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You Don’t Have a Confidence Problem – You Have an Information & Process One
When I talk to accountants about advisory, there’s one thing I hear over and over again: “I just want to feel more confident.” Confident in what to say. Confident in when to say it. Confident in what to offer and how to offer it. The truth...
Advisory Isn’t Even on the Menu (And That’s the Real Problem)
Why clients aren’t asking for business advisory and how you can change that, without doing it all yourself. Picture this. You walk into a beautiful restaurant. You’re shown to your seat. It's a nice vibe. Good lighting. Great linen. But then… nothing. No menu.No...
Not All Advisory Is Created Equal: Are You Ready to Step Up?
“Advisory” has become the accounting industry’s version of activewear everyone’s wearing it, but not many are doing the actual heavy lifting. The word gets tossed around like confetti. Anything that isn’t tax returns or financial statements? Sure, let’s just call it...
Advisory Is Not a Service Line – It’s a Business Model (and a Mindset Shift We Can’t Ignore)
What if I told you that advisory isn't just a menu item you add to your firm - it's the whole kitchen? That might sound a bit dramatic (I do love a flair for the dramatic) but stay with me. This one's important for scaling...
Advisory Relationships Made Simple: What Every Accountant Needs to Know
In accounting, "compliance" and "advisory" represent two very different client relationships. Compliance is necessary for meeting legal and financial obligations, while advisory is discretionary, helping clients thrive and achieve their goals. Too often, though,...
Why Clients Need a Reason Not Just an Answer to Invest in Advisory Services
When it comes to compliance work, the value proposition is simple. Business owners know they need to lodge a tax return or file regulatory documents. Compliance sells itself—it’s mandatory. No convincing is required. Advisory services, however, are a different story....
Why You Can’t Close the Sale – and Why That’s Fantastic News for Accountants
Let’s be honest: if accountants had a dollar for every time someone told us we needed to "sell more," we’d have stopped working ages ago. Selling is like karaoke—everyone assumes it’s easy, but when you’re the one holding the mic, it feels awkward, cringe-inducing,...
Why Would Accountants Bother with Advisory? Let’s Get Real
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...
Why Your Future Depends on Getting Advisory Right – Is It Possible to Scale and How to Make It Happen?
Is your firm feeling the pinch from shrinking margins and increasing competition? Are you frustrated by a team that’s stuck in the compliance mindset, leaving you to shoulder the advisory work alone? Maybe you’re drowning in a sea of clients, buried under too much...
Why “Sales” Shouldn’t Be a Dirty Word in Growing Your Advisory Services
Inspired by The Lifestyle Accountant Show Podcast with Meryl Johnston and Jason Andrews Let’s be honest—most accountants would rather balance a complex set of books than sell a service. Selling can feel awkward, pushy, and frankly, outside our comfort zone. We didn’t...