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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.

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 covers 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