Latest / Advisory Secrets with Deb Halliday / The Real Opportunity in Advisory: Team-Based Success

Transcript

The Real Opportunity in Advisory: Team-Based Success · Advisory Secrets with Deb Halliday

• 0:00
  Foreign.
• 0:09
  Welcome
• 0:10
  to
• 0:10
  Advisory
• 0:11
  Secrets
• 0:11
  with
• 0:12
  Deb
• 0:12
  Halladay,
• 0:13
  the
• 0:13
  podcast
• 0:13
  for
• 0:14
  accountants
• 0:14
  and
• 0:14
  bookkeepers
• 0:15
  who
• 0:15
  are
• 0:16
  ready
• 0:16
  to
• 0:16
  move
• 0:16
  beyond
• 0:17
  compliance
• 0:17
  work
• 0:18
  and
• 0:18
  step
• 0:19
  confidently
• 0:19
  into
• 0:20
  advisory.
• 0:21
  If
• 0:21
  you
• 0:22
  ever
• 0:22
  felt
• 0:22
  there
• 0:22
  must
• 0:23
  be
• 0:23
  more
• 0:23
  to
• 0:23
  your
• 0:23
  role
• 0:24
  than
• 0:24
  year
• 0:24
  end
• 0:25
  accounts,
• 0:25
  tax
• 0:25
  returns
• 0:26
  and
• 0:26
  deadlines,
• 0:27
  you're
• 0:28
  right.
• 0:28
  In
• 0:29
  this
• 0:29
  podcast,
• 0:30
  I'll
• 0:30
  share
• 0:30
  the
• 0:31
  strategies,
• 0:32
  insights
• 0:33
  and
• 0:33
  real
• 0:33
  world
• 0:34
  lessons
• 0:34
  that
• 0:35
  help
• 0:36
  accounting
• 0:37
  professionals
• 0:38
  transition
• 0:39
  from
• 0:39
  technician
• 0:40
  to
• 0:40
  trusted
• 0:41
  advisor.
• 0:42
  We'll
• 0:42
  explore
• 0:42
  how
• 0:42
  to
• 0:43
  lead
• 0:43
  better
• 0:43
  financial
• 0:44
  conversations
• 0:44
  and
• 0:44
  deliver
• 0:45
  real
• 0:45
  value
• 0:46
  to
• 0:46
  clients.
• 0:46
  I'm
• 0:47
  Deb
• 0:47
  Halliday,
• 0:48
  author
• 0:48
  and
• 0:48
  creator
• 0:49
  of
• 0:49
  training
• 0:49
  programs
• 0:50
  for
• 0:50
  accounting
• 0:51
  professionals,
• 0:51
  and
• 0:52
  this
• 0:52
  is
• 0:52
  Advisory
• 0:52
  Secrets.
• 0:53
  Foreign.
• 1:01
  Problems
• 1:02
  in
• 1:03
  Advisory
• 1:03
  Services
• 1:04
  and
• 1:04
  interestingly,
• 1:05
  it's
• 1:06
  often
• 1:06
  something
• 1:06
  firms
• 1:07
  don't
• 1:07
  recognize
• 1:08
  until
• 1:08
  they've
• 1:09
  already
• 1:09
  become
• 1:10
  successful
• 1:10
  at
• 1:10
  advisory.
• 1:11
  Because
• 1:12
  many
• 1:12
  firms
• 1:12
  believe
• 1:13
  the
• 1:13
  challenge
• 1:13
  is
• 1:13
  moving
• 1:14
  from
• 1:15
  compliance
• 1:15
  into
• 1:15
  advisory.
• 1:17
  But
• 1:17
  in
• 1:17
  reality,
• 1:18
  that's
• 1:18
  only
• 1:18
  the
• 1:19
  first
• 1:19
  stage.
• 1:19
  The
• 1:20
  bigger
• 1:20
  challenge
• 1:20
  comes
• 1:21
  afterwards.
• 1:22
  And
• 1:22
  that
• 1:22
  challenge
• 1:22
  is
• 1:23
  this.
