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Do you bend your service model for special clients? In this CAS Minute episode, Roman Villard unpacks the delicate balance between scalable services and strategic client customization. Learn how to spot valuable custom work, when it becomes scope creep, and how to build a smart R&D loop inside your firm.

⏱️ Chapters

00:00 – Intro: Should You Break Your Model for the Right Client?

00:20 – Customization vs. Scope Creep: Defining the Risk

01:11 – Scalability vs. Relationship: Designing Strategic Custom Services

02:27 – How to Evaluate a Custom Request (Impact + Reuse Potential)

05:13 – Avoid Hero Work: Don’t Let Customization Rely on One Person

06:02 – Train Teams on Saying “No” and Redirecting Wisely

✅ Key Takeaways

• Design for Customization: Don’t avoid it—plan for it. Productize what gets repeated.
• R&D Loop: Use special requests to test scalable offerings.
• Say Yes Selectively: If it strengthens the relationship or creates future leverage.
• Structure the Exceptions: Build scope, pricing, and team training around custom work.
• Consistency is Culture: Ad hoc treatment of clients erodes internal clarity.

📢 Want to grow your CAS firm without drowning in one-off requests?

Learn how to intelligently build for both scale and strategic value — and set your firm apart.

🔔 Subscribe for more episodes of CAS Minute every week.

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Full Send | Accounting & Data

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

Got a question? Text me!

Is your team still treating the month-end close like the ultimate deliverable? In this episode of CAS Minute, Roman Villard explains why obsessing over a perfect monthly close might be holding your firm—and your clients—back. Learn how to shift your mindset from static reports to continuous insights and unlock the power of real-time decision-making.

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⏱️ Chapters

00:00 – Intro: Why the Month-End Close Might Be a Distraction

00:45 – Clients Don’t Care About the Close, They Care About the Data

01:30 – When Is “Good Enough” Actually Better Than Perfect?

03:30 – Replace Close Mindset with a Rolling, Real-Time Mentality

05:00 – Train Clients to Expect Data-Driven Insights, Not Static Reports

06:15 – Best Firms Aren’t Faster Closers — They’re Real-Time Advisors

07:30 – Reimagining the Month-End Close for Modern CAS Firms

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✅ Key Takeaways:

• The close is a compliance tool — not a decision-making tool.
• Most clients don’t care about “reconciled to the penny” reports; they care about cash flow, payroll, and clarity.
• A static close delays insights and forces your team into reactive cycles.
• Shift to a rolling close mindset supported by daily/weekly processes and real-time dashboards.
• Train clients to expect actionable, continuous data — not just a monthly PDF.

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📢 Want to build a modern CAS firm that thrives in real time?

Ditch the month-end perfection obsession and focus on operational outcomes, rolling workflows, and client-facing insights that matter most.

🔔 Subscribe and turn on notifications for more CAS Minute episodes each week.

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Full Send | Accounting & Data

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

Got a question? Text me!

On today’s episode of CAS Minute, we dive into the future of Client Advisory Services (CAS)—what’s broken, what’s evolving, and what you should be building today to thrive tomorrow. With recurring revenue growth, increasing client expectations, AI’s role in workflow, and the ongoing identity crisis of CAS itself, it’s clear that firms can no longer operate on autopilot.

We explore the major shifts redefining CAS over the next 3–5 years, and how to think like a founder in a world where your firm could be upended in 30 days. From verticalization to data plumbing, this episode unpacks what top firms are doing—and what most are missing.

⏱️ Episode Highlights:

• [00:01:18] The definition dilemma: CAS ≠ just fractional CFO or bookkeeping
• [00:04:23] Near real-time accounting, continuous close, and exception-based workflows
• [00:07:04] Why verticalization and niche CFO pods are the moat of the future
• [00:08:55] Subscription models are not optional—they’re the expectation
• [00:12:41] Systems > tools. The rise of data integration, templates, and governance
• [00:14:19] The shift from humans + automation to humans + agents
• [00:15:46] Is your firm providing assurance? The sleeper trend to watch
• [00:17:30] CAS splits into two paths: commodity CAS vs. operator CAS
• [00:24:48] CAS is broken as a term—what should we even call this work?

💡 “Either you’re advisory, or you’re not. It’s not something you tack on.”

Want to be a guest in 2026?

Roman is looking to bring more voices into the conversation. If you’re building something interesting or have strong opinions on where the industry is going, reach out.

Thanks for listening! Come Say Hi 👋

Full Send | Accounting & Data

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

Got a question? Text me!

In today’s episode of CAS Minute, we flip the traditional sales script and explore a powerful — and counterintuitive — technique: selling against your firm. Roman shares how being upfront about when you’re not the best fit can create trust, filter the right clients, and even lead to stronger long-term relationships (and referrals).

Whether you’re walking prospects through pricing, positioning your service, or helping them evaluate alternatives, this episode offers a masterclass in values-driven, trust-first sales.

You’ll learn:

• Why honesty is your most effective sales tool
• How to educate prospects who don’t know what they need
• When to recommend cheaper, lower-touch solutions — and why that works
• How selling against yourself filters the right clients in
• Why “not now” can turn into “definitely later”

This episode is especially valuable for firm owners, CAS professionals, and advisors who are building high-trust client relationships at scale.

Thanks for listening! Come Say Hi 👋

Full Send | Accounting & Data

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

Got a question? Text me!

