As compliance work becomes increasingly automated, clients are looking for more value from their accountants. Training your staff to deliver advisory services is one of the best ways to future-proof your accounting practice. By offering valuable, strategic business advice to clients, you can strengthen client relationships and unlock new revenue streams. But to deliver at scale across your client base you need to ensure that as many of your team as possible are comfortable delivering these services.
Advisory services help clients with forecasting, budgeting, and financial planning, allowing them to make informed business decisions. Tools like Futrli are designed to support accountants in this shift, making providing real-time insights and practical advice easier. Here are five tips to help train your staff to step confidently into advisory roles.
1. Introduce the basics of advisory services
Before exploring software and tools, it’s important to establish a clear understanding of advisory services. Advisory services go beyond traditional compliance work, offering clients insights that help drive growth and manage risks.
Start by explaining how advisory services can directly benefit clients. For example, helping clients interpret financial data, plan cashflow, and assess business performance can lead to better decision-making.
Positioning your team as strategic advisers means moving beyond historical reporting to providing forward-looking guidance. Clients will value this proactive approach as it can help them avoid financial pitfalls and seize growth opportunities.
2. Upskill through tools and training programs
Advisory work relies heavily on accurate forecasting, budgeting, and reporting. Tools like Futrli simplify this process by automating data collection and generating clear, actionable insights.
Training staff to use Futrli and similar platforms is essential. Start with online workshops or live demonstrations. Webinars and interactive sessions allow staff to ask questions and gain hands-on experience. Futrli’s dashboards and reporting features simplify cashflow forecasting, a key element of advisory services.
Encourage staff to explore these tools independently as well. Many platforms, including Futrli, offer trial periods and learning resources that can accelerate the upskilling process. The goal is to build confidence, so staff can leverage the software effectively in client conversations.
3. Build confidence with real-world examples
Theory alone won’t prepare staff to handle client-facing advisory work. Case studies and real-world examples help bridge the gap between learning and application.
For instance, show how a small business improved its cashflow management by using predictive analytics. Another case study might highlight how accurate forecasting helped clients secure additional funding.
Using past success stories from your practice or relevant examples from the industry demonstrates how advisory services provide tangible value. Walk staff through the challenges faced, the advice given, and the outcomes achieved. This builds confidence and shows that advisory work has a real impact.
4. Conduct regular training and mentorship programs
Advisory services evolve as client needs and technology change. Regular training ensures staff stay updated with the latest tools and best practices.
Consider setting up monthly workshops focused on different aspects of advisory work, such as financial forecasting, strategic planning, or sector-specific advice. Bringing in guest speakers or external trainers can also provide fresh perspectives.
Mentorship is equally important. Pair junior staff with experienced advisers who can guide them through the process. Shadowing experienced team members during client meetings is a valuable way for junior staff to observe how advisory conversations are structured and managed.
Continuous learning should be part of your practice’s culture. Encourage staff to stay curious and pursue additional certifications or courses related to advisory services.
5. Leverage reporting tools to demonstrate advisory value
Advisory services often hinge on clear, compelling data. Reporting tools are critical for turning complex data into actionable insights that clients can understand.
Futrli’s reporting features allow accountants to create visual representations of cashflow forecasts, profit margins, and other financial metrics. These reports simplify the process of explaining financial health to clients.
Use these tools to highlight the ROI of advisory services. For example, showcase the results in a report if your recommendations helped a client reduce costs or increase revenue. This reinforces the value of advisory work and builds trust with clients.
Encourage staff to use reporting tools as a data source and a way to tell a story. Clients generally respond well to visual, easy-to-understand insights highlighting their progress and future opportunities.
Futrli can help
Training your staff to deliver advisory services doesn’t have to be complicated. By introducing the basics, investing in tools like Futrli, using real-world examples, and fostering continuous learning, you can build a confident team that delivers valuable insights to clients.
Advisory services set your practice apart, strengthen client relationships, and unlock new growth opportunities. With the proper training and tools, your staff will be well-prepared to take on this role and provide the support clients are increasingly seeking.