• 1:23
  How
• 1:24
  do
• 1:24
  you
• 1:24
  build
• 1:24
  advisory
• 1:25
  without
• 1:26
  becoming
• 1:27
  the
• 1:27
  bottleneck
• 1:28
  yourself?
• 1:29
  Because
• 1:29
  what
• 1:29
  we
• 1:29
  see
• 1:30
  happening
• 1:30
  repeatedly
• 1:31
  across
• 1:31
  the
• 1:32
  profession
• 1:32
  is
• 1:33
  an
• 1:33
  accountant
• 1:34
  or
• 1:34
  bookkeeper
• 1:35
  successfully
• 1:36
  transitions
• 1:37
  into
• 1:37
  advisory.
• 1:38
  The
• 1:38
  client
• 1:38
  relationships
• 1:39
  improve,
• 1:40
  the
• 1:40
  conversations
• 1:41
  improve,
• 1:42
  fees
• 1:42
  improve,
• 1:43
  the
• 1:43
  work
• 1:44
  becomes
• 1:44
  more
• 1:44
  meaningful.
• 1:45
  Everything
• 1:46
  looks
• 1:46
  like
• 1:46
  it's
• 1:46
  working.
• 1:47
  But.
• 1:47
  But
• 1:47
  slowly
• 1:48
  another
• 1:49
  problem
• 1:49
  starts
• 1:50
  to
• 1:50
  emerge.
• 1:51
  Every
• 1:51
  important
• 1:52
  client
• 1:52
  conversation
• 1:53
  sits
• 1:53
  with
• 1:53
  one
• 1:54
  person.
• 1:54
  Every
• 1:55
  strategic
• 1:55
  meeting
• 1:56
  sits
• 1:56
  in
• 1:56
  one
• 1:56
  diary.
• 1:57
  Every
• 1:57
  major
• 1:58
  decision
• 1:58
  needs
• 1:58
  one
• 1:59
  individual
• 1:59
  involved.
• 2:00
  And
• 2:01
  eventually
• 2:01
  the
• 2:01
  business
• 2:02
  hits
• 2:02
  capacity.
• 2:03
  Not
• 2:03
  because
• 2:03
  advisory
• 2:04
  failed,
• 2:04
  but
• 2:05
  because
• 2:05
  the
• 2:05
  structure
• 2:06
  failed.
• 2:08
  The
• 2:08
  hidden
• 2:09
  problem
• 2:10
  nobody
• 2:10
  talks
• 2:10
  about.
• 2:12
  One
• 2:12
  of
• 2:13
  the
• 2:13
  reasons
• 2:13
  this
• 2:13
  happens
• 2:14
  is
• 2:14
  is
• 2:14
  because
• 2:14
  advisory
• 2:15
  initially
• 2:16
  feels
• 2:16
  very
• 2:16
  personal.
• 2:17
  Clients
• 2:17
  trust
• 2:18
  the
• 2:18
  owner.
• 2:18
  The
• 2:19
  owner
• 2:19
  has
• 2:19
  the
• 2:19
  experience,
• 2:20
  the
• 2:20
  owner
• 2:20
  has
• 2:20
  the
• 2:21
  confidence.
• 2:21
  The
• 2:22
  owner
• 2:22
  understands
• 2:22
  the
• 2:23
  numbers
• 2:24
  deeply.
• 2:24
  So
• 2:25
  naturally
• 2:26
  the
• 2:26
  owner
• 2:26
  leads
• 2:27
  the
• 2:27
  conversations.
• 2:28
  And
• 2:28
  at
• 2:28
  first,
• 2:28
  that
• 2:29
  works
• 2:29
  brilliantly.
• 2:30
  In
• 2:30
  fact,
• 2:30
  it
• 2:30
  often
• 2:31
  creates
• 2:31
  rapid
• 2:32
  growth
• 2:32
  because
• 2:33
  clients
• 2:33
  suddenly
• 2:34
  feel
• 2:34
  understood
• 2:35
  at
• 2:35
  a
• 2:36
  much
• 2:36
  deeper
• 2:36
  level.
