Stress management, healthy eating and your performance at work

Stress is one of the biggest challenges to modern businesses and one of the most common reasons for workplace absences.

The British Safety Council reported that 15.4 million working days were lost in 2017/18 due to stress and anxiety at work, and stress was, at least in part, responsible for 43% of the working days lost due to ill health. Furthermore, the European Agency for Safety and Health at Work, says that workplace stress adversely affects 22% of workers across the EU, and that up to 60% of lost working days may be, at least partially, due to stress.

The statistics do vary, but the overall message is clear: stress at work is a common problem, affecting absenteeism, employee turnover, performance at work, and productivity. Too much stress is bad news for employees and employers alike. So what can be done to improve the situation?

The main reasons for stress at work were cited as lack of control, too much work, too much pressure, too much responsibility, lack of management support, company restructuring, conflicts with others, and lack of clarity among anxious staff, about what exactly, they were supposed to be doing.

Some of these things can be addressed by better communication or improved processes, but as an employee, there are also things you can do, to maximise your performance and productivity, helping you to keep on top of your workload.

Good nutrition leads to increased productivity

You might be surprised to learn that what you eat can have a big impact on your productivity at work. Your food choices affect your energy levels, alertness, and your ability to concentrate.

Many people use stimulants for a morning boost, but caffeinated drinks, sugary snacks, and cigarettes only create a short adrenaline rush which drops when the stimulant wears off, resulting in a yoyo effect that many people perpetuate throughout the day.

For optimal performance at work, you need sustained blood sugar levels for energy, alertness, and good concentration. You’ll be more productive if you eat healthy foods like fruit, salad, vegetables, nuts and pulses. Wholegrains are better than refined flour. These foods provide sustained energy, and glucose to the brain, not just in short rushes, but slowly, to keep you performing optimally all day.

Popular lunchtime foods like white sandwiches, noodles, or sugary snacks and drinks can actually increase your stress levels. They cause peaks and troughs in your blood sugar and insulin levels, making you feel energised initially, but then you become tired and distracted again quite quickly.

There’s another benefit in taking time out at lunchtime to eat properly and relax (rather than downing a Mars bar during a meeting). The rest period will leave you feeling calm, refreshed, and more alert. After a break, you’ll be better prepared mentally, to focus on achieving your afternoon’s objectives.

Snacking on fruit or nuts between meals can help to sustain energy levels and keep your mind alert too. The British Journal of Health Psychology published a study in 2015, showing that people who ate more fruit and vegetables were more engaged, creative, and happier than those who did not. It’s thought this is because fruits and vegetables are rich in nutrients, which improve your memory, and your mood, so you feel more able to cope with the workload. The nutrients in fruits and vegetables also support dopamine production, which makes you more curious, motivated, and engaged.

The food choices you make, really can make the difference between achieving your potential at work, and feeling sluggish, stressed and demoralised. So take a bag of fruit into the office at the start of every new week. Eat a healthy breakfast, and choose healthy meals. Take a lunchtime break, so you’re refreshed when you return to work in the afternoon, and make healthy eating easy, by planning ahead and perhaps taking a healthy lunch to work with you.

How the body responds to stress

We have evolved to respond to stress as a life or death situation – and in the short term it leads to strength and quick thinking, but in the long term, persistent stress wears you down and eventually leads to burn out.

Your body responds to stress with adrenaline, an increased heart rate, and bursts of energy, but it also suppresses normal bodily functions, such as immunity, repair and rejuvenation. So it’s important that high stress levels don’t perpetuate day after day, week after week, year after year. Too much stress can lead to a loss of energy, muddled thinking, irritability, and poor sleep.

Stress increases your risk of heart disease, high blood pressure, depression, and a whole host of other illnesses. It affects not only people’s work lives, but their homes lives, and their physical health too. A study by Harvard and Stanford Universities said that prolonged stress at work can reduce your lifespan by up to three years.

It’s a difficult time for many businesses, with managers often forced to make difficult cost-cutting decisions to balance the books and keep the company trading, in an environment of serious global economic challenges. But if you eat nutritious foods and make sensible lifestyle decisions, you can ameliorate some of the potential stresses of the modern workplace.

