Tax planning is one of the few forward-thinking services that accountants can offer their clients. Given the fact that the accountant has most of the data and is the clients’ most trusted advisor, it makes sense for them to show clients how to save money on taxes in the year ahead.“They generally see the direct benefit of tax planning, and they don’t mind getting a bill for planning services,” said Rob Carmines, a partner at Newport News, Va.-based Carmines, Robbins & Co. PLC.

“It’s all about generating revenue,” said Sue Jones, marketing communications manager for BNA Software. “I have a lot of customer testimonials, and without fail they say that they can’t believe how much revenue they’ve generated using tax planning.”

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