Estate Planning Tools for Accountants: UK Guide

David Chen, a chartered accountant and managing partner at a 6-person practice in Manchester, sat across from his long-standing client discussing inheritance tax exposure on a £1.2 million estate. When the client asked, "Can you help me set up a will and trust to address this?" David referred her to a solicitor—and never heard how it went.

Three months later, he learned she'd spent £2,400 on legal fees and felt frustrated that no one had coordinated her tax planning with her will strategy. The solicitor had drafted a perfectly valid will, but it didn't optimise the IHT planning David had recommended.

More than 350 ICAEW member firms are now accredited for probate services, and inheritance tax receipts reached £2.8 billion in the first four months of 2024 alone—demonstrating massive client need and growing professional involvement by accountants.

This guide will show UK accountancy practices exactly what estate planning tools, software, and service models are available, what regulatory requirements apply, and how to implement compliant, profitable estate planning services that genuinely help clients.

Why Estate Planning Services Make Sense for Accountancy Practices

Accountants already identify estate planning needs every day through tax returns, IHT calculations, and business succession work. You spot the £140,000 inheritance tax liability, calculate the optimal gifting strategy, and recommend trust structures—but then what?

For many practices, the answer has been: refer to a solicitor and hope for the best.

The business case for accountants offering estate planning services is compelling. Inheritance tax receipts for April-July 2024 were £2.8 billion, £0.2 billion higher than the same period in 2023—demonstrating a growing tax burden and increasing client need for coordinated advice.

Estate planning services create year-round revenue streams beyond compliance work. While tax returns and annual accounts follow the calendar, estate planning needs arise continuously: property purchases, business expansion, retirement planning, family changes.

Recent legislative changes have intensified client demand. Budget 2024 announced that pension funds will be included in estates for inheritance tax from April 2027, and agricultural and business property relief will be limited to the first £1 million from April 2026, with only 50% relief above that threshold.

Consider this scenario: A 12-person accountancy practice in Birmingham added estate planning services through a referral partnership model. In the first year, they identified 38 clients needing will updates following the pension fund announcement. Even with modest referral fees of £50 per client, they generated £1,900 in new revenue—but more importantly, they retained four high-value clients who had been considering switching to wealth management firms offering integrated services.

Advisory services position you as a strategic partner, not just a compliance professional. When you help clients implement their tax planning through proper estate documents, you complete the advisory relationship they're already paying for.

What Accountants Can (and Cannot) Do in Estate Planning: UK Regulatory Framework

Understanding what services you can legally offer is critical. The regulatory framework is clearer than many accountants realise, but it carries important obligations.

Under the Legal Services Act 2007, probate services are reserved legal activities. Only authorised persons can provide probate or estate administration services for a fee. For accountants, this means obtaining ICAEW probate accreditation.

The good news: will writing is NOT a reserved activity. Accountants can draft wills without solicitor qualifications or specific regulatory authorisation. However—and this is crucial—professional standards still apply.

ICAEW became the first approved probate regulator outside the legal profession in 2014. Since then, more than 350 member firms have obtained accreditation, demonstrating that accountants can successfully enter this market with proper preparation.

Can accountants draft wills without solicitor qualification?

Yes, but you must maintain competence, obtain appropriate professional indemnity insurance, and understand UK will validity requirements. Just because will writing isn't reserved doesn't mean it's risk-free.

Referral Fee Disclosure: The Critical Compliance Issue

Here's where many practices trip up. ICAEW's 2024 Practice Assurance Monitoring Report identified gaps in accounting for referral fees at 69 firms—typically where firms hadn't told clients in writing how much they received and hadn't obtained explicit consent to retain it.

ICAEW Code of Ethics Section 240 sets strict requirements for referral fees and commissions. You must:

Disclose the specific amount (or calculation method) in writing
Explain the referral arrangement clearly
Obtain explicit written client consent to retain the fee
Maintain detailed records of all disclosures and consents

"It's the firm's responsibility to ensure it has all the required client consents and has notified clients," states ICAEW's Quality Assurance Department. Verbal disclosure or vague references are insufficient and violate ethics rules.

Important note: LASPO 2012 prohibits referral fees in personal injury work, but this restriction does not apply to wills, probate, or estate planning services.

What services can accountants legally offer?

Without accreditation: Tax planning, IHT calculations, will drafting (with competence and insurance), advisory services, referral arrangements
With ICAEW probate accreditation: All the above, plus probate/estate administration services, acting as executor for fees
Never without proper authorisation: Probate services, contentious estate work, litigation

The risk isn't in offering estate planning services—it's in operating without the proper framework, competence, and disclosure processes.

Four Service Delivery Models for Accountancy Practices

You don't need to become a probate specialist to add estate planning value. Choose the model that matches your practice size, resources, and risk tolerance.