• 2:37
  They're
• 2:37
  no
• 2:38
  longer
• 2:38
  just
• 2:38
  receiving
• 2:39
  accounts
• 2:39
  and
• 2:39
  tax
• 2:40
  returns.
• 2:40
  They're
• 2:41
  receiving
• 2:41
  guidance.
• 2:42
  They're
• 2:42
  receiving
• 2:43
  clarity.
• 2:44
  They're
• 2:44
  finally
• 2:44
  having
• 2:45
  conversations
• 2:45
  about
• 2:46
  pricing,
• 2:47
  profitability,
• 2:48
  growth,
• 2:49
  cash
• 2:49
  flow,
• 2:49
  stress,
• 2:50
  decision
• 2:51
  making,
• 2:52
  and
• 2:53
  the
• 2:53
  future
• 2:53
  of
• 2:53
  the
• 2:53
  business.
• 2:55
  And
• 2:55
  for
• 2:55
  many
• 2:55
  accountants,
• 2:56
  this
• 2:56
  becomes
• 2:57
  the
• 2:57
  first
• 2:58
  time
• 2:58
  the
• 2:58
  work
• 2:59
  truly
• 2:59
  feels
• 3:00
  meaningful.
• 3:01
  But
• 3:01
  then
• 3:01
  something
• 3:02
  dangerous
• 3:02
  happens.
• 3:03
  The
• 3:03
  entire
• 3:03
  advisory
• 3:04
  model
• 3:05
  becomes
• 3:05
  dependent
• 3:06
  on
• 3:06
  one
• 3:06
  person.
• 3:08
  The
• 3:08
  founder
• 3:08
  led
• 3:08
  trap.
• 3:11
  This
• 3:11
  is
• 3:11
  something
• 3:11
  both
• 3:12
  Tim
• 3:12
  and
• 3:12
  I
• 3:12
  experienced
• 3:13
  ourselves.
• 3:13
  You
• 3:14
  move
• 3:14
  away
• 3:14
  from
• 3:14
  compliance,
• 3:15
  you
• 3:16
  move
• 3:16
  into
• 3:16
  advisory.
• 3:17
  And
• 3:17
  initially
• 3:18
  it
• 3:18
  feels
• 3:18
  like
• 3:18
  freedom.
• 3:20
  But
• 3:20
  eventually
• 3:20
  you
• 3:21
  realize
• 3:21
  you've
• 3:21
  simply
• 3:22
  replaced
• 3:22
  one
• 3:22
  role
• 3:22
  with
• 3:23
  another.
• 3:23
  Instead
• 3:24
  of
• 3:24
  being
• 3:25
  trapped
• 3:26
  doing
• 3:27
  bookkeeping
• 3:28
  or
• 3:28
  accounts
• 3:28
  production,
• 3:29
  you
• 3:29
  become
• 3:30
  trapped
• 3:31
  delivering
• 3:31
  strategic
• 3:32
  conversations.
• 3:34
  And
• 3:34
  because
• 3:34
  clients
• 3:35
  value
• 3:35
  the
• 3:36
  conversation
• 3:36
  so
• 3:37
  highly,
• 3:37
  they
• 3:37
  want
• 3:38
  access
• 3:39
  specifically
• 3:40
  to
• 3:40
  you,
• 3:40
  not
• 3:41
  the
• 3:41
  business
• 3:41
  you.
• 3:42
  And
• 3:43
  this
• 3:43
  creates
• 3:43
  what
• 3:43
  we
• 3:44
  call
• 3:44
  founder
• 3:44
  led
• 3:44
  advisory,
• 3:45
  where
• 3:46
  the
• 3:46
  value
• 3:46
  of
• 3:46
  the
• 3:46
  firm
• 3:47
  becomes
• 3:47
  tied
• 3:48
  to
• 3:49
  one
• 3:49
  individual's
• 3:50
  Thinking,
• 3:50
  communication,
• 3:52
  relationships
• 3:53
  and
• 3:53
  availability.
