Ten-field CAM scorecard for fractional CFOs
Fractional CFO firms can score ten facts before outreach.
Use facts your CFO team knows. Then ask for missing file facts. A score must not claim an overcharge.
See more accounting firm guides. Then set the score.
AFP links finance partnering with planning and client decisions. Your score should support the next decision.
Score ten client facts
Give each field zero, one, or two points. Keep the rules simple.
| Field | Zero | One | Two |
|---|---|---|---|
| Leased sites | None | One | Several |
| CAM bill | None known | Estimate only | Statement ready |
| Bill change | Unknown | Small change | Needs an answer |
| Statement date | Unknown | Expected | Received |
| Lease file | Missing | Partial | Complete |
| Review rights | Unknown | Needs review | Cited in file |
| Decision owner | Unknown | Indirect | Direct access |
| Client consent | Missing | Not asked | Confirmed |
| File owner | Unknown | Shared | Named |
| Next decision | None | Later | Current |
This scorecard is an original framework. It is not a benchmark.
Use three action bands
Do not turn points into false proof. Use them to sort work.
| Band | Next action |
|---|---|
| Low | Log the client and stop |
| Middle | Ask one client question |
| High | Run a file readiness check |
Check the fractional CFO growth pillar. Compare this score with the firm's other growth choices.
Your firm should set band limits. Test them against real files. Change them when they route poor fits.
Add hard stops
Points do not override risk. Stop outreach when:
- The client has not given consent.
- The signed lease is missing.
- An active legal dispute exists.
- Your firm's role is unclear.
- The client cannot name a decision owner.
The Upgrow guide begins with fit criteria. It does not provide CAM evidence. Your hard stops add that limit.
Ask one clear question
Keep the first call short. Do not lead with savings.
Try this:
We track your lease costs. Did you get this year's CAM statement?
If yes, ask for the file. If no, set a reminder. Send rights questions to counsel.
A CFO client guide favors clear goals. Link each CAM question to one choice.
Walk two examples
These made-up cases show the score. They predict no findings.
Client A leases four sites. It has all statements. Its leases are ready. The CFO knows the owner.
That client gets a file check. The score only starts the call.
Client B has one site. No statement exists. The lease file is missing.
That client gets no pitch. The team logs a file need.
Hold one account owner review
Start with people who know the client book. Give each account owner the same scorecard.
Ask for facts, not guesses. Use the CRM, lease list, and client notes already held.
Each row needs these names:
- Client owner
- CFO reviewer
- Client decision maker
- File request owner
One person may fill two roles. Still record both jobs. This makes the next action clear.
Do not score a client from revenue alone. A large account can still have a weak file.
Review the fractional CFO page before the client call. It shows the firm-led client path.
Add a client permission gate
A good score does not grant file access. The client must approve the review path.
Use a short question:
We can check your CAM statement against the signed lease. Would you like us to review the file set?
Do not promise an error or savings. State the scope and needed files. Let the client choose.
If the client says no, log that choice. Set a later date only if the client wants one.
If the client says yes, send one file list. Ask for the signed lease, changes, statement, and held backup.
Use the document request SOP after that approval. A score does not replace client permission.
If the firm adds this offer, use the service line guide. Set owners before promising client work.
Turn scores into a work queue
Keep the score and the file state apart.
Use these queue fields:
| Field | What it shows |
|---|---|
| Fit score | Client facts |
| Client choice | Yes, no, or later |
| File state | Ready or missing proof |
| Work owner | Named staff member |
| CFO signer | Final reviewer |
| Next action | One clear step |
A high score with no lease stays on hold. A middle score with strong files may deserve a client question.
Apply the quality control rubric before marking a row ready.
Add the partner signoff sheet after CFO approval.
Review held rows once each month. Remove rows that no longer fit. Do not let an old score become false proof.
Check the score rules
The firm should test its own scorecard. Pick a few known clients. Have two people score them alone.
Compare the answers. Find fields with unclear rules. Rewrite those rules before outreach.
Do not change the score to force a sales list. The score exists to sort work. It does not prove demand.
Save the score date and owner. Review the score when the lease list changes.
Track why two people scored a field in different ways. The issue may be a bad rule. It may also be missing client data.
Fix the rule before the next account review. Ask for the data only when the client agrees.
Keep one old score for change history. Do not erase the facts behind a new score.
When a row reaches client readout, apply the source cite rules. Then use the review-and-sign model. The score sorts work. The CFO still owns the client answer.
Where CAMAudit fits
Start CAMAudit after a scored client clears each hard stop.
Fractional CFO firms get client approval first.
Upload the lease and statement. CAMAudit flags review items.
Each item cites its source line. Fixed rules check the math.
CAMAudit builds the branded CAM audit. Your CFO uses a review-and-sign step.
A dispute letter draft may follow. It is for your review.
It is not legal advice. Have counsel review before sending.
Use the score
Package qualified work with the offer stack. Keep it active with the retention calendar.