every moment when you are working at your desk.

round 2: how to lead clients into client accounting services | cas begins with a mindset
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

if you are a partner of the firm or an employee, print the following question to post it where you can see it all the time:

“why did i get into the accounting profession?”
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how to lead clients into client accounting services

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businesswoman making a presentationit’s your cas business. run it your way.

by hitendra patil
the definitive success guide to client accounting services

it was the 10th of may 2012.

more: which of your existing clients are cas-fit? | don’t wear a mask | the services that cas clients want | the services that cas clients need | the 8-step method for launching client accounting services | six reasons cas is king
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

over dinner on that quiet mid-spring evening at a classic traditional italian restaurant, i met the owner of one of my largest clients, only after about five years of providing services to his firm. his firm had chosen a particular niche industry to serve and only that. he was doing well – over $3.5 million in annual revenue, growing consistently and employing 39 staff members. in any given week, two new clients were being onboarded via a very detailed process, moving clients’ accounting databases and processes into his firm.
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cas begins with a mindset

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client accounting services has challenges and great opportunities.

by hitendra patil
client accounting services: the definitive success guide

client accounting services is becoming an increasingly important new revenue and growth segment for accounting firms of all sizes. yet, professionals are still grasping for the best practices, adjusting service bundles, searching for the right technologies, and optimizing prices.

more: which of your existing clients are cas-fit? | don’t wear a mask | the services that cas clients want | the services that cas clients need | the 8-step method for launching client accounting services | six reasons cas is king
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

cas is, first, a mindset. it exists in every professional accountant. some know it exists in them. some don’t. some know that the cas mindset exists in them but do not make the most of it. instead, they try to become everything to everyone. they become more of “need-fillers” than “accounting entrepreneurs (accountaneurs®).” they find it challenging to become the “most trusted advisors” of their clients. those who don’t know that the cas mindset exists in them feel it will be overwhelmingly difficult to “learn” the cas mindset. they may try to acquire the mindset but give up too soon.
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how to sell your cas offering

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and how to measure your sales performance.

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: what’s different about cas marketing? | survey: how to market your cas offering | how cas communications are different | your firm’s processes can set you apart | technology and your cas clients | top five cas killers and how to overcome them
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

this post is not about fundamental sales skills. that is beyond the scope of my book. 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.
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what’s different about cas marketing?

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"target market" illustration with arrow and bull's eyeyou have two audiences: existing clients and prospects.

by hitendra patil
client accounting services: the definitive success guide

how will you market client accounting services? you will use fundamental steps to generate words and content to express the value of your cas offering.

more: survey: how to market your cas offering | how to decide on your firm’s cas pricing | how to write your cas engagement letter | 12 signs it’s time to outsource | will 2021 be your cash-flow year?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

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. 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.
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