• 3:54
  The
• 3:55
  issue
• 3:55
  is
• 3:55
  this
• 3:55
  doesn't
• 3:56
  scale
• 3:57
  because
• 3:57
  eventually
• 3:57
  there
• 3:58
  are
• 3:58
  only
• 3:58
  so
• 3:58
  many
• 3:58
  conversations
• 3:59
  one
• 3:59
  person
• 4:00
  can
• 4:00
  lead
• 4:00
  to,
• 4:01
  only
• 4:01
  so
• 4:01
  many
• 4:02
  meetings
• 4:03
  one
• 4:03
  person
• 4:03
  can
• 4:04
  attend,
• 4:05
  only
• 4:06
  so
• 4:06
  much
• 4:07
  emotional
• 4:07
  and
• 4:07
  mental
• 4:08
  capacity
• 4:08
  one
• 4:09
  person
• 4:09
  has.
• 4:09
  And
• 4:10
  many
• 4:10
  advisory
• 4:11
  firms
• 4:11
  quietly
• 4:12
  hit
• 4:12
  this
• 4:12
  ceiling.
• 4:14
  Why
• 4:15
  this
• 4:15
  matters
• 4:16
  so
• 4:16
  much
• 4:16
  right
• 4:17
  now,
• 4:18
  this
• 4:19
  becomes
• 4:19
  even
• 4:19
  more
• 4:20
  important
• 4:21
  when
• 4:21
  you
• 4:22
  look
• 4:22
  at
• 4:22
  where
• 4:23
  the
• 4:23
  profession
• 4:23
  is
• 4:24
  heading.
• 4:24
  Compliance
• 4:25
  is
• 4:25
  changing
• 4:25
  rapidly.
• 4:26
  Automation
• 4:27
  is
• 4:27
  increasing,
• 4:28
  AI
• 4:28
  is
• 4:28
  increasing,
• 4:29
  software
• 4:29
  is
• 4:30
  improving.
• 4:30
  And
• 4:31
  because
• 4:31
  of
• 4:31
  that,
• 4:32
  firms
• 4:32
  are
• 4:32
  naturally
• 4:33
  moving
• 4:33
  towards
• 4:34
  more
• 4:34
  advisory
• 4:35
  led
• 4:35
  services.
• 4:36
  But
• 4:37
  if
• 4:37
  advisory
• 4:37
  simply
• 4:38
  creates
• 4:39
  a
• 4:39
  more
• 4:39
  exhausting
• 4:40
  version
• 4:40
  of
• 4:40
  practice
• 4:41
  ownership,
• 4:42
  that's
• 4:42
  not
• 4:42
  progress,
• 4:43
  that's
• 4:43
  just
• 4:43
  a
• 4:43
  different
• 4:44
  kind
• 4:44
  of
• 4:44
  pressure.
• 4:45
  And
• 4:45
  we
• 4:45
  think
• 4:45
  this
• 4:45
  is
• 4:46
  one
• 4:46
  of
• 4:46
  the
• 4:46
  biggest
• 4:46
  misunderstandings
• 4:48
  in
• 4:48
  the
• 4:48
  profession
• 4:49
  right
• 4:49
  now.
• 4:50
  Advisory
• 4:51
  itself
• 4:51
  is
• 4:52
  not
• 4:52
  the
• 4:52
  end
• 4:52
  goal.
• 4:53
  Building
• 4:53
  a
• 4:53
  business
• 4:54
  that
• 4:55
  can
• 4:55
  deliver
• 4:55
  advisory
• 4:56
  without
• 4:56
  depending
• 4:57
  entirely
• 4:57
  on
• 4:57
  you
• 4:58
  is
• 4:58
  the
• 4:59
  goal.
• 4:59
  That's
• 4:59
  the
• 4:59
  shift,
• 5:01
  the
• 5:01
  real
• 5:01
  transition.
• 5:03
  Most
• 5:03
  people
• 5:04
  think
• 5:04
  the
• 5:04
  journey
• 5:04
  looks
• 5:05
  like
• 5:05
  this,
• 5:05
  technician
• 5:06
  to
• 5:06
  advisor.
• 5:06
  But
• 5:07
  actually
• 5:07
  there's
• 5:08
  another
• 5:08
  stage
• 5:08
  afterwards.
