Accounting firms are in a prime position to expand beyond traditional services and offer valuable business advisory support. Many businesses actively seek this guidance but may not realise their accountant is ideally placed to provide it. With comprehensive financial data at your fingertips, your firm can offer strategic guidance that goes well beyond compliance and transactional work. If your firm is considering launching business advisory services, here’s how to get that process happening.

Your Trusted Advisor Advantage

As an accountant, you already hold all the essential financial information that drives effective business advisory services. Whether engaging with existing clients or attracting new ones, it’s essential to communicate that your firm isn’t just about crunching numbers. Instead, you offer an added bonus: strategic business advice that leverages your deep financial expertise to support clients in making better business decisions.

Why Business Advisory?

There is a clear and growing demand for advisory services. Clients are increasingly seeking support in strategic planning, risk management, and performance optimisation. However, many businesses don’t consider their accountant to be a provider of these services, often assuming they must look elsewhere for such expertise. You can tap into this significant market opportunity by positioning your firm as a one-stop solution for both financial management and strategic advisory.

Crafting Your Actionable Plan

Building a robust business advisory service within your accounting firm requires a clear, actionable strategy. Here’s a step-by-step guide to get you started:

1: Assess Your Current Landscape

• Analyse Your Service Mix: Identify areas where traditional revenue streams are underperforming and where advisory services could add significant value.
• Engage with Clients: Conduct surveys, host discussions, or gather direct feedback to understand your clients’ strategic challenges.

2: Define Your Value Proposition

• Clarify Your Offerings: Decide which advisory services you can provide, such as strategic planning, financial performance reviews, and/or risk management.
• Highlight Your Advantage: Emphasise that your firm’s in-depth financial knowledge and existing client data uniquely position you to offer superior advisory services.

3: Build the Right Infrastructure

• Invest in Technology: Ensure your IT systems and analytics capabilities are robust enough to support data-driven decision-making.
• Develop Standardised Processes: Create frameworks and methodologies that make the delivery of advisory services consistent and scalable.

4: Assemble a Skilled Team

• Upskill Your Staff: Provide training to enhance your team’s capabilities in strategic advisory.
• Recruit Specialist Talent: To complement your accounting expertise, consider hiring professionals with backgrounds in business strategy or management consulting.

5: Develop a Detailed Roadmap

• Set Clear Milestones: Break your plan into actionable steps with defined timelines.
• Allocate Resources: Determine the necessary budget, tools, and personnel required to launch and sustain your new service offerings.

6: Engage and Communicate

• Market Your Services: Clearly communicate to your clients that your firm is more than just a numbers provider. Your advisory services deliver strategic insights that add considerable value.
• Foster Client Relationships: Build deeper connections by involving clients in the development process and regularly seeking their feedback.

7: Measure and Refine

• Establish Performance Metrics: Define key performance indicators to track the success and profitability of your advisory services.
• Review Regularly: Continuously assess and refine your approach based on client feedback and evolving market conditions.

The opportunity is clear: while businesses actively seek advisory services, many do not realise that their accountant is ideally positioned to provide them. By developing a comprehensive, actionable plan, your firm can seize this opportunity, secure new revenue streams, and build lasting client relationships. Now is the time to take proactive steps and ensure your accounting firm remains at the forefront of business advisory innovation.

Get Started with Confidence

Mark’s blueprint for launching business advisory services is designed specifically for accounting firms. Contact Mark to book a complimentary 45-minute, no-obligation online Business Advisory Readiness Assessment to find out where your firm is today and what you need to do to achieve business advisory success in the future.