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Making Tax Digital has created a wave of uncertainty for both accountants and their clients. For many firms, the challenge is not understanding the legislation. It is knowing how to introduce new compliance requirements in a way that protects client relationships, reinforces value and supports sustainable fees.

This session focuses on the commercial and communication side of MTD. Why so many firms underprice regulatory change. Why clients resist when context is missing. And how to position MTD not as a disruption, but as a leadership moment.

Attendees will gain practical language, pricing thinking and client conversation strategies that help them introduce new services confidently, without apology or panic.

The benefit of attending is clarity. You will leave with a structured approach to positioning MTD in a way that strengthens trust, supports profitability and improves the long-term sustainability of your firm.

In this session Rachel Harris will cover the following topics:

• Why firms default to fear-based pricing during regulatory change and how to avoid it
• The psychology of client resistance and how context reduces price sensitivity
• Positioning MTD as professional stewardship rather than an administrative burden
• Structuring conversations and communications that reinforce value and boundaries
• Creating scalable pricing models for MTD that protect margins and capacity

By attending this session, you will:

• Understand why technical knowledge alone does not drive client buy-in
• Be able to communicate MTD changes without apologising or over-justifying
• Feel confident setting appropriate fees for additional compliance work
• Recognise where fear or perfectionism may be distorting your pricing decisions
• Be able to position regulatory change as an opportunity to strengthen client relationships

This session will be of most interest to:

• Practice owners and partners
• Directors of small to mid-sized accountancy firms
• Client-facing senior managers
• Firms preparing for or implementing MTD for Income Tax

It is particularly relevant for firms with turnovers between £250k and £2m who are balancing compliance pressure with sustainable growth.

Course level: Need to know

This relates to new regulation that all accountants must understand, but the session focuses on commercial and strategic implementation rather than technical legislation detail.