Accounting Influencers Roundtable


Hitendra Patil

Selling Client Accounting Services with Hitendra Patil

An interview with Hitendra Patil on how accountants can position and sell additional client accounting services or CAS.

Episode 38. In today’s interview, “BONUS: “Selling Client Accounting Services with Hitendra Patil.”

Hitendra is the author of The Definitive Success Guide to Client Accounting Services (CAS). His previous best-seller book, Accountaneur: The Entrepreneurial Accountant, has been bought by accountants in 12 countries across 4 continents. He has been named one of the Top 100 Most Influential People in Accounting from 2017 to 2019. He has also been among the Top 10 Accounting Influencers to Follow on Social Media and Top 100 Accounting Social Media Leaderboard. He is a regularly published author on many of the leading publications in the accounting profession in the United States. Key takeaways from this episode include:

★ how accountants and firms are coping with the global pandemic and how specifically they have been affected

★ why accounting is not so much a knowledge or service business, but actually an ‘impact’ business

★ what most people think when they heard the word ‘accountant’

★ what the most successful accountants are doing that the less successful ones don’t

★ why accountants should think like business owners and entrepreneurs if they want to differentiate themselves

★ the role of CAS or Client Accounting Services to the revenue and value add of accounting firms

★ how client accounting services are actually more than mere advisory services

★ the critical reason why client accounting services are the future for profitable and successful accounting firms

★ findings from the largest ever accounting survey with decision makers in accounting firms

★ the optimum number of services an accounting firm should be offering their clients

★ why offering more products and services to your accounting firm doesn’t necessarily mean employing more staff

★ what Accountants World do for their accounting firm clients

★ what’s coming up for the accounting world in the area of technology

★ refuting the notion that more technology will spell the end of the regular accountant

★ ‘Why Your Child Will Not Be An Accountant’ – one of the most widely read articles in the profession’

★ what accountants need to do to ride the automation and technology wave, and stay relevant in a competitive world

★ the most important asset owned by an accountants and how to make the most of it for career and business success.

Hitendra is the Director of Customer Success at AccountantsWorld, a leading provider of cloud-based solutions for accountants, offering a complete, integrated suite of innovative accounting, payroll, and practice management solutions. He helps accountants become more successful by leveraging software solutions more powerfully and advancing the company’s leadership in cloud solutions for accountants. Before AccountantsWorld, he has worked in the technology and technology-enabled services industry for nearly 20 years, working across multiple industry sectors such as capital markets, hedge funds, manufacturing, accounting, payroll, tax, and advisory services.. Contact him here:

Website and blog

Hitendra on LinkedIn

Useful Links:

Why Your Child Won’t Be An Accountant

Book: The Definitive Success Guide to Client Accounting Services (CAS)


The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus ‘from the client’s perspective’ episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week’s episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical ‘here’s what works’ tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show’s 20,000 unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.

AIR Admin