Let's Talk Business, Not Just Tax.
Accountants Minute 406
For too long, many SMEs have viewed their accountants as “just the tax person.” At ESS BIZTOOLS, we set out to change that perception.
When developing our product packages, we focused on helping accountants, bookkeepers, and advisors expand their service offering to include financial, commercial, and management accounting advisory services. A key part of this transformation is the SME Needs Analysis – a powerful diagnostic tool originally created by the Financial Management Research Centre (FMRC) at the University of New England.
This tool is your gateway to deeper conversations with clients. It gives you practical prompts and structured discussion points to explore the real challenges SME owners face – and to position yourself as the solution.
Start with Business Plus
The advisory journey begins with Business Plus – monthly client newsletter, developed by ESS BIZTOOLS, that showcases relevant, practical business content tailored to SMEs. Each edition includes a briefing video and conversation suggestions to help you match articles to clients’ needs.
Here’s the strategy:
1️⃣ Send the latest Business Plus to your clients.
2️⃣ Identify who would benefit from specific articles.
3️⃣ Follow up with a personalised call or visit.
4️⃣ Use the SME Needs Analysis to guide a broader, advisory-led discussion.
This approach positions you as a trusted advisor – not just a compliance provider.
What’s in the SME Needs Analysis?
The SME Needs Analysis covers key areas that often go unaddressed in traditional accounting conversations, including:
Current Business Performance: Financial metrics, productivity, benchmarking, and stock control.
Cash Flow & Debtors Management: Is your client actively managing cash or just reacting to problems?
Business Planning: Does your client have a plan for the future – and is it financially modelled?
Predictive Accounting Reports: Budgets, forecasts, R&D, capital expenditure, projected balance sheets.
Future Planning: Innovation readiness, funding options, and capital raising strategies.
Risk & Succession Planning: Asset protection, PPSR awareness, succession strategies.
Wealth Creation & Exit Strategy: Are your clients thinking long-term?
52-Week Business Enhancement System: A powerful tool to track weekly performance and empower leadership teams with up-to-date business insights.
You’ll be surprised how many SMEs are unaware that you can provide this level of support – but they’re more than willing to engage once you show them how.
Why It Matters Now
The accounting industry is undergoing major shifts – automation, pricing pressures and client expectations are redefining your role.
Your SME clients are facing real-world pressures: high interest rates, supply chain stress, labour shortages and more. They need proactive, hands-on guidance. And you’re in the best position to provide it.
Let’s help you lead the conversation.
The SME Needs Analysis combined with Business Plus gives you the tools, structure, and confidence to offer high-impact advisory services – the kind your clients didn’t know they needed but won’t want to live without.
Want to see how this system can work in your firm? We invite you to download your complimentary copy of the SME Needs Analysis and try it for yourselves.
DOWNLOAD SME NEEDS ANALYSIS HERE
Want to know more?
Contact us today to explore how ESS BIZTOOLS can help you deliver advisory services that make a real difference.
Visit our website – www.essbiztools.com.au – to discover the detailed overview of the services provided by ESS BIZTOOLS. You are also welcome to contact us on 0418 190 181 or email .
Free Webinar – Scaling Up SME Success
📅 Wednesday 28 May 2025
🕚 11:00 AM AEST
💻 Live and Complimentary
Take your advisory services to the next level and help your SME clients scale up with confidence. This webinar will explore how to deliver high-impact solutions including:
✅ virtual CFO services
✅ capital raising strategies
✅ succession planning
✅ R&D support
✅ corporate governance guidance
Learn how to position your firm as the strategic partner SMEs need for growth, funding, and long-term success. If you're ready to move beyond compliance and into premium advisory, this webinar is your launchpad.
ESS BIZTOOLS Podcast
In this episode of the Accountants Minute Podcast, Peter Towers dives into why so many Australian businesses struggle to scale – and how accountants and advisors play a pivotal role in building the right foundations. From strengthening internal systems and cash flow forecasting to debtors management, supplier negotiations, and business planning, Peter unpacks practical ways professionals can guide SME clients toward sustainable growth.
CLICK HERE TO LISTEN TO OUR PODCAST
Listen to more Accountants Minute Podcast episodes here
Want to know more?
Visit www.essbiztools.com.au.
If you would like to have a discussion about how this concept of virtual CFO services can be supplied by Australian accounting firms please ring our Managing Director, Peter Towers, on 0418 190 181 and we will arrange a complimentary 45-minute Zoom meeting to discuss your firm’s position and to give you our advice.
We believe that this is the blueprint for the delivery of an enhanced range of services by Australian Accounting and Bookkeeping firms to assist SME businesses to add value to their businesses and to assist accountants and bookkeepers not only to attract but to retain outstanding talent who want to be involved in the delivery of “real accounting services”.
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