---
title: Minding that Business Advisory Gap
description: Accountants need to broaden & sharpen their business advisory services and there’s a big gap between where we are now as business advisors & where we need to be
image: https://blog.spotlightreporting.com/hubfs/Blog_files/Viv%20B.%20-%20Minding%20that%20Business%20Advisory%20Gap/Mind%20The%20Gap%20AKL%20May%2019%20'17_resized.jpg
---

[![Return to homepage](https://blog.spotlightreporting.com/hubfs/Brand_attributes/spotlight%20reporting%20logo.svg "Return to homepage")](https://www.spotlightreporting.com/)

- [Solutions](https://spotlightreporting.com/our-solutions/)
- [Product](http://spotlightreporting.com/product/)
- [Pricing](http://spotlightreporting.com/pricing/)
- [Resources](http://spotlightreporting.com/resources/)
- [Our team](http://spotlightreporting.com/our-team/)
- [Blog](http://blog.spotlightreporting.com)
- [Free trial](http://go.spotlightreporting.com/Member/Signup)

[Login](https://go.spotlightreporting.com/Member/Login?ReturnUrl=%2f)

# Blog

Keep up to date with all industry news, special events and thought leadership

# Minding that Business Advisory Gap

Posted by [Viv Brownrigg](http://blog.spotlightreporting.com/author/viv-brownrigg) on 16 Mar 2017

- [Tweet](https://twitter.com/share)

It’s not rocket science to say that online software is automating traditional accounting tasks (tell me something I didn’t know) and that accountants need to broaden and sharpen their business advisory services. But there’s a big gap between where we are now as business advisors, and where we need to be.

## Hope is not a strategy

And yet for many accountants, the desire to do just that is aspirational. What business advisory services am I delivering? How do I get my clients to buy? And even if I knew what I was selling, how do I monetise those services? How do I turn a dashboard or management accounts (yawn, more reporting your clients don’t understand) into something they’d pay for? And last but not least, how do I build recurring business advisory revenues to replace compliance decline? I don’t want to have to sell it again and again each year.

![Gap1.png](https://blog.spotlightreporting.com/hs-fs/hubfs/Blog_files/Viv%20B.%20-%20Minding%20that%20Business%20Advisory%20Gap/Gap1.png?width=465&height=308&name=Gap1.png)

## No system, no scale

Every one of your business advisory services should have a clear system to cover the marketing, selling and delivery phases. The ‘system sniff test’ is simply this – ‘Do you have a flowchart that sets out each step and links to every template?

For example, you run a quarterly management meeting with your client. Does your client have an annual business plan on one page as a framework for your work together? Do you send them  ‘pre-work’ before each session and are you working to a clear agenda and producing a crisp action plan after each meeting? Is the outcome of that session the updating of your client’s business plan, ensuring a dynamic and high-value experience? If so, you have system. Now you can start to scale.

## Light touch, low value?

And yet so many accountants are providing light touch (and low value) advisory services. A dashboard with some insights or some regular reports with highlights. But where is the value? If you can’t express the value to a client, then there probably isn’t any.

![Gap2.png](https://blog.spotlightreporting.com/hs-fs/hubfs/Blog_files/Viv%20B.%20-%20Minding%20that%20Business%20Advisory%20Gap/Gap2.png?width=462&height=308&name=Gap2.png)

Let’s be very real about the challenges your clients have in their businesses. Viewing a dashboard without any intervention from you isn’t going to change much. If it were that simple, your clients would have fixed their business challenges years ago. They need to be accountable to someone – you. Work together tactically to change the things that just aren’t working.

What shows up in the dashboard is just the outcome of poor process and behaviour. Help fix that.

Light touch doesn’t cut it.

## Learn a new language

Clients want help to achieve ‘the three freedoms’ - Financial, time and mind. Always link the benefits of your services (yes, even compliance) to those freedoms.

To add value, your services need to deliver clear outcomes to your clients. Start talking the language that business owners want to hear, not accountanese. Don’t focus on inputs or methodology, focus instead on the outputs and value for your client. For example, your client needs a forecast. The outcome for your client is not the forecast itself, it’s improved cashflow management and a better relationship with bankers. It’s sleeping at night. Learn a new language – your clients’ language.

![Gap3.png](https://blog.spotlightreporting.com/hs-fs/hubfs/Blog_files/Viv%20B.%20-%20Minding%20that%20Business%20Advisory%20Gap/Gap3.png?width=809&height=284&name=Gap3.png)

## What advisory services?

With just on 150 firms in our[Gap](http://www.thegapportal.co.nz/) community we’ve found that the most needed and valued business advisory services include dynamic business planning, accountability coaching and cashflow management. This is the business advisory trifecta.

Moving up the business advisory food chain, VCFO as a service is gaining traction. This is a high value, sticky service that is not compliance dependent. Would you like tax with that?

Firms who are growing their VCFO income streams are future proofing their firms. Beef up the value. Add annual business planning, KPI goal setting and accountability coaching. Super-high value!

