Many firms jump straight to software when they decide to offer business advisory services. It’s an easy trap to fall into. But without a clear plan, the right people, and a solid service model, the tech won’t deliver what you’re hoping for. Software supports advisory, but it doesn’t start it. You need a business advisory strategy.

Start With Strategy, Not Software

Business advisory is about relationships, insight, and trust. Before choosing tools or platforms, accounting firms must clearly define:

• Their value proposition: What specific advisory services will you offer?
• Target clients: Who will benefit most from your insights?
• Engagement: How will you engage clients and motivate them to want your business advisory services?
• Delivery cost: What is the cost of delivering your advisory services?
• Pricing and scope: How will you price your services and set client expectations?
• Delivery model: Will you advise in person, virtually, or through hybrid engagements?

These six foundational decisions determine the structure of your advisory service. Without clarity here, software won’t fix inefficiencies; it may even amplify them.

The Real First Step: Client Discovery and Internal Alignment

Your initial investment should be in understanding your clients’ needs and aligning your internal team around the goals of the advisory service. Talk to your clients. Learn their pain points. Identify where your firm can offer true value beyond compliance work. Then, ensure your team is trained and ready to deliver on that promise.

Then and Only Then Choose the Right Tools

Once your advisory offering is defined, the right software can support efficient delivery, enhance communication, and help scale your efforts. Look for tools that fit your strategy, not the other way around.

• Engagement tools to find out what is important in the mind of the client
• Forecasting tools for financial modelling
• CRM platforms for managing client relationships
• Board of advice tools for consistent delivery
• Dashboards for presenting KPIs and insights

But remember, these tools are enablers, not drivers.

Software is a means, not the mission. Advisory success depends on your ability to ask the right questions, build deep client relationships, and provide strategic insights that make a difference. Start with your people and your purpose; the platforms can follow later. Work on your business advisory strategy and create a plan to take you through each phase.

Do you want to build advisory skills that go beyond the software?
The Young Guns Workshop is designed for emerging leaders in accounting firms who want to lead with strategy, not just tools. Join us to gain practical advisory skills, boost your confidence, and connect with like-minded peers who are shaping the future of the profession. View the program and register here. Early bird pricing is available until 26 September 2025.