🎓 The Future of Accounting: AI, Entry-Level Roles & Entrepreneur Advice

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What’s the future of accounting in the age of AI—and what should the next generation be learning now? In this episode of CAS Minute, Roman Villard recaps a live Q&A with DePaul University students. From staying ahead of AI trends without a tech background to rethinking the entry-level accounting role, this episode breaks down what firm owners, students, and future entrepreneurs need to know.

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⏱️ Chapters

01:01 – How to Stay Ahead of AI Trends Without a Tech Background

04:31 – When to Make the Jump into Entrepreneurship

05:18 – How to Become a Better Communicator

07:28 – Do You Need to “Make Manager” Before Leaving Public Accounting?

09:23 – Will AI Make People Lazy… or Superhuman?

10:22 – The Future of Entry-Level Accounting Roles

11:46 – Why Context (Not Just Credits) Will Define the New Generation

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✅ Key Takeaways:

• You don’t need a tech background to lead in AI.
• Entrepreneurship doesn’t require 15 years of prep.
• Communication is a skill—practice makes progress.
• The “Make Manager” myth is outdated.
• AI can amplify your value or replace your thinking.
• Entry-level roles are evolving fast.

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📢 Want to prepare your firm—or your students—for the future of accounting?

🙋‍♂️ Interested in speaking to students or getting connected with the next generation of accountants? Roman is happy to help—reach out directly.

Thanks for listening! Come Say Hi 👋

Full Send | Accounting & Data

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

Got a question? Text me!

📉 What If AI Does Take Our Jobs? | CAS Minute

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What if the doomsday scenario isn’t robots stealing your job, but you failing to adapt? In this episode of CAS Minute, Roman Villard explores the uncomfortable but urgent question: What if AI really does make us irrelevant? Learn how to reposition your firm, reframe your mindset, and future-proof your CAS practice by building deeper advisory services, operational intimacy, and AI literacy—before it’s too late.

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⏱️ Chapters

01:26 – If Your Value Prop Is Reconciliation, You’ve Already Lost

03:36 – What AI Can’t Replace: Strategy, Empathy, Context

05:44 – Advisory? Yes — But That’s Just the Starting Point

07:38 – Building Operational Intimacy with Clients

09:09 – AI Literacy Will Be the New Excel

10:33 – “AI Makes Smart People Smarter” – Use It to Strengthen Your Thinking

11:46 – Invitation: Let’s Talk More – Meet at Intuit Connect & Digital CPA

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✅ Key Takeaways:

• AI isn’t the threat — complacency is.
  • If your value is in rote, repeatable tasks, the clock is ticking.
• Future-proof by going deeper.
  • Strategy, empathy, ambiguity—these are human advantages AI can’t replicate (yet).
• Specialize and niche down.
  • Create high-context relationships AI can’t commoditize.
• Operational intimacy matters.
  • Don’t just manage client books—understand their whole system.
• AI literacy is the new Excel.
  • Learn to prompt, architect, and integrate AI into your workflows.

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📢 Want to future-proof your CAS firm?

Start by repositioning your services, retraining your team, and rebuilding trust through relevance — not rote tasks.

Thanks for listening! Come Say Hi 👋

Full Send | Accounting & Data

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

Got a question? Text me!

🎙️ Why You Should Join an Accounting Advisory Council

📌 Thinking of getting more involved in shaping the future of accounting tech? In this episode, Roman Villard shares his journey into advisory councils—what they are, why they matter, and how accountants like you can get involved.

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⏱️ Chapters

00:24 – What Are Advisory Boards & Why Do They Exist?

01:58 – From Vendor to Partner: Changing Your Mindset

02:45 – How to Get on a Council: Conferences, Relationships & Visibility

03:43 – The Application & Interview Process Explained

04:26 – Why Join? Impact, Influence & Building Better Tools

05:59 – The Hidden Benefit: Peer Relationships with Other Firm Owners

06:38 – How to Inquire & Get Started with a Council

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✅ What You’ll Learn:

• How advisory councils help shape accounting products and policy
• Tips to transition from viewing vendors as sellers to long-term partners
• Where and how to apply for council roles (including interview tips)
• Why joining a council creates a powerful peer network with other firm owners
• How visibility, feedback, and relationships can open doors

Thanks for listening! Come Say Hi 👋

Full Send | Accounting & Data

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

Got a question? Text me!

“Fractional CFO” is trending—but what does it really mean? In this CAS Minute, Roman Villard calls out the growing misuse of the title and lays out the clear differences between bookkeeping, controller work, and true CFO strategy. If you’re spending 90% of your time in QuickBooks, this one’s for you.

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⏱️ Chapters

00:39 – Most “Fractional CFOs” Are Doing Bookkeeping + Reporting

01:51 – Chart of Accounts ≠ Strategy

02:30 – What True CFOs Actually Do

04:20 – Client Expectations vs. Reality: Controller ≠ CFO

05:01 – The CFO’s Role: Driving Action from Data

05:43 – CFOs Are Architects of Scale, Not Passive Participants

06:52 – Earning the CFO Title Through Strategic Influence

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✅ Key Takeaways:

• CFO is not a marketing title—it’s a strategic role earned through influence and impact.
• If you’re not driving strategy, pricing, margin analysis, or revenue forecasting, you’re not acting as a true CFO.
• Cleaning up books and producing reports is critical—but it’s not CFO-level work.
• Client expectations matter: Mislabeling services leads to confusion and missed opportunities.
• The CFO sits in the boardroom, not just in the back office.

Thanks for listening! Come Say Hi 👋

Full Send | Accounting & Data

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