STATE TAX PRACTICES: WHAT PEOPLE THINK BUT DO NOT SAY

(Note: I wrote this blog post originally in 2014, but unfortunately, it still applies today. It has also been one of my most popular posts.)

Did you ever see the movie, "Jerry Maguire"? In the beginning of the movie, Tom Cruise (as Jerry Maguire) has a breakdown or "break-through" as he called it. He had been working for a large sports agent firm and had grown tired of the profession, the way he treated clients, the focus on money, etc. Hence, he woke up in the middle of the night and wrote a several page "mission statement." The mission statement described how the firm should change everything - how it should change its focus from solely making money and treat clients like people, develop true relationships and actually care. 

The mission statement was called, "What People Think, But Do Not Say."

I have worked in the state tax profession for 20+ years and most of that time I have been a state and local tax consultant. I worked in industry at some large Fortune 500 companies and several accounting firms (large and small). Based on my experience and from talking to my SALT colleagues at other firms, some disturbing trends exist in our profession:

1. SALT consultants tend to move from firm to firm at a high rate, with the average length of time at one firm being 2 years.
2. Accounting firms that hire SALT consultants to build SALT practices don't always know what that actually means; they don't know what it actually looks like for their size firm (or office) and target market.  They just know they want to build one.
3. SALT consultants often struggle in getting the tax and audit folks to invite them to client meetings and pull them into projects earlier rather than later.
4. Most tax and audit folks are often used to doing things themselves - hence, their first inclination is to use SALT consultants on an as needed basis or as a "help-desk." I get it. I am a "do it yourself" kind of guy as well. Often times, it is a cost/benefit or materiality issue. I understand.
5. SALT consultants struggle with their billable time getting written off by tax or audit partners because SALT consultants are often not in control of the billing process on engagements which were obtained or started by non-SALT folks.
6. Most firms recognize SALT is a growing area and need/want a SALT resource to grow their firm; however, most firms may not be able to support or sustain a full-time SALT group.

The trends listed above do not apply to every firm. Some SALT consultants have had long careers at one firm. This is especially common in larger firms. The trends described are just a product of reality - or economic pressures on the firm or the partners themselves. Everyone is just trying to meet their goals in the best way they can. With that said, it is also a fact that so many SALT practices suffer from these trends. Hence, the question is - is there a cure? 

You have probably heard the saying - "don't keep doing the same things and expect a different result."  Well, I very much agree with that statement in this area.  I am passionate about changing these trends - in helping SALT consultants get off of the "merry-go-round." 

These trends can be overcome by building strong relationships with partners, positioning the SALT practice effectively within the firm and/or office, marketing the SALT practice effectively in the marketplace and focusing on your highest and best use - the actions that will produce the most effective results. 

Another solution for firms would be to outsource their SALT function - this would allow the firm to have access to SALT resources they need, when they need it, without having to invest a great deal upfront or year after year.

What do you think?  Have you suffered from these trends?  What solutions can you think of?

CONNECT AND BUILD COMMUNITY

Join with me in building a state tax community that builds real relationships and works together to help each other resolve complex state tax problems, influence state tax policy and further our careers and profession. 

Be a Control FREAK! and Are You Attending the Paul J. Hartman SALT Forum THIS MONTH?

I am a control freak. I hate problems, but what I hate even more - are problems that could have been avoided or problems caused by unintended consequences. Life is uncertain. Thus, it is important for us to embrace uncertainty if we are going to be happy on a daily basis. We must learn to let go. However, in regards to state taxes, embracing uncertainty can cause unintended consequences and problems that could have been avoided. Consequently, we need to be a control freak when it comes to state taxes. We must use our power for good.

If you are going to the Paul J. Hartman State and Local Tax Forum in Nashville on October 25-27, 2016, please comment or e-mail me at strahle@leveragesalt.com. I would love to meet you and talk shop.

TEI Says Retroactive Legislation Disrupts Taxpayer Expectations

On September 20, 2016, Tax Executives Institute, Inc. (TEI) issued a new policy statement on retroactive tax legislation. The policy statement takes the position that sound tax policy and administration require governments to provide taxpayers with certainty and fairness, and these principles are not satisfied when legislatures are permitted to enact retroactive tax legislation without meaningful limits.

In TEI's statement it asserts that allowing retroactive legislation to overrule a judicial decision "disrupts taxpayer expectations." I agree. As I have stated before in several blog posts, retroactive legislation creates unnecessary uncertainty, and unintended consequences. States have an obligation to create a stable and reasonable compliance environment that doesn't keep taxpayers guessing.

