ATOL Reporting Accountants (ARA) schemePosted 06/30/2016 by AAT Comment & filed under Accountancy resources, Tax.The Civil Aviation Authority (CAA) is changing the requirements for accountants who can prepare CAA returns for their clients who hold Air Travel Organiser’s Licence (ATOL) licences. This will mean that only accountants who are designated by their professional bodies as an ATOL Reporting Accountant will be allowed to authorise the CAA returns. Currently, AAT is in discussions with the CAA regarding the ARA Scheme.The CAA’s eligibility criteria includes, for example, that the member must be able to demonstrate that:1. They have taken and passed a professional examination covering assurance work as approved by the CAA (this may be limited to individual modules of a professional qualification)2. They hold Professional Indemnity Insurance (at least sufficient to cover the Liability Cap in the CAA Guidance Note 10)3. The principal business of their firm is the provision of accountancy services4. They are independent of the ATOL holder and that they prescribe to the IFAC’s Code of Ethics found in the IFAC Handbook of the Code of Ethics for Professional Accountants5. They have appointed a contact principal6. The member will be required to undertake additional training and CPD.Please note in order to enable those AAT members who have ATOL licence holder clients to be able to continue to work in this area the AAT is currently in discussion with the CAA.If you have an ATOL licence holder client, or consider that you might like to take on clients who are ATOL licence holders in the future, then please email AAT at [email protected]. In your email please state:1. Your name, membership number and daytime telephone number2. The number of ATOL licensee clients that you currently have (if applicable)3. That you are interested in becoming a designated ATOL Reporting Accountant (ARA)
Things you learn when you become a fatherPosted 06/20/2016 by Mark Rowland & filed under News.Being a parent is wonderful, but life is not without its challenges. As a new father to a four-month-old boy, it has given me a new perspective on things, and not in the way I expected. Here are some of the things I’ve become aware of as a father.The train companies hate babiesIf you think train travel is a pain, try doing it with a buggy. Everything is up or down a lot of stairs, and the token lift is 1) barely big enough to fit one family and 2) unbelievably slow. Last-minute platform alterations become the stuff of nightmares.Baby changing and disabled access are treated as the same thingWhen out and about with my son, the disabled toilets and changing facilities are often in the same cubicle. On more than one occasion, I’ve had elderly ladies attempting to batter down the door while I’ve been in there, because there’s literally nowhere else they can go. New parents, the elderly and disabled are all lumped in the same category, which doesn’t seem right at all.No matter how many books you read, it’s all just guessingParenting is something you muddle through. Every week brings a new thing for you to deal with. You can never become complacent. We are still in the easy stage – our son isn’t even crawling yet – but we’ve still had plenty of moments when we’ve had to think on our feet. Which I’m told is a good leadership skill, so perhaps I’ve become more entrepreneurial.You can function on a lot less sleep than you realiseWhile you do have days where your brain feels about five steps behind the rest of you, you can generally function pretty well on a few hours of sleep. It’s usually not until you get home in the evening that tiredness starts taking over, but even then, of your baby is awake with teething pain or your partner is at his or her wits’ end, you need to dig into your reserves and get on with it.Parents are drawn to each otherSometimes, being a parent feels like being in a secret club. If you’re out at a networking event, being a parent is an amazing icebreaker – you feel a mutual bond born out of understanding of the pain and wonder of parenthood. You also know that these are the only people who are going to tolerate your endless babbling about your child, and the hundreds of pictures you have primed on your phone – you get to compare notes, and reassure each other that you’re doing everything right.The happiness you get from your child really is like nothing elseBefore your child is born, people tell you this all the time, but you don’t quite believe them. Then you become a father, and you feel a rush that you have never got from anything else. And you realise you need this, to be a parent. If you didn’t have that rush, nobody would be able to get through it.
