{"id":3593,"date":"2018-02-27T09:26:07","date_gmt":"2018-02-27T14:26:07","guid":{"rendered":"https:\/\/www.sage.com\/en-us\/blog\/?p=3593"},"modified":"2026-02-12T05:27:50","modified_gmt":"2026-02-12T10:27:50","slug":"creating-and-selling-advisory-services","status":"publish","type":"post","link":"https:\/\/www.sage.com\/en-us\/blog\/creating-and-selling-advisory-services\/","title":{"rendered":"Creating and selling advisory services"},"content":{"rendered":"<header class=\"entry-header has-dark-background-color entry-header--has-illustration entry-header--has-illustration--generic\">\n\t<div class=\"container\">\n\t\t<div class=\"entry-header__row row align-center\">\n\t\t\t<div class=\"col col-lg-7 col-xlg-6 entry-header__content\">\n\t\t\t\t\t\t\t<div class=\"component component-single-header\">\n\t\t\t\t\t\t\t\t\t\t<div class=\"entry-header__misc text--subtitle text--uppercase text--small\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.sage.com\/en-us\/blog\/category\/growth-customers\/\" class=\"entry-header__link\">Growth &amp; Customers<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t<div class=\"entry-title-wrapper\">\n\t\t\t\t\t<h1 class=\"entry-title\">\n\t\t\t\t\t\tCreating and selling advisory services\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t<p class=\"entry-header__description\">\n\t\t\t\t\t\t\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n\t<div class=\"single-post-details container\">\n\t\t<div class=\"col\">\n\t\t\t<span class=\"posted-on \"><time class=\"entry-date published\" datetime=\"2018-02-27T09:26:07-05:00\">February 27, 2018<\/time><\/span><span class=\"reading-time\"> min read<\/span>\n\t\t<button\n\t\t\ttype=\"button\"\n\t\t\tclass=\"social-share-button button button--icon button--secondary js-social-share-button\"\n\t\t\tdata-share-title=\"Creating and selling advisory services\"\n\t\t\tdata-share-url=\"https:\/\/www.sage.com\/en-us\/blog\/creating-and-selling-advisory-services\/\"\n\t\t\tdata-share-text=\"Please read this interesting article\"\n\t\t>\n\t\t\t<span class=\"social-share-button__share-label\">Share<\/span>\n\t\t\t<span class=\"social-share-button__copy-label\" hidden>Copy Link<\/span>\n\t\t\t<span class=\"social-share-button__copy-tooltip\" aria-hidden=\"true\" hidden>Copied<\/span>\n\t\t<\/button>\n\n\t\t\t\t<\/div>\n\t<\/div>\n<\/header>\n\n\n\n<div class=\"wp-block-post-author has-dark-background-color alignfull\">\n\t<div class=\"container\">\n\t\t<div class=\"col\">\n\t\t\t\t\t\t\t<div class=\"co-authors\">\n\t\t\t\t\t\n\t\t<div class=\"entry-author-wrapper\">\n\t\t\t<a class=\"entry-author\" href=\"https:\/\/www.sage.com\/en-us\/blog\/author\/ed-kless\/\">\n\t\t\t\t<img decoding=\"async\" alt=\"\" src=\"https:\/\/www.sage.com\/en-gb\/blog\/wp-content\/uploads\/sites\/10\/2018\/10\/Ed-Kless.jpg\" class=\"entry-author__image\" height=\"40\" width=\"40\" fetchpriority=\"high\" \/>\t\t\t\t<span class=\"entry-author__name\">Ed Kless<\/span>\n\t\t\t<\/a>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<p>Running a small business is fraught with danger, so it\u2019s normal for a business owner to worry about making wrong moves. Consequently, many business owners want the kind of expert advice and insight only an accounting professional can provide. And they\u2019re willing to pay for it.<\/p>\n\n\n\n<p>That\u2019s good news if you want to shift the focus of your accounting practice from providing only <a href=\"https:\/\/www.sage.com\/en-us\/blog\/from-compliance-to-consulting\/\" target=\"_blank\" rel=\"noopener noreferrer\">compliance<\/a> services to providing consulting services as well.<\/p>\n\n\n\n<p>Learn how to develop and sell bundled <a href=\"https:\/\/www.sage.com\/en-us\/blog\/how-to-move-from-accountant-to-business-partner\/\" target=\"_blank\" rel=\"noopener noreferrer\">accounting advisory services<\/a> so you can guide business owners to achieve their goals.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-understand-what-your-clients-want\">Understand what your clients want<\/h2>\n\n\n\n<p>Usually, small business owners want to build the best business in their industry, maximize profits, free their time, or prepare the business for sale. Your advisory service can help them achieve all four objectives or just one objective. The better your ability to help the client reach these goals, the more they will be willing to pay you.<\/p>\n\n\n\n<p>Ask your clients what they want to achieve.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-sell-insights\">Sell insights<\/h2>\n\n\n\n<p>Clients want the kind of insight that an accountant\u2019s business-minded analytics can provide.<\/p>\n\n\n\n<p>Your advisory service can provide insight into the client\u2019s business performance and benchmark it against their industry. Repeated insights (monthly, quarterly, or annually) will provide clients with helpful measurement data they can use to chart progress and make operational improvements.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Identify government sources of industry data that you can use to benchmark a client\u2019s business performance.<\/li>\n\n\n\n<li>As part of your advisory service, you\u2019ll need access to monthly or quarterly financial data so you can analyze the numbers.<\/li>\n\n\n\n<li>Strengthen your professional network of experts including lawyers, realtors, financial advisors, and business valuators so you can bring additional insights to your clients.<\/li>\n<\/ul>\n\n\n\n<p>Use insights to identify problems (such as insufficient cash flow or excessive days in inventory) that may be preventing your client\u2019s business from thriving.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Learn more about this topic by attending a free Sage marketing webinar for accounting professionals\u2014<a href=\"https:\/\/www.sage.com\/en-us\/accountants\/live-webcast\/\" target=\"_blank\" rel=\"noopener noreferrer\">click here for details<\/a>.