Adding Funding Advisory to Your Accountancy Practice

What does funding advisory mean for accountants?

Accountants can add a funding advisory service by identifying client funding needs and referring them to a commercial finance broker, earning commission on every funded deal. Through Fundably’s partner programme, accountants connect SME clients with 50+ UK lenders, including iwoca, Funding Circle, Nucleus Commercial Finance and Capital on Tap. Funding advisory does not mean becoming a broker yourself. For most accountants, it means:

1. Identifying when a client has a funding need
2. Introducing them to a commercial finance broker who handles the process
3. Earning commission from that introduction

This is a permissible activity for most accountants, including those without FCA authorisation, because commercial credit broking to UK Limited companies sits outside the FCA regulated perimeter and Fundably (an NACFB member commercial finance broker) handles the broking activity in any case.

A minority of accountants hold their own FCA credit broking authorisation and can manage the full application process. This guide focuses on the more common case: the introducer model.

Spotting funding opportunities in client conversations

The most common triggers:

Working capital: clients mention a cash flow dip, a late-paying customer, an upcoming VAT bill or a payroll pressure point. Invoice finance, credit lines or short-term loans are relevant here.

Growth capex: a client wants to hire, buy equipment, expand premises or enter a new market. Term loans, asset finance and revenue-based finance are options.

Large contracts: winning a big contract often requires upfront capital before the customer pays. Invoice finance or contract finance covers this gap.

Seasonal peaks: retail, hospitality and construction businesses frequently need additional working capital before a peak period.

Tax liabilities: R&D tax credit advances can bring forward cash that is owed months later by HMRC.

Acquisition or succession: buying another firm, buying out a retiring partner or acquiring a competitor are all fundable scenarios.

The introducer conversation

You do not need a detailed understanding of lending products to be a useful introducer. A simple conversation framework:

1. Acknowledge the funding need: “It sounds like you need additional capital to manage that. Have you explored your options?”
2. Explain what you can do: “We have a partner programme that can match you to 50+ lenders and identify the best options for your situation. There’s no obligation and no cost to apply.”
3. Submit the referral: log the referral in your partner portal. The broker contacts your client directly.

You do not need to recommend specific loan products, assess creditworthiness or compare lenders. That is the broker’s job.

Limits of introducer activity

The FCA regulates “credit broking” as an activity, but with two important carve-outs for accountants:

1. Borrower type: introductions involving UK Limited companies (and most partnerships of more than three persons) are outside the regulated perimeter. Most SME accountancy clients fall into this category.
2. Activity type: even within the consumer-credit perimeter, basic introductions (pointing a client to a broker, sharing a link) are generally outside regulated credit broking, while advising on specific products, comparing deals or filling in applications on a client’s behalf can be regulated.

If any of your clients are sole traders, individual landlords or other consumer-credit borrowers, treat advice on lending products with care. The practical rule across the board: introduce and hand off. Stick to introductions and let Fundably handle the rest.

Full detail: Do accountants need FCA authorisation for lending referrals?

Building it into your practice

Who should refer: partners and senior managers are best placed to identify funding needs in review meetings. Some firms brief their bookkeeping team to flag cash flow warning signs.

Volume expectations: in a firm with 100+ business clients, 1 to 3 funded referrals per month is a realistic starting range. At an average commission of around £2,000 per funded deal, that represents roughly £24k to £72k in additional annual revenue at zero incremental cost after setup. Smaller deals will pay less and larger deals (£250k+) considerably more. For a detailed breakdown of commission rates and earnings, see our guide on how accountants earn commission on lending referrals.

How to talk about it: “We’ve partnered with Fundably to give clients access to 50+ business lenders. If your business has a funding need, we can introduce you and they’ll handle the rest. There’s no obligation and no cost to apply.”

What to put on your website: a short “Business Funding” section linking to your partner portal adds credibility and generates inbound referrals from prospective clients researching your firm.

Frequently asked questions

How much commission can accountants earn per referral?

Fundably pays up to 30% of the commission it receives from lenders on every funded deal. With an average funded deal generating around £2,000 in commission, an accountancy firm completing 10–15 funded referrals per year earns £20,000–£30,000 in additional annual revenue with zero incremental cost after setup.

Does my client need to know I earn commission from the referral?

Yes. Professional standards for accountants require that you disclose any financial interest in a recommendation. In practice this is straightforward: tell your client you have a referral arrangement with Fundably and that you receive commission if they are funded. Most clients appreciate the transparency and it does not affect the referral outcome.

What happens if my client gets declined?

Fundably matches clients against 50+ lenders simultaneously, so a decline from one does not mean a decline from all. If no lender can fund at that point, the team will explain what changed and when the client might be eligible to reapply. You are kept updated throughout and do not need to chase for status.

How long does it take to set up a funding advisory service?

Through Fundably's partner programme, setup takes 24–48 hours. There are no subscription fees, no minimum referral volumes and no costs to the practice. Once approved, you receive a partner portal and referral link to share with clients.

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Ready to add funding advisory to your practice? Apply to become a Fundably accountant partner. Setup takes 24–48 hours, there are no fees, and you earn up to 30% of the commission Fundably receives from lenders from day one.