here’s what you’re looking for: hitendra patil

client accounting services

thirteen questions to evaluate prospects for client accounting services

stack of cards labeled with question marks

and why you should show your highest priced package first.

by hitendra patil
client accounting services: the definitive success guide

will your existing clients or prospects buy higher-priced and more services from you? if you ask them to, will they feel put off? if you do not ask, will you leave real money on the table? if you do not tell them about more services your firm is capable of providing, will they switch to another accounting firm simply because they were not aware of your other services?

more by hitendra patil
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pitching relevant services to clients and prospects is nearly a fine art. it is fraught with the risk of coming across as is you have only your own interest in mind. at the same time, clients and prospects may not even know that you offer such services or that they need those services. you can lose such opportunities even before you explore those with your clients/prospects.
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client accounting services

tell clients the cost of saying no to cas

it’s an upgrade pitch, so they have to see the value.

by hitendra patil
client accounting services: the definitive success guide

when you pitch client accounting services to your existing clients and new prospects, your communication and messaging changes quite a lot. it is no more packages, hourly rates and standard deliverables mentioned on your website, in your emails, engagement letters and sales brochures/materials.

more by hitendra patil
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cas is not a sales pitch to your existing clients. it is a value pitch, an upgrade pitch.

you need to show them, measurably, what they are currently spending to get the end-to-end accounting done, including overhead, review and management cost, the opportunity cost of losing core business focus while attending to the accounting processes, etc. then compare that with the total cost of your cas offering. ensure to explain the distinct cas advantages that you will deliver when you do their work with professional accounting processes and experience.
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advisory & consulting

make sure your firm understands the value of cas

three businesspeople looking at laptop and smiling

your partners will apply their expertise to generate insights and advice that your clients will value more.

by hitendra patil
client accounting services: the definitive success guide

unless you become the “cas champion” or make someone accountable to be one, your client accounting services practice will not take off the starting blocks.

more: save 75% with one banking change | you, a virtual cfo? why not? | who is ready for client accounting services? | wants? needs? cas helps fill both | automation can be exciting in client accounting services | eight steps for better client accounting services | do you have the client accounting services mindset? | four ingredients to your cas ‘why’ | cas clients are ‘stickier’
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and the single biggest initial challenge for the cas champ is how to communicate the value of cas to the firm’s future fortune to every stakeholder – be it partners, staff, clients and prospects. for this post, i will assume that your cas champ absolutely “gets it.”
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advisory & consulting

save 75% with one banking change

scissors cutting $100 bill in half

put technology to work for you.

by hitendra patil
client accounting services: the definitive success guide

in the desktop days, write-up, bookkeeping and accounting processes were perceived more as “data-entry” work. the price clients were willing to pay for data entry put so much pressure on fees that many firms found it is not worth the hassle.

more: you, a virtual cfo? why not? | who is ready for client accounting services? | wants? needs? cas helps fill both | automation can be exciting in client accounting services | eight steps for better client accounting services | do you have the client accounting services mindset? | four ingredients to your cas ‘why’ | cas clients are ‘stickier’
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

other services such as tax preparation, financial statements preparation, etc. brought in higher per-hour dollars than write-up, bookkeeping and accounting work could. such work got more and more “outsourced” by accounting firms to bookkeeping firms, freelancer bookkeepers and “processing” firms operated by non-cpas/non-accountants.
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advisory & consulting

you, a virtual cfo? why not?

accountants are perfect for the role and cas helps drive up the demand.

by hitendra patil
client accounting services: the definitive success guide

tom, a cpa, has always been a curious person. for over 15 years, his tax “practice” was doing well. during the tax season, he had no time to think. but, oblivious to himself, with each tax return, he was depositing new questions in his subconscious.

he is now a shared cfo of 12 companies. but he took up the cfo work accidentally.

how?

more: who is ready for client accounting services? | wants? needs? cas helps fill both | automation can be exciting in client accounting services | eight steps for better client accounting services | do you have the client accounting services mindset? | four ingredients to your cas ‘why’ | cas clients are ‘stickier’
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

tom believed that it was his thinking power – armed with the cpa education, years of experience, and knowing which tools to use effectively to produce the impeccable tax returns – that could help him make a meaningful positive difference to clients’ businesses, and hence lives.
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advisory & consulting

who is ready for client accounting services?

