The accounting profession is evolving. In 2025, more clients demand forward-looking advice, not just compliance. Firms that pivot into advisory services are reaping stronger margins, deeper relationships, and greater resilience.
Trend Signals: Advisory Is No Longer Optional
Research from EEA Advisory highlights that Australian firms are increasingly moving into advisory, ESG reporting, and digital transformation services. :contentReference[oaicite:3]{index=3} Meanwhile, the *2025 State of Tax Professionals* report shows firms are diversifying away from pure tax preparation, citing growth, technology, and services expansion as core priorities. :contentReference[oaicite:4]{index=4}
What Advisory Looks Like in Practice
- Strategic business planning: Helping clients forecast, set KPIs, and model growth.
- Financial performance improvement: Margin analysis, cost optimisation, cashflow strategies.
- Succession and exit planning: Preparing clients for transitions, M&A, or generational transfer.
- Technology & digital adoption advisory: Guiding clients on ERP, cloud migration, and automating workflows.
How to Launch (or Grow) Advisory Capabilities
- Start with your existing clients: Look for those asking “what’s next?” or needing strategic help.
- Package outcomes, not hours: Sell value (e.g. “increase margin by 5%”) rather than “advisory hours”.
- Hire or develop credentials: Analysts, strategy specialists, or ex-consultants can bridge skill gaps.
- Educate and cross-sell: Embed advisory conversations into annual reviews, tax check-ins and business health reports.
- Measure success: Track metrics (revenue per client, client retention, advisory fees as % of total).
Pricing for Advisory — Best Practices
Advisory isn’t commodity. Common approaches include:
- Fixed-fee packages by outcome or service bundle
- Retainer models for ongoing advisory relationships
- Tiered pricing based on business size, complexity, or risk
Challenges & How to Overcome Them
- Client mindset shift: Many still view accountants as compliance providers, not strategists.
- Capacity risk: Delivering advisory requires time and senior involvement.
- Talent gap: Need staff who combine business sense + analysis skills.
- Defining scope: Don’t overpromise — focus first on high-margin, manageable services.
Takeaway
In 2025, advisory services are not just a revenue stream — they define your firm’s future. Build your roadmap, price confidently, and lean into strategy to transform your firm’s trajectory.