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🔍 Why 10x Growth Is Easier Than 2x for Your CAS Firm | CAS Minute

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📢 Most firm owners think 10x growth sounds crazy—but what if it’s actually easier than 2x? Inspired by Dan Sullivan’s book “10x is Easier than 2x,” this episode shows you how to simplify, focus, and transform your CAS firm for exponential growth.

✔️ The 5 principles of 10x thinking

✔️ How to eliminate complexity and scale smarter

✔️ Why the top 10% of your business holds all the leverage

✔️ Building systems, pricing, and brand that can scale without you

⏱️ Chapters

00:00 – Why 10x Growth Is Easier Than 2x

00:23 – Applying 10x Thinking to Your CAS Firm

00:40 – Focus vs. Volume: Identity Shift from Service Provider to Strategic Operator

01:42 – Keep the Top 10%, Eliminate the Rest

02:30 – Doing Less, But Better: How Focus Multiplies Growth

03:32 – People, Process, Pricing: The 3 Drivers of Low Profit Clients

04:56 – Growth Through Constraint, Not Complexity

05:49 – Simplified Services, Smaller Teams, and Scalable Packages

06:49 – Prototype for 1x, Build for 10x, Engineer for 100x

07:56 – Delegation, Process Playbooks & Scalable Onboarding

09:15 – Replacing Founder-Led Sales with Productized Offers

10:47 – The 10x Vision: What Would It Take to Serve 10 Clients at Full Revenue?

11:41 – Eliminate the 80%, Narrow the Offer, Scale the Systems

12:58 – Final Thought: 10x Isn’t About More Effort—It’s About More Focus

✅ Key Takeaways:

✔️ 10x growth requires subtraction, not addition—focus on what matters most.

✔️ The most scalable firms are built on constraint, not complexity.

✔️ If a client, process, or tool doesn’t align—cut it.

✔️ Replace “doing more” with doing less, better and at scale.

✔️ Founder-led sales only scale so far—invest in brand, offers, and productized delivery.

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Full Send | Accounting & Data

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💰 How to Measure & Justify Your Value as a CAS or CFO Advisor | CAS Minute

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📢 Ever wonder how some firms charge premium prices for CFO and CAS services? Many firms struggle to justify their pricing because they don’t have clear ways to measure their impact. In this episode, we break down:

✔️ How to track and prove the value of your advisory services

✔️ Key metrics beyond revenue & profitability that show your true impact

✔️ How decision-making speed and confidence factor into your pricing

✔️ Why measuring client engagement can predict long-term success

⏱️ Chapters

00:00 - Why Some Firms Charge More for CFO & CAS Services

00:30 - The Challenge of Measuring Invisible Value

01:12 - Typical Financial Metrics & Why They Aren’t Enough

02:00 - Decision Quality Score: Measuring Faster & Better Client Decisions

03:47 - Client Risk Mitigation Index: Proactively Preventing Financial Pitfalls

05:00 - Tying EBITDA Growth to Your Advisory Decisions

05:41 - Capital Allocation: Helping Clients Invest Smarter

06:26 - Client Engagement: A Leading Indicator of Value & Retention

07:28 - Why Qualitative Feedback Matters Just as Much as Financials

08:00 - Final Thoughts: Measuring Value to Build a More Profitable Firm

✅ Key Takeaways:

✔️ Clients should feel your impact in real-time, not just in financial reports.

✔️ Tracking decision-making speed can prove your strategic value.

✔️ Mitigating risk and improving forecasting are key value drivers.

✔️ Capital allocation is a core function of high-value CFO services.

✔️ Engaged clients = satisfied clients = long-term profitability.

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🚀 Rethinking Hiring in CAS: How to Build a Talent Pipeline | CAS Minute

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📢 The traditional hiring model for accounting firms is broken. Posting a job, filtering resumes, and hoping for the best doesn’t work when top talent is already employed. In this episode, we break down:

✔️ Why a reactive hiring approach is failing CAS firms

✔️ How to attract top talent through branding & messaging

✔️ Why adaptability is more important than accounting skills

✔️ How to build a recruiting pipeline instead of scrambling to hire

⏱️ Chapters

00:00 - Why Traditional Hiring in Accounting is Broken

00:19 - The Best CAS Talent is Already Employed—So What Now?

