Are you shocked to hear that some accountants charge an upfront fee before starting work?
I’m not.
And if you’ve ever been ghosted by a client after delivering valuable advice or submitting their accounts, I bet you’re not shocked either.
One of the accountants I mentor recently shared how a seasoned business adviser they were speaking to said they’d never heard of an accountant charging fees upfront. Not even a deposit. Nothing. Nada.
I found that baffling.
Because many of the more savvy and commercially aware accountants I know do charge upfront fees.
Why wouldn’t you ask for payment up front?
Let’s be clear, I’m not talking about small setup charges here. I’m talking about commercial arrangements such as:
- generating sufficient fees through monthly direct debits such that you’ve been paid in full before you start the year end work.
- taking 50% upfront fees on any project or advisory work
- requiring full payment before even touching the books of a new client who’s several years behind.
This idea isn’t new, and it’s not controversial to many, many accountants. (Just to that seasoned but out of touch business adviser).
I do the same thing myself as a professional speaker. My standard terms require 50% of the agreed fee to be paid up front to secure the date. This approach is rarely queried.
Almost every tax investigation specialist I know takes money up front and ensures clients stay in credit. If I was supporting clients who could owe HMRC big chunks of what might be limited funds I would also take money up front. Wouldn’t you
If builders can do it, why not accountants?
Plumbers, decorators, and other tradespeople wouldn’t dream of starting a job without some commitment from the client. It’s the same with most lawyers.
Why should accountants and tax advisers be any different?
Let’s not forget, your work is often intangible until it’s done. That makes it even riskier to wait until completion before asking to be paid.
As one experienced accountant put it to me recently:
“I’m 61. No capacity for time-wasters. €10k + VAT upfront.”
They’re not alone.
Another said:
“With project work. I take 50% upfront. Retained work? Always monthly in advance. Only one bad debt in 6 years.”
And someone else noted:
“Every single time I’ve departed from this method, I’ve got mugged off.”
There’s a theme here….
Sharing risk and setting expectations
Some accountants call it “sharing the risk”. By asking for a 50% deposit from a new client, you’re both showing commitment to the relationship.
Others frame it as a matter of expectations and transparency:
“We just talk the client through it. Never had a single complaint.”
This approach also acts as a brilliant filter. If someone can’t, or won’t, pay upfront, that’s a red flag. As one accountant told me recently:
“If they don’t have the money before we start, they won’t have it in 3 weeks either.”
And it’s not only about cash flow. It’s about respect.
It shows your work has value. It stops people treating you like a free advice hotline.
The real-world impact
One tax accountant explains that they charge an “implementation fee” to cover the time spent reviewing prior returns and setting the game plan. That way, the client understands there’s value before the advice is given and action taken.
The same accountant cited a case where they saved a client £20k in missed deductions – after collecting that upfront fee. Result? A happy client who was delighted to pay for more help.
Another said they charge 100% upfront for clients who are behind and ready to “eat the frog.” That kind of language might not be to everyone’s taste, but the principle is solid: you’re only prepared to work with clients who are serious.
Time to rethink your terms?
If you’re not already charging upfront, or at least part upfront, it’s worth asking yourself:
Why not?
- Are you worried what clients will think?
- Worried they’ll say no?
- Worried you’ll lose them?
Here’s the thing: most won’t object.
Not if you explain the rationale.
Not if you show your value.
Not if you believe in your own worth.
And for the few who do object? They’re probably not the clients you want anyway.
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Fancy exploring how to make changes like this in your practice?
If you’d like to bounce around ideas, avoid the common traps, or get a second opinion, let’s chat.
I mentor accountants across the UK and can help you build more confidence in your commercial decisions – without the fluff.