Multistate Voluntary Disclosure Program?

Are you aware that a taxpayer with potential tax liability in multiple states could negotiate a settlement using a uniform procedure coordinated through the National Nexus Program of the Multistate Tax Commission (MTC)?

According to the MTC, this service is to encourage taxpayers to start filing and paying taxes in states where taxpayers have substantial nexus. The MTC believes this process is faster, more efficient, and less costly for taxpayers who have potential tax exposure in more than one state. There is no charge for participation in the program.

The program generally allows taxpayers to file a voluntary disclosure agreement for tax types such as sales/use tax, and income/franchise tax (including the Hawaii GET and Washington B&O tax). 

Prior contact between a state and the taxpayer for a specific tax type disqualifies the taxpayer from participation in the program for that tax type. "Contact" includes filing a tax return, paying tax, or receiving an inquiry from the state regarding the tax type. 

Once a taxpayer enters the program, the taxpayer is required to file returns, pay the tax due, and register with the state. In return, the state waives penalties for the duration of the look-back period. Interest is still due on unpaid tax obligations during the look-back period, unless waived by the state.

The look-back period includes the number of prior tax years, and the incomplete current tax year for which taxes and interest will be due and paid under the agreement. The look-back period is determined by the state and specified in the agreement. The look-back period is generally three or four years.

The MTC claims that it keeps the identity of the taxpayer confidential during the process. The MTC only discloses the taxpayer's identity to a state after the taxpayer has entered into an agreement with the state. 

The MTC also claims that it does not disclose the agreement or any of its terms to any other state.

An applicant is not required to disclose any information that would reveal its identity prior to the execution of an agreement.

For more details on the program, go here.

Were you aware of the MTC's Multistate Voluntary Disclosure Program?

Have you used the MTC's Multistate Voluntary Disclosure Program?

If yes, was it a good experience? Pros and cons?

Leave a comment or e-mail me at strahle@leveragesalt.com.

DO YOU NEED STATE TAX AMNESTY OR VALIDATION?

AMNESTY

The Council on State Taxation (COST) has updated its schedule of 2016 State Tax Amnesty programs. See here.

If you would like more information about amnesty programs versus voluntary disclosure programs, check out some of my previous posts.

VALIDATION

On a separate note, I am always trying to think of unique ways I can help companies and accounting/law firms avoid and resolve controversy. To that end, I have started a new service called RESALT.

RESALT is my second-opinion service where I review research and conclusions made by others (i.e., you, your staff or consultants). This gives you another 'set of eyes' and peace of mind when taking a position or deciding to move forward or not. 

I conduct this service at flat fee per project or per month. I review the facts, research and conclusions already reached. I then conduct additional research to validate or dispute conclusions. I provide you with a written validation, or dispute of the conclusions along with citations to my research for support.

Go here to learn more.

Helping Tax Departments Become The HERO

I recently had lunch with a leader of a tax department, and as we were talking, it struck me as to the many challenges tax departments face. 

Challenges may include:

1. Finding the right people (level of experience, personality, culture fit)
2. Knowing how many people the tax department needs to provide value
3. Justifying and getting approval for how many people the tax department needs
4. Determining how to structure the tax department (by tax type, by company, by some other mix)
5. Getting buy-in from other company departments to obtain information at the right time, and complete special projects to provide value (i.e., implementing smart ideas that reduce taxes without creating a high level of controversy risk, and positively impacting other business functions (i.e., finding ideas that align with business objectives))
6. Outlining and determining the best process for compliance, audits, provision and planning functions
7. Implementing and utilizing the right-fit software and technology solutions
8. Managing external consultants and determining which ideas to use and which ideas to ignore
9. Not getting stuck in the 'analysis paralysis' zone
10. Not 'dying by meeting'
11. Doing more with less

These are just a few of the challenges. I know there are more. Tell me by leaving a comment or send me an e-mail at strahle@leveragesalt.com.

Key Points
The point is, tax departments must keep moving forward. They must feel like they are providing value and are respected within the company. Compliance cannot be the only thing.

Also, people within the tax department will always know more about the company than external consultants. Consequently, regardless of the pre-packed or customized planning ideas - some that may be risky, or some that, as they would say, are 'low-hanging' fruit - the company must follow their own risk compass. 

External consultants should not act like the hero. They should help tax departments become the hero.