As our firm grows, and our clients go through more complicated entity and tax transformations, I’m learning that my clients need some “roadmaps” into their future. I traverse the daily stepping stones of “entity choice,” “tax classification” and “estimated taxes vs. payroll taxes”; but my clients don’t. “Whaa?” is their response. In particular, changing our clients over to an S Corporation means they must understand some legal aspects of operating inside of a rigid corporation, how payroll will now affect them, and the estimated taxes and tax planning that they’ll be expected to do. In addition, fees for tax planning, corporate tax work, monthly payroll tax drafts, etc. will be new cash outlays that they will have to plan for.
My clients have told me they need these roadmaps. Instead of ditching us for our downfalls, our clients reach out and offer counsel and support to help us take our service to the next level. Why? Because they are growing too. Taking our service to the next level involves laying out my client’s future involvement in their specific tax structure, why I have chosen them to go in that direction, and why they should trust me with these decisions.
“It’s Clear to Me”
Running a next generation firm takes insight into the people you serve. Yep. It takes people skills. All of this number stuff is clear to me (most of the time). But my skills as a CPA often fail me when helping my clients grasp the intricacies of their future as an S Corp or taking payroll vs. their distributions. They believe me and trust me, but they need help as they grope around in the dark. Warning: associating your service with darkness is bad when it comes to client service. So we’re going to change…
Practical Ideas
Here are some initial practical ideas I’ll be working through after tax season to help my clients “see” and “embrace” their business future:
1. Visual Timelines. I’ve worked with our firm’s Tax Manager on these issues, and she says visuals are big for her. Maybe they are big for our clients too. Think of a long arrow pointing from left to right (with pretty colors). It spans about 16 months and begins at the beginning of a year, typically the ideal time to transition my client into an S Corporation. Then I’ll lay out various dates on that 16 month timeline specifically telling the client (a) the fees they can expect, (b) cash that will be exiting their new corporation and at what predetermined time, (c) a summary version vs. a detailed version of new cash outlays (depending on which one they want to see), (d) expected new salary payments, etc. Did you get that “visual?”
2. Business Roadmap. Or maybe I could structure some type of document that will expand and collapse depending on the topic that the clients wants to look at. Maybe call it a Business Roadmap or something like that. Picture some type of document that has a + sign allowing you to hit the symbol to open up the subject you are interested in. I would include subjects like “Payroll,” “Corporate Do’s/Don’ts,” “Distributions,” “Estimated Tax Payments,” etc. Within each section, one could see a few different topics related to that overall subject. For example, under “Payroll,” there may be headings for fees expected, payroll drafts, and/or important dates. Maybe it could have tire tracks across it to make it look hip and cool.
3. The Cube of Knowledge. Maybe we could develop a real tactile cube that a client can hold in their hand after a brief moment of putting it together. It would include the 6 major topics we teach and train on in taking our clients to that next level as a corporate entity. Our 6 topics would include: (1) Payroll, (2) Legal, (3) Distributions, (4) Estimated Taxes, (5) Professional Fees, and (6) Your Accounting System. At any point of confusion during this process, the client could pick up the cube and analyze where they are on the cube. The cube would NOT be generic wording. It would be typed up for each specific client’s situation and plans. And we could make “cube” jokes about being nerds and stuff like that.
I’m not sure which one would actually be a good tool that would be used, but I like #1 best. What do you think? Leave it in the comments above. Word to your Momma.


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1. Deloitte released the 2009 Tribalization of Business Study on SM. Check it – 
Alex serves as vice president of AC Forrest Insurance Group, an independent insurance agency specializing in innovative health insurance solutions for small businesses and families. The father of three small kids, he’s also a human jungle gym and cooks a mean quesadilla. To talk with Alex about your insurance situation, learn more about AC Forrest, or to experience more stimulating insurance blogging, visit ![Reblog this post [with Zemanta]](http://img.zemanta.com/reblog_c.png?x-id=6f2faa65-f204-4ff3-849c-f360be5e9b27)

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