Client Advisory Services (CAS) is the fastest-growing service line in public accounting. The AICPA reports CAS revenue growing at 20%+ annually, and firms with CAS practices report 2-3x higher profit margins than compliance-only firms.
This guide shows you how to build a CAS practice from scratch — whether you're a solo bookkeeper or a multi-partner firm.
What Are Client Advisory Services?
CAS combines outsourced accounting functions with strategic advisory. It goes beyond bookkeeping and tax to include:
- Outsourced accounting — Full back-office function (AR, AP, payroll, close)
- Controller services — Financial reporting, GAAP compliance, process optimization
- CFO advisory — Strategic planning, forecasting, KPI management, board reporting
- Technology advisory — App stack selection, implementation, automation
- Industry-specific consulting — Benchmarking, best practices, growth strategy
The CAS Revenue Opportunity
| Service Level | Monthly Per Client | Margin | Scalability |
|---|---|---|---|
| Basic Bookkeeping | $500-1,500 | 30-40% | Limited by hours |
| CAS (Accounting + Advisory) | $2,000-5,000 | 50-60% | Leveraged by technology |
| CAS + Fractional CFO | $5,000-15,000 | 60-70% | Highly leveraged |
A firm with 20 CAS clients at $3,500/month average = $840,000 annual revenue with 55% margins = $462,000 profit.
Building Your CAS Practice: Step by Step
Phase 1: Foundation (Month 1-3)
- Define your service tiers — Create 3 clear packages (Essentials, Growth, Premium)
- Build your tech stack — QBO/Xero + Fathom/Jirav + Karbon/Financial Cents
- Create deliverable templates — Monthly report, dashboard, cash flow forecast
- Convert 3-5 existing clients — Start with your best bookkeeping clients
Phase 2: Growth (Month 3-12)
- Standardize onboarding — 30-day onboarding process with clear milestones
- Build referral network — CPAs, attorneys, bankers who serve your target market
- Content marketing — SEO articles, case studies, webinars targeting your niche
- Hire your first team member — Staff accountant to handle routine work
Phase 3: Scale (Year 2+)
- Productize your services — Fixed-scope, fixed-price engagements
- Build vertical expertise — Become THE CAS firm for your chosen industry
- Expand team — Hire managers to oversee client portfolios
- Add premium services — Fractional CFO, M&A advisory, exit planning
CAS Technology Stack Recommendations
Essential (Start Here)
- Accounting: QuickBooks Online Advanced or Xero
- Reporting: Fathom (best for advisory dashboards)
- Workflow: Karbon or Financial Cents
- Communication: Loom (async video updates to clients)
Growth Stage
- Forecasting: Jirav or Reach Reporting
- AP Automation: Bill.com or Melio
- Receipt management: Dext or Hubdoc
- Client portal: Client Hub or Canopy
Pricing Your CAS Practice
Never price CAS by the hour. You're selling outcomes, not time. Use value-based pricing:
- Essentials ($2,000-3,000/mo): Full accounting function + monthly reporting
- Growth ($3,000-5,000/mo): Essentials + budgeting, cash flow forecasting, quarterly strategy session
- Premium ($5,000-10,000/mo): Growth + fractional CFO, KPI dashboards, board reporting, weekly CFO check-in
Learn to Build Your CAS Practice
Fractional CFO School provides the training, templates, and community to help you build a profitable CAS practice. Our curriculum covers every aspect — from service design to pricing to client acquisition. Get our free Advisory Starter Kit to begin.
Ready to Build Your Advisory Practice?
Fractional CFO School teaches bookkeepers and accountants to become high-earning fractional CFOs and advisory professionals.