Pound, dollar, yen… what is the origin of the currency name?Posted 06/17/2016 by Jason Hesse & filed under News.Whether you work with British pounds, US dollars or euros, the currencies that you use every day plays a big role in your profession. Money makes the world go around, they say.But have you ever stopped to wonder what the origin of the currency name is? What is the etymology of our money? Let’s explore how some of the world’s major currencies got their names.British pound sterlingWith its origins lying as far back as 5th century Anglo-Saxon England, the British pound sterling is the world’s oldest currency still in use.The word ‘pound’ refers to its weight. In Anglo-Saxon England, the pound was a unit equal to 240 silver pennies or the equivalent of one pound weight of silver. Etymologically, the word ‘pound’ comes from the latin pondo, which represents a pound weight of 12 ounces.The ‘sterling’ part of the name refers to the hard stirling silver adopted in 1158 by King Henry II. Prior to this, the silver used in to mint coins was made of 0.999 (or 99.9 per cent) fine silver, which meant that coins would wear down quite rapidly. By contrast, stirling silver is 0.925 (92.5 per cent) silver (the rest of the weight is other metals, usually copper), which was more hard wearing and was used until 1816 in British coins.Other currencies that are based on weight include the ‘peso’ (Spanish for ‘weight’, used across most of South America), the ‘ruble’ (Russian for ‘a chop’ or ‘a section’), the ‘Israeli shekel (Hebrew for ‘weight’) and the dinar (found in many Arabic countries, it refers to the Greek denarion, referring to ‘units of ten’).EuroAdopted in 1995, the name ‘euro’ is attributed to the Belgian history teacher Germain Pirlot, who sent a letter to the then president of the European Commission, Jacques Santer, to suggest the name.The origin of the name is pretty self-explanatory – euro is short for for Europe!The currency itself is based on the European Currency Unit, or ECU, which was a basket of the currencies of the European Community member states. The word ‘ECU’ was nearly used as the currency name, before the euro was installed on January 1, 1999.United States dollarAdopted as the name of the United States monetary unit in 1792, the ‘dollar’ is one of the most common currency names in the world. The word refers to the location from which the precious metal used for the currency was mined.Used by the US – but also by Australia, Canada, Fiji, New Zealand and Singapore among others – the dollar origin dates back to the 16th Century, when coins minted with silver from mines in St Joachimsthal (which are now in the modern-day Czech Republic, but was then the Kingdom of Bohemia) became known as Joachimstalers.The short-name for the silver coins was ‘thalers’, which morphed into ‘daler’ in Dutch. This was used as the name for the Dutch coin, ‘leeuwendaler’ (meaning ‘lion daler’, due to a lion being found on one side of the coin).These coins were used throughout the Dutch East Indies and the Dutch New Netherland Colony of New York, and were colloquially known as ‘dalers’. When the United States established its own currency, it thus adopted the name ‘dollar’, as this term was already in use throughout the 13 colonies, overtaking the British-named ‘pound’.Another currency that is based around location – i.e. the location from which the precious metal used in the currency was mined – include the South African rand, which refers to the ‘ridge’ in Johannesburg where the gold was mined.YuanThe Chinese yuan, Japanese yen and Korean won all stem from the same origin, which is the Mandarin character for ‘round’ or ‘round coin’. Spanish traders would pay the Chinese with silver dollar coins, which were locally called ‘silver rounds’, due to their circular shape.FrancThe franc is the former unit of currency of France, Belgium and Luxembourg, and is still used today in many West and Central African countries as well as in Switzerland.The origin of the franc name dates to the 14th century, when the latin Francorum Rex, meaning ‘King of the Franks’, was inscribed on gold coins during the rein of Jean le Bon. This term was used on different gold and silver coins over the centuries, and became the official name of the French monetary unit in 1795.
Earning potential with AATPosted 06/15/2016 by Lauren Jack & filed under AAT news, News.When planning your career, you’ve probably got a lot of questions – how much can you earn while still a student? Where should you live to earn the most? Should you work in the private or public sector?Let’s spare you more questions (your exams have that covered) and get to answering some of them.SalaryThe mean salary of an affiliate is £21,875 a year, rising to £29, 925 for AAT members (MAAT) and £38,225 for fellow members (FMAAT). Managers earn around £28,000 at the junior level and £43,000 at senior/director levels.What about bonuses?34% of AAT members received a bonus in the last two years, a slight rise since 2013. The average bonus is 7% of salary, weighing in at around £2,200 for F/MAATs working full-time.What’s the pay gap like?Not great. While equal proportions of men and women have received a bonus in the last two years, the pay gap is at 18%. Men working full-time earn an average of £27,000, while women earn £23,000. Note that these statistics compare overall average earnings, not earnings between comparable jobs.Where should I live?For full AAT members, London has the highest salaries at an average £40,000 a year, followed by east/south-east England and Scotland at between £30,000 and £33,000 a year. The south-west of England follows at £28,000, with the Midlands, north England and Wales averaging £25,500 – £27,000 a year.For student members, London and Scotland are hot destinations, with employees earning around £23,000 a year. Students in the south-east of England earn £20,000, with other regions earning between £16,000 and £18,000 on average.BenefitsBenefits are an important part of evaluating the total compensation package of a job, as they make up on average 10% of salary.Healthcare and pensionsThe public and non-profit sectors win on pensions: 80% of AAT members in those sectors have a company pension scheme, compared to 60% of those working in the private sector. A third of private non-accountancy firms offer private healthcare. For accountancy firms and not-for-profits, this number is one in five; in the public sector, one in ten.Continued learningIf increasing your knowledge and gaining further qualifications is your goal, the public sector and accounting firms are most likely to provide opportunities – but only just. More than half of public sector employers will pay for you to further your learning through additional courses; 34% offer paid time off to study. 