Model 1: In-House Probate Services (ICAEW Accredited)

This is the full-service approach. Obtain ICAEW probate accreditation, invest in specialist software, train dedicated staff, and provide comprehensive probate and estate planning services.

Investment required: £10,000-25,000+ (accreditation, software, training, insurance) Annual revenue potential: £40,000-100,000+ Risk level: Medium (regulatory obligations, professional indemnity requirements) Client continuity: Excellent (you control the entire process)

This model suits larger practices (15+ staff) with sufficient volume to justify the investment. A 20-person firm in Bristol obtained accreditation and now generates £65,000 annual probate revenue, with 40% coming from estate administration and 60% from associated tax planning work.

Model 2: Software-Assisted Will Drafting

Use professional estate planning software like Arken to draft wills with legal precedents, without full probate accreditation. You're drafting wills as an unregulated activity but using quality tools to manage risk.

Investment required: £2,000-5,000 annually (software subscription, training, enhanced PI insurance) Annual revenue potential: £15,000-40,000 Risk level: Medium (professional liability for will accuracy) Client continuity: Very good (you draft documents, refer complex cases)

Arken is the UK's leading estate planning software since 1992, offering will drafting with legal precedents, trust documents, client portals, and digital asset vaults. Documents are produced 10x faster than traditional methods.

This model works for mid-size practices (6-15 staff) handling 30-80 wills annually. You maintain control over straightforward cases while referring complex estates to solicitors.

Model 3: Professional Referral Arrangements

Partner with online will services (like WUHLD), solicitors, or specialist will writing firms. You identify the need, make the introduction, and receive a referral fee for appropriate cases.

Investment required: £500-1,000 (systems setup, disclosure processes, marketing materials) Annual revenue potential: £3,000-12,000 Risk level: Low (partner delivers the service) Client continuity: Good (you remain involved in tax planning, can review completed wills)

WUHLD offers £49.99 online will creation versus £650+ typical solicitor fees. Clients complete wills in 15 minutes, can preview free before paying, and receive four documents (will, testator guide, witness guide, asset inventory).

A 3-person practice in Leeds uses this model to serve 20-25 clients annually. The direct referral revenue is modest (£50 per client = £1,000-1,250), but they've retained clients who value the coordinated tax and estate planning advice.

Model 4: Advisory-Only Services

Provide IHT planning, asset structuring advice, and tax calculations, but refer all document drafting to specialists. You consult on strategy; others handle execution.

Investment required: Very low (£0-500 for materials and processes) Annual revenue potential: £5,000-15,000 Risk level: Very low (no document drafting liability) Client continuity: Fair (less involvement in implementation)

This suits small practices or those testing estate planning before committing to larger investments. You charge for tax planning advice and make unpaid referrals to maintain independence.

Comparison of Service Delivery Models

Model	Investment Required	Annual Revenue Potential	Risk Level	Client Continuity
In-House (ICAEW)	High (£10k-25k+)	High (£40k-100k+)	Medium	Excellent
Software-Assisted	Medium (£2k-5k)	Medium (£15k-40k)	Medium	Very Good
Referral Partnership	Low (£500-1k)	Low (£3k-12k)	Low	Good
Advisory-Only	Very Low (£0-500)	Low (£5k-15k)	Very Low	Fair

Most practices start with Model 3 or 4, then evolve to Models 1 or 2 as demand grows and competence develops.

Estate Planning Software Options for UK Accountants

If you're considering the software-assisted approach, understanding your options is critical. The UK market differs significantly from the US, where platforms focus on financial planning integration rather than legal document creation.

Arken: The UK Market Leader

Arken has been providing estate planning software to UK professionals since 1992. It's the dominant platform for financial advisers and accountants offering will writing services.

Key features:

Will drafting with legal precedents reviewed by a legal advisory board
Trust documents, Lasting Powers of Attorney, Severance of Joint Tenancy
Client portal for secure document sharing and digital signatures
Digital asset vault (Arken Vault powered by BePrepared) for storing estate documents
Integration capabilities with case management systems including Clio and Proclaim
Built-in controls and best practice guidance during drafting

How it works: Arken uses an online interactive questionnaire that provides the right clauses unique to each client's circumstances, producing documents in real time. Full document packs include easy-to-understand commentary, signing instructions, and all relevant documents.

Arken drafts wills 10x faster than traditional methods at a low per-document cost. Sensitive client data stays in-house rather than being shared with third parties.

Pricing Structure

Arken offers subscription plans based on document volume. The "Arken Professional" plan (most popular for accountants) allows you to select how many documents per month you need, with unlimited users. If you exceed your monthly allocation, you continue producing documents at the same per-document fee.

For practices producing 100+ documents monthly, Arken Enterprise offers personalised solutions tailored to your organisation's specific needs.

All subscriptions include software access, all document types, technical support, and monthly new user training webinars.

