Advisory Referral Fit
Find the Right Clients for Advisory Services
A quick fit check to spot the clients worth a discovery conversation.
Fit signals checked
0 / 26
Purpose: Use this checklist to identify existing clients who are strong candidates for your firm's advisory services. Any client with 3+ “Yes” answers is a good referral candidate; 6+ “Yes” answers should be prioritized for discovery.
Systems & Process Friction
0 of 4
Uses too many non-integrated systems, manual processes, or spreadsheets
Relies on spreadsheet “workarounds” to connect core financial processes
Re-keys data across systems or performs frequent exports/imports
Lacks standardized workflows, approvals, or documentation
Close & Deadline Challenges
0 of 4
Struggles to meet month-end, board, lender, or compliance deadlines
Has a lengthy or inconsistent close process
Experiences frequent late adjustments or reclasses
Misses or delays billing cycles
Visibility & Reporting Gaps
0 of 3
Lacks real-time visibility into financial or operational performance
Cannot easily answer questions about cash, margins, or budget vs. actuals
Relies on static, historical reports instead of dashboards or KPIs
Growth, Change, or Complexity Triggers
0 of 3
Recently experienced rapid growth or acquisitions
Added entities, locations, funding sources, or service lines
Is preparing for financing, lender covenants, or an exit event
Talent & Key-Person Risk
0 of 3
Over-reliant on one accounting/finance person or “spreadsheet hero”
Struggles to hire or retain accounting/finance talent
Lacks documented processes or backup coverage
Cash Flow & Forecasting Gaps
0 of 3
Manages cash reactively with limited forecasting
Experiences unexpected cash shortfalls despite reported profitability
Lacks disciplined AR, AP, or spend management processes
Controls, Risk & Compliance
0 of 3
Outgrowing informal controls and approvals
Facing increased audit, grant, donor, or regulatory scrutiny
Has limited segregation of duties or review processes
Leadership Capacity & Strategic Focus
0 of 3
Leadership is buried in day-to-day finance tasks
Needs to free leaders to focus on growth
Would benefit from outsourcing to reduce overhead or risk
0of 26
Monitor
Monitor and revisit later
Fewer than three fit signals so far. Keep this client on your radar and revisit as their needs change.
0–2
Monitor and revisit later
3–5
Warm referral; recommend a discovery conversation
6+
Priority advisory services opportunity
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