13% provide an incentive for completing AAT qualifications, too.Nearly two thirds of accounting firms will pay for further learning courses, and 37% will pay for time off to study. 50% of non-accounting private sector firms will pay you to take further courses; a quarter provide paid time off to study. One in ten private sector employers incentivise completion of AAT qualifications.In the non-profit sector, almost half will pay for you to take further courses, and a quarter pay you for study leave. 7% incentivise AAT qualifications.Family and work/life balanceIf you’re one of the 50% of employees who believe that flexible working hours and the ability to work from home is the most important perk a job can provide, you’ll be pleased to know more than half of public sector roles offer this opportunity. 37% of non-profits and one in five private firms do the same.The public and not-for-profit sectors are most likely to provide opportunities for families, with a quarter of public sector employers and 20% of non-profits offering above-statutory maternity benefits. One in five have family friendly policies.Job satisfactionWhat use is money if you dislike your job? Luckily for you, accountancy and several related jobs made Glassdoors’ top 25 careers list, and in 2013 accountants rated their job as the best in the world. Studying might be hard, but it’s definitely worth it.(All statistics are from the AAT Salary Survey 2015 unless otherwise specified.)
Expenses and benefits matched by allowable deductionsPosted 06/15/2016 by Tolley & filed under Accountancy resources, Tax.Where an employer pays or reimburses expenses to an employee by reason of his employment a tax charge would normally arise under ITEPA 2003, s 72.Similarly when an employer provides the employee with some form of non-cash benefit by reason of his employment a tax charge would normally arise on the benefit under the provisions of the benefits code in ITEPA 2003, Part 3.From 2016/17 there is an exception to this treatment where the expenses payment or benefit in question is matched by an allowable deduction from the employee’s earnings from that employment. In such a case no charge to tax or NIC arises and the employer has no reporting requirements.ITEPA 2003, ss 289A–289E; EIM30200It follows therefore that the employee can only claim a deduction from earnings in respect of that expense payment or benefit if his own qualifying expenditure exceeds the amount met or reimbursed by the employer.This exemption for amounts that would otherwise be matched by allowable deductions is only available for 2016/17 onwards and replaces the previous system of dispensations (for more on the position for 2015/16 and earlier tax years, see the Dispensations overview guidance note).Details of the exemptionIn the case of expenses paid or reimbursed by the employer to the employee, the exemption removes any charge to tax or NIC in cases where the employee would be entitled to a deduction from earnings in respect of the whole expense in question. There is no need for the employer to include exempt items on Forms P11D.See Example 1.For more detail on employees’ expenses that qualify for a deduction from earnings, see the Business expenses – general rule, Travel expenses and Subsistence expenses guidance notes.Benefits provided to employees are exempt if the employee would be entitled to a deduction from earnings if he had paid for that particular benefit himself (ITEPA 2003, s 289D).See Example 2.The exemption is not available where the expenses in question are paid or reimbursed as part of a salary sacrifice arrangement.Scale ratesThe exemption has a degree of inbuilt flexibility as it can apply to flat rate expenses payments made by reference to benchmark scale rates or to bespoke scale rates that the employer may agree with HMRC, provided that two conditions are met:There must be a checking system in place to ensure that the employees receiving the scale rate payments are in fact incurring and paying amounts for the specified purpose that would qualify for a deduction from earningNeither the payer nor anyone operating the checking system knows or suspects (or could reasonably be expected to know/suspect) that the employee had not incurred the expense in question or the expense would not qualify for a deductionIf an employer pays flat rate expenses that have not been agreed with or published by HMRC, these are outside the scope of the exemption and the amounts should go through payroll and be included on forms P11D in the normal way (see the Expenses guidance note), with the employee claiming an allowable deduction if possible.There is no requirement for employers to use scale rates across the board. They may pay or reimburse employees on the basis of actual expenditure by employees where they consider the flat rate would not be appropriate. The availability of the exemption is not affected. See Example 3.Checking systemsThe checking system should form part of the employer’s expenses policy, which should be in writing, be approved at an appropriate level of Board authority and be circulated to employees, explaining what procedures employees should follow in order to claim expenses and what records they need to keep.In any employer compliance check, HMRC is likely to ask the employer to provide evidence that the exemption is only being applied in cases where the employee is incurring deductible amounts. A requirement for employees claiming expenses to submit or retain receipts in respect of all expenditure incurred should be enough to satisfy this requirement for the majority of expense claims, but there should ideally be a process for