I’ve been debunking the “compliance is dying” hype since at least 2011. It wasn’t true then, and it’s still not true now.
But that doesn’t mean everything’s staying the same.
The loudest voices promoting this nonsense still tend to come from software vendors and enthusiastic commentators who are just repeating the hype that’s been around for years. Some argue, “it’ll be true one day”.
Their arguments often sound plausible and conveniently align with what they’re selling. But most of them misunderstand (or completely ignore) the realities of running a practice, keeping clients happy, and making a decent living.
If you’ve ever found yourself muttering, “That’s not how it works in real life,” you’re not alone.
Your clients aren’t going to leave, but….
I’ve long argued that few, if any, of your clients are about to leave you and start filing their own tax returns using some slick new app. Not now. Not for a good while. And maybe never.
They’re not demanding lower fees just because they’ve heard you’re using AI either. They’re also not rushing to sign up with faceless, low-cost compliance services — even assuming they’ve noticed the ads.
The core of your work, helping clients satisfy their legal obligations to file accounts and tax returns, remains essential.
But what is changing is the visibility of that work. The bank feeds connect, the numbers auto-populate, and the tech whirrs quietly in the background.
Newer business owners, especially, may be unaware of what else is involved and what you really bring to the table. If they can’t see the effort, they assume there isn’t any.
So the issue isn’t that compliance is dead. It’s that the way it’s delivered and perceived that is evolving. Slowly. Quietly. But steadily.
There is a change happening, just not overnight
Over the next few years, the risk is this: if your entire proposition is built on compliance as it used to be, then yes — winning new clients may become harder. Because they’ll see less value. Or assume they can get the same thing for less elsewhere.
But here’s the good news, and this is important, you’re still in control.
Now’s the time to future-proof your firm. That doesn’t mean abandoning compliance. It means rethinking how you present it, and how you combine it with the related services that clients really value.
Here are three simple, constructive ways to do that:
1. Make the invisible, visible
Explain what you do and what the tech cannot do. Help clients and prospects see the checks, judgements, advice and insights you bring. Don’t assume they know as they probably don’t.
2. Connect compliance to outcomes
New clients may well have approached you simply because they are aware of their legal obligations to file accounts and tax returns. But they can get that compliance support from anyone.
What else do they care about beyond satisfying their legal obligations? You’ll only know for sure if you ask them. Typically they will care about cashflow, peace of mind, and not getting fined.
So position your compliance work as the service that underpins those outcomes, will support them in pursuing their objectives and help them feel well cared for. That’s far more compelling than a checklist of compliance services thats the same as everyone else’s list.
3. Layer in small advisory wins
You don’t need to become a “business coach” overnight. But helping clients interpret their numbers or plan for tax bills? That’s advisory work too. And clients recognise the value of that blend, especially if they didn’t get that from their previous accountant.
Compliance isn’t dead — but it’s no longer enough on its own
If your goal is to grow, or even just maintain, your client base, relying solely on compliance work may not be enough to secure the income you want to earn in future.
That doesn’t mean throwing everything out and starting again. It means building on what you already do well, and making small shifts to stay visible, valuable and relevant.
Plenty of accountants are doing this already; typically in ways that suit them, not you. The key is finding your version of a more modern practice. One that fits your style, your clients and your ambitions.
You don’t have to figure that out alone
If you’re thinking about how to make your firm more resilient, without losing your sanity or soul in the process, let’s talk. I’ve helped hundreds of accountants like you rethink their positioning, messaging and focus.
And it always starts with a simple conversation.