What About Other Platforms?

Alternative UK platforms exist (including TW Solicitors software and HM Land Registry-integrated systems), but Arken dominates the accountancy market due to its comprehensive feature set and established reputation.

US platforms like Holistiplan, Asset-Map, and Vanilla focus on financial planning integration and client visualisation tools—valuable for holistic planning but lacking UK legal precedents and compliance features required for actual document drafting.

Software vs. Referral Model: Which to Choose?

Choose software when:

You're handling 30+ wills annually (justifies investment)
You want control over document quality and timing
Clients need complex IHT planning integrated directly into will provisions
Your practice has capacity to develop in-house expertise

Choose referral model when:

Volume is lower (under 30 wills annually)
You prefer minimal capital investment
You want to test demand before committing to software
Clients have straightforward estate planning needs

A mid-size practice in Southampton uses both: Arken for business owner clients needing complex will provisions coordinated with shareholder agreements, and WUHLD referrals for employees with straightforward estates under £500,000.

Inheritance Tax Planning Tools and Integration with Wills

Here's where accountants have unique value: you already calculate IHT exposure and model tax-saving strategies. The challenge is ensuring those strategies actually get implemented in clients' estate documents.

The gap between tax advice and implementation is where significant value disappears. You identify a £180,000 IHT liability, recommend a lifetime gifting strategy with discretionary trust provisions—but if the client's will doesn't include those provisions properly, your planning fails.

Current IHT Landscape

The nil rate band remains frozen at £325,000 until April 2030, with the residence nil rate band frozen at £175,000. For married couples, this means £1 million can pass tax-free—but estates above this face 40% tax on the excess.

Recent Budget changes create urgent planning needs:

Pension funds in estates from April 2027: Unused pension funds will be included in IHT calculations. For many clients, this adds £200,000-500,000 to their taxable estate overnight.
Agricultural and business property relief limited from April 2026: Full 100% relief only on the first £1 million of combined agricultural and business assets. Above that, relief drops to 50%, creating effective 20% tax on excess value.

These changes don't just create IHT liabilities—they create will update urgency. Every client with business assets over £1 million or significant pension funds needs their will reviewed before these deadlines.

Two-Way Integration: Tax Planning and Will Creation

Effective estate planning requires coordinated movement in both directions:

Tax planning informs will structure:

IHT calculations reveal optimal use of nil rate bands
Business property relief planning determines which assets pass to whom
Lifetime gifting strategies require trust provisions in the will
Asset-specific gifts minimise tax (business to children, residence to spouse)

Will review identifies tax planning opportunities:

Outdated wills reveal suboptimal asset distribution
Missing trust provisions highlight planning gaps
Beneficiary structures suggest IHT-saving alternatives
Review triggers broader estate restructuring conversations

Sarah, a senior accountant at a 10-person practice, calculated that her client's pension funds (£380,000) would add £152,000 to his IHT bill from April 2027. She referred him to WUHLD for will creation, then reviewed the completed draft to ensure it included spousal bypass trusts and properly allocated business property relief assets. The integrated approach saved the client approximately £80,000 in IHT while costing just £49.99 for the will.

Practical Integration Process

Identify need during tax planning: "Your IHT exposure is £220,000. Let's ensure your will implements the strategies to reduce this."
Refer for will creation/update: Use software or referral partner to draft appropriate documents.
Review before execution: Check completed will confirms tax provisions are properly included.
Annual review service: Verify will remains current after tax law changes and life events.

This approach ensures tax advice actually delivers the intended benefit—not just theoretical calculations that never get implemented.

Referral Partnerships: How to Choose and Structure Them Compliantly

If you're pursuing the referral model, selecting the right partners and establishing compliant arrangements is critical. ICAEW monitoring found 69 firms with referral fee disclosure gaps—don't be one of them.

Types of Referral Partners

Solicitors (high-end, complex estates):

Best for: Estates over £2 million, contentious family situations, complex trusts
Typical cost to client: £1,500-3,500+
Referral fee to you: Usually 10-15% (£150-500+)
Advantage: Handles any complexity level
Disadvantage: Expensive for clients with straightforward needs

Online will services like WUHLD (affordable, straightforward):

Best for: Estates under £2 million, standard family situations, basic trusts
Typical cost to client: £49.99-149 (WUHLD is £49.99)
Referral fee to you: Usually £25-75 per client
Advantage: Affordable for clients, quick completion, no face-to-face requirement
Disadvantage: Limited to straightforward estates

Traditional will writing companies:

Best for: Mid-range estates, clients preferring face-to-face service
Typical cost to client: £300-800
Referral fee to you: Usually £50-150
Advantage: Personal service, home visits available
Disadvantage: Variable quality (industry is unregulated)

Financial planners with will services:

Best for: Clients needing integrated financial and estate planning
Typical cost to client: £500-1,200
Referral fee to you: Usually £100-250
Advantage: Comprehensive wealth planning
Disadvantage: Higher cost, potential service overlap

Selection Criteria

Choose referral partners based on these factors:

Quality assurance processes: How do they ensure legal compliance and document accuracy?
Professional indemnity insurance: What cover do they carry? (Minimum £1 million for will writing)
Turnaround time: How quickly from referral to completed will?
Client experience: Professional, accessible, clear communication?
Fee transparency: Do clients understand what they're paying for?
Tax provision integration: Will they incorporate your IHT planning recommendations?
Accountant involvement: Can you review completed wills before client signs?