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-sample-advisory-service-pricing\">Sample advisory service <a href=\"https:\/\/www.sage.com\/en-us\/blog\/value-based-pricing-for-accountants\/\" target=\"_blank\" rel=\"noopener noreferrer\">pricing<\/a><\/h2>\n\n\n\n<p>Offer your advisory services as a package, expressed monthly, quarterly, or annually.<\/p>\n\n\n\n<p>For example, $199 monthly advisory service may include:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Monthly analysis of business financial performance with key observations and recommendations.<\/li>\n\n\n\n<li>Monthly telephone consultation with the client.<\/li>\n\n\n\n<li>Industry benchmarking report.<\/li>\n\n\n\n<li>Progress review against stated goals.<\/li>\n\n\n\n<li>Response to client email questions within 24 hours.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-name-your-new-service\">Name your new service<\/h2>\n\n\n\n<p>Apply some branding to your new service to make it more saleable. For example, call it something like \u2018Monthly Business Monitor\u2019 or \u2018Performance Advisor Consulting Package\u2019. Describe what the service does and list all of the features.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-give-your-clients-a-sample\">Give your clients a sample<\/h2>\n\n\n\n<p>Introduce your new advisory service by giving clients a taste of it.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Come prepared to a presentation meeting with some financial observations about the client\u2019s business and some industry-specific metrics (e.g.) \u201cDid you know businesses similar to yours operate with 20 percent less cost?\u201d.<\/li>\n\n\n\n<li>Having something tangible to show your client will help them to notice the value you can deliver.<\/li>\n<\/ul>\n\n\n\n<p>During the pitch, listen more than you talk. Ask the right questions; those that that draw out your client\u2019s ideal scenario for their business (e.g.) \u201cHow will you spend more free time with your family?\u201d Ask about their long-term plans such as selling or transferring the business to family.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Tell stories that highlight previous successes\u00a0with other clients.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-take-upfront-billing\">Take upfront billing<\/h2>\n\n\n\n<p>Start to bill the client for this new service upfront at the beginning of the month, quarter, or year.<\/p>\n\n\n\n<p>Unlike hourly billing, you don\u2019t have to consult your timesheet to see how many hours were worked on a client file\u2014just bill every installment and provide the services as promised. Accept all forms of payment including check, <a href=\"https:\/\/www.sage.com\/en-us\/payment-processing\/\">credit card<\/a>, and pre-authorized debit payment. As a bonus, you\u2019ll soon find your cash flow improves with upfront billing.<\/p>\n\n\n\n<p>Selling advisory services doesn\u2019t mean you will no longer perform traditional accounting services. Instead, it\u2019s an opportunity to generate additional revenue from each client while at the same time delivering more value to them.<\/p>\n\n\n\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Running a small business is fraught with danger, so it\u2019s normal for a business owner to worry about making wrong moves. Consequently, many business owners want the kind of expert advice and insight only an accounting professional can provide. And they\u2019re willing to pay for it. That\u2019s good news if you want to shift the [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":3594,"menu_order":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_sage_video":false,"post_featured_image_hide":false,"footnotes":""},"categories":[46],"tags":[2,170,380],"business_type":[312],"lilypad":[],"context":[],"industry":[55],"persona":[150],"imagine_tag":[222],"coauthors":[644],"class_list":["post-3593","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-growth-customers","tag-accountants","tag-business-strategy","tag-client-advisory-services","business_type-accountants","industry-professional-services"],"sage_meta":{"region":"en-us","author_name":"Ed Kless","featured_image":"https:\/\/www.sage.com\/en-us\/blog\/wp-content\/uploads\/sites\/2\/2018\/02\/creatingadvisoryservices.jpg","imagine_tags":{"222":"Accountants"}},"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Sage Advice US","distributor_original_site_url":"https:\/\/www.sage.com\/en-us\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/posts\/3593","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/users\/12"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/comments?post=3593"}],"version-history":[{"count":0,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/posts\/3593\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/media\/3594"}],"wp:attachment":[{"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/media?parent=3593"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/categories?post=3593"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/tags?post=3593"},{"taxonomy":"business_type","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/business_type?post=3593"},{"taxonomy":"lilypad","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/lilypad?post=3593"},{"taxonomy":"context","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/context?post=3593"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/industry?post=3593"},{"taxonomy":"persona","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/persona?post=3593"},{"taxonomy":"imagine_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/imagine_tag?post=3593"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.sage.com\/en-us\/blog\/api\/wp\/v2\/coauthors?post=3593"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}