Darren Van Zyl, partner and co-founder at Elements Advisory Group, explains why traditional client-led advisory models fail and how his advisor-led approach achieves 90% conversion rates.  

Darren’s firm starts with bite-sized engagements rather than overwhelming clients with a full-service offering. His firm uses a structured process in three phases: (1) a financial performance assessment using Fathom, (2) strategic planning based on the balanced scorecard, and (3) budget development.  

4 key takeaways  

1. ‍Start small, build gradually: Don't overwhelm clients with everything upfront. Being with bite-sized engagements like Financial Performance Assessments that let clients see real value first and build trust. This approach delivers 90% conversion rates. ‍
2. Structure beats flexibility: Client-led models create chaos, reactive work, blown timelines, constant write-offs. A proactive advisor-led model gives you a structured processes you can adapt as needed, fixed fees, and clear outcomes that a firm can gradually scale to generate profit. ‍
3. Use advisory services as a growth engine: Advisory isn't just another service, it's the catalyst that drives everything else. Get advisory right and you'll naturally unlock management accounting, tax planning, funding support, and M&A opportunities. ‍
4. Get your team and tech right: Tools like Fathom and Asana are essential for scaling, but the real key is partner-level buy-in and matching the right people to advisory work.

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