00:50 - The Power of a Hiring Pipeline vs. Reactive Recruiting

01:08 - Shrinking Talent Pool: Why Compensation Alone Won’t Fix It

02:27 - Recruiting Like Sales: Branding & Messaging to Attract Talent

03:12 - Skills That Matter Most: Adaptability Over Accounting Degrees

04:13 - Expanding the Talent Pool: Why Multidisciplinary Backgrounds Matter

05:28 - Compensation vs. Culture: What Younger Talent Actually Wants

06:09 - Always Be Recruiting: Why Hiring is an Ongoing Process

06:51 - Your Next Hire Might Not Be an Accountant—And That’s Okay

07:53 - How to Get Started: Building a Talent List on LinkedIn

✅ Key Takeaways:

✔️ Hiring reactively doesn’t work—build a recruiting pipeline instead.

✔️ The best CAS professionals prioritize adaptability & problem-solving over degrees.

✔️ Brand perception matters—top candidates want mission-driven firms.

✔️ Hiring should be a continuous process, not just when you need a role filled.

✔️ Your next great hire might not be an accountant—expand your search.

📢 How do you approach hiring in your firm? Comment below!

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Full Send | Accounting & Data

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🚀 How to Shift from Compliance to Advisory Services | CAS Minute

📢 Want to shift from compliance-based services to high-value advisory work? Many firms struggle with this transition, but it’s possible to build a seven-figure advisory practice by making the right moves. In this episode, we break down:

✔️ Why compliance services are low-margin & commoditized

✔️ The mindset shift required to move into advisory

✔️ How to position advisory services to your existing clients

✔️ Step-by-step actions to start offering advisory today

⏱️ Chapters

00:00 - Introduction: Why I Built an Advisory-Only Firm

00:26 - Why Transition from Compliance to Advisory?

01:07 - The Key Mindset Shift: From Service Provider to Strategic Partner

02:19 - What is Advisory? A Simple Definition

03:37 - Shifting from Reports to Results: The Core of Advisory Work

04:37 - How to Introduce Advisory to Compliance-Only Clients

05:09 - Identifying Pain Points & Communicating Value

06:08 - Framing the Gap Between Current & Ideal Client Outcomes

06:49 - How to Package & Sell Advisory Services

07:17 - You Don’t Have to Overhaul Everything—Start Small

07:35 - Pilot Testing Advisory with 5-10 Clients

08:26 - Using Tech Tools to Streamline Advisory Work

09:12 - Final Thoughts: The Path to Becoming an Advisory-First Firm

✅ Key Takeaways:

✔️ Advisory is about driving results—helping clients make better financial decisions.

✔️ The shift starts with mindset & positioning, not just new service offerings.

✔️ Use existing client pain points to frame advisory as a natural next step.

✔️ Start with a pilot group of clients—test pricing, messaging, & delivery.

✔️ Leverage automation & tech tools to make advisory work more profitable.

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
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🚀 Personal vs. Business Brand: Where Should You Focus?

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📢 Should you focus on building a personal brand or a business brand? Many CAS firm owners struggle with balancing both. In this episode, we break down:
✔️ The role of personal branding in growing your firm
✔️ Why your business brand must stand on its own
✔️ How to balance content creation while running a firm
✔️ Practical steps to build brand equity & attract clients

⏱️ Chapters
00:00 - Introduction: Balancing Content & Running a CAS Firm
00:20 - Personal Brand vs. Business Brand: Where Should You Focus?
00:44 - How a Strong Personal Brand Helps Grow Your Business
01:21 - Why Your Business Brand Must Eventually Stand on Its Own
02:11 - Building Trust & Brand Equity Beyond the Founder
03:06 - How Personal & Business Brands Differ in Strategy
04:30 - Why Brand Independence Matters for Scaling & Selling Your Firm
05:11 - How to Make Time for Content Creation as a Busy Firm Owner
06:21 - The Role of LinkedIn, Podcasts, & SEO in Business Branding
07:30 - Batch Processing Content for Maximum Efficiency
08:44 - Final Thoughts: How to Start Building Your Brand in 2025

✅ Key Takeaways:
✔️ Early-stage firms rely on personal branding—clients trust the founder first.
✔️ A business brand must stand independently for long-term growth & scalability.
✔️ Content creation is key for marketing—but it must be systematized.
✔️ Pick two content channels & commit to one high-impact post per week.
✔️ Branding momentum comes from consistency, not just likes & views.

📢 Which do you prioritize more: your personal brand or business brand? Comment below!