identifying exceptional cases, setting out what further evidential proof should be provided.The requirement for employers to have a system in place for checking payments to employees was also a feature of the dispensation regime that applied for 2015/16 and earlier tax years. Employers who made use of the dispensations regime should review their existing systems to check that they are suitable for policing the exemption for amounts that would otherwise be deductible and record that they have done so.HMRC published ratesOne of the most common categories of flat rate expense payments is in respect of the subsistence element of travel and subsistence for business purposes. HMRC has published regulations giving rates for meal allowances which the employer may wish to use and which would be within the exemption if paid in connection with a qualifying journey:Length of qualifying journey (hours)Maximum meal allowanceFive or more (but less than 10)£510 or more (but less and 15)£1015 or more£25 However, HMRC has indicated (at EIM30295) that employers can still reimburse employees for subsistence on overseas trips by reference to the worldwide scale rates without any tax or NIC implications (see the Overseas business expenses guidance note).HMRC has not yet published rates for overnight subsistence for travel within the UK. Employers wishing to pay flat rates for overnight subsistence should agree bespoke rates with HMRC (see below).The above rates are only for use in applying the exemption – if the employer pays less than those amounts, the employee is not entitled to a deduction in respect of the shortfall. However if the employee has incurred qualifying expenditure which is higher than the amount reimbursed by the employer, he can claim a deduction from earnings for the unreimbursed part in his self assessment return or by submitting form P87. It is worth advising employees doing so that HMRC may question claims for unreasonable levels of expenditure and the fact that the employer has not reimbursed the whole amount increases the risk of such an enquiry from HMRC (see the Excessive levels of expenses guidance note).Bespoke scale ratesEmployers can agree with HMRC bespoke scale rates for categories of expenditure in respect of which they commonly pay expenses to employees. The most common such type of expenses would be subsistence payments to employees travelling for business purposes. This includes cases where the employer wishes to use higher flat rate meal allowances than those listed above.When asking HMRC to agree bespoke scale rates, the employer needs to justify the proposed rate. A common way of approaching this would be for the employer to carry out a sampling exercise based on a random sample of expense claims from 10% or more (dependent on workforce size – the sample needs to be representative) of employees for the category of expenditure in question. That sampling exercise should gather in contemporaneous records of the business reason for and the nature and cost of each item of expenditure, supported by receipts in each case.Employers may negotiate different scale rates for different categories of workers covering different items of expenditure or different scale rates for each. If so, the application to HMRC should be supported by a separate sampling exercise in respect of each group.It is also possible for representatives of particular industry groups to agree bespoke rates with HMRC for use by employers in that group (see also the Working rule agreements guidance note).EIM30255HMRC approval for bespoke rates lasts for a maximum of five years from the date of the agreement (ITEPA 2003, s 289B(4)(c)).HMRC can revoke approval to any particular set of bespoke rates during that five-year period if, in the opinion of an Officer, there is reason to do so. The HMRC Officer revoking the approval must do so in writing, stating when the revocation has effect which can either from the original date of approval or from a specified later date.The most likely reason for such a revocation would be evidence coming to light as part of an employer compliance check that the scale rates are in fact disproportionate to the amount of deductible expenses actually being incurred by employees or that there are flaws in the employer’s application of those scale rates. Since there is no appeal against the revocation itself, any objection would have to be by way of judicial review, so employers should be careful to ensure that their bespoke rates are sensible and sustainable.ITEPA 2003, s 289CUse of rates previously agreed under a dispensationIt is possible to roll forward use of scales rates previously agreed under a dispensation, but only if the rates in question were agreed in the previous five years and then only with HMRC agreement.EIM30280Employers wishing to do this, should write to HMRC setting out:– the rate(s) agreed– the date of the original agreement– the conditions under which the employer would make the payments– details of the checking systems that the employer has in place– confirmation that the employees in question would be entitled to a deduction in respect of the expenses in questionIf HMRC so agrees, the employer may then use the previous scale rates up to the fifth anniversary of when they were first agreed with HMRC.From 6 April 2016, if an employer continues to use rates agreed in a dispensation without HMRC approval, he should treat any amounts not covered by HMRC’s published rates as round sum allowances putting these through payroll, subject to tax and NIC under PAYE, and advise employees to submit any claim for a deduction that they feel is appropriate either in their tax return or on Form P87.Any meal allowances paid in excess of HMRC’s published rates (see above) are only within the exemption up to the level of those published rates, with the excess being treated as round sum allowances. See the Round sum allowances guidance note.Cases where the exemption does not applyEmployers who pay any non-allowable expenses still need to put those through the payroll, deducting tax and NICs under PAYE.Expenses that are only partially deductible are outside the scope of the exemption. The employer should put these through payroll in full, leaving