• 5:09
  Advisor
• 5:10
  to
• 5:10
  leader
• 5:10
  of
• 5:11
  advisors.
• 5:12
  And
• 5:12
  this
• 5:12
  is
• 5:12
  where
• 5:12
  the
• 5:13
  real
• 5:13
  transformation
• 5:14
  happens.
• 5:15
  Because
• 5:15
  once
• 5:16
  advisory
• 5:17
  capability
• 5:18
  starts
• 5:18
  spreading
• 5:18
  through
• 5:19
  the
• 5:19
  team,
• 5:20
  everything
• 5:20
  changes.
• 5:22
  The
• 5:22
  business
• 5:22
  becomes
• 5:23
  more
• 5:23
  scalable,
• 5:24
  the
• 5:24
  team
• 5:25
  becomes
• 5:26
  more
• 5:26
  valuable,
• 5:27
  clients
• 5:27
  receive
• 5:28
  broader
• 5:28
  support,
• 5:30
  and
• 5:30
  the
• 5:30
  owner
• 5:31
  finally
• 5:31
  steps
• 5:31
  out
• 5:32
  of
• 5:32
  being
• 5:33
  the
• 5:33
  centre
• 5:33
  of
• 5:34
  everything.
• 5:34
  This
• 5:34
  doesn't
• 5:35
  mean
• 5:35
  the
• 5:35
  owner
• 5:35
  disappears,
• 5:36
  it.
• 5:36
  Means
• 5:36
  the
• 5:37
  business
• 5:37
  stops
• 5:37
  depending
• 5:38
  entirely
• 5:39
  on
• 5:39
  them.
• 5:40
  What
• 5:40
  changes
• 5:41
  inside
• 5:42
  the
• 5:42
  team?
• 5:44
  One
• 5:44
  of
• 5:45
  the
• 5:45
  biggest
• 5:45
  mindset
• 5:46
  shifts
• 5:46
  here
• 5:46
  is
• 5:47
  understanding
• 5:47
  that
• 5:47
  advisory
• 5:48
  is
• 5:48
  not
• 5:48
  reserved
• 5:49
  for
• 5:50
  one
• 5:50
  special
• 5:51
  individual.
• 5:51
  Advisory
• 5:52
  is
• 5:52
  a
• 5:52
  capability
• 5:53
  and
• 5:54
  capabilities
• 5:54
  can
• 5:54
  be
• 5:55
  developed.
• 5:55
  We've
• 5:56
  seen
• 5:56
  bookkeepers
• 5:57
  start
• 5:57
  recognising
• 5:58
  patterns
• 5:58
  in
• 5:58
  client
• 5:59
  behaviour.
• 6:00
  We've
• 6:00
  seen
• 6:00
  accountants
• 6:01
  become
• 6:01
  incredibly
• 6:02
  strong
• 6:02
  at
• 6:02
  strategic
• 6:03
  conversations.
• 6:04
  We've
• 6:04
  seen
• 6:05
  team
• 6:05
  members
• 6:06
  who
• 6:06
  initially
• 6:07
  lacked
• 6:08
  confidence
• 6:08
  become
• 6:09
  brilliant
• 6:10
  advisors
• 6:10
  once
• 6:10
  they
• 6:11
  were
• 6:11
  given
• 6:11
  the
• 6:12
  structure
• 6:12
  and
• 6:12
  support
• 6:13
  to
• 6:13
  develop
• 6:13
  those
• 6:13
  skills.
• 6:15
  But
• 6:15
  that
• 6:16
  only
• 6:16
  happens
• 6:16
  when
• 6:17
  firms
• 6:17
  intentionally
• 6:18
  build
• 6:19
  advisory
• 6:19
  thinking
• 6:20
  into
• 6:22
  the
• 6:22
  culture
• 6:23
  of
• 6:23
  the
• 6:23
  business.
• 6:24
  Because
• 6:24
  most
• 6:24
  teams
• 6:25
  are
• 6:25
  trained
• 6:25
  to
• 6:26
  process
• 6:26
  work,
• 6:27
  not
• 6:27
  interpret
• 6:27
  it.
