In CAS, winning the client is just the first step—success depends on what happens next.

It's Not Just the Numbers
With Penny Breslin and Damien Greathead
For CPA Trendlines

For many accounting firm owners, winning a new client is a victory. But according to It’s Not Just the Numbers podcast hosts Penny Breslin and Damien Greathead, that’s only the beginning. The real success lies in what happens next: the onboarding process.

“Too many firms have no clue what actually happens when a client walks in the door,” says Breslin. “They’ve sold the service, but they haven’t defined the first experience their client will have—or the role their team will play in delivering it.”