As technology improvements continue to make information more accessible to individuals and businesses, the accounting profession faces more pressure than ever. From balancing client expectations and answering never-ending questions to determining the best approach for scaling and increasing revenue, many professionals in the industry are struggling to integrate the new world of tax and accounting services into old-school systems and offerings.
What you’ll learn
What you’ll learn
Key takeaways
- Client accounting services (CAS) combines traditional bookkeeping and tax work with proactive advisory services like cash flow forecasting, KPI tracking, and virtual CFO support
- Subscription-based pricing ranging from $500 – $5,000 per month generates steady recurring revenue and reduces the extreme seasonality of traditional accounting practices
- Firms generating 50% or more revenue from defined industry niches see greater CAS success, while those offering CFO-level advisory services earn over 30% higher monthly recurring revenue
- Successful CAS implementation requires cloud-based tools, automation platforms, and practice management software to deliver real-time insights and year-round client collaboration
Enter CAS — the answer to many of the challenges facing tax and accounting firms today. In this article, we’ll break down what CAS is, what it includes, and how this model can help firms broaden their offerings, generate more consistent revenue, and create stronger client relationships.
CAS has accountants talking
As a CPA who has met with hundreds of clients over the years, it’s common for me to hear complaints like, “My CPA doesn’t do anything for me,” or “I can’t ever get a hold of my accountant.”
This issue often stems from miscommunication on both sides of the relationship. Because many accountants only offer compliance work, they don’t always know how to respond to clients looking for ongoing tax and accounting support. And because clients don’t realize such services exist, they end up frustrated and disappointed — which is exactly where CAS comes in.
These days, the topic of CAS is showing up everywhere in conversations among tax and accounting professionals. While “water cooler” chats aren’t as common now that many firms operate in hybrid or fully remote environments, CAS still comes up often — at industry conferences, in LinkedIn posts, and inside professional groups.
Oftentimes, people just nod and pretend like they’re in the know, but walk away feeling unsure of what CAS really means. That’s not surprising when you consider that CPA.com notes there’s “no one-size-fits-all definition of CAS.” As with any emerging area, firms have brought a wide range of existing services under the CAS umbrella.
What is CAS (client accounting services)
In assorted circles, the acronym is used to describe Client Accounting Services, Client Advisory Services, or Client Accounting and Advisory Services (CAAS).
While the names and specific services can differ from firm to firm, the underlying idea is the same: create service packages that offer value beyond transactional and compliance-based tasks. This often includes transitioning pricing structures away from hourly billing to fixed or value-based models, implementing new technology to streamline operations, and balancing workloads throughout the year. This helps firms (and their clients) avoid the extreme highs and lows that come with traditional accounting cycles.
Additionally, according to the AICPA and CPA.com, firms that generate significant revenue from CFO or higher-level business insights advisory services earn more than 30% higher monthly recurring revenue.
The takeaway? By putting this model into practice, both clients and staff are motivated to work together on the things that matter, the amount of consistent revenue generation increases, and as AI and technology continue to provide quick solutions to transactional problems that small businesses face — firms can better future-proof their practices.
Now that we’ve covered what CAS is, let’s see how it differs from the traditional accounting model most firms are familiar with.
How does CAS differ from traditional accounting
What really separates CAS from traditional accounting comes down to the approach. The answer lies in the integration of humanness and forward-thinking processes into transactional and compliance-based methods.
This client-focused model blends forward-thinking, proactive processes into the same transactional and compliance-based work most firms already know — but with a stronger focus on strategy and collaboration.
Traditional firms focus mainly on compliance — bookkeeping, payroll, tax filing, and financial statements — with most client interactions happening on a cyclical, deadline-driven basis. Billing is typically hourly or per project, technology is used mostly for efficiency, and the data tends to be historical and backward-looking.
CAS, on the other hand, is all about being proactive. It emphasizes collaboration, continuous communication, and real-time financial insights. The table below highlights some of the key distinctions between the two models:
| Category | Traditional accounting | CAS (Client accounting services) |
| Service scope | Focuses on compliance and transactional work: bookkeeping, payroll, tax filing, and financial statements. | Includes traditional services plus advisory offerings like cash flow management, forecasting, KPI tracking, budgeting, and virtual CFO support. |
| Client relationship | Interaction is mostly cyclical and transactional (spikes during tax season or deadlines). | Ongoing, proactive collaboration with continuous meetings and strategic planning. |
| Revenue model | Hourly or per-project billing. Revenue fluctuates with seasonality. | Subscription or fixed-fee pricing that creates steady, recurring revenue. |
| Technology use | Used mainly for efficiency; focuses on historical data. | Cloud-based and integrated across payroll, accounting, and analytics tools for real-time insights. |
| Value to client | Accuracy and timeliness in compliance tasks. | Data-driven insights that help clients improve profitability and plan strategically. |
| Employee workload | Peaks during tax season; often uneven. | More balanced year-round with consistent workflows. |
In most CAS models, the traditional scope of services is used as the baseline offering and is typically bundled with ongoing advisory and strategic support, such as:
- Virtual CFO services
- Cash flow management
- Forecasting
- KPI tracking
- Budgeting
- Tech stack integration
Client interaction is ongoing, proactive, and collaborative through regular meetings. The revenue model is generally subscription-based, providing steady, scalable monthly income to the firm. More importantly, CAS offerings are positioned as profit centers for the client, rather than as the “necessary cost of doing business” that’s often associated with compliance-only services.
