twelve things that kill your cas profits
clients cause some of the problems, but not all of them.
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. the “value” of each of your cas components must also be reasonably measurable so that your clients and prospects understand the why. this is easier said than done, and you need to keep rewriting the value statements, testing them and revising them.
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 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 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.
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