## Time to mind that Gap

[The Programme](https://thegap2014limited.rocketspark.co.nz/page/mtg/)

[Book Here](https://thegap.arlo.co/courses/1-mind-the-gap)  
![Mind The Gap AKL May 19 '17\_resized.jpg](https://blog.spotlightreporting.com/hs-fs/hubfs/Blog_files/Viv%20B.%20-%20Minding%20that%20Business%20Advisory%20Gap/Mind%20The%20Gap%20AKL%20May%2019%20'17_resized.jpg?width=591&name=Mind%20The%20Gap%20AKL%20May%2019%20'17_resized.jpg "Mind The Gap AKL May 19 '17_resized.jpg")

Come to our[Mind The Gap](https://thegap.arlo.co/courses/1-mind-the-gap) one-day workshop, 19th May, the Novotel Auckland Airport. You’ll work hard and learn lots. How to open your capacity for business advisory, how to deliver a free client review that subtly sells new services, how to sell without product pushing and how to deliver a powerful business planning session. And, you’ll receive your free ‘Complimentary Client Review’ kit.

Delivering business advisory services requires a new mindset, a delivery system and sales training.

Let us show you how.

Viv Brownrigg, FCA  
 CEO and Co-founder, The Gap

![Gap5.png](https://blog.spotlightreporting.com/hs-fs/hubfs/Blog_files/Viv%20B.%20-%20Minding%20that%20Business%20Advisory%20Gap/Gap5.png?width=161&height=138&name=Gap5.png)

 

---

#### **About the author**

![Viv Brownrigg.jpg](https://blog.spotlightreporting.com/hs-fs/hubfs/Events/Transform_Summit_2017/Viv%20Brownrigg.jpg?width=150&name=Viv%20Brownrigg.jpg "Viv Brownrigg.jpg")

In 2014 Viv joined forces with Mark Jenkins to create The Gap; a community of Accounting firms throughout NZ and Australia delivering systemised Business Development services to SME clients, driving client stickiness and recurring BD revenue. Viv is committed to driving thought leadership and the industry change required for Accountants to step up and take their rightful place as trusted coach and advisor to the small business community.  