• 6:28
  They're
• 6:28
  trained
• 6:29
  to
• 6:29
  complete
• 6:29
  tasks,
• 6:31
  not
• 6:31
  identify
• 6:31
  opportunities.
• 6:34
  And
• 6:34
  that's
• 6:34
  a
• 6:34
  completely
• 6:35
  different
• 6:35
  environment.
• 6:37
  The
• 6:37
  difference
• 6:37
  between
• 6:38
  compliance
• 6:39
  thinking
• 6:40
  and
• 6:40
  advisory
• 6:41
  thinking.
• 6:43
  Compliance
• 6:44
  thinking
• 6:44
  asks,
• 6:45
  was
• 6:45
  this
• 6:45
  completed
• 6:46
  correctly?
• 6:46
  Advisory
• 6:47
  thinking
• 6:47
  asks,
• 6:48
  what
• 6:48
  does
• 6:48
  this
• 6:49
  mean
• 6:49
  for
• 6:49
  the
• 6:49
  client?
• 6:50
  That's
• 6:50
  a
• 6:51
  very
• 6:51
  different
• 6:51
  question.
• 6:52
  One
• 6:52
  is
• 6:52
  technical,
• 6:53
  the
• 6:54
  other
• 6:54
  is
• 6:54
  commercial.
• 6:55
  And
• 6:55
  firms
• 6:56
  that
• 6:56
  build
• 6:56
  strong
• 6:56
  advisory
• 6:57
  teams
• 6:58
  teach
• 6:58
  people
• 6:59
  how
• 6:59
  to
• 7:01
  connect
• 7:01
  financial
• 7:02
  information
• 7:02
  to
• 7:02
  business
• 7:03
  decisions.
• 7:04
  They
• 7:04
  teach
• 7:04
  people
• 7:04
  how
• 7:05
  to
• 7:05
  recognize
• 7:05
  patterns,
• 7:06
  how
• 7:07
  to
• 7:07
  ask
• 7:07
  better
• 7:07
  questions,
• 7:08
  how
• 7:08
  to
• 7:09
  communicate
• 7:09
  clearly,
• 7:10
  how
• 7:10
  to
• 7:10
  contribute
• 7:11
  insight.
• 7:12
  And
• 7:12
  slowly,
• 7:13
  advisory
• 7:14
  stops
• 7:14
  being
• 7:14
  trapped
• 7:15
  inside
• 7:15
  the
• 7:16
  owner's
• 7:16
  head.
• 7:17
  The
• 7:18
  emotional
• 7:18
  side
• 7:18
  nobody
• 7:19
  mentions.
• 7:21
  There's
• 7:21
  also
• 7:21
  another
• 7:22
  layer
• 7:22
  to
• 7:22
  this,
• 7:22
  and
• 7:23
  honestly,
• 7:23
  I
• 7:23
  think
• 7:23
  this
• 7:24
  part
• 7:24
  matters
• 7:25
  more
• 7:25
  than
• 7:25
  most
• 7:25
  people
• 7:25
  realize.
• 7:27
  Being
• 7:28
  the
• 7:28
  bottleneck
• 7:28
  is
• 7:29
  exhausting.
• 7:29
  Even
• 7:30
  when
• 7:30
  the
• 7:31
  work
• 7:31
  is
• 7:31
  meaningful
• 7:33
  because
• 7:33
  eventually
• 7:33
  every
• 7:34
  every
• 7:34
  problem
• 7:35
  flows
• 7:36
  towards
• 7:36
  you,
• 7:37
  every
• 7:37
  decision
• 7:37
  needs
• 7:38
  you,
• 7:38
  every
• 7:38
  difficult
• 7:39
  conversation,
• 7:40
  every
• 7:40
  client
• 7:41
  escalation
• 7:41
  needs
• 7:42
  you.
• 7:42
  And
• 7:43
  over
• 7:43
  time,
• 7:44
  the
• 7:44
  business
• 7:44
  starts
• 7:45
  feeling
• 7:45
  heavy
• 7:45
  again.