the employee to claim a deduction from HMRC on the deductible part. See Example 4.It is not yet clear what the end-of-year reporting requirements are for non-exempt expenses which are paid through payroll and thus included in Full Payment Submissions made under RTI. Employers should therefore keep a separate record of any such payments until HMRC confirm the position in the 2016/17 P11D guidance (not expected until spring 2017).Any benefits provided which are not fully matched by a deduction either have to be put through payroll or reported on the employee’s P11D (see the Voluntary payrolling of benefits in kind and Year end benefit reporting guidance notes).The guidance note above on ‘Expenses and benefits matched by allowable deductions’ from the Employment Tax module of TolleyGuidance. TolleyGuidance is an online service that combines tax technical commentary with practical guidance. Written in plain English, by tax professionals for tax professionals, it incorporates worked examples and template documents.While every attempt will be made to ensure that information provided is accurate at the time of publication, it should be treated as guidance only and does not constitute legal or professional advice. Tax law and guidance changes frequently and readers are advised to consult the current relevant publication for the most up-to-date information on this topic.
7 steps to take after redundancyPosted 06/15/2016 by Georgina Fuller & filed under Career, Job hunting.When it comes to upsetting and stressful scenarios, being made redundant is up there with divorce, bereavement and moving house. So what can you do to help cushion the blow and move on?1. Ensure you have got the best possible settlementMinal Backhouse, managing director and employment lawyer at Backhouse Solicitors, says it’s vital to know how much you are owed by your employer as it will help you budget whilst you’re looking for a new job. “If you were worked there for more than two years, you are entitled to statutory redundancy pay. This is calculated based on age, weekly pay and length of employment, capped at 20 years,” she explains. “This increases to a full week’s pay for every complete year of employment when you’re between the ages of 22 and 40, and a week and a half’s pay for every complete year of employment when you’re 41+. Despite this criteria, the weekly amount is currently capped at £475.2. Keep calm and try and stay positiveHelen Sachdev, co-founder of WOMBA, which provides workplace coaching for new parents going back into work, says that it’s important to take a moment to reflect on your situation and try to be subjective. “Just because your company no longer needs you, it’s not a reflection of you or your potential. Be kind to yourself and don’t take it personally. It’s the role that is being made redundant, not you,” she advises.3. Update your CVPresuming that you will be looking for another job straight away, you should spend some time updating your CV, advises Denise Taylor, career psychologist and coach with Amazing People. Make sure it’s fresh and contemporary, says Taylor. “It may be five or more years since you last needed a CV and styles have changed. You no longer want a 100 word opening statement about what you are looking for. You need to focus much more on what you can offer. A CV just gets a nine second glance for a first review so think about the key details you want the reader to notice. Less really is more and don’t forget to use spell check.”4. Say yes to social mediaDo you have a LinkedIn profile? It’s now essential for almost everyone, says Taylor. “Start with your summary – is it clear about what you can offer and your key skills and expertise? Do you have key details on every job? Have you got some endorsements and recommendations? Have you changed the default title under your current, usually your last job title, to something more relevant?” Taylor advises building your connections by sending out personal requests, getting involved in various online groups and connecting with people who work for organisations you’d like to work for.5. Think about your next role very carefullyAre you looking for a similar job to the one you previously had or something new? If you are looking for something slightly different, it’s essential to do your research. Be completely clear about what skills and experience are required and make sure you have it. “Think hard about why you should be shortlisted and then get the job offer. The best way to do this is to look at a job ad and make sure you have a great example of all their key requirements,” Taylor advises.6. Remember there is no shame in signing onIf you have never been out of work before, it can seem humiliating signing on for the first time but don’t forget you are entitled to a Jobseeker’s Allowance whilst you’re looking. Backhouse explains: “Signing on for Jobseeker’s Allowance (JSA) means you may be able to receive national insurance contributions, preventing a gap appearing on your records.” A large gap could, for example, affect your rights to a pension or benefits in the future. “There are two types of JSA: Contribution-based and Income-based. You are entitled to contribution-based JSA if you have been paying NI for two years or more, for up to six months. Income-based JSA is based on your household’s income including insurance, savings and your redundancy pay. This can be claimed up until you find a new job and can top up or replace contribution-based JSA,” says Backhouse. You may also be entitled to other benefits such as free school meals, prescriptions, dental treatment and discount vouchers for glasses, hospital fees and mortgage repayments.7. Plan your time effectively“Think about how you will manage your time and divide it into finding jobs to apply for, researching jobs and meeting with people.” Taylor advises. You may, for example, like to create a spreadsheet so you know which version of your CV was sent and when to follow up. “Most people will spend most of their time looking on job search sites, but this is the least effective way to find a job, much more time should be spent on talking with people and making direct approaches to organisations. So divide your time between tasks.”