As you can see, this isn’t about replacing compliance work — it’s about building on it. The goal is to combine traditional accounting services with advisory offerings that position you as a trusted advisor who helps clients make smarter, faster business decisions.
Now that we’ve compared the two models, let’s look at what’s typically included when firms roll out these kinds of services.
What’s typically included in CAS
When it comes to implementing a blueprint, less-experienced practitioners often struggle with how to package services together. So where do you start? The first step is to build out a list of what you already offer and what you’d like to add, then group them into a comprehensive, value-based structure.
For example, a CAS package for a small business might include:
| Accounting Services | Tax services |
| Bookkeeping and payroll | Tax planning |
| Sales tax compliance services | Tax advisory meetings (quarterly, monthly, etc.) |
| Financial statement preparation | Quarterly tax estimate reminders |
| Cash flow forecasting | Annual tax preparation |
| Business performance reviews | Audit protection (a certain amount of hours, up to a certain scope etc.) |
| Industry benchmarking | Meeting attendance with the client and other third-party advisors to help with wealth management planning |
As you can see from the example package above, necessary compliance-based tasks are combined with other proactive services to create a comprehensive tax and accounting service that meets both the client’s basic needs and offers value above and beyond old, traditional models.
Next, let’s talk about how firms typically price these services and what that might look like in practice.
Typical pricing models for CAS firms
CAS packages for small businesses typically range from $500-$5,000 a month, depending on complexity and service levels, and as stated earlier, many pricing models for CAS services are built to create steady, subscription-based revenue streams.
Depending on the firm, change orders are either built into the monthly cost or billed separately as they arise.
For the example service above, the firm may charge a fee for the initial CAS client assessment, and a fee for the client onboarding before moving into the monthly subscription model. The firm may or may not decide to credit the amount paid for the initial assessment toward the client onboarding fee.
At this point, most firms would not charge per hour or per project unless an out-of-scope item was brought to the table and needed to be addressed as an independent factor.
Once you’ve built your package and have a sense of pricing, the next step is figuring out how to make the transition internally and externally — without disrupting your current client relationships.
“OnPay is a game-changer! I used to dread quarterly and annual tax filing seasons—I’d spend days manually preparing and filing with my old software. I needed a solution that worked for both my clients and my business. OnPay makes running payroll a breeze! They handle all tax forms and filings throughout the year, and customer service is just a phone call or email away. The revenue share is a nice incentive too!”
— Corissa Dixon, Springside Bookkeeping, LLC
How to transition your firm to a CAS model
Implementing a CAS model may take some trial and error, but there are some general rules you can lean on to assist with making the transition as smooth as possible.
#1) Choose your niche. According to a study done by CPA.com (the 2024 CPA.com & AICPA PCPS client advisory services (CAS) benchmark survey), “firms who report revenue of 50% or more from defined industry niches see more success in CAS.”
#2) Build out your CAS package and pricing structure. Implement the changes internally by updating the current tech stack, training employees, building out SOPs and workflows etc.
- Technology integration typically includes cloud-based accounting and payroll solutions like OnPay, Xero, Keeper, automation tools like Bill.com for AP/AR management, and practice management software like Karbon or Canopy to streamline client workflows and team collaboration.
#3) Evaluate your current client list. Determine who the existing clients are that you think could benefit from these services.
#4) Communicate changes. Add the updates to your existing website, marketing materials, etc. Are you using social media channels such as Linked? This can also be another way to communicate the change.
#5) Move forward. Offer the CAS services to new clients and schedule appointments to discuss!
#6) Review and adjust pricing regularly. Keep in mind that this should not be a “set it and forget it” scenario. Determine the time frame you will use to reevaluate the pricing for your CAS services in order to stay current and profitable. This could be quarterly or bi-annually.
CAS accounting is for ambitious firms
While you may need to overcome hurdles such as tech integration, employee training, and client acquisition and retention as you build out your CAS packages, the data strongly suggests the payoff is well worth it. From increased revenue and stronger client relationships to future-proofing your firm, CAS may take you one step closer to success.
In a rapidly evolving industry, CAS can help your firm stay ahead of the curve, future-proof your practice, and build long-term client trust.
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Marit Burmood is a tax advisor, small business coach, and financial educator dedicated to helping entrepreneurs achieve financial success. She holds a Master’s Degree in Taxation and is a CPA and EA with over a decade of experience guiding small business owners and tax professionals through the complex landscape of entrepreneurship.