• 7:46
  This
• 7:46
  is
• 7:46
  why
• 7:47
  so
• 7:47
  many
• 7:47
  practice
• 7:48
  owners
• 7:48
  feel
• 7:49
  trapped.
• 7:50
  Even
• 7:50
  after
• 7:50
  successfully
• 7:51
  moving
• 7:51
  into
• 7:52
  advisory,
• 7:52
  the
• 7:53
  business
• 7:53
  still
• 7:53
  cannot
• 7:54
  operate
• 7:54
  without
• 7:54
  them.
• 7:55
  And
• 7:55
  that's
• 7:55
  why
• 7:56
  building
• 7:56
  the
• 7:56
  team
• 7:56
  matters
• 7:57
  so
• 7:57
  much.
• 7:58
  Not
• 7:58
  just
• 7:58
  for
• 7:58
  scale,
• 7:59
  but
• 7:59
  for
• 7:59
  sustainability.
• 8:02
  What
• 8:03
  the
• 8:03
  best
• 8:03
  firms
• 8:03
  eventually
• 8:04
  realize.
• 8:07
  The
• 8:07
  firms
• 8:08
  that
• 8:08
  scale
• 8:08
  advisory
• 8:10
  successfully
• 8:10
  eventually
• 8:11
  realise
• 8:12
  something
• 8:12
  very
• 8:13
  important.
• 8:14
  Clients
• 8:15
  don't
• 8:15
  actually
• 8:15
  want
• 8:15
  access
• 8:16
  to
• 8:17
  one
• 8:17
  exhausted
• 8:18
  expert.
• 8:18
  They
• 8:19
  want
• 8:19
  consistent
• 8:20
  support,
• 8:20
  clarity,
• 8:21
  responsiveness
• 8:22
  and
• 8:22
  guidance.
• 8:23
  And
• 8:24
  often
• 8:24
  they
• 8:25
  receive
• 8:25
  a
• 8:25
  better
• 8:25
  experience
• 8:26
  when
• 8:26
  supported
• 8:27
  by
• 8:27
  a
• 8:27
  collaborative
• 8:27
  team.
• 8:28
  Because
• 8:28
  different
• 8:29
  people
• 8:29
  bring
• 8:29
  different
• 8:30
  perspectives.
• 8:30
  One
• 8:31
  person
• 8:31
  may
• 8:32
  spot
• 8:32
  operational
• 8:32
  issues,
• 8:33
  another
• 8:34
  may
• 8:34
  be
• 8:35
  recognised
• 8:35
  pricing
• 8:36
  problems,
• 8:36
  another
• 8:37
  may
• 8:38
  identify
• 8:38
  cash
• 8:39
  flow
• 8:39
  pressure.
• 8:40
  Together,
• 8:41
  the
• 8:41
  quality
• 8:41
  of
• 8:41
  support
• 8:42
  becomes
• 8:43
  much
• 8:43
  stronger
• 8:43
  and
• 8:44
  clients
• 8:44
  begin
• 8:44
  feeling
• 8:45
  like
• 8:45
  they
• 8:45
  have
• 8:45
  access
• 8:46
  to
• 8:46
  an
• 8:46
  entire
• 8:47
  advisory
• 8:48
  team
• 8:48
  rather
• 8:49
  than
• 8:49
  one
• 8:49
  overworked
• 8:50
  individual.
• 8:51
  If
• 8:51
  there's
• 8:52
  one
• 8:52
  thing
• 8:52
  we
• 8:52
  want
• 8:52
  people
• 8:53
  to
• 8:53
  take
• 8:53
  away
• 8:53
  from
• 8:53
  this
• 8:54
  episode,
• 8:54
  it's
• 8:54
  this.
• 8:55
  Advisory
• 8:56
  should
• 8:57
  not
• 8:57
  depend
• 8:59
  on
• 8:59
  one
• 8:59
  person.
• 9:00
  Not
• 9:00
  because
• 9:00
  that
• 9:01
  person
• 9:01
  lacks
• 9:01
  capability,
• 9:03
  but.
• 9:03
  Because
• 9:05
  businesses
• 9:05
  built
• 9:06
  around
• 9:07
  one
• 9:07
  individual
• 9:08
  eventually
• 9:09
  hit
• 9:09
  limitations.