WUHLD as a Referral Partner Example

WUHLD offers several advantages for accountancy referrals:

Fixed £49.99 price makes it accessible for clients who find £650+ solicitor fees prohibitive
15-minute online process removes scheduling barriers and reduces client procrastination
Preview before payment lets clients (and you) review the complete will free before any commitment
Accountant review option means you can verify tax provisions are properly implemented
Four documents included: will, 12-page testator guide, witness guide, complete asset inventory

For practices serving clients with straightforward estates, this creates a low-friction pathway from tax planning to implementation.

How to Disclose Referral Fees Compliantly

ICAEW requirements are specific and non-negotiable. Here's the compliant process:

Step 1: Written disclosure of specific amount "If you proceed through our referral to WUHLD, we will receive a referral fee of £50 from WUHLD for this introduction."

Step 2: Explain the arrangement "We have selected WUHLD as a referral partner because they provide quality online will creation at an affordable price that works well for straightforward estates. You may also choose to contact WUHLD directly without our referral, or select a different provider."

Step 3: Obtain explicit written consent "Please sign below to confirm you consent to us retaining the referral fee for this introduction, or tick the box if you prefer to proceed directly without our referral involvement."

Step 4: Maintain detailed records Keep signed disclosure forms, client consent documentation, and records of referral fees received for ICAEW monitoring purposes.

Example Referral Disclosure Letter

"Following our recent discussion about your inheritance tax planning, I recommend creating a will to implement the tax strategies we've discussed.

For straightforward estates like yours, I recommend WUHLD's online will service at £49.99. This is significantly less than the £650+ typical solicitor fees for similar wills.

Referral arrangement disclosure: If you proceed through our referral, we will receive a referral fee of £50 from WUHLD. We require your written consent to retain this fee, which you can provide using the form below.

Alternatively, you may contact WUHLD directly at wuhld.com without our referral, or choose any other will writing provider you prefer.

I recommend WUHLD because they understand tax planning requirements and allow us to review your completed will to ensure it properly implements the IHT strategies we've discussed.

Please indicate your preference below and return this form."

This approach meets all ICAEW requirements: written disclosure, specific amount, explanation of alternatives, and explicit consent mechanism.

Building Estate Planning into Client Service Propositions

Estate planning shouldn't be a separate service—it's a natural extension of existing client touchpoints. The key is identifying trigger points and creating systematic processes.

Natural Conversation Triggers

Your existing client work already creates estate planning opportunities:

Year-end tax planning meetings: "We've identified £85,000 in potential IHT liability. Have you reviewed your will recently to ensure it implements tax-saving strategies?"

Business succession planning: "As we discuss selling the business, we should also address what happens to your shares if you die unexpectedly. Is your will current?"

Director/partner changes: "With the new partnership structure, you'll need to update your will to reflect the revised ownership and ensure business property relief applies correctly."

Property acquisitions: "This £400,000 property purchase increases your estate value significantly. Let's review your will to optimise nil rate band usage."

Retirement planning conversations: "From April 2027, your £320,000 pension will be included in your estate for IHT. We need to update your will to address this."

A 15-person practice in Edinburgh added an estate planning checkbox to annual client review meetings. Result: they identified 47 clients needing will updates in the first six months, generating 31 will creation engagements.

Adding Estate Planning to Engagement Letters

Make it explicit in your annual engagement letters:

"Our services include identifying estate planning opportunities and coordinating will creation as needed to ensure your tax planning strategies are properly implemented. Where appropriate, we may recommend referral partners for will writing or probate services, and will disclose any referral arrangements in accordance with ICAEW requirements."

This sets expectations and provides a natural entry point for estate planning conversations.

Client Segmentation: Who Needs What?

