The Fear of Embarrassment
Many accountants avoid raising capital allowances with clients because they fear looking ignorant or incompetent. The thought of admitting "I'm not sure if there are allowances in your property" can feel uncomfortable.
But here's the truth: your clients don't expect you to be a chartered surveyor. They expect you to be their trusted advisor who spots opportunities they might miss.
Why Clients Value Proactivity
When you proactively identify tax savings for a client:
- You demonstrate deep engagement with their business
- You prove your value goes beyond compliance
- You strengthen the relationship significantly
- You create a competitive advantage over other accountants
How to Start the Conversation
The key is moving from a vague idea to a concrete number. Here's a proven approach:
Step 1: Lead with a Question
"Have you ever looked at whether there might be capital allowances in your property?"
Step 2: Explain the Reality
"Most businesses don't claim everything they're entitled to. It's estimated that 87% under-claim their capital allowances. It's one of the biggest untapped opportunities in tax."
Step 3: Offer a Solution
"We have a free tool that can check your eligibility in just a couple of minutes. It doesn't commit you to anything, and there's no obligation."
Step 4: Set Expectations
"It takes less time than your annual tax return meeting. And if there are allowances, we can get a preliminary figure in minutes."
Having a Number Changes Everything
When you can present a concrete figure — "our preliminary assessment suggests you could be entitled to £45,000 in allowances" — the conversation transforms completely.
You're no longer asking "should we look into this?" You're presenting a genuine business opportunity. The client can then make an informed decision about whether to proceed.
Sample Opening Script
"I wanted to raise something we should be reviewing for your business. Capital allowances are one of the most under-claimed tax reliefs in the UK, and it applies to commercial property in particular. We've started using a tool that can give us a quick preliminary indication of whether there's anything significant there. Would it be helpful if I ran a quick check? It only takes a couple of minutes."
Handling Objections
"I already claimed everything"
"Most claims are incomplete. A specialist review often finds allowances that were missed the first time around. It's worth a quick check to confirm."
"My property is old"
"The great thing about capital allowances is that you can claim them as long as you own the property. It's not about when you bought it — it's about what's in it."
"I rent, so I don't think this applies"
"That's a common misconception. Leasehold improvements can qualify too — if you've fitted out a rented property, you may have allowances to claim."
Related Topics
- Understanding Embedded Allowances
- Making Retrospective Claims
- Section 198 Elections — Property transaction rules
- Back to Accountant's Guide