There’s no shortage of conversation in the accounting world about the importance of expanding service offerings. Firms are encouraged to deepen client relationships, unlock new revenue streams and deliver more strategic value in order to stay competitive. But while the ambition is clear, the path forward often isn’t. How do firms move beyond compliance in a way that’s not only meaningful but also scalable?

For PM+M, a leading accountancy and advisory firm in the North West, the answer begins with a simple, pragmatic step: identifying which clients need more help and proactively offering support. Rather than waiting for clients to ask for new services, they observe pain points, address inefficiencies and introduce new solutions, such as with one of the most overlooked areas in the SME toolkit: payments.

Manual Payments: Time-Consuming, risky and still far too common

Some of PM+M’s clients still manage supplier payments manually – a process that consumes hours each week and introduces avoidable risks.

“We can see that clients are spending unnecessary time managing manual payments,” says Luke Irving, a Manager in PM+M’s Cloud Accounting team. “That’s usually when we see an opportunity. If we’re aware they’re doing manual payments, we’ll explain they could be saving themselves time.”

After early experience with other platforms, PM+M is transitioning to Mimo.

“Mimo is moving quicker with the product updates compared to the rest of the market,” says Luke. “It’s just more of a versatile platform than the existing ones out there.”

How PM+M successfully introduces Payments as a Service

So how does the rollout happen in practice? When PM+M introduces Payments as a Service (PaaS) to clients, they do so in a deliberate, client-focused way. They begin with workflow scoping sessions and personalised recommendations, identifying exactly where support will have the most impact. Live demos early in the process become a key tactic that helps clients quickly grasp the practical value of the solution.

“Once they see the platform and how easy it is, they realise they can pay all their suppliers in minutes instead of spending hours adding up invoices and typing them into their bank,” Luke explains.

To make clients feel secure, PM+M designs approval workflows that keep control in the hands of the business owner. While the firm prepares payment runs, clients retain final approval, making the distinction between assistance and authority clear.

“Ultimately, they do have the final say on what’s being paid. We’re just assisting rather than taking over,” Luke adds.

Seamless onboarding that builds confidence

Introducing new tools could be seen as a time-consuming task. But onboarding is simple. PM+M manages the administrative side and supports clients with tailored sessions once their systems go live. The result is a smooth transition with minimal disruption. Clients benefit immediately from faster payments, automatic reconciliation in Xero and less stress around data entry and human error.

Internally, the shift supports PM+M’s broader efficiency goals. With the cost of doing business rising, the firm focuses on delivering value without increasing fees. Offering PaaS enables them to improve workflows, optimise review processes and keep their services both high quality and cost effective.

“We’re working to improve how we do things internally, so clients still get the same level of service but without us having to pass big cost increases onto them.”

A blueprint for firms ready to do more

For firms looking to move beyond traditional services, PM+M’s approach offers a clear blueprint: start with the client’s needs, lead the conversation and offer support where it will be felt most. Payments as a Service might not look like the most glamorous addition to a firm’s toolkit, but when executed thoughtfully, it has the potential to transform both client outcomes and internal operations.

And sometimes, that’s exactly where innovation begins.