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Full Send | Accounting & Data

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💼 How to Handle Sales Rejection in Client Advisory Services (CAS)

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📢 Struggling with sales rejections in your CAS firm? Every advisory professional faces rejection, but the key is knowing how to handle it strategically. In this episode, we break down:

✔️ The most common sales objections CAS firms face
✔️ How to position value over price in advisory services
✔️ Follow-up strategies that turn lost deals into future clients

⏱️ Chapters

00:00 - Introduction: Rejection in Client Advisory Services (CAS)
00:14 - Why Sales Rejection is Normal in CAS
00:35 - Common Objections CAS Firms Face
01:26 - Price Sensitivity vs. Value Perception
02:52 - Handling “We’ll Do It In-House” Objections
04:10 - What to Do If a Prospect Ghosts You
05:45 - Building an Effective CAS Follow-Up Cadence
07:22 - Tracking & Learning from Sales Rejections
08:30 - Final Thoughts: Turning Rejections into CAS Growth

✅ Key Takeaways for CAS Firms:
✔️ Rejection is part of the CAS sales process—don’t take it personally.
✔️ Shift the conversation from cost to value—CAS is an investment, not an expense.
✔️ Create a structured follow-up plan—lost deals today can become clients tomorrow.
✔️ Track why prospects say no—refine your positioning & messaging.
✔️ Maintain a strong pipeline—successful CAS firms focus on long-term relationships.

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#accounting #accountingfirm #cas

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
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On today’s episode of CAS Minute, we’re talking about the questions that actually move CAS deals forward. These aren’t surface-level, checkbox questions—they’re designed to uncover deeper needs, understand client expectations, and frame your services as the best solution. Whether you struggle with getting prospects to open up or you want to refine your discovery process, these questions will transform your sales conversations.

Key Takeaways:

 • Why asking great questions is the key to closing CAS deals.
 • The essential questions to ask in every sales conversation.
 • How to guide prospects toward realizing they need your firm.
 • How to use discovery questions to frame your proposal effectively.

⏳ Chapters & Timestamps
 • 00:00:00 - Introduction
 • 00:00:12 - Why Questions Matter More Than Your Pitch
 • 00:01:14 - How to Differentiate Your Firm with Strategic Questions
 • 00:02:39 - Key Questions to Uncover Client Needs
 • 00:04:05 - Positioning Yourself as a Strategic Partner
 • 00:05:31 - Crafting Proposals Based on Client Insights
 • 00:06:14 - Becoming a High-Performing Sales Professional

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
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On today’s episode of CAS Minute, we’re diving into the world of virtual CFO services. Unlike traditional bookkeeping or compliance work, virtual CFOs focus on solving strategic financial problems. We’ll explore what this role looks like, how to deliver it effectively, and whether it makes sense for your firm to add it as a service.

Key Takeaways:

• What a fractional CFO actually does (and what they don’t do).

• How fractional CFO services differ from standard advisory services.

• The key benefits for businesses that hire a fractional CFO.

• How to determine if offering fractional CFO services is right for your firm.

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
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YouTube: Full Send - Accounting & Data
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On today’s episode of CAS Minute, we’re diving into workflow systems for CAS firms. We’ll cover why workflow is more than just task management, what features to prioritize, and the pros and cons of leading tools like Financial Cents, Karbon, Canopy, and mainstream project management software. If you’re looking for a scalable, efficient way to manage client work and quality control, this episode is for you.

Key Takeaways:

• Why workflow is more than just a task list.

• The must-have features in a CAS workflow system.

• A comparison of leading workflow tools.

• How to ensure quality control and scalability.

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
X: @FullSendCPA
YouTube: Full Send - Accounting & Data
Data Podcast: Data Fuel

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On today’s episode of CAS Minute, we’re taking a tongue-in-cheek look at the advice to “niche down.” While niching can bring clarity and focus, it also comes with challenges: smaller markets, limited scalability, and the risk of following trends too closely. We’ll cover the pitfalls of extreme niching, how to determine the right level of focus, and why staying broad might be the smarter play for your CAS firm.

Key Takeaways:

• Why niching isn’t always the right strategy for scaling.
• The risks of over-specializing and chasing trends.
• When niching makes sense (and when it doesn’t).
• How to balance a broad audience with a clear message.

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
X: @FullSendCPA
YouTube: Full Send - Accounting & Data
Data Podcast: Data Fuel