Yann Beaullan-Thong

Successful implementation of a Client Advisory Practice requires a shift for many accounting firms. The industry has historically maintained a responsive “service” mindset, where firms have demonstrated value by responding to client requests. CAS requires a more proactive partnership mindset, where firms demonstrate value by helping their clients identify their greatest areas of need.

Making the shift will require both cultural and operational changes. Here are some ideas to help make that shift and boost your CAS practice:

Leadership

Someone at a significantly higher position needs to take the responsibility of implementing a CAS culture. Ongoing monitoring and refinement of the process will be required.

Partnership

Partnering with an outsourced accounting service provider/CAS service center can help you deliver services more profitably, and so scale up your practice.

Technology

Figure out your requirements and then implement suitable software in support of the same. With cloud technology, this is not as complicated as you might think.

Fixed Cost Pricing

Set up a fixed cost retainer relationship that allows for a defined service plan. There are many different options for doing this.

Growing Your Client Base

Grow your client base by cross-selling. Prospective clients who are interested in specific services will probably be receptive to a broader set of options.

Training

This is an essential factor for successful implementation. Staff must be appropriately trained to implement CAS strategies. You can lower that cost by offshoring.


Yann Beallan-Thong

Yann is Accsurant’s practice lead. 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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