Tips to manage stress

Reduce or eliminate stressors including: sugar, caffeinated drinks, cigarettes and alcohol. If giving up stimulants gives you headaches and makes you feel tired and nauseous, it’s because they are damaging your health. It’s very difficult to cut out sugar in one go, so a good idea is to reduce the sugar content of your diet slowly and start to enjoy natural fruits instead of sugary deserts.

To maximise your energy, alertness and zest for life, eat whole foods that provide sustained energy, good nutrition, and help to alleviate stress. These include fruits, whole grains, beans, lentils, nuts and seeds. These foods will provide energy without causing surges in your blood sugar levels. Research has shown that eating some protein with your complex carbohydrates supports your adrenal glands by reducing the stimulation of the stress hormone, cortisol. So have some oily fish or nuts with your meal.

Don’t skip meals or eat junk food on your way to a meeting. Take at least 20 minutes out of your working day, and eat something nourishing to support you through the afternoon. If you’re hungry between meals, snack on fruit and nuts because they provide healthy nutrients to keep you alert and motivated, as well as providing energy.

Optimise your intake of essential fatty acids, which are necessary for a healthy mind, and help you to concentrate. Eating walnuts, linseed, or oily fish, rich in omega 3 oils, provides clarity of thought. Antioxidant-rich fruits, berries and green tea are good brain foods too. They will help you get through your workload quickly and efficiently.

The body finds protein hard to digest, so go easy on the animal products.Protein uses more energy, and takes longer to digest than carbohydrates. Try to increase the fruit and vegetables in your diet because they are easy to digest and help you recover from the physical affects of stress on the body.

Extreme exercise can make your stress worse, and stimulate cortisol production (a stress hormone), but modest exercise can help you work through your frustrations and feel better. Joining an exercise class after work or walking for half an hour can help you to mentally break away from the stressors of the day and enjoy your free time.

Relaxation exercises such as joining a yoga class or meditating regularly can help you relax. A study published in Psychiatry Research said that meditation creates beneficial changes in brain structure. Participants who meditated for 27 minutes each day, showed decreased grey-matter density in the amygdale (a part of the brain associated with stress), indicating lower stress levels than the control group. Some employers run guided meditation sessions at lunchtime. Consider joining yours if the option exists.

Humour improves blood circulation, boosts the immune system, and suppresses stress hormones. Laughter can also release endorphins which make you feel good. So when you’re at work, try to see the funny side in a stressful situation and it will help you get through the day.

Deep breathing can energise the body and clear the mind. We only use one third of our lung capacity and oxygen aids clarity of thought. So take some deep breaths if you’re feeling the pressure – the solution may come more easily.

To ensure you’re refreshed for work in the morning, prepare yourself for a good night’s sleep, by relaxing before bed. Some people find relaxing music helps them unwind. Don’t eat too late, as this can disturb your sleep. Ideally you shouldn’t eat for three hours before bed time.

ATOL Reporting Accountants (ARA) scheme

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 services

4. 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 Accountants

5. They have appointed a contact principal

6. 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 number

2. 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)

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Things you learn when you become a father

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 babies

If 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 thing

When 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 guessing

Parenting 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 realise

While 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 other

Sometimes, 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 else

Before 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?

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 sterling

With 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’).

Euro

Adopted 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 dollar

Adopted 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.

Yuan

The 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.

Franc

The 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 AAT

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.

Salary

The 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.

Benefits

Benefits are an important part of evaluating the total compensation package of a job, as they make up on average 10% of salary.

Healthcare and pensions

The 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 learning

If 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 balance

If 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 satisfaction

What 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 deductions

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; EIM30200

It 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 exemption

In 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 rates

The 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 earning

Neither 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 deduction

If 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 systems

The 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 rates

One 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 allowance
Five or more (but less than 10) £5
10 or more (but less and 15) £10
15 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 rates

Employers 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).

EIM30255

HMRC 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 289C

Use of rates previously agreed under a dispensation

It 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.

EIM30280

Employers 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 question

If 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 apply

Employers 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.

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7 steps to take after redundancy

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 settlement

Minal 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 positive

Helen 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 CV

Presuming 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 media

Do 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 carefully

Are 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 on

If 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 podcast

“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”

“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 front

Before 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 else

When 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 prefer

Some probing (using the questions I share later in this post) will help you uncover this and overcome it.

3. Put the price into context

When 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 Conference

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 shift

The 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 community

Which 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 translators

As 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 HR

That’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 online

It’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 stay

More 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.”