Start Advisory Services Without Changing Your Firm
Accountants Minute 448
Advisory services don’t happen by accident.
They are built — step by step — through planning, training, and a clear understanding of what your clients actually need.
But here’s the key message many firms overlook:
Start Small. Start Smart.
The most effective way to begin is simple:
✅ Select 1 or 2 clients
✅ Introduce structured advisory conversations
✅ Build confidence, capability, and results
This is not about rolling out a new service to your entire client base overnight.
It’s about starting small and scaling up with confidence.
Go Deeper With Your Clients
To deliver real advisory value, you need to move beyond surface-level knowledge.
You need “an inch wide and a mile deep” understanding of your client’s business:
✅ How they generate revenue
✅ Where profit is gained or lost
✅ Their operational pressures
✅ Their personal and financial goals
This deeper insight is what transforms you from a compliance provider into a Key Strategic Partner.
The Reality — And The Opportunity
Right now, SMEs are under pressure.
❗ Rising interest rates
❗ Increasing operating costs
❗ Cash flow challenges
❗ Economic uncertainty
And the statistics are concerning:
Over 50% of SMEs are not trading profitably.
But here’s where it gets even more interesting…
Research shows:
✅ Only 15% of SMEs see their accountant as a Key Strategic Partner
✅ Yet, around 80% of accountants believe they already are
That gap represents one of the biggest opportunities in the profession today.
Advisory Services — Built on Structure, Not Guesswork
Over 40 years ago, the Financial Management Research Centre (FMRC) was established to help accountants expand beyond compliance.
The message then is the same today:
Advisory services must be structured, supported, and delivered consistently.
You don’t need to invent everything from scratch.
You need systems, tools, and guidance.
What You Need to Get Started
To begin delivering advisory services, your firm needs:
✅ Practical templates and systems
✅ Client conversation frameworks
✅ Training and guidance
✅ Ready-to-use client communication tools
This is how you confidently introduce advisory — without disrupting your existing workflow.
Introducing the ESS BIZTOOLS Starter Package
The ESS BIZTOOLS Starter Package is designed specifically to help you start — without complexity.
It gives you the tools to support clients who are:
✅ Starting a business
✅ Buying a business
✅ Trying to improve performance
✅ Facing financial or operational challenges
Real Advisory Conversations You Can Start Immediately
With the Starter Package, you can guide clients through:
✅ Evaluating a business idea before they commit
✅ Buying a business — before signing contracts
✅ Understanding cash flow risks and financial projections
✅ Setting up effective debtors management systems
✅ Reviewing pricing, suppliers, and working capital
✅ Assessing competitors and market positioning
✅ Stress-testing “what if” scenarios
These are not theoretical discussions.
They are real, commercial conversations that clients value — and will pay for.
Position Your Firm as a Key Strategic Partner
By consistently delivering these insights, your firm begins to shift:
From:
✅ Historical reporting
✅ Tax compliance
To:
✅ Forward-looking advice
✅ Commercial guidance
✅ Strategic decision support
That’s how you earn recognition as a Key Strategic Partner.
A Simple Investment — With Strong ROI
The Starter Package is priced to make it easy to begin:
One advisory engagement can more than cover your investment.
Everything after that is growth.
Take the First Step
If you’ve been thinking about advisory services…
If you know your firm needs to evolve…
If you want to deliver more value to your clients…
Start now — without changing your firm.
FIND OUT MORE AND SUBSCRIBE HERE
Free Information Webinar - Friday 10 April at 11am AEST
Want to know more? You’re invited to register to our webinar, where Peter Towers will reveal a practical, step-by-step approach to introducing advisory the smart way – starting small, building confidence, and creating real value for your clients from day one
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 .
ESS BIZTOOLS Podcast
How do you start offering advisory services without disrupting your firm?
In this episode, Peter Towers explains why advisory services are too important to ignore – and how accounting firms, bookkeepers and business advisory firms can begin with a simple, practical step-by-step approach. Discover how to start small, deepen client relationships, and position your firm as a true Key Strategic Partner with the support of proven tools, training, and client communication resources from ESS BIZTOOLS.
Listen to more Accountants Minute Podcast 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”.
Tell us what you think
We would like to ensure that our articles remain relevant, insightful and informative. We value your input, so it would be appreciated if you could take a few minutes of your time to complete our survey – click here.
Thank you for your assistance in making Accountants Minute better.
Subscribe to Accountants Minute
Want to keep up to date with the latest issue of our Accountants Minute newsletter?
Click here to subscribe, free of charge.
