Have you ever had a client say, “Hey, I’d like to buy some advisory services”?
Of course not. And here’s the kicker: that doesn’t mean they don’t need it. They just don’t know what it is—or what it could mean for them.
Now, pause for a moment. Think about your favourite clients. The ones you’d do anything for because you genuinely want to see them succeed. Imagine sitting across from them and hearing their struggles, their worries, the dreams they don’t even know how to voice. Then imagine telling them, “Sorry, I can’t help you with that.” Feels gut-wrenching, doesn’t it?
You became an accountant for a reason. Not to drown in compliance work or battle over fees with clients who don’t value you. But to make a difference. To solve problems. To be the person who steps in when someone says, “I don’t know what to do next.”So, why bother with advisory? Because your clients need you—whether they realise it or not. And because you deserve the recognition for how much you care and the extraordinary value you provide—whether you offer advisory services or not.
The Truth About Advisory
Here’s the deal: “advisory” isn’t something your clients understand, let alone ask for. It’s an industry term. A box you might have ticked on your website, thinking that was enough. But let’s be honest—your clients aren’t clicking on it.
Why? Because they don’t know what they don’t know.
What they do know is this:
- They’re overwhelmed running their business.
- They’re stuck, unsure how to move forward.
- They’re craving a partner who sees the bigger picture.
And that’s where you come in—not as a compliance expert, but as a strategic ally. Someone who helps them navigate the chaos and make better decisions.
Why Getting Advisory Right is Worth It
Here’s the hard truth: You can’t deliver advisory like you deliver compliance. It’s not about throwing solutions at problems or waiting for clients to come to you.
Getting it right means:
- Understanding What Clients Really Want: Proactive guidance. Clarity. A sense that someone has their back.
- Following a Proven Process: Structured, repeatable steps that help you deliver consistent value.
- Creating an Incredible Experience: When clients feel supported, they keep coming back—and they tell others.
But Why Bother?
You’re already overworked. Your team isn’t on board. You can’t even think about adding something new to the mix. So, why should you?
Here’s why:
- Imagine waking up every day excited to go to work—not dreading another endless to-do list.
- Picture building a practice that doesn’t rely entirely on you, where your team is empowered, not burned out.
- Think about working only with clients who value what you do—clients who see you as their secret weapon, not just another cost.
- And above all, think about the passion that got you into this business in the first place. Advisory is your chance to reignite that spark.
Yes, change is messy. Yes, it takes time. But isn’t it worth it to create the business—and the life—you’ve always wanted?
Because You Deserve It
You’re not just an accountant. You’re someone who cares deeply about your clients, their businesses, and their success. Advisory services or not, you deserve recognition for the incredible value you provide.
Don’t Wait, Start Now
What if a client did say, “I want to buy advisory services”?
Would you know what to do? Could your team handle it confidently without directing them to you, the partner or director, or worse, saying, “Sorry, we don’t do that”?
If that question makes you squirm, I can help.
The Business Metamorphosis® Advisory Training is a 4-step advisory process that equips accountants and accounting teams with the steps to begin meaningful conversations with clients and sell advisory services that make sense to the client and help them achieve their business and lifestyle goals.
Let’s make sure you and your team are ready—not just to answer that client but to deliver an advisory experience they’ll never forget.
Don’t wait. Start now.
Your clients are ready for you. The real question is, are you ready for them?