Not all clients need the same level of estate planning service:

Basic will referrals (straightforward estates):

Married couples, estates under £1 million
Standard family situations, no business complications
Simple asset structures (residence, savings, pensions)
Service model: Referral to online service like WUHLD

In-depth estate planning (complex estates):

Business owners, estates over £1 million
Second marriages, children from multiple relationships
International assets, complex trust requirements
Service model: Solicitor referral or in-house if you have ICAEW accreditation

Urgent legislative updates:

Anyone with business assets over £1 million (APR/BPR changes April 2026)
Anyone with pension funds over £100,000 (IHT inclusion April 2027)
Anyone with agricultural property (significant APR changes)
Service model: Immediate outreach campaign with appropriate referral

Marketing Approaches

Client newsletters: "Budget 2024 Update: Why Your Pension Now Affects Your Will"

Targeted email campaigns: Following the pension fund announcement, a 12-person practice sent a targeted email to 150 clients approaching retirement. The email explained the IHT change and offered a complimentary review of estate planning implications. Result: 18 will creation/update engagements.

Website service pages: Create a dedicated "Estate Planning Services" page explaining how you integrate tax planning with will creation. Include client testimonials about the value of coordinated advice.

"Estate Planning Month" annual campaign: Dedicate one month annually (often October) to concentrated estate planning outreach: client webinars, individual reviews, special offers on integrated tax and will planning services.

Annual Will Review Service

This creates recurring touchpoints and ensures tax planning stays aligned with estate documents:

Year 1: Create will implementing current tax strategy Year 2: Review will for life changes (births, property purchases, business changes) Year 3: Update will following Budget 2024 pension/APR changes Year 4: Comprehensive review at 3-year mark (recommended best practice) Year 5: Update following any tax law changes or major life events

Charge £150-250 for annual reviews. Clients value the peace of mind, and you ensure their estate planning remains tax-efficient.

The value proposition is compelling: "Coordinated tax and estate planning from your trusted accountant—not fragmented advice from multiple professionals who don't communicate."

Training Your Team and Maintaining Competence

Competence isn't optional—it's a professional obligation. Whether you're drafting wills, making referrals, or providing advisory services, your team needs appropriate knowledge.

ICAEW Resources for Estate Planning

ICAEW's Personal Financial Planning Community provides comprehensive resources:

Estate planning technical guides
IHT calculation guidance and worked examples
Regular updates on tax law changes affecting estates
CPD courses on will planning, trusts, and probate

For practices pursuing probate accreditation, ICAEW sets specific qualification criteria for authorised individuals who will conduct reserved legal activities.

Training by Service Model

For referral model practices:

Fundamentals of UK will law (valid execution, testamentary capacity, undue influence)
Identifying estate planning needs during client interactions
How to have initial will conversations professionally
Recognising when to refer vs. when to provide advisory input
Referral fee disclosure requirements and documentation
Ethics and professional standards

For software-assisted practices:

All of the above, plus:
Comprehensive will drafting training (usually provided by software manufacturer)
Trust structures and when to use them (nil rate band discretionary trusts, interest in possession, bare trusts)
Intestacy rules and why wills matter
Identifying vulnerable clients and capacity concerns
Professional indemnity insurance requirements and coverage scope

For ICAEW-accredited probate practices:

All of the above, plus:
ICAEW probate accreditation qualification requirements
Estate administration procedures and compliance
Probate court processes and documentation
Contentious probate risk identification and management
Executor responsibilities and potential liabilities

Essential Knowledge Areas

Regardless of service model, your team should understand:

1. UK will law fundamentals:

Three requirements for valid wills (capacity, intention, proper execution)
Who can be witnesses (not beneficiaries or their spouses)
When wills should be updated (every 5 years, or after major life changes)
Common reasons wills fail or are challenged

2. Inheritance tax calculations and reliefs:

Nil rate band (£325,000) and residence nil rate band (£175,000) frozen until 2030
Spouse exemption and its limitations
Business property relief and agricultural property relief (especially April 2026 changes)
Lifetime gifting (7-year rule, annual exemptions, taper relief)
Pension funds entering IHT from April 2027

3. When to recognise complexity and refer:

Second marriages with children from both relationships
Disabled beneficiaries needing specialist trusts
Business partnership agreements affecting succession
International assets or non-UK domiciled individuals
Family disputes or estrangement concerns

4. Ethics and disclosure obligations:

ICAEW Code of Ethics Section 240 on fees and referral arrangements
Documentation requirements for client consent
Professional indemnity insurance coverage verification
Conflicts of interest identification and management

Building Expertise Progressively

Don't try to become estate planning experts overnight. Build competence systematically:

Months 1-3: Team training on fundamentals, establish referral processes, handle first 5-10 straightforward cases Months 4-6: Expand to more complex scenarios, refine internal processes, consider software investment if volume justifies Months 7-12: Handle broader range of cases, identify knowledge gaps, pursue specialist CPD in weak areas Year 2+: Consider ICAEW probate accreditation if volume and expertise warrant the investment

Some practices arrange collaborative learning: secondments to probate-accredited firms, partnerships with solicitors for complex matters, or shared training with other accountancy practices.