AAT Annual Conference 2016 podcastPosted 06/14/2016 by AAT Comment & filed under AAT news, News.“Good morning everyone, I am Mark McBride and I am honoured and proud to be President of AAT for the next year. This is my first official event… and what an event it is.”These were the words of our new President Mark McBride, who officially opened AAT’s eighth Annual Member Conference at the Birmingham Metropole.For those of you who could not attend, we have put together insight from key note speakers, exhibitors, delegates and AAT staff members in a podcast that will educate, entertain and inspire.This podcast brings to life the atmosphere and excitement from the conference with exclusive interviews from many, including Abbas Ahmed, Online Business Development Manager at Sage One, Gary Turner, Managing Director at Xero UK, and Darren Nicholls, AAT Product Manager for Informi – a new platform aimed at directly engaging with small businesses.In the coming weeks we will upload full versions of the speeches and sessions from Xero, Sage, Michael Steed, Steve Collings and others so please stay tuned.We will also be releasing video interviews from the conference, where we put your questions to HMRC about their bold vision to make tax digital by 2020 as well as talking to industry experts such as FA Simms and Mark Lee.
How to reply when a client says, “you’re too expensive”Posted 06/14/2016 by Jen Smith & filed under Run your business.“Hmmm, it’s too expensive” or “I can’t afford that right now”.It’s enough to give you the heebie-jeebies and squirm in your chair. Even the majority of seasoned business owners I know hate having that conversation. I recall the first time I heard it. It was really early days in my business and I wasn’t confident in my abilities and value. I was charging a fifth of what I charge now but it was a stretch for my prospective client and she didn’t hesitate to tell me so.I knew I didn’t want to discount my services, but I didn’t know what to do and so I just told her, “that’s fine, let me know when you are ready to invest”. She slipped through my fingers and I never heard from her again, despite following up.Now, three years on, it’s a different story. I’ve learnt about pricing, value and sales and feel much more confident handling the money objection. I’m going to share my learnings with you today.Before I offer advice on how to reply when a client says “you’re too expensive”, there’s some groundwork that will either help you avoid the issue entirely, or ensure you’re really prepared:1. Demonstrate value up frontBefore you even get on the phone or meet your prospective client, is it clear on your website and in your marketing materials how much value you offer? i.e. – the benefits, results and impact of using your products and services.If you’re not sure, it’s worth filling out the value proposition canvas for each product or service you offer, and then checking your marketing copy to see if the value is obvious to your prospects.Tip: Testimonials are a great way of demonstrating the value as well – and can be even more effective as it’s not you saying how great you are, but your past customers.2. Know that the money objection is usually a cover for something elseWhen someone really wants something, they’ll find the money for it. That’s why pop star’s concerts sell out within hours of announcing tickets. Their fans will move mountains to get a ticket.So when someone says they can’t afford it, there’s often a hidden meaning, such as:– I can’t see the value of this– I don’t want to work with you– I’ve found someone cheaper / I preferSome probing (using the questions I share later in this post) will help you uncover this and overcome it.3. Put the price into contextWhen you’re talking to your prospective client, you want to use the time you have to find out how much time or money they’re wasting on the problem you can solve for them. Or, how solving this problem will directly impact their sales.This helps you then put the investment in your services into context – as most people are looking to save time or money, or create more time or more money.For example you could ask them:– How much time do you currently waste on XYZ?– What is value of that time? (e.g. if they can make £100 an hour and they’re wasting 3 hours a week trying to figure out XYZ, you could save them £300 a week which is £1200 a month, which is £14,400 per year)Putting the investment into tangible terms and ROI is often enough to overcome the objection.If you’ve done all of the above and are still getting the money objection, here’s what to say:“You reached out to me because you need help with [insert their key problem]. If money/price wasn’t an issue, would you still want to work with me?”If they say yes, move on to the next question. If they say no, ask them why?“Put money to the side for a moment and tell me, what would you have to get as a result of working together / using our product to feel like this is the best investment you’ve ever made?”This helps you understand what they place value on, and gives you the opportunity to re-affirm that you can create that value through your products and services. Show them how much time, money or stress you can save them.It might also be handy to share results from clients you’ve helped achieve similar goals.The final question to ask them is:“How could you afford/find the money for this?”This gets them into problem solving mode and thinking creatively about where they could find the money to work with you. If they’ve said they want to work with you, and they can see the value, this puts the ball in their court and more often than not they’ll find the funds.Finally, if at the end of your conversation, they’re still not a definite yes or no, book in a time to follow up with them, and keep doing so until it is a definite “yes I want to work with you!” or “nope, it’s not for me”.
