Increase Revenue with Client Advisory Services (CAS) - Ed Warren

Branch Out - A Podcast from Connection Builders

Building a Client Advisory Services (CAS) practice can be challenging, but when you identify the right business opportunities and apply a value-based pricing model, you'll not only increase your business revenue but reveal your true worth to your clients! Today's guest has identified seven tips for growing your CAS practice and is here to share his insights on growth opportunities for professional service providers. Join us in welcoming Ed Warren, an accomplished sales executive with over 25 years of professional services, sales, and marketing experience. Ed has worked in marketing, business development, and practice growth roles in Top 100 CPA firms, and today, we discuss the seven ways that practitioners can leverage a CAS model to shift the traditional service model, create a more value-added service, and function more like a fractional provider while driving increased revenue and building a more scalable practice.

Key Points From This Episode:

• Defining Client Advisory Services (CAS).
• Thinking about CAS like an on-call fractional CFO.
• Why finding and mastering your niche is critical for advisory success.
• How to leverage low-hanging fruit with existing clients.
• Benefits of thinking like a general manager, especially in an increasingly virtual world.
• The importance of systems in building a replicable model.
• Ed's tips for creating a sales and marketing plan.
• The value of being anticipatory.
• Your responsibility to understand hard trends if you want to become a thought leader.
• Recommended first steps on your CAS journey.

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