Professional Indemnity Insurance

Confirm your professional indemnity insurance covers estate planning activities. Standard accountancy PI may not automatically cover:

Will drafting and document preparation
Trust advice and implementation
Probate services (definitely requires specific coverage)
Referral arrangements (usually covered, but verify)

Contact your insurer before launching estate planning services. Additional premium for will writing coverage typically ranges from £500-2,000 annually depending on volume.

Complex Cases: When to Involve Solicitors vs. Handle In-House

Professional judgment about when to refer complex matters protects both clients and your practice. Even with ICAEW probate accreditation or comprehensive software, some cases require specialist legal input.

Straightforward Cases Suitable for Accountant-Led Service

With appropriate tools (software or accreditation), accountants can handle:

Standard wills for married couples:

Estates under £2 million
All to spouse, then to children
Standard nil rate band discretionary trust provisions
Straightforward executor appointments

Basic business property relief planning:

Single business ownership
Clear succession plan
No partnership complications
Standard business property relief application

Simple IHT mitigation structures:

Lifetime gift strategies with 7-year taper
Residence nil rate band optimisation
Straightforward trust provisions (nil rate band discretionary trusts)
Standard spousal exemption planning

James, a 42-year-old married business owner with two children and an £800,000 estate, needs a will. His assets: family home (£450,000), business shares qualifying for business property relief (£280,000), savings (£70,000). His wishes: everything to wife, then children equally.

This is straightforward. An accountant using Arken software or a WUHLD referral can handle this competently, ensuring business property relief is preserved and nil rate band properly utilised.

Cases Requiring Solicitor Involvement

Refer these situations to specialist solicitors:

Disputed wills or inheritance claims risk:

Family estrangement or known conflicts
Previous will challenges or inheritance disputes
Adult children who may bring claims against the estate
Second marriages where first-family children may contest

Testamentary capacity concerns:

Clients with dementia, cognitive decline, or mental health conditions
Situations where capacity may be challenged by family members
Need for formal capacity assessments by medical professionals
Elderly clients making significant changes to existing wills

International and cross-border estates:

Overseas property or assets
Non-UK domiciled individuals
Assets in multiple jurisdictions
Foreign tax implications and treaty considerations

Complex business structures:

Multiple business entities with interdependencies
Partnership agreements with specific succession clauses
Lloyd's underwriting interests (specialist area)
Agricultural tenancies (complex APR considerations)

Specialist trusts and structures:

Disabled person's trusts (strict requirements for tax advantages)
Charitable trusts with specific tax considerations
Protective property trusts for vulnerable beneficiaries
Pilot trusts and other sophisticated estate planning structures

Contentious family situations:

Second marriages with children from multiple relationships (high claim risk)
Adult children with substance abuse or financial vulnerability
Estranged family members who may challenge the will
Unequal division among children (potential for dispute)

Red Flags Requiring Immediate Specialist Referral

Watch for these warning signs:

Client mentions "keeping this will secret from family"
Significant changes after recent family conflict or estrangement
Client being influenced or pressured by one family member
Disinheritance of natural beneficiaries without clear justification
Client shows signs of confusion or inconsistent instructions
Complex business succession conflicting with family wishes

Collaborative Approach for Best Results

The most effective model combines accountant expertise with solicitor specialist knowledge:

Accountant role:

IHT calculations and tax planning strategy
Business property relief and asset structuring advice
Identifying estate planning needs and overall strategy
Drafting straightforward wills (with software or accreditation)

Solicitor role:

Complex trust drafting (disabled beneficiary trusts, protective trusts)
Contentious family situations requiring careful legal navigation
International estate planning and cross-border issues
Formal capacity assessments and medical reports

A business succession case illustrates this: Client owns £2.1 million estate including business worth £1.4 million, in second marriage with children from both relationships.

The accountant calculated IHT exposure (£340,000), modelled business property relief strategy to reduce it to £140,000, and recommended trust structures to protect children's inheritance while supporting spouse.

The solicitor drafted the complex trust provisions, navigated the blended family dynamics, ensured business partnership agreement aligned with will provisions, and addressed potential inheritance claims.

Result: Coordinated estate plan saving £200,000 in IHT while protecting all family members' interests. Client paid £2,800 to solicitor for complex drafting but received integrated tax and legal advice worth far more.

The principle: know your limitations, maintain professional relationships with specialist solicitors, and prioritise client outcomes over revenue retention.

Measuring Success and ROI from Estate Planning Services

How do you know if your estate planning service investment is working? Track these specific metrics and understand realistic expectations.