7 essential insights from the AAT Annual ConferencePosted 06/13/2016 by Mark Rowland & filed under AAT news, News.The AAT Annual Conference looked at innovation in accountancy and what members can do to keep up with the pace. Here are some of the trends and lessons that we picked up at the event.1. The IT revolution is happening faster than any previous cultural shiftThe agricultural revolution took thousands of years. The industrial revolution took hundreds of years, but the current technology revolution has taken tens of years, and the rate of innovation is speeding up, says Xero’s UK MD Gary Turner. As a result, business models are changing: “Facebook is the world’s biggest media company, and yet it creates no content, Alibaba is the most valuable retailer, and owns no inventory. And of course Airbnb, the world’s largest holiday company, but doesn’t own a single hotel room.”2. SMEs are the future (but they’re terrible at paying their bills)There are 200m small businesses worldwide, and that number is growing, according to Turner’s presentation. In the UK, small businesses are a huge section of the UK economy, responsible for 60% of employment and 47% of turnover. But they also struggle with many of the ins and outs of running a business: 72% have no business plan, 40% don’t use service providers such as accountants, and 39% don’t use technology at all.3. Accountants are the most trusted advisors in the small business communityWhich means that they are best placed to help SMEs improve their business knowledge and streamline their systems. This requires new models and ways of working in order to serve them effectively. Particularly using cloud technology, says Turner: “Rather than doing what I call binge bookkeeping, where you put it off and put it off and then one day you have to do all of this work to get the month-end done, we train small business owners to do it little and often, and you can just check in and just tidy up any errors they might have made. Then by the time you get to month-end, you’re running a set of management accounts, which is unheard of in an SMB.”4. Accountants need to be straight-talking finance translatorsAs the business world becomes more and more driven by micro-entities, there is a need for accountants to put accounting terminology in layman’s terms, and to present information in a clear, easy to interpret format. This came up at several points throughout the conference. Gary Turner at Xero mentioned this, as did Richard Simms of FA Simms and several delegates throughout the conference. “I think AAT members are more straight-talking than most accountants,” said one delegate during the dinner. “So I think we have an advantage.”5. Clients want their accountants to deal with all compliance issues – including HRThat’s according to Daniel Shah, head of channel partnerships at BrightHR. Clients are asking accountants to help with HR issues, and accountants have no idea how to deal with it, he told us in the conference exhibition hall. “But they keep being asked, so they look for a third party that can do that work for them,” he said.6. Accountants need to sell themselves on their personalities – both in the real world and onlineIt’s the only way they can really stand out, said accountant and motivational speaker Mark Lee in his keynote speech: “As accountants, what we do is not unique,” he said. “The only thing that is really unique is us.”Lee’s presentation offered delegates the tools to make a lasting first impression with potential clients and useful contacts. “When you’re talking to people, the best thing you can do is to listen to them. People will generally find you to be a more interesting person, the more interested you are in them. Listening is key.”7. Remote working is on the rise – and is most likely here to stayMore and more business leaders are extolling the benefits of remote working. Statistics revealed in Sage’s closing keynote at the conference that remote workers experienced increased productivity by 10-20%, lowered stress levels by 25% and improved diet for 73%.In fact, 36% of employees would choose the opportunity to work remotely over a payrise. But it needs the right people to work, said Sage’s Abbas Ahmed: “At my previous company, some people rejected working from home. They wanted to be in the office and be in the office environment to get the motivation and culture that comes from being a part of something.”
