00
Days
00
Hours
00
Minutes
00
Seconds
Sign up to our webinar! ‘Future Planning for your clients... AND charging for it’
Register Now

Stop selling to clients, start advising them - Futrli

The core of advisory is the relationship between client and accountant. It’s not about selling. Relationships must be built and maintained for you to really add value and start to advise your clients. Meeting once a year for compliance reasons is a thing of the past.

The core of accounting advisory services is the relationship between client and accountant. It’s not about selling your product. Relationships must be built and maintained for you to really add value and start to advise your clients. Meeting once a year for compliance reasons is a thing of the past.

Build the relationship your clients need - get to know them

Advisory services are designed to put people first. They require you to get to know every member of your client portfolio and their (small) businesses properly beyond simply financial data. Start small when you meet and ask questions that they might find easy to answer.

  • What motivated you to start your business?
  • What gets you excited about your business?

Any entrepreneur will enjoy answering these questions about their businesses – you’re tapping into what they’re passionate about and not just traditional accounting and data. You’re likely to find these two questions are a great starting point to get to know the business owners you work with. As they’re quite broad, they lend themselves to long answers.

A useful tip for getting to know someone better is to just let them talk. When the other person in your conversation can see you’re looking for more, they’ll get into the swing of talking quicker than you might expect.

Getting to know clients better allows you to improve service or product development.

Building a relationship with clients

Create the future your clients want with advisory accountancy

Remember that teacher at school who asked you, ‘what do you want to be when you grow up?’ That’s your role here: to ask the questions that matter and to guide clients towards achieving their goals. Building trust and a good rapport are crucial for making advisory a success. This, in turn, breeds loyalty and helps your clients get the future they want.

The people you work with would have started their businesses for a reason. Getting to the bottom of why will help you to take them closer to their goals. Dig deep: helping them achieve goals puts you in an amazing position to win their business for life.

If you can master this, you’ll be the go-to for small businesses/ small business owners. Every business owner needs advice and has their own accounting needs, so this is a lucrative move forwards for your firm.

Using advisory accountancy

Tips from our community for improving your advisory services

We caught up with Katherine Haines recently. She’s the owner of KHB Darwin, an advisory bookkeeping firm in Australia, who had fallen into the trap of just checking in with clients once a year. Read the full case study here. She told us, on introducing clients to advisory:

Leading up to the end of the financial year it was easy. I called a couple of clients and started talking to them about their goals for the next financial year. I wanted to know if they’d thought about where they should be by this time in their business journey, did they have any financial or non-financial goals, were they just winging it? A lot of them are! Everyone was receptive to this new way of working.

We also spoke to Simon Kallu, owner of GrowFactor in the UK. Simon’s firm also champions advisory, and knows the power of putting his clients at the forefront of his meetings. You can read the full case study here. He told us:

Firstly, we sit down with and focus on the client. We give them a brief overview of what we do then get them to fill in a questionnaire which generates a report about the strengths and weaknesses of their business and from that report we can identify what the top three issues are.

Simon and his team ask the following to make sure they take the correct course of action:

  • What are the top three things that keep you up at night?
  • Where do you feel like your business is strong and weak?
  • Have you got a cashflow forecast?

The main focus must be on the client, not their accounts. Investigating where they are now and where they want to be are massively important so that you can effectively diagnose what kind of help and services they’ll benefit from.

Value-based pricing

Getting to know your clients and improving advisory accounting allows you to introduce value-based pricing. Knowing their businesses better allows you to charge for tailored services which means increased profit for you and more pricing value for them.

Watch the Webinar Recording

Start Your Free Trial

Let informed predictions and powerful reporting guide your business. Be ahead of the curve with Futrli.

Get business advice here

Our blog holds tips, how to’s and general business advice.

Futrli News

Futrli's February 2024 Release

This is some text inside of a div block.

Heading

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Suspendisse varius enim in eros elementum tristique. Duis cursus, mi quis viverra ornare, eros dolor interdum nulla, ut commodo diam libero vitae erat.

Futrli News

Futrli's February 2024 Release

Accountants

3 Apps to beat accounting blues and scale your firm

Chris Downing catches up with three accounting app innovators to discuss the apps that they have developed that directly help accountants.

Accountants

Where most prediction software falls short

Tread carefully when looking for prediction software. Find out how to dig deeper into your predictions with the tools that count.

Small Businesses

Cash is King! 4 ways to keep your cash flow healthy.

Cash flow is essential to your business’ survival. Read our top 4 tips for taking control of your cash flow.

Small Businesses

10 Common Cash Flow Forecast Hurdles

If there’s one thing that all small and medium-sized enterprises should prioritise, it’s their cash flow. Read on to find out the top 10 most common issues.

Accountants

Empowering Accountants: How to Embrace Uncertainty with Futrli

The future is far from certain. Find out how Futrli helps accountants wade their way through murky, grey, “This might happen”-type scenarios.

Small Businesses

Inflation affecting your hospitality business? Take back control with these three steps.

Acting quickly is key to ensure you can ride out the incoming storm. Find out more in this article.

Small Businesses

Why cash flow forecasting helps businesses survive downturns in trade

Learn how cash flow forecasting is crucial for surviving slower trading periods.

Accountants

The 7 reasons why SMEs struggle with cash flow management

Find out the 7 major reasons why your clients’ businesses struggle to achieve a positive, healthy, consistent cash flow.

Accountants

Take clients from compliance to scenario planning in five steps

Scenario planning helps your clients imagine different environments or realities in the future, guiding the plans and decisions your clients make.

Accountants

Flash reports and why to build them

This short guide covers what Flash Reports are and how you could use them as a speedy solution for your clients’ reporting needs.

Small Businesses

Head of Accounting and Futrli COO discuss challenges and solutions for small businesses.

Read Dan and Helen’s thoughts on how SMEs can protect themselves during what is set to be a challenging year.