We don’t really need to tell you that Making Tax Digital is well underway – it’s been at the forefront of most accountant’s minds ever since HMRC first announced their rollout plans two years ago.
It has been the focus of most accounting events, many many talks, and countless webinars. But so far, there’s been a lot of negative rhetoric around tax going digital:.
- It’s coming
- Better hurry
- Biggest change to tax system in 20 years
- If you’re not ready, you’ll face penalties.
- How to make MTD pain free
- Are you ready?
As an accountant and adviser there is a big opportunity in Making Tax Digital, and it’s all about how you frame this change to your clients.
The benefit of Making Tax Digital isn’t digital tax
You might be finding it difficult to communicate the benefits of MTD to your clients because you feel like it’s a burden to ask them to step up and do more, more often.
It may feel like the only benefit you’re getting from MTD is that it’ll keep your clients on their toes. It’s a good excuse to hammer home that they can’t be late submitting records to you, but little else.
Reframe the value
MTD has big business benefits for your clients. That benefit to them isn’t that tax is going digital. They don’t care about the formalities of submissions – that’s your remit. The benefit is the value they’ll get from moving their accounts over to the cloud.
- It’ll eliminate their fear of costly mistakes
- They can transform the productivity of their business and better prioritise their time
- They’ll be able to predict issues before they arise
- They’ll cut costs and will have more available cash
- They’ll have the tools to grow their business
- They’ll be in complete control of their business as it does grow
Not to mention that moving to cloud software allows your clients to have an upgraded relationship with you. You’ll become more like a strategic business partner than an accountant.
Your confidence transfers to your clients
For many business owners, Making Tax Digital is a blip on their radar. They’ve got lots of other things to think about to keep their business running day to day. They’ll likely be leaving all the MTD stuff in your hands, and putting their confidence in you, because you’re the tax expert.
That means that you need to have confidence in the value you’re delivering, rather than fearful of the implications of HMRC demanding more. If you’re scared about your ability to deliver, your message will be wrong.
The thing is – you can deliver it! You likely already are…
Think about your best client – one who’s already moved to cloud software and seen success. Think of how it has transformed their business. You know the value, because you’re seeing it in the work you’re already doing for your clients.
You just need to look beyond the features of cloud accounting – the apps themselves or the ease of bookkeeping. Instead think about the emotional benefits – less anxiety, more confidence, more time at home, more control, more money, more status.
Many of you will already know and be using some form of pricing and onboarding software. Whichever platform you use for generating proposals and automating the process, what these products are really offering Accountants is a tool to price consistently, sell more confidently and grow more profitably.
What are the top three emotional benefits of moving to the cloud, specific to your clients? Create your next conversation around those next time you talk about tax going digital.
And if you want further accountability in creating those relationships with clients, then talk to us about our Growth Academy, designed to help you move away from deadline driven work and become a master of deep, systematic change.