Challenges to implementing a CAS Practice

Published by maccount on

Yann Beaullan-Thong

While Client Advisory Services (CAS) offer significant revenue opportunities, there are challenges to a successful implementation.

Client Satisfaction

Only about 15% of firms say they are “very satisfied” with the financial and operational performance of their client accounting services, and 40 percent are merely “satisfied.”


Many firms are trying a mix of strategies to sort out the new service line pricing.

  • 32% of firms are billing by the hour,
  • 28% are experimenting with value-pricing,
  • 43% are charging flat rates or fixed fees, a
  • 36% are trying a mix of pricing strategies.


Many firms follow traditional marketing techniques to develop CAS business.

  • 50% – proactively seeking referrals
  • 48% – relying on their websites
  • 35% – using old-fashioned networking for new business
  • 15% – investing in SEO
  • 12% – going to social media and influencers
  • 11% – developing content marketing and thought-leadership campaigns
  • 8% – “assigned a specific person” to take the lead

What challenges has your firm faced in implementing your CAS practice?

Next: Ideas to help boost your CAS practice

Yann Beallan-Thong

Yann is Accsurant’s president. With 20 years experience and six different technology startups behind him, Yann has a proven track record in developing innovative solutions based on his technology and financial acumen. 



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