Clients are paying rock-bottom prices for compliance work, and good accounting talent is getting harder to find. In this landscape, taking a leap into accounting in advisory isn’t just a good choice—it’s a smart one.
Client Accounting Advisory Services (CAAS) bring high value to the table and can build stronger relationships with clients.
But let’s be real—there are a few common myths that hold firm owners back from making this transition.
In this blog, I am going to clear that up.
Numbers always tell a story. Sometimes it’s a great story. Other times, it’s a cautionary tale. And sometimes, those numbers hint at where a business could go if the right moves are made.
That’s where advisory comes in—it’s about interpreting those numbers for the client, giving them clarity, and potentially driving growth.
With advisory, you’re not just crunching numbers; you’re translating them into real insights.
Maybe that means helping clients understand exactly where they stand, or maybe it’s about identifying untapped growth opportunities. Either way, CAAS takes accounting beyond the numbers—it turns data into direction.
Here’s the truth: as an accountant, you already have the foundation for advisory work.
You understand numbers, accounts, and what those month-end reports reveal about a business. The difference? Your clients don’t.
Stepping into an advisory is less about “learning” and more about bridging that gap—explaining the story behind the numbers and helping clients figure out what they want to achieve.
Clients often focus on the big stuff, like sales and turnover, but a trusted advisor sees beyond that. You’re in a unique position to spot low-ROI expenses and guide clients toward better profitability. It starts with effective communication—breaking down complex financial insights into clear, actionable steps that clients can actually use.
Key skills?
It’s about:
If you can do that, you’re already on the path to becoming an advisor.
Related Read – Pricing Accounting Advisory Services: A Guide for Beginners
If you have hired staff with few years of experience for one role and now expect them to function in a completely different one, you may be right.
But in many cases, your staff might just need training and guidance to deliver a new, enhanced level of client service.
You might be jumping to inaccurate conclusions about their ability or interest in delivering additional services without giving them an opportunity to try.
The first step is to find out who is interested. Ask your team if they would like to spend more time in front of clients and provide more proactive advice.
Poll them for areas of special interest and then ask them to list three questions that arise for each client engagement.
Once they understand the bits and pieces of the business, they will start noticing different aspects of their client’s data. It can be that easy to shift perspective on client service.
At Credfino, we provide offshore support for advisory services too. If you are looking for an experienced team to get started with accounting in advisory services, schedule a call.
Many small firm owners stick to compliance work because they think advisory services are only for the big players. But let’s look at Brandon Hall’s story—it’s proof that you’ve got to start somewhere.
Brandon launched his firm in Q3 2016, knowing from day one that advisory work was where the real opportunity lay. As he handled tax returns, he noticed that clients had questions—lots of them.
Every email took time and energy, so he had a choice: bill for each response or shift his approach. Over time, he developed pricing packages and moved clients to a subscription model that included advisory support.
Today, Brandon is running a 7-figure firm with his sights set on 8-figures. His journey shows that you don’t need to be a large firm to offer advisory services; you just need to start somewhere and build from there.
Need skilled staff to support your advisory work? Connect with Credfino now.
Yes, advisory services can come with a price tag, but the potential ROI often far outweighs the cost. Strategic advice helps businesses boost efficiency, cut expenses, and drive profitability—benefits that clients of all sizes can appreciate.
Here’s the thing: if your clients aren’t reaching out to you for help, it’s likely for one of two reasons. Either they don’t realize you have the expertise to tackle their challenges, or your hourly billing structure makes it feel too expensive to call you for advice.
This isn’t on them; it’s on us as accountants.
Over time, we’ve trained clients to see us as compliance-only providers.
To change that, take a look at your marketing and billing practices. Make it clear on your website that you offer proactive services and consider offering fixed-fee packages or monthly subscriptions that include at least quarterly meetings to review their goals and results. When clients know advisory is available and affordable, they’re more likely to reach out and start seeing the value.
If you’re positioned as a compliance-focused provider charging by the hour, you’re probably all too familiar with those uncomfortable pricing discussions.
Clients aren’t keen to pay for work they don’t fully understand, especially when they have no idea what the final bill will be.
But when you shift your focus to helping clients achieve their business goals, those pricing conversations become a lot less complicated.
Here’s a simple way to start: ask your clients these three questions, document their answers, and set up a follow-up meeting to review their systems and reporting needs.
(If not, this is a great opportunity to add value by helping them design a chart of accounts that meets their needs, build custom reports, or integrate with tools like Power BI for more advanced insights.)
By focusing on their goals and tailoring your approach, you show clients the true value of advisory services—and that’s something they’ll be willing to invest in.
It’s time to push past your fears and start connecting with clients who need your unique expertise. Whether you take small steps or go all in, just get out there.
Your clients are eager for the support you can provide.
The world needs more accountants with strong business acumen like you—ready to help businesses gain better profitability and make a real impact.
Ready to increase your firm’s value with advisory services? We can help with the transition.
Schedule a call to get started!
Jackie launched her CPA firm back in 2012. After 11 years of running her firm, she finally made the leap to partner with an offshore CPA back office. Why?
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