Accountants understand it's a matter of numbers and effective qualification. They are used to it with regard to taxes. For instance, to get a particular deduction, a taxpayer might have to incur costs that meet stated criteria and that often have to exceed a set percentage of their adjusted gross income. The accountant knows the criteria and examines the taxpayer's expenditures to see if they qualify. A couple of pointed questions usually can uncover expenditures that the taxpayer didn't mention which might qualify and get the taxpayer over that adjusted gross income hump.

In my mind, searching for a deduction is not much different from the marketing that many accounting firms are now doing in earnest. That too can be talked about in terms of qualification, numbers, and the payoff.

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