• 9:11
  The
• 9:11
  real
• 9:12
  opportunity
• 9:12
  is
• 9:12
  building
• 9:13
  advisory
• 9:14
  capability
• 9:15
  across
• 9:15
  the
• 9:15
  entire
• 9:16
  team.
• 9:17
  Because
• 9:17
  that's
• 9:17
  where
• 9:17
  true
• 9:18
  scale
• 9:18
  happens,
• 9:19
  that's
• 9:20
  where
• 9:20
  freedom
• 9:20
  happens.
• 9:21
  And
• 9:21
  ultimately,
• 9:22
  that's
• 9:23
  where
• 9:23
  firms
• 9:23
  become
• 9:24
  more
• 9:24
  valuable,
• 9:25
  more
• 9:26
  sustainable
• 9:27
  and
• 9:27
  far
• 9:27
  more
• 9:27
  enjoyable
• 9:28
  to
• 9:28
  run.
• 9:28
  If
• 9:29
  this
• 9:29
  conversation
• 9:30
  resonated
• 9:30
  with
• 9:30
  you,
• 9:31
  we'd
• 9:31
  love
• 9:31
  to
• 9:31
  invite
• 9:32
  you
• 9:32
  into
• 9:33
  our
• 9:34
  Facebook
• 9:34
  community
• 9:35
  called
• 9:35
  Advisory
• 9:36
  Teams.
• 9:37
  Inside
• 9:37
  the
• 9:37
  group,
• 9:38
  we
• 9:38
  share
• 9:38
  conversations,
• 9:39
  ideas,
• 9:40
  training
• 9:40
  insights,
• 9:41
  leadership
• 9:42
  discussions
• 9:43
  and
• 9:43
  practical
• 9:44
  strategies
• 9:44
  around
• 9:45
  building
• 9:45
  scalable
• 9:46
  advisory
• 9:47
  firms
• 9:48
  without
• 9:48
  becoming
• 9:49
  the
• 9:49
  bottleneck.
• 9:51
  Just
• 9:51
  search
• 9:51
  Advisory
• 9:52
  Teams
• 9:52
  on
• 9:52
  Facebook
• 9:53
  and
• 9:53
  come
• 9:53
  join
• 9:54
  us
• 9:54
  there.
• 9:54
  Thanks
• 9:55
  for
• 9:55
  listening.
• 10:05
  Thank
• 10:05
  you
• 10:06
  for
• 10:06
  listening
• 10:06
  to
• 10:06
  Advisory
• 10:07
  Secrets
• 10:08
  with
• 10:08
  Deb
• 10:08
  Halliday.
• 10:09
  If
• 10:09
  you
• 10:09
  enjoyed
• 10:10
  this
• 10:10
  episode,
• 10:11
  make
• 10:11
  sure
• 10:11
  you
• 10:11
  follow
• 10:11
  the
• 10:12
  podcast
• 10:13
  so
• 10:13
  you
• 10:13
  don't
• 10:13
  miss
• 10:13
  future
• 10:14
  insights
• 10:15
  on
• 10:16
  building
• 10:16
  your
• 10:16
  advisory
• 10:17
  role.
• 10:17
  For
• 10:18
  more
• 10:18
  resources,
• 10:19
  training
• 10:19
  and
• 10:19
  support
• 10:21
  for
• 10:21
  accounting
• 10:21
  professionals
• 10:22
  stepping
• 10:23
  into
• 10:23
  advisory,
• 10:24
  visit
• 10:24
  debhalladay.co.uk
• 10:28
  or
• 10:28
  theaccountsoffice.co.uk
• 10:33
  until
• 10:33
  next
• 10:33
  time.
• 10:34
  Keep
• 10:34
  building
• 10:34
  a
• 10:34
  practice
• 10:35
  that
• 10:35
  creates
• 10:35
  real
• 10:35
  value
• 10:36
  for
• 10:36
  your
• 10:36
  clients
• 10:36
  and
• 10:37
  the
• 10:37
  lifestyle
• 10:37
  you
• 10:37
  want.