two women shaking hands across a table

ten ways to tell.

by hitendra patil
client accounting services: the definitive success guide

experience of those offering successful client accounting services shows that the fastest way to start your cas practice is to provide it to some of your existing clients. if you already have a cas practice, it is important to periodically analyze which of your clients have become a good fit for cas. it is important to note that not all of your clients will be good fits for cas.

more: wants? needs? cas helps fill both | automation can be exciting in client accounting services | eight steps for better client accounting services | do you have the client accounting services mindset? | four ingredients to your cas ‘why’ | cas clients are ‘stickier’
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

there are some easy ways to identify which of your existing clients are cas-fit, i.e., which of your clients will benefit the most from your cas offering. and then there are some not-so-easy ways to know which are your cas-fit clients.
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client accounting services

wants? needs? cas helps fill both

woman driving green sports car

clients need to see the value … and there’s your opportunity.

by hitendra patil
client accounting services: the definitive success guide

what some clients feel is an absolute need, other clients may feel it is not. people may need to book an uber or lyft ride, but some of them may want a premium ride.

more: automation can be exciting in client accounting services | eight steps for better client accounting services | do you have the client accounting services mindset? | four ingredients to your cas ‘why’ | cas clients are ‘stickier’
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

some of your client accounting services will be the premium ride your clients will want. for some clients, your premium services will be the need. (you want such clients.)
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advisory & consulting

automation can be exciting in client accounting services

businessman pressing virtual "automation" button

raise client expectations.

by hitendra patil
client accounting services: the definitive success guide

we know that cas generally constitutes three key service segments:

  • after-the-fact financial statement preparation, i.e., “write-up,”
  • business transaction processing and
  • outsourced cfo and controller services.

more: eight steps for better client accounting services | do you have the client accounting services mindset? | four ingredients to your cas ‘why’ | cas clients are ‘stickier’
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

tax planning/tax strategy services may also become part of your cas offering if you have interest/expertise in that segment.

have your clients’ needs changed now?
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client accounting services

eight steps for better client accounting services

man seated at desk in front of computer, talking on phone

start small.

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. if you have already started offering cas, these are the steps that you will revisit from time to time.

more hitendra patil
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

there are eight steps to get started in cas and make your cas practice better. the following details are just a bird’s-eye view of the important aspects of how to create your cas practice.
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pro member exclusive

tax season memo from staff to managing partner

what if your staff didn’t write this email?

by hitendra patil

congratulations if your staff wrote such an email to you. (but what if they wanted to and didn’t?)

join the study: are you an owner, partner, or managing partner with talent challenges? we’re conducting research to uncover answers. if you’re interested, please email me here. 

dear [managing partner’s name],

as we start thinking about the next tax season, i am reaching out with a request that reflects the sentiment of many of us in the firm. i know tax season is crucial, and we all understand its importance. however, after all these years, we’re in a never-ending marathon. the long hours, the constant pressure—it’s draining. what if we could flip the script this year and make the next tax season, dare i say, a little less soul-crushing?

i have a few ideas—some might seem unconventional, but we must get creative to avoid the same burnout cycles. hear me out, in no particular order: read more →

advisory & consulting

cas clients are ‘stickier’

businessman looking at question mark sketch on the wall

they’re more loyal and buy more services. what’s not to like?

by hitendra patil
client accounting services: the definitive success guide

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

if you are an accounting firm owner/partner, you do not want to miss the emerging, growing and profitable opportunities in client accounting services.

more client accounting services articles
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before we get to why, to ensure that we are on the same page, let us agree on a description of what cas is.
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advisory & consulting

four ingredients to your cas ‘why’

learn what will resonate with your prospects.

by hitendra patil
client accounting services: the definitive success guide

“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.

more client accounting services articles
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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advisory & consulting

do you have the client accounting services mindset?

you’re the professional. ponder that a moment.

by hitendra patil
client accounting services: the definitive success guide

it was the 10th of may, 2012.

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.

more client accounting services articles
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he would not take on any new client unless the client handed over all of the accounting work responsibilities to the firm.

all or none.
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