Many firms are now developing their approach to offering non-financial accounting services, starting with GHG accounting. Use this checklist to set up your firm for success.

✅ Clearly define who is responsible for driving revenue from this new service and ensure everyone in the firm understands their role.

✅ Set quarterly revenue targets or a goal for the percentage of existing clients who will become GHG accounting clients.

✅ Engage partners and directors with one-on-one meetings to explain the value, coach them on messaging, and secure their support.

✅ Schedule a GTM meeting with Sumday for partners and directors to ask questions and gain clarity.

✅ Send an email to partners and directors confirming their role in raising this service with clients. Include resources to support them.

Hi [Partner]

In good news, we’re now offering non-financial accounting services to clients, partnering with Sumday. Examples of the deliverables and the value to clients is outlined in the attached summary.

This is new to many teams, and it’s likely clients may need assistance in this space and not realise this is something we can support them with.

These services are valuable for most clients the firm has, and so we are requesting your engagement and support to raise this opportunity with your clients. To do that with confidence, we are sharing resources and you can also complete an Introduction to Carbon Accounting course and access go to market resources in Sumday. Please let us know if you would like to start the course, it can be worked through in your own time.

We’re looking forward to rolling these services out across the firm, adding value to clients and providing opportunities for high impact work for our staff. We expect this service to be valuable in recruitment and retention across the firm as well.

Please reach out if you have any questions and feel free to attend the next GTM session with Sumday where you can ask questions about this work and the value to clients on [insert date with link].

Many thanks

[you - the carbon accounting champion!]

❌ Expect staff with no sales experience or deep client relationships to drive revenue without proper support.

❌ Assume clients will engage with an unfamiliar ESG team for initial steps like setting a baseline—it’s intimidating and high-friction.

❌ Expect those with client relationships to feel confident discussing this work without training or resources.

✅ Prepare a detailed summary of your new services for all staff. Ensure it explains what clients will receive and the value delivered. Access our template here.

✅ Build an ideal client profile and identify which team members have relationships with clients that fit this profile. Use our template here.

✅ Identify the top 10 clients you want to work with and ask Sumday for support with proposals if needed.

✅ Meet monthly with your Sumday relationship manager to review progress, share learnings, and gather insights from case studies.

❌ Use vague terms like “ESG services”—they confuse clients.

❌ Ignore existing clients, assuming they’re not interested.

❌ Push comprehensive sustainability reports as a first step if a client is just starting out. It’s overwhelming and unnecessary.

✅ Explore the Partner Marketing Toolkit in the Sumday Academy.

✅ Review your website. Is it clear why clients should pay for these services? Use the website guide for tips.

✅ Display your Sumday partner status on your website. Here’s an example.

✅ Encourage Sumday Certified Advisors to share their certificates on LinkedIn.

✅ Host a webinar for clients. Sumday can co-host if needed.

✅ Draft an email introducing clients to your services. Use templates from the toolkit.

✅ Create a guide for clients explaining why they should get started, or customize one of Sumday’s guides.

❌ Assume clients already know you offer this service from a few blog posts or a website update.

❌ Dismiss clients’ interest simply because they haven’t inquired about it. Many businesses don’t realise their accountant can help with this.

From here, you can decide on next steps, which might include integrating this work into broader reporting frameworks, stakeholder communication, or emissions reduction planning.