It’s something we’ve been advocating at AVN for many years. While some accountants have adopted the idea enthusiastically, many more have stuck to compliance only work. Their reasoning being that their clients aren’t interested or that they don’t have the right skills (or both).
In our experience (and we’ve worked with over 5000 accountants), the reason clients don’t ask for business growth services is that they don’t know their accountant offers them. And the reason that most accountants don’t offer them, is that they don’t realise how much they already know around business growth solutions.
Here’s what happened to one accountant when he took the plunge with business growth.
“For years, many accountants—myself included—geared their client meetings primarily around compliance. So tax savings, HMRC requirements, and making sure everything is done by the book. It was what I thought clients wanted.”
“But I’ve come to realise that compliance, while essential, is not what excites clients. They’re not inspired by conversations about tax filings or deadlines. Instead, what truly resonates with them is the potential for growth, for expanding their business, and for increasing efficiency. This shift in mindset has completely transformed the way I engage with my clients.”
Compliance vs. Growth
“Compliance services are the bare minimum in accounting. It’s what any accountant can provide. What sets an accountant apart is the ability to help grow a client’s business. I’ve learned that my clients aren’t just looking for someone to keep them in line with regulations. They want a partner who can guide them toward their goals.”
“This shift in my thinking came during a meeting about business growth. I realised that talking solely about compliance made me just another accountant. But when I started discussing ways to grow their businesses, clients began to see me as a valuable partner, not just a compliance provider. They’re willing to pay a premium because they see the long-term value in services that can drive their success.”
“These services go beyond just keeping the business running—they help clients thrive. One client who has been with me for three years recently had a breakthrough moment. After showing him all the new services we offer, he said, “This is what we’ve been missing.” He was excited, asking for pricing details and eager to get started. It made me realise that expanding the scope of services adds real value to my clients’ businesses. And it deepens their trust in us as advisors, not just accountants.”
The impact on clients and accountants
“This mindset shift has had a profound impact not just on my clients but on me as well. By moving away from focusing solely on compliance and concentrating more on business growth, I’m able to help clients in more meaningful ways. I’ve always wanted to build a part of my practice that truly adds value to businesses and isn’t just about ticking boxes for the tax authorities.”
“Clients are now viewing my firm as a trusted partner rather than just a compliance provider. Two clients in particular have energised me with their enthusiasm. One was a brand new client, and the other was someone I’ve worked with for years and both of them have responded incredibly well to this new approach.”
“By offering services that go beyond the basics and really focusing on helping businesses grow, we’re able to create deeper, more valuable relationships with our clients. It’s time to focus less on compliance and more on being the catalyst for business growth.”
What a difference it’s made to that accountant!
Getting started with business growth
The truth is that you already have the skills to support your clients with business growth solutions. For many accountants, the barrier to getting started is how to approach this with clients. After all, if you’ve only spoken to them about tax before now, it can feel like a very big step into the unknown.
If you’d like to talk to us about getting started, book a quick discovery call with one of the AVN team. It’s an opportunity to share your challenges and get some ideas for moving forwards. Book your call here.