Key Performance Metrics

Client uptake and conversion:

Number of clients served annually (target: 15-20% of client base over 3 years)
Conversion rate from identification to action (target: 40-60%)
Percentage of clients with current wills (target: 80%+ of appropriate clients)

Revenue generation:

Direct revenue: Referral fees, will drafting fees, or probate service fees
Associated revenue: Additional tax planning work, trust advice, annual reviews
Cross-selling opportunities identified through estate planning conversations

Client retention and satisfaction:

Retention rate for clients receiving estate planning services (typically 10-15% higher)
Client satisfaction scores for integrated tax and estate advice
Referral generation from estate planning clients

Practice efficiency:

Time investment per client (target: 2-3 hours for straightforward cases)
Team utilisation and capacity for estate planning work
Process efficiency improvements over time

Revenue Models and Realistic Expectations

Referral fee model:

Average fee: £25-100 per client
Volume needed for £10,000 annual revenue: 100-400 clients
Associated tax planning revenue: Often doubles total revenue impact
Client retention value: £2,000-4,000 per retained high-value client

Software-assisted drafting model:

Average fee: £300-600 per will
Volume needed for £20,000 annual revenue: 35-65 wills
Software cost: £2,000-5,000 annually
Net revenue after costs: £15,000-35,000 at target volume

Full probate services (ICAEW accredited):

Average fee: £2,000-5,000+ per estate
Volume needed for £40,000 annual revenue: 8-20 estates
Accreditation and software investment: £10,000-25,000
Net revenue after costs: £25,000-75,000 at target volume

Client Retention Impact: The Hidden ROI

The financial benefit extends beyond direct fees. Consider this example:

A 9-person practice invested £3,000 in referral partnership setup (processes, training, marketing materials). In Year 1, they served 22 clients with referral fees averaging £50 each—generating just £1,100 direct revenue.

But 19 of those clients were at risk of switching to wealth managers offering integrated services. The practice retained 17 of them. Average client fee: £1,800 annually.

Direct referral revenue: £1,100
Client retention value: £30,600 (17 clients × £1,800)
Total Year 1 value: £31,700
ROI: 957% in first year alone

This is the real business case: estate planning services complete your value proposition and make switching harder for clients.

ROI Calculation Framework

Year 1 (Investment phase):

Direct revenue: May not cover full investment
Client retention value: Often exceeds direct revenue by 10-20x
Process development: Create systems for long-term efficiency

Years 2-3 (Growth phase):

Accelerating uptake as service becomes known
Word-of-mouth referrals from satisfied clients
Process efficiency reduces time investment per client
Positive ROI clearly achieved

Long-term (Mature service):

Estate planning becomes expected part of client relationship
Consistent revenue stream from new clients and annual reviews
Strong differentiation from competitors
Enhanced practice value for potential sale

Non-Financial Benefits

Don't overlook qualitative advantages:

Enhanced reputation: Positioned as comprehensive wealth advisor, not just tax compliance provider
Deeper client relationships: More meaningful conversations about families, values, legacy
Team development: Staff develop broader advisory skills
Practice differentiation: Stand out from competitors offering only compliance services
Succession planning insight: Understanding clients' business succession needs reveals practice opportunities

Realistic Practice Example: 3-Year Journey

Practice profile: 8-person firm, 180 clients, £850,000 annual revenue

Year 1 - Referral model:

Investment: £2,500 (training, processes, marketing)
Clients served: 18
Direct revenue: £900 (£50 average referral fee)
Retention value: £21,600 (12 retained clients × £1,800)
Net benefit: £20,000

Year 2 - Add software for complex cases:

Additional investment: £4,000 (Arken subscription, training)
Clients served: 34 (22 referrals, 12 software-drafted)
Direct revenue: £4,900 (£1,100 referrals + £3,800 will fees)
Associated tax planning: £8,200
Net benefit: £9,100 (after £4,000 software cost)

Year 3 - Mature service:

Investment: £4,000 (ongoing software)
Clients served: 47 (28 referrals, 19 software-drafted)
Direct revenue: £8,800 (£1,400 referrals + £7,400 will fees)
Associated tax planning: £14,600
Annual reviews: £3,200 (previous years' clients)
Net benefit: £22,600 (after £4,000 software cost)

By Year 3, the service generates £22,600 net annual revenue, plus immeasurable client retention value and practice differentiation.

The key insight: ROI includes direct fees, associated work, client retention, and strategic positioning—not just referral fees or will drafting charges.

Frequently Asked Questions

Q: Do I need to be a solicitor to help clients with wills?

A: No. Will writing is not a reserved legal activity in the UK, so accountants can help clients with wills through several compliant models: making informed referrals to quality providers, using professional will writing software with legal precedents, or obtaining ICAEW probate accreditation. However, you must maintain competence, ensure professional indemnity insurance covers the activity, and follow ICAEW ethics requirements—particularly around referral fee disclosure.

Q: How do I disclose referral fees to clients compliantly?

A: ICAEW requires a four-step process: (1) disclose the specific referral fee amount in writing before the referral, (2) explain the referral arrangement and any alternatives available, (3) obtain explicit written client consent to retain the fee, and (4) maintain detailed records of all disclosures and consents. Verbal disclosure or vague references violate ethics rules. The 2024 Practice Assurance Monitoring Report found 69 firms with referral fee disclosure gaps—proper documentation is mandatory.

