- Accountants can support clients looking for finance by reviewing their financial position and outlining available options, without recommending specific loans.
- The SME lending landscape is complex, and trying to manage it alone can take time and may not deliver the best solution for your client.
- A clear referral process allows you to connect clients with expert lenders while staying compliant and confident.
- Referring clients effectively strengthens relationships, saves time, and positions you as a trusted adviser.
Have you ever had a client walk into your office and ask, “Can you help me get a business loan?”
If so, your first instinct was likely to jump in and give advice, since you do know their business inside and out. But the SME lending landscape is complex. Plus, trying to do it yourself without proper accreditations or connections can take up valuable time and may not get your clients the most cost-effective solution.
That doesn’t mean you have to turn these opportunities away. With the right approach and the right support, you can guide clients toward commercial lending solutions, while protecting yourself and your firm.
Why boundaries matter
As an accountant, your expertise lies in things like reviewing cash flow, preparing financials, and helping clients plan for growth. These skills are all incredibly valuable to business owners.
However, when it comes to lending advice – particularly recommending specific loan products, interest rates, or repayment options – there are legal and professional boundaries you don’t want to cross.
Even small missteps can create unnecessary complications, so it helps to know exactly where your guidance ends and lending expertise begins.
And to make things trickier, grey areas are easy to stumble into. For example:
- Saying “I suggest you take out this specific loan” is clearly lending advice.
- Saying “You may want to explore financing options for this purchase” or “A commercial lender can help you evaluate your options” stays safely in guidance territory.
So, those are the risks of crossing the line, which begs the question: how can you avoid them without missing out on valuable opportunities?
The long answer is, by reviewing your client’s financial position, explaining general options, and referring them to specialists without recommending a specific loan. The short answer? By partnering with Valiant.
The smart referral approach
Through a clear referral process, you can support clients while leaving the lending expertise to trusted specialists. In a nutshell, here’s what it can look like:
- You identify the need: Recognise when a client might benefit from a loan, whether they bring up the topic or you spot an opportunity based on their financials.
- You provide general advice: Discuss the various financing options available, and answer questions about affordability or repayment scenarios.
- You refer the client to a lending partner: Introduce your client to a licensed commercial broker, like those at Valiant, who can match them with the right product for their unique situation.
What this looks like in practice
Oscar, a small business accountant, has a client, Kate, who's looking to upgrade the equipment in her pilates studio. Instead of recommending a particular loan:
- Reviews her cash flow and overall financial position
- Explains the different asset finance options
- Refers her to Valiant for expert guidance
The outcome?
✅ Kate gets expert commercial lending support
✅ Oscar stays compliant
✅ Their working relationship is strengthened
Tools and support to stay confident
Feeling unsure about referrals is normal, especially when compliance is involved. That’s why having clear resources is essential:
- Guides and templates: Practical advice to make referral conversations simple and structured. You can find a lot of this handy information in our Partner Toolkit.
- Partner support: Direct access to a dedicated commercial broker means your questions get answered and referrals are always smooth.
The win-win for accountants
Referring clients isn’t just about avoiding risk. It’s also a great opportunity to grow your practice and diversify revenue streams:
- More client loyalty: Clients appreciate that you can guide them to the right experts safely.
- Less stress, more time on your hands: You don’t have to manage the loan process yourself.
- Professional positioning: You remain the trusted adviser who knows when to bring in specialist help.
Discover how Valiant works with accountants
At Valiant, we’re here to make funding simple for you and your clients. We work with a wide panel of lenders, provide product expertise, and support you at every stage of the funding journey.
If you want to explore how a compliant referral model can benefit your clients and your practice, we’d love to chat. Reach out today and discover how we can help your clients access the finance they need.
