2. Where Do We Even Start? A Simpler Path to Advisory Growth

Ask most firm leaders if they want to grow their advisory services, and the answer is yes—without hesitation. In today’s environment, advisory is no longer optional—it’s seen as the future of the profession.

But ask how they plan to do it, and the answers start to get fuzzy.

“We’re going to talk to clients more.” “We’ll see what comes out of our planning meetings.” “We’re still figuring that out…”

It’s not hesitation—it’s overwhelming. Most firms already feel stretched thin, and the thought of building a whole new line of service, pricing model, and delivery process can feel like trying to build a plane while flying it.

If that’s where you are, you’re not alone. The good news is: you don’t need to figure everything out to get started. You just need a better first step.

Start with What You Already Know

The biggest mistake firms make when entering advisory is thinking they need to start by adding more services, more content, more tools, more conversations.

But the truth is, your firm already has what you need to begin: your client data and your professional insight. This marks a core shift in thinking—from building advisory from scratch to activating what’s already in front of you. That’s the first step toward 10Xadvisory.

Start by looking at your existing clients and asking:

• Who’s showing signs of financial strain or stagnation?
• Who’s growing fast but may not be operationally ready?
• Who hasn’t had a proactive business conversation in the last 6 months?

These are not just clients—they’re opportunities. You don’t need a new service line to help them. You need visibility.

Let the Data Surface the Opportunities

The easiest way to begin advisory is not to invent a new offer—it’s to let data surface where clients need you most.

Leading firms are using systems that monitor key performance signals like declining margins, cash flow pressure, or operational inefficiencies. When these signals are detected, the system doesn’t just alert you—it recommends where to focus and even suggests the types of solutions that have worked with similar clients.

This flips the process: You’re not hunting for advisory opportunities. You’re responding to them—with insight already in hand.

It also builds advisor confidence. Instead of asking, “What should I bring up?” your team is walking into conversations with the right starting point—something that can be scaled across dozens or hundreds of clients.

Focus on 3 Clients, 3 Conversations

If your firm is serious about getting started with advisory, here’s a practical approach you can implement this month:

• Pick 3 clients you know could benefit from deeper guidance.
• Review their recent financial and operational trends. (Better yet, use a system to surface what matters most.)
• Schedule one conversation per client focused on what’s coming next—not just what’s already happened.

You don’t need a formal advisory engagement to begin these conversations. You just need a relevant insight and a reason to reach out.

Start small. Start smart. That’s how real advisory grows—and how 10Xadvisory begins.

What’s Ahead

In our next article, we’ll explore how firms are moving from generic discovery interviews to insight-led conversations that skip the guesswork. We’ll show how to turn those “checking in” calls into meaningful strategy sessions—without adding more to your plate.

You don’t have to overhaul your entire business to begin advisory. You just need to see what’s already in front of you—and know how to act on it.

Read the next thought leadership piece: From Fishing to Targeted: How Leading Firms Find the Right Advisory Opportunities Faster