For the accountant attentive to the market, there is no shortage of opportunities to get closer to the customer and position themselves as a solution provider. One of them even takes place at the beginning of the year. It is the moment when companies define their tax framework for the next 12 months. How about offering your support for this decision?
2018 tax framework: the time is now
January is coming. It's a new year, which always opens up prospects for better days. For accounting companies that expect a good 2018, a good way to start tracing this path is by taking a stand alongside the client in such an important decision.
It is in the first month of the year that Brazilian companies need to Buy Email List define their tax framework. If there is a need to change the tax collection regime, you cannot leave it until later. Obviously, such an important decision cannot be made without planning .
Although for most small companies Simples Nacional is the most advantageous choice, there are several points of attention that must be considered to confirm or not this perception. And in 2018, there's a lot more to worry about.
As of January 1st, the rules of a new Simples Nacional come into force . Especially for those working in the service sector, more detailed calculations will be required to understand which annex of the law the company fits.
There are new billing limits to observe, transition guidelines between 2017 and 2018, a new factor to consider in the calculations (which takes into account the remuneration of the workforce) and different rates. In short: there are many changes, which make it difficult for your client to understand.
It doesn't hurt to remember that, unlike you, this is not his world. Their concerns prioritize business operations. Taxes, for him, are almost always a problem and far from a solution. In other words, it is up to you to fill this role and give him the desired tranquility.
Why help clients with tax planning
Being at the client's side in the decision regarding the 2018 tax framework is in line with the new proposal of the accounting profession. It is no longer possible to just be an issuer of guides or to be present just to pay taxes. You need to be together to plan how this will be done.
The accounting company that opts for the basics does not contribute as it could to the growth of the client. Its potential ends up being underestimated, which is often due to lack of knowledge.
It is worth remembering the survey released last year by Sebrae, the Brazilian Micro and Small Business Support Service. The study Relationship between MPEs and accountants showed some dissatisfaction among business owners with what is offered to them by accounting professionals.
The results indicate that this perception is sometimes driven by failures in communication. The entrepreneur wants the consulting accountant and this one, in turn, wants to add value to his services. But they don't always talk about it.
About the tax framework, for example, the Sebrae survey revealed the following: for 84% of entrepreneurs, accountants could offer greater support in tax planning, but only 54% have already used the accountant for this service.
The numbers are proof that you, the accountant, can do more. And they also confirm that your client wants this. So, in the 2018 tax framework you have another golden opportunity to make this happen.
Points of attention for decision making
If you want to jump at the chance and approach the customer like a real consultant, you make a good choice. The next step is to identify how to give him the support that is perceived as a real advantage.
First, keep in mind an obvious situation that needs to be remembered. Business owners, with some exceptions, are not exactly experts in accounting, finance and taxes. For them, it is more comfortable to go with the flow and opt for Simples Nacional. After all, it's the traditional choice, isn't it?
It is up to you to position yourself so that the decision is made based on numerical and analytical criteria. The accountant can no longer be one to support the majority being followed without studying the company's peculiarities.
Simples Nacional will only be confirmed as the most suitable option after a detailed analysis. It is necessary to look at the past, observe the company's performance, check how much taxes were paid and start projecting the future.
If the situation faced in 2017 was positive, will this be confirmed after the changes to Simples in 2018? And if this is confirmed, could other tax regime options be even more advantageous for next year?
On the other hand, if the choice for the tax framework did not prove to be the best, which path to follow? What does the company's situation and prospects for next year indicate in this regard? Are you going for Simples Nacional? Of Presumed Profit? Or Real Profit?
Alone, it's worth repeating, your client has great difficulty deciding. He needs the support of those who most understand the subject. He lacks the support of a true expert. So why not be the consultant who can guide the client's company to better results?
Grab the opportunity
The decision on the client's tax framework reflects a new phase for accounting companies. It's time to get out of the basics and work effectively to improve the businesses we serve. Those who are stuck in the past remain stagnant in a comfort zone that leads nowhere.
Just like you, your client wants to have a more satisfactory financial performance. So why not make its growth a springboard for your accounting firm? Be ready to position yourself as a consultant. Seize the opportunity that is before you.