If you’re a leader of a small or medium-sized accounting firm, you’ve probably felt the pressure to move beyond basic compliance work to the kind of high-value advisory services that your clients are increasingly looking for. But knowing where to begin, how to price it, and which clients are the right fit can be overwhelming. That fear of change can keep even the most motivated firm leaders stuck in the cycle of transactional, compliance-driven work.
The good news? You don’t need to overhaul your firm overnight to start taking advantage of advisory services. In fact, one of the smartest ways to begin this shift is with a “soft launch”—a measured, low-risk approach that lets you test and refine your advisory offerings with the right clients, at your own pace.
Jump to ↓
| A look at the current state of the industry |
| Your clients want more—and they’re already asking for it |
| How to soft-launch advisory services and build a more valuable firm |
| The shortcut to year-round revenue you’ve been looking for |
A look at the current state of the industry
For most accounting firms, traditional tax compliance work has long been the backbone of their business model. Tax return preparation, financial statement reporting, and payroll filings provide predictable revenue streams and well-defined deliverables. But this old-school model also has a ceiling. Compliance work is inherently cyclical, heavily deadline-driven, and increasingly commoditized due to automation and low-cost competitors. Firms are locked in a race against time every busy season, working harder each year to maintain revenue, let alone grow it.
As a result, many firm leaders find themselves stuck in a cycle of doing more with less, struggling to improve margins while juggling a rising workload and client expectations. There’s little time to step back and ask yourself if this is the work you really want to be doing. While tax compliance is essential, it shouldn’t be the only way your firm delivers value—or makes money.
Your clients want more—and they’re already asking for it
The irony is that your firm is likely already providing valuable advisory insights to your clients. You’re just doing it for free. Those “quick questions” clients ask throughout the year? They’re often about strategic business decisions like investing in new equipment, hiring more staff, restructuring operations, or better navigating cash flow issues. These are classic advisory opportunities, and yet they’re rarely treated or priced as such.
What your clients really want is guidance. They’re looking for a trusted partner who understands their business and can help them make smarter decisions. The problem isn’t a lack of demand. It’s that most firms haven’t packaged or positioned advisory services in a way that clearly communicates their value. By giving away advice informally (and for free), your firm misses out on the chance to deepen relationships, elevate your role, and generate more meaningful and sustainable year-round revenue.
How to soft-launch advisory services and build a more valuable firm
Shifting from a compliance to a consultancy model doesn’t have to be a massive overhaul—it can start with a simple, strategic soft launch. A measured, low-risk entry point allows you to evolve your business model while creating deeper client relationships and unlocking new year-round revenue opportunities.
1. Start with the right clients
Begin by identifying clients who already rely on your firm for more than just tax preparation. Include those folks who ask big-picture questions or need help navigating business complexity. Clients who are juggling multiple entities, growing rapidly, or facing decisions with significant financial impact are most likely to benefit from your strategic guidance.
2. Make it tangible and personal
Once you’ve identified a few ideal clients, reach out and offer something small and specific, like a complimentary strategic session or a quarterly business review. Use that time to show the real impact your insights can have. Tailor your message to what matters most to them and be prepared with examples that illustrate how your guidance can lead to better outcomes.
Remember: not every client will be a fit for this kind of engagement. That’s okay. Part of building a future-focused firm is giving yourself permission to say no to clients who don’t align with where your business is going.
3. Reframe the conversation around value
Moving from compliance to advisory isn’t just about the services you offer. It’s also about how you price and position them. Rather than charging by the hour, consider adopting a value-based pricing model that reflects the knowledge and experience you have—and prioritizes how that insight will help your clients achieve their goals.
A clear, upfront scope of work with pricing tied to specific deliverables or outcomes sets expectations and builds trust. It also allows your firm to deepen client relationships by shifting from one-off transactions to ongoing, year-round collaboration.
The shortcut to year-round revenue you’ve been looking for
For many firm leaders, the biggest hurdle isn’t the lack of desire to move into advisory services. It’s not knowing where to start. That’s where Practice Forward comes in. Designed specifically for accounting firms like yours, Practice Forward gives your firm the tools, templates, pricing strategies, and coaching you need to confidently launch and scale advisory services.
Think of it as your shortcut through the uncertainty. Instead of spending months trying to figure it out on your own, Practice Forward walks you through a proven methodology that takes the guesswork out of advisory, from identifying ideal clients and packaging services to proactive conversations and price-setting.
If you’re ready to take one smart, strategic step forward and open the door to more meaningful work, stronger client relationships, and a more valuable future for your firm, learn more about Practice Forward today.
For additional insight on how your firm can expand its services, download our whitepaper on how accounting firms are overcoming challenges with AI.
