EP499: Spotlight - Tommy Vincent – 3 Metrics That Drive Advisory Success

"The number one driver of small to medium sized businesses not making it is cash flow problems. It's not that they're not profitable. This is the big thing with net cash that most people don't realize, is that you can run a profitable business and run out of money." -Tommy Vincent In this spotlight episode, Tommy Vincent, Co-Founder and Chief Revenue Officer at Hub Analytics, returns to share how bookkeepers can confidently step into advisory by focusing on just 3 key metrics. He explains how to measure, track, and present them to clients in a way that builds trust and drives business growth. In this interview, you'll learn: The 3 metrics every bookkeeper should track Why consistency matters more than dozens of KPIs How net equity shows a business owner's true wealth To learn more about Hub Analytics, click here. Connect with Tommy on LinkedIn. Time Stamp 00:00 – Introducing 3 Key Metrics 02:16 – Why bookkeepers are well-positioned to deliver advisory services 03:59 – Why less is more with KPIs for small business clients 04:54 – The three core metrics 06:33 – Breaking down net operating income & what it reveals 07:50 – Industry nuances & why measuring consistently matters 09:30 – Using consistent monthly tracking to spot improvement 12:20 – Net equity explained 14:27 – Why 78% of a business owner's net worth is tied to their business 16:04 – Loans, distributions & reinvestment 20:54 – Why profitable businesses still fail without cash 23:10 – Healthcare & construction industries & cashflow gaps 25:59 – Watching DSO & DPO to avoid cash crunches 27:21 – How bookkeepers can differentiate by tracking just 3 KPIs 28:29 – How to package advisory 30:55 – Why most existing clients won't pay more 33:18 – Advisory is best suited for businesses over $1M revenue 34:56 – How Hub Analytics supports bookkeepers with AI-driven reporting