Q: What's the difference between ICAEW probate accreditation and just drafting wills?

A: Probate services (estate administration, obtaining grants of probate) are reserved legal activities under the Legal Services Act 2007—you must have ICAEW probate accreditation to provide them for a fee. Will writing is not reserved, so you can draft wills without accreditation using software or professional expertise. However, ICAEW probate accreditation allows you to offer comprehensive estate planning and probate services, handle estates from will creation through administration, and provides regulatory supervision and quality standards.

Q: Should I invest in estate planning software or use a referral model?

A: Choose based on client volume and practice resources. Referral models suit practices handling under 30 wills annually, requiring minimal investment (£500-1,000) while maintaining client relationships. Software like Arken suits practices with 30+ wills annually, willing to invest £2,000-5,000 annually for greater control and higher per-client revenue. Many practices start with referrals, then add software as volume grows. A hybrid approach—software for complex business owner clients, referrals for straightforward employee estates—works well for mid-size practices.

Q: How do I identify which clients need estate planning services?

A: Watch for these triggers in existing client work: IHT calculations showing tax liability, business succession planning discussions, director or partnership changes, property acquisitions increasing estate value, retirement planning conversations, and clients affected by Budget 2024 changes (pension funds from April 2027, agricultural/business property relief from April 2026). Add estate planning checkboxes to annual review meetings and engagement letters. Client segmentation helps: business owners and high net worth individuals need in-depth planning; employees with straightforward estates need basic will referrals.

Q: What professional indemnity insurance do I need for estate planning work?

A: Contact your PI insurer before launching estate planning services. Standard accountancy PI may not automatically cover will drafting, trust advice, or probate services. Additional premium for will writing coverage typically costs £500-2,000 annually depending on volume. For referral-only models, verify your existing policy covers referral arrangements (it usually does). For ICAEW probate accreditation, you'll need specific probate services coverage, typically requiring minimum £1 million cover. Always confirm coverage scope in writing before providing services.

Start Building Your Estate Planning Practice Today

Estate planning services aren't about becoming a solicitor—they're about completing the wealth advisory relationship your clients already rely on.

Key takeaways:

Choose your service model based on practice size and resources: referral partnerships offer the lowest-investment entry point (£500-1,000), while ICAEW probate accreditation enables full-service delivery (£10,000-25,000+ investment) with corresponding revenue potential
Implement rigorous referral fee disclosure processes immediately—ICAEW's 2024 monitoring found 69 firms with gaps; written disclosure of specific amounts and explicit client consent are mandatory, not optional
Integrate estate planning into existing client touchpoints like year-end tax planning, retirement conversations, and business succession discussions rather than treating it as a separate service line
Leverage Budget 2024 urgency: pension fund IHT changes (April 2027) and agricultural/business property relief limits (April 2026) create immediate client need for will reviews and updates
Build competence progressively, starting with straightforward cases, and know when to refer complex matters—second marriages, family disputes, international assets, and capacity concerns require specialist solicitor involvement

Your clients trust you with their tax planning, business decisions, and financial futures. When they face a £180,000 inheritance tax bill, they expect you to help them address it—not just calculate it.

Estate planning services complete this relationship. You already identify the problems; now you can help implement the solutions.

For accountancy practices seeking a quality referral partner, WUHLD offers straightforward online will creation at £49.99—a fraction of typical solicitor fees. Your clients complete their will in 15 minutes, receive four documents (will plus testator guide, witness guide, and asset inventory), and can preview everything free before paying.

You maintain the client relationship, can review tax provisions before finalization, and offer your clients an affordable solution that actually gets implemented—not another £2,000+ solicitor bill they'll postpone indefinitely.

Explore how WUHLD can become your estate planning referral partner without the complexity or cost of in-house services.

Ready to Create Your Will?

WUHLD makes it simple to create a legally valid will online in just 15 minutes. Our guided process ensures your wishes are properly documented and your loved ones are protected.

Start creating your will now — it's quick, affordable, and backed by legal experts.

Legal Disclaimer: This article provides general information about estate planning service options for UK accountancy practices and does not constitute legal or regulatory advice. Accountants should consult ICAEW guidance, their professional indemnity insurers, and if necessary, legal advisors regarding their specific circumstances before implementing estate planning services. WUHLD's online will service is suitable for straightforward UK estates; complex situations may require professional legal advice. This content is for professional advisors only and does not constitute financial promotion to consumers.

Regulatory Note: Regulatory requirements change over time. This article reflects the position as of October 2025. Accountants must consult current ICAEW guidance, the Legal Services Act 2007, and their professional body's ethics requirements before offering estate planning services.

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