Small business owners rarely come with just one financial need. Cash flow, growth, tax planning and timing all intersect, and advisers are often at the centre of those conversations.

For advisers supporting SMEs, this reality is driving a renewed focus on diversification. Not as a trend, but as a practical response to how business clients operate and what they increasingly expect from their advisers.

Advisers are being asked to do more

Many advisers already have strong, long-standing relationships with business owners. They understand their clients’ goals, pressures and risk profiles. What’s changing is the scope of support those clients require.

SME needs don’t sit in silos. Funding decisions are often linked to broader planning conversations, from managing working capital to preparing for end of financial year or investing for growth. Advisers who can support a wider range of these needs – or quickly connect clients to solutions – are better positioned to remain central to the relationship.

Diversification, in this context, is about relevance as much as revenue.

Better outcomes through broader support

Access to a broader mix of funding solutions allows advisers to support clients with greater flexibility and confidence.

For SME clients, this can mean:

  • Smoother cash flow management
  • Earlier, more proactive EOFY planning
  • The ability to act quickly when opportunities arise

For advisers, it supports more meaningful conversations and stronger long-term relationships, particularly in periods of uncertainty or transition.

Business lending as a natural extension

Business lending is increasingly becoming a practical extension of existing advice conversations. Fast, flexible lending options – including loans and lines of credit – are now being used as everyday tools rather than one-off solutions.

When advisers can confidently incorporate business lending into discussions, they are better placed to support self-employed clients through both short-term pressures and longer-term growth, without adding unnecessary complexity.

Why timing matters now

While the end of financial year may still feel some way off, many SME clients are already planning ahead. January is often when priorities sharpen, budgets are revisited and funding needs become clearer.

Advisers who initiate broader conversations early are better positioned to support clients through this busy period and into the new financial year – rather than responding under pressure later on.

Diversification in practice

Effective diversification relies on more than product access alone. Advisers need clear information, simple processes and practical resources that make it easier to engage business clients with confidence.

When diversification is supported in this way, it becomes easier to:

  • Expand the scope of client conversations
  • Respond quickly to evolving business needs
  • Build more resilient, future-ready advice businesses

As SME clients continue to face complex challenges and exciting growth opportunities, advisers who take a broader, more holistic approach are well positioned for the year ahead.

If you’re ready to support more of your self-employed clients’ funding needs, you can submit a new opportunity directly through the Partner Portal or get in touch with our team at [email protected] to discuss how we can help.