Why Client Advisory Services are accounting’s next gold rush

Client Advisory Services are reshaping public accounting, says Deneen Dias, co-founder and CRO of InfiniteTies. She's helped countless firms make the leap from traditional compliance work to full-scale advisory services. With Client Advisory Services (CAS) becoming one of the fastest-growing areas in public accounting, she knows what it takes to build a practice that's both profitable and sustainable.

Here, Dias shares her take on the foundational building blocks, how to spot the right clients and what smaller firms can do to deliver advisory without burning out their teams.

—Interview by Janet Berry-Johnson, edited by Bianca Prieto

Many accountants want to move into advisory services but don’t know where to start. What foundational elements need to be in place before building a successful client advisory practice?

AI is reshaping accounting by automating routine work and freeing accountants to deliver higher-value insights. To succeed in advisory, firms should treat Client Advisory Services as a new business line and develop a business plan around the Four P’s in CAS: People, Process, Platform and Pricing.

How can accountants identify which of their current clients are ready for a deeper relationship beyond compliance?

Firms should identify clients that are consistently growing—typically in the $2 million to $10 million in revenue range—because these businesses often outgrow basic bookkeeping and face complex challenges. These clients are experiencing pain points where advisory services can deliver real value, making them prime candidates for deeper relationships beyond compliance.  

What are some of the biggest mistakes you see accounting firms make when launching a CAS offering, and how can they avoid them?

A common mistake is saying “yes” to the wrong clients and undervaluing CAS services. Firms MUST do a client assessment, then price based on value and build confidence in your team's advisory conversations. Most business owners crave strategic guidance and are willing to pay for it when firms position the service clearly. 

How can smaller firms structure their teams to deliver advisory services consistently without overwhelming their existing staff?

Smaller firms no longer need to grow only at the rate of people—they can grow at the rate of technology. By implementing a seamless, integrated cloud tech stack, firms can automate manual, time-consuming tasks. This frees up staff capacity, allowing talent to focus on higher-value activities like reviewing data and advising clients consistently.  

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The Net Gains is curated and written by Janet Berry-Johnson and edited by Bianca Prieto.