---
title: "EP499: Spotlight - Tommy Vincent – 3 Metrics That Drive Advisory Success"
description: Tommy Vincent shares how bookkeepers can step into advisory by focusing on three core metrics to deliver value, build trust, and grow their services.
---

[Episodes: Listen Now to The Successful Bookkeeper Podcast — The Successful Bookkeeper ](https://www.thesuccessfulbookkeeper.com/podcast)

# [EP499: Spotlight - Tommy Vincent – 3 Metrics That Drive Advisory Success](https://www.thesuccessfulbookkeeper.com/podcast/spotlight-tommy-vincent-bookkeeper-advisory-services)

 Written by [Michael Palmer](https://www.thesuccessfulbookkeeper.com/podcast/author/michael-palmer) | Oct 30, 2025 1:00:03 PM

**"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](https://hub-analytics.com/).**

Connect with Tommy on [**LinkedIn**](https://www.linkedin.com/in/tommyvincent/).

**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

[View full post](https://www.thesuccessfulbookkeeper.com/podcast/spotlight-tommy-vincent-bookkeeper-advisory-services)

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