How to choose and apply for the right work experiencePosted 06/13/2016 by Neil Johnson & filed under Career.Work experience is invaluable. Whether you do one week at a local firm, a summer internship for a large company or a work placement during your studies, they can all ultimately lead to bigger things, such as your first full-time job in accountancy and finance. AAT regard the value of practical experience to the extent it’s a pre-requisite for membership.“It’s very common to receive hundreds of CVs that are nearly identical, so an internship or similar work experience is a great way of differentiating yourself from other applicants,” says Chris McKendrick, associate director at Grant Thornton Australia.It’s a great way of testing the water to see if you actually want to pursue a career in that space. At Grant Thornton you can choose which area of the business you’re interested in: audit, tax or advisory.“We have a great programme for vacationers and the passionate participants’ spring front of mind when junior positions become available in the firm,’ McKendrick. ‘Furthermore, it helps you to start to build your professional network, the importance of which can’t be overstated.”But where to begin?It’s vital that you give work experience some thought, so that you can make the right decision, after all it could set you on a path that will last your entire career. “If you’ve already planned your career path, try looking at the specific requirements for a role you’d like to take in the future, and try to undertake suitable work experience,” says Ben Rosen, CEO of Inspiring Interns.“If you’re not so sure, don’t be afraid to gain work experience anywhere that interests you. It will always be better than a blank space on your CV and you may even stumble into the career of your dreams.”Rob Jones who is AAT qualified and now founder of recruitment firm RJF, has three tips to help make the right choice:1. “See yourself in the future. Where would you like to be in 10/20 years’ time.”2. “Choose what you enjoy most. If you don’t enjoy it or don’t have any passion for it, you [won’t succeed].”3. “Speak to people in the positions you’re aspiring to and ask them how they got there. People generally like to talk about themselves and I always found it inspiring when talking to people in positions I see myself in.”Does it matter if you go to a big or small firm?There really is no one-size-fits-all policy for finding the correct size of firm. It’s all about what suits your aspirations and your personality.“Bigger firms typically have more established training programs and managers who are experienced in working with interns,” says Rosen.“On the flip side, smaller firms can seem a little more like you’re being thrown in at the deep end, and you have the chance to develop a wider range of skills and take responsibility early. They also tend to be more open to innovation and you’re often able to progress quickly up the career ladder.”How to write a killer applicationThe most important rule when writing an application is that you always tailor it to each individual employer and role. Remember, you need to stand out so you don’t want to be generic, or to give the impression this isn’t as important to you as a permanent role.“Do your research and never use a template,’ says Rosen. ‘Hiring managers will have seen thousands of applications in their time and they’ll see a copy and paste application from a mile away. Always provide evidence of times you showed certain skills rather than blankly stating them. It will be much more impressive.”Karen Young, director at Hays Accountancy & Finance, has these tips on what a strong work experience/internship application should have:The right balance of educational achievements and practical experiences of accounting where possible. Employers won’t expect you to have extensive experience in an accounting job, but you should highlight any first-hand opportunities you have had, such as being a treasurer for your family’s business or even doing your friends tax return.Be on time, or even better, submitted early. Intern places are allocated on a rolling basis at a vast majority of firms, so it’s important to get yours in early as the recruitment team might begin to read over them before the application window closes. Give yourself a head start!Demonstrates your commercial awareness. Research the firm you are applying to and find out their core business focus and achievements, the company values and the market they operate in. Gain an understanding of key trends in the industry by reading industry magazines and attending events.McKendrick believes you need to play to your strengths, but to also be prepared challenge yourself. “If your strengths are working in a small or large team or working in a particular niche, then take that into consideration. It’s also important for you to grow and develop and spend some time out of your comfort zone.”Real life scenarioHow Chris McKendrick, Grant Thornton Australia, found his path.“Early on in my career I was talking to a mentor about whether I’d take an opportunity which had been presented. He drew a diagram on a piece of paper of three intersecting circles, in the first he wrote passion, in the second talent and in the third market demand. You’ll be most successful when you find and take an opportunity which intersects those three circles.”