Deneen Dias was recently interviewed by Janet Berry-Johnson from Net Gains (edited by Bianca Prieto) on:
Why Client Advisory Services Are Accounting’s Next Gold Rush
The discussion focused on CAS foundational building blocks, how to spot the right clients and what smaller firms can do to deliver advisory without burning out their teams.
Read the Q&A here:
Many accountants want to move into advisory services but don’t know where to start. What foundational elements need to be in place before building a successful client advisory practice?
AI is reshaping accounting by automating routine work and freeing accountants to deliver higher-value insights. To succeed in advisory, firms should treat Client Advisory Services as a new business line and develop a business plan around the Four P’s in CAS: People, Process, Platform and Pricing.
How can accountants identify which of their current clients are ready for a deeper relationship beyond compliance?
Firms should identify clients that are consistently growing—typically in the $2 million to $10 million in revenue range—because these businesses often outgrow basic bookkeeping and face complex challenges. These clients are experiencing pain points where advisory services can deliver real value, making them prime candidates for deeper relationships beyond compliance.
What are some of the biggest mistakes you see accounting firms make when launching a CAS offering, and how can they avoid them?
A common mistake is saying “yes” to the wrong clients and undervaluing CAS services. Firms MUST do a client assessment, then price based on value and build confidence in your team’s advisory conversations. Most business owners crave strategic guidance and are willing to pay for it when firms position the service clearly.
How can smaller firms structure their teams to deliver advisory services consistently without overwhelming their existing staff?
Smaller firms no longer need to grow only at the rate of people—they can grow at the rate of technology. By implementing a seamless, integrated cloud tech stack, firms can automate manual, time-consuming tasks. This frees up staff capacity, allowing talent to focus on higher-value activities like reviewing data and advising clients consistently.
