TL;DR: The next stage of advisory is not just cashflow forecasting. It is helping clients access and structure capital. This article gives accountants and bookkeepers a practical playbook for the shift, what conversations to lead with, and where invoice finance fits inside a broader advisory stack.
Why compliance work alone is shrinking as a revenue lane
The compliance revenue model for accountants and bookkeepers has been under pressure for a decade. Tax returns, BAS, PAYE, financial statements. Software automation has reduced the time required. Clients know it. Some have moved to fixed-fee packages. Others have pushed back on hourly rates for work that is largely templated.
This does not mean compliance work is disappearing. It is still the foundation of most practices. But as a standalone revenue proposition, it is harder to grow. The firms that are growing advisory revenue are the ones that have added a forward-looking layer: cashflow management, growth planning, capital access, and business strategy.
What capital advisory means in practice for an SME accountant
Capital advisory does not require a new service line or a credit licence. For most accountants and bookkeepers who work with SME clients, it starts with one question they are not yet asking regularly: does your client have access to the capital they need to operate and grow?
The answer is often no. Not because the client is in financial difficulty. Because the timing of revenue does not match the timing of costs. An SME that sends invoices on 30-day terms but pays wages weekly has a structural cashflow issue that capital can solve. Their accountant knows their revenue, their costs, and their payment patterns. They are better positioned than any lender to identify this gap.
Capital advisory in practice means: identifying the gap, explaining what it is and why it is happening, presenting the options available in plain language, and helping the client make a decision. The accountant does not need to be the one arranging the finance. They need to be the one who identifies the need and makes the introduction.
The three conversations every adviser should be having with clients quarterly
1. The cashflow timing conversation.
Ask: when does money come in versus when does money go out? Map the gap. Most SME clients have never had this conversation framed as a timing issue rather than a profitability issue. They think they have a cashflow problem. They actually have a cashflow timing problem. The distinction matters because the solution is different. A timing gap does not require a loan. It requires access to money that is already owed.
2. The growth constraint conversation.
Ask: what opportunity are you turning down because of cashflow? Most SME owners have at least one. A larger contract they cannot resource. A supplier offer they cannot take because the payment terms do not align. A second staff member they cannot bring on because the payroll commitment outpaces the invoice cycle.
3. The capital structure conversation.
Ask: what tools does your client currently use to manage cashflow gaps? Most use their overdraft. Some use credit cards. Many are using nothing and absorbing the cost in owner income or growth constraints. A simple inventory of what the client has available versus what they actually need is the starting point for advisory that adds real value.
Where invoice finance fits inside a capital advisory engagement
Invoice finance is not a product for every client. It is right for businesses that invoice other businesses, wait to be paid, and have costs that arrive before payment does. That is a significant portion of the SME client base for most practices.
For a client who fits this profile, invoice finance solves a specific problem: the gap between sending the invoice and receiving payment. They do not take on new debt. They access money that is already theirs. The fee is a percentage of the invoice, typically 4 to 6% for FundTap in AU/NZ. The invoice is repaid when the debtor pays. There is no lock-in, no minimum draw, and no debtor notification in the FundTap model.
From an advisory perspective, invoice finance is a comparatively easy recommendation to explain. The risk profile is low. The product is transparent. The cost is explicit. For a client whose cashflow timing issue is driven by invoicing, it is often the cleanest and fastest solution.
How to position advisory fees without losing trust
The commercial question advisers most often get stuck on is how to get paid for capital advisory work without damaging the client relationship. Three approaches that work in practice:
First, referral fees from providers. Invoice finance providers, asset financiers, and commercial lenders pay referral fees to intermediaries. This is transparent if disclosed, and it does not require the client to pay anything. FundTap pays referral fees to registered partners. Make sure any fee arrangement is disclosed to the client as required under applicable law in AU and NZ.
Second, advisory retainer. Position cashflow and capital advisory as part of an ongoing advisory retainer. Clients who are growing and using your firm as a sounding board will pay for this.
Third, project fees for specific engagements. If a client is preparing for a growth phase, a major contract, or a business acquisition, a one-off advisory engagement with a defined scope and fee is entirely appropriate.
A starter kit: tools, partners, and referral paths
Tools you likely already have: Xero or MYOB analytics. Cashflow forecast functionality. A view of the client's invoice register and debtor list.
Partners to register with: FundTap (invoice finance, AU/NZ), your preferred asset financier, a commercial broker for larger facilities. Registering as a partner with one or two providers gives you a referral pathway without creating a compliance burden.
Starting conversations: Pick three clients in your portfolio who invoice other businesses and are growing. Ask the cashflow timing question. See what comes up. You do not need a script. You need to ask a question you have not been asking.
Frequently asked questions
What is capital advisory?
Capital advisory is the practice of helping clients understand, access, and structure the capital they need to operate and grow. It expands the adviser's role from backward-looking (tax, accounts) to forward-looking (growth planning, cashflow strategy).
Do I need a credit licence to advise clients on working capital?
In Australia, providing general information about finance options or making introductions to licensed providers generally falls outside the Australian Credit Licence requirement. In New Zealand, similar distinctions apply under the Financial Markets Conduct Act. Get specific legal guidance if you intend to receive referral fees.
How do accountants get paid for capital advisory work?
The most common models are referral fees from finance providers, advisory service fees billed to the client, and bundled advisory retainers. FundTap pays referral fees to registered partner advisers.
How does FundTap support accountants and bookkeepers?
FundTap's partner programme for accountants and bookkeepers provides referral fees, educational resources, and co-branded materials. See how FundTap works with accountants and bookkeepers.
Want to bring working capital into your advisory practice? See how FundTap works with accountants and bookkeepers.
Author: Shane Laurence, Head of Growth at FundTap. Published: 15 May 2026. Updated: 15 May 2026.
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