### Recent Posts

---

### Posts by Month

- [August 2020 (4)](http://blog.spotlightreporting.com/archive/2020/08)
- [July 2020 (7)](http://blog.spotlightreporting.com/archive/2020/07)
- [June 2020 (7)](http://blog.spotlightreporting.com/archive/2020/06)
- [May 2020 (4)](http://blog.spotlightreporting.com/archive/2020/05)
- [April 2020 (11)](http://blog.spotlightreporting.com/archive/2020/04)
- [March 2020 (12)](http://blog.spotlightreporting.com/archive/2020/03)
- [January 2020 (3)](http://blog.spotlightreporting.com/archive/2020/01)
- [December 2019 (5)](http://blog.spotlightreporting.com/archive/2019/12)
- [November 2019 (4)](http://blog.spotlightreporting.com/archive/2019/11)
- [October 2019 (4)](http://blog.spotlightreporting.com/archive/2019/10)
- [September 2019 (5)](http://blog.spotlightreporting.com/archive/2019/09)
- [August 2019 (4)](http://blog.spotlightreporting.com/archive/2019/08)
- [July 2019 (1)](http://blog.spotlightreporting.com/archive/2019/07)
- [June 2019 (3)](http://blog.spotlightreporting.com/archive/2019/06)
- [May 2019 (4)](http://blog.spotlightreporting.com/archive/2019/05)
- [April 2019 (1)](http://blog.spotlightreporting.com/archive/2019/04)
- [March 2019 (2)](http://blog.spotlightreporting.com/archive/2019/03)
- [January 2019 (2)](http://blog.spotlightreporting.com/archive/2019/01)
- [December 2018 (1)](http://blog.spotlightreporting.com/archive/2018/12)
- [November 2018 (1)](http://blog.spotlightreporting.com/archive/2018/11)
- [October 2018 (1)](http://blog.spotlightreporting.com/archive/2018/10)
- [September 2018 (3)](http://blog.spotlightreporting.com/archive/2018/09)
- [July 2018 (3)](http://blog.spotlightreporting.com/archive/2018/07)
- [June 2018 (2)](http://blog.spotlightreporting.com/archive/2018/06)
- [May 2018 (4)](http://blog.spotlightreporting.com/archive/2018/05)
- [March 2018 (1)](http://blog.spotlightreporting.com/archive/2018/03)
- [January 2018 (4)](http://blog.spotlightreporting.com/archive/2018/01)
- [November 2017 (2)](http://blog.spotlightreporting.com/archive/2017/11)
- [October 2017 (2)](http://blog.spotlightreporting.com/archive/2017/10)
- [September 2017 (3)](http://blog.spotlightreporting.com/archive/2017/09)
- [August 2017 (2)](http://blog.spotlightreporting.com/archive/2017/08)
- [July 2017 (1)](http://blog.spotlightreporting.com/archive/2017/07)
- [June 2017 (4)](http://blog.spotlightreporting.com/archive/2017/06)
- [May 2017 (1)](http://blog.spotlightreporting.com/archive/2017/05)
- [April 2017 (3)](http://blog.spotlightreporting.com/archive/2017/04)
- [March 2017 (4)](http://blog.spotlightreporting.com/archive/2017/03)
- [January 2017 (3)](http://blog.spotlightreporting.com/archive/2017/01)
- [December 2016 (2)](http://blog.spotlightreporting.com/archive/2016/12)
- [November 2016 (4)](http://blog.spotlightreporting.com/archive/2016/11)
- [October 2016 (2)](http://blog.spotlightreporting.com/archive/2016/10)
- [September 2016 (3)](http://blog.spotlightreporting.com/archive/2016/09)
- [August 2016 (5)](http://blog.spotlightreporting.com/archive/2016/08)
- [July 2016 (3)](http://blog.spotlightreporting.com/archive/2016/07)
- [June 2016 (5)](http://blog.spotlightreporting.com/archive/2016/06)
- [April 2016 (1)](http://blog.spotlightreporting.com/archive/2016/04)
- [March 2016 (1)](http://blog.spotlightreporting.com/archive/2016/03)
- [January 2016 (4)](http://blog.spotlightreporting.com/archive/2016/01)
- [December 2015 (2)](http://blog.spotlightreporting.com/archive/2015/12)
- [November 2015 (3)](http://blog.spotlightreporting.com/archive/2015/11)
- [October 2015 (1)](http://blog.spotlightreporting.com/archive/2015/10)
- [September 2015 (1)](http://blog.spotlightreporting.com/archive/2015/09)
- [August 2015 (5)](http://blog.spotlightreporting.com/archive/2015/08)
- [July 2015 (2)](http://blog.spotlightreporting.com/archive/2015/07)
- [June 2015 (3)](http://blog.spotlightreporting.com/archive/2015/06)
- [May 2015 (4)](http://blog.spotlightreporting.com/archive/2015/05)
- [April 2015 (6)](http://blog.spotlightreporting.com/archive/2015/04)
- [March 2015 (4)](http://blog.spotlightreporting.com/archive/2015/03)
- [February 2015 (2)](http://blog.spotlightreporting.com/archive/2015/02)
- [January 2015 (3)](http://blog.spotlightreporting.com/archive/2015/01)
- [December 2014 (1)](http://blog.spotlightreporting.com/archive/2014/12)
- [November 2014 (1)](http://blog.spotlightreporting.com/archive/2014/11)
- [October 2014 (2)](http://blog.spotlightreporting.com/archive/2014/10)
- [August 2014 (5)](http://blog.spotlightreporting.com/archive/2014/08)

see all

### Subscribe for Email Updates

[![Return to homepage](https://blog.spotlightreporting.com/hubfs/Brand_attributes/spotlight%20reporting%20logo.svg "Return to homepage")](https://www.spotlightreporting.com/)

- Our Company
- [Our Team](https://www.spotlightreporting.com/our-team/)
- [Careers](https://www.spotlightreporting.com/careers/)

- Solutions
- [Advisor](https://www.spotlightreporting.com/our-solutions/#advisor)
- [Owner & CFO](https://www.spotlightreporting.com/our-solutions/#owner-cfo)
- [Franchise](https://www.spotlightreporting.com/our-solutions/#franchise)
- [Not for Profit](https://www.spotlightreporting.com/our-solutions/#not-for-profit)

- Resources
- [Special Events](https://www.spotlightreporting.com/resources/#special-events)
- [Partner Success Centre](https://psc.spotlightreporting.com)
- [Webinars](https://www.spotlightreporting.com/resources/#webinars)
- [Help Centre](https://www.spotlightreporting.com/resources/#help-centre)
- [Blog](https://blog.spotlightreporting.com/)
- [White paper](https://www.spotlightreporting.com/resources/#white-paper)

- Plans
- [Basic](https://www.spotlightreporting.com/pricing/)
- [Super VCFO](https://www.spotlightreporting.com/pricing/)
- [Owners & CFOs](https://www.spotlightreporting.com/business-plans/)
- [Franchise](https://www.spotlightreporting.com/business-plans/)
- [Not For Profit](https://www.spotlightreporting.com/business-plans/)

- [LinkedIn Created with Sketch. LinkedIn](https://www.linkedin.com/company/spotlight-reporting-limited)
- [Facebook Created with Sketch. Facebook](https://www.facebook.com/Spotlight-Reporting-380174365420847/?fref=ts)
- [Twitter Created with Sketch. Twitter](https://twitter.com/spotlightrep?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor)
- [Vimeo Created with Sketch. Vimeo](https://vimeo.com/spotlightreporting)

© Spotlight Reporting 2018