The Accounting Podcast The Future of Advisory: Unlocking Your Firm’s CFO Potential (from The Earmark Podcast)
Nov 20, 2025
James Erving, Head of Sales Americas at Fathom, teams up with Chris Macksey, CEO of Prix Fixe Accounting, to explore the evolving role of advisory in accounting firms. Chris reveals how his firm exclusively provides advisory services for restaurants, using industry trends to guide decisions on menu pricing and expansion. They discuss the importance of transforming data into actionable insights, highlighting forecasting techniques and visual KPIs that cater to clients with low financial literacy, ensuring they truly understand their business performance.
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Make Advisory Required And Charge For It
- Require advisory as part of your engagement to make services sticky and avoid commoditization.
- Charge for advisory instead of letting clients treat bookkeeping as a replaceable commodity.
Start Advisory With Forecasting
- Start advisory with forecasting because it drives decision-making and is a sellable service.
- Begin with short-term cash flow forecasts for survival, then add 3–12 month FP&A forecasts and scenarios.
Use Tools And Train Staff For Forecasts
- Use tools to scale forecasting instead of custom Excel models to save time and reduce barriers.
- Train non-partner staff to build budgets by projecting recent years forward and making educated adjustments.