The Road to Advisory Excellence Starts Now
Accountants Minute 432
The Myth That’s Holding Accountants Back from Advisory Services
“It’s too difficult for accountants to break into advisory services… that market’s already saturated by firms acting as Key Strategic Partners.”
Let’s test that statement.
The Reality: Most SMEs Aren’t Receiving True Advisory Support
According to the Intuit QuickBooks SMB Navigator Report 2025, 500 small-to-medium business (SME) operators were surveyed on how they view their accountant relationships. The results were surprising.
Only 15% of SMEs believe their accountant is a Key Strategic Partner.
That means 85% of SMEs are not yet receiving the depth of financial and commercial advice they want — leaving a wide-open opportunity for accountants and bookkeepers ready to step into genuine Business Advisory Services.
The Myth Is Incorrect — The Market Is Wide Open
There is a clear gap between what SMEs want and what most accounting firms are delivering.
SMEs are calling out for practical guidance — insights that help them survive, grow, and scale up.
By broadening your firm’s focus into Financial, Commercial, and Management Accounting Advisory Services, you can position your team as the Trusted Advisors your clients need most.
Becoming the “Key Strategic Partner”
Trust is built when accountants deliver real, practical value across all stages of business development:
✅ Interpreting the Founders Vision and turning it into a strategic roadmap
✅ Developing systems in the “Dreaming Room” stage
✅ Assisting with Business Plans, Budgets, and Cash Flow Forecasts
✅ Establishing a Rhythm of Meetings — daily, weekly, and monthly — to review progress
✅ Providing Weekly Reporting and investigating variances quickly
✅ Implementing Cash Flow and Funding Strategies
✅ Preparing Key Performance Indicators and Business Metrics Analysis
✅ Presenting Monthly Financial Reports and insights for leadership discussions
These are the advisory foundations that elevate accountants from compliance processors to trusted business partners.
Training Your Team to Deliver High-Value Advisory Services
The challenge for many firms isn’t knowing that advisory work matters — it’s preparing the team to deliver it effectively and consistently.
That’s where ESS BIZTOOLS can help.
For over 20 years, ESS BIZTOOLS has developed structured, proven systems that enable accountants and bookkeepers to confidently deliver Business Advisory Services.
Introducing the ESS BIZTOOLS Advanced Package
Designed for firms ready to build a sustainable advisory division, the Advanced Package gives you everything you need to deliver high-value, SME-focused services.
You’ll receive:
✅ Comprehensive training resources to upskill your team
✅ A monthly client newsletter (ready for your firm’s branding) to promote your advisory capabilities
✅ 10 group training sessions annually to reinforce learning and momentum
Plus access to structured modules and templates for:
✅ Business Planning
✅ Budgets & Cash Flow Forecasting
✅ Business Health Checks
✅ Cash Flow Management
✅ CFO Services
✅ Crowd-Sourced Funding Equity Raising
✅ R&D Tax Incentives (Intro & Full System)
✅ Early-Stage Innovation Company Capital Raising
✅ Export Market Development Grant
✅ Debtors Management & Systems
✅ Fee Setting for Professional Firms
✅ Tradies Charge-Out Rate Calculator
✅ Succession Planning
✅ And much more
Webinar Invitation
Advisory on Demand: The Advanced Package Advantage
🗓 Thursday 20 November
⏰ 11:00 AM AEST
Imagine giving your clients round-the-clock access to expert business development insights – all branded under your firm.
In this webinar, you’ll discover how the ESS BIZTOOLS Advanced Package helps your firm:
✅ Deliver continuous value and education to clients and prospects
✅ Position your firm as a proactive, forward-thinking advisory partner
✅ Build deeper engagement and stronger client loyalty
Now Is the Time to Act
The Australian Small Business Ombudsman reports that SME failure rates are at record highs. These businesses urgently need structured advisory support — and they’re actively seeking accountants who can deliver it.
2026 is just around the corner.
Now is the time to prepare your firm to deliver a truly outstanding range of Advisory Services that help your SME clients not only survive but thrive.
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 .
Insights From Our Affiliates
The Reality of Business Ownership – Why Top 20% Benchmarking Matters
Across Australia, small business owners are working harder than ever — but most aren’t being financially rewarded.
Recent data paints a stark picture:
✅ 43% of small businesses make no profit – nearly half operate without a financial return.
✅ 75% of owners earn less than the average Australian wage – despite long hours and responsibility.
✅ 30% of agribusinesses lose money each year – even established industries struggle.
These figures show that many clients are working for little or no return. Accountants see this every day, yet most benchmarking tools compare performance to the average — which includes underperformers.
Top 20% Benchmarking, developed by TaxFitness, changes that. It compares clients against the best in their industry — showing what’s possible, not what’s typical.
Benchmarking to the top 20% helps identify improvement areas, quantify financial gaps, and motivate clients to lift results. For accountants, it turns compliance meetings into quick, high-impact advisory conversations.
Discover how to add Top 20% Benchmarking to your client work. Make sure to use the Referral Code: ESS100 for $200 off your annual subscription.
EXPLORE TAXFITNESS AND SUBSCRIBE HERE
Free Webinar by ESS BIZTOOLS
Starter Package: Your Launch Into Advisory Services
📅 Thursday 13 November | 11am AEST
Advisory on Demand: The Advanced Package Advantage
📅 Thursday 20 November | 11am AEST
Financial Forecasting Package: Advisory With Vision
📅 Wednesday 26 November | 11am AEST
BLACK FRIDAY FEATURE WEBINAR
Innovation Journey: Helping SMEs Create, Grow, and Prosper
📅 Monday 1 December | 11am AEST
Empower Tradies with an Effective Pricing System
📅 Thursday 4 December | 11am AEST
Guiding SMEs to Success Through Business Planning
📅 Thursday 11 December | 11am AEST
Smart Succession Planning for SMEs
📅 Thursday 18 December | 11am AEST
ESS BIZTOOLS Podcast
Turn “it’s a buyer’s market” on its head.
In this episode of Accountants Minute Podcast, Peter Towers shows how advisors can double an SME’s sale value by planning early – embedding systems, documenting IP, driving weekly performance, building real business plans, and running annual valuations – so the multiple moves from “average” to outstanding. If you help clients prepare like a listed company, you don’t just tidy up before sale – you create the premium. Listen now and learn how to lead, lift the multiple, and help your clients cash out stronger.
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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