California Tax Incentives: Are They Beneficial or Not?
As California has rolled out additional tax incentives for businesses, the debate over their value has endured. Are they good for the state budget? Do they help give businesses reasons to stay? Keep reading to see two common opinions, as well as how we think California should continue.
For Tax Incentives
In a recent Lodi News-Sentinel article, Steve Hansen writes that California needs to become more business friendly and it seems legislators prefer to turn, "A blind eye." His piece calls for the state to encourage business, rather than to make it so difficult.
As he points out:
- For every 100 people in the private sector, there are now 114 people receiving a government check who are dependent on income created by large and small businesses.
- [California] has been labeled by “Chief Executive” magazine as the worst state out of 50 for doing business. California has received this “award” for the last 10 years in a row.
- [Legislators’] solutions have been to raise taxes, along with adding additional burdens, regulations and restrictions to those companies still trying to survive here. California has the highest income tax rate in the nation. Another has been to raise the minimum wage to one of the highest in the country.
Is it Sales Tax Audit Season?
CPA colleagues across the country just finished tax busy season. And hopefully they are taking a well-deserved break. But I wonder – when they come back up for air, will their clients be pinging them again because they’ve received notice of a sales tax audit?
My practice is based in California, so most of my audit controversy work is in the Golden State. And it seems to me that audit activity has been picking up. I have several audits going on right now in a variety of industries, for clients with a variety of issues. And yet, the areas in question for the State are often similar. So I thought it would be a good time to revisit some areas that companies should be aware of when maintaining their documentation, just in case it really IS audit season and you get tapped on the shoulder, ever so gently, by the state taxing authority:
Be Able to Tie Your Revenue to the Tax Return
While this seems like an obvious tip, it’s really important. When the state comes out to audit, they are trying to verify numbers reported to the State on your sales tax return. Read more
California Business' Take on the State’s Recent Legislation
You may remember that back in November, the Tax Foundation released its State Business Tax Climate Index, which ranked states based on the various tax systems companies need to work within. California businesses were less than thrilled the state ranked 48th out of the 50 states.
Because the report is intended to help lawmakers see areas where they could improve, we thought it would be interesting to take a look at ways the Golden State is both improving and declining.
Legislation California Businesses Appreciate
- The California Competes Tax Credit continues to be popular among California businesses. In fact, the state just provided various companies with $70.5 million in tax credits to expand and offer more jobs within the state's borders.
- California continues to offer credits and incentives to films and television series. Like the California Competes program, this provides tax credits to projects that relocate to the state in an effort to bring business back to Hollywood.
Rainmaking – The Video Experiment (Part 2)
Last week, I posted here about using video in my marketing efforts around my upcoming webinar series, “Jumpstart Your Rainmaking”. If you’ve been following me, you know that I’m a seasoned tax professional, and have spent the better part of 20+ years helping clients with their multi-state tax needs. My firm specializes in helping middle market companies navigate the complex sales tax and income/franchise tax issues that they’ll encounter as they do business in multiple states.
Recently, I’ve been focusing my outbound marketing efforts not so much on my multi-state business, but on a new venture – my training programs for professionals selling services – the “Rainmaking” series of products. My biggest challenge right now is that I don’t want to confuse the message. I’m still, very much, doing multi-state tax consulting. But this newer part of my practice needs some attention and love so that people understand what I’m doing.
So, I decided to roll out a video campaign this week around the Jumpstart Your Rainmaking – wherein every day I rolled out a solid Rainmaking tip, tied to a weather forecast, with the ultimate goal of asking you to sign up for my webinar series beginning May 4th. The videos are available on my YouTube channel here. But I also sent them out via my Facebook page, Linked In and Twitter. Next week, I’m going to try “Boosting” them on Facebook.
How Did We Do?
The truth is, I’m not sure yet. I haven’t had 10,000 people sign up for my webinar yet (but that wasn’t the goal anyway). I haven’t had a bunch of “likes” on Facebook from my friends. (I thought more people would weigh in and I’m not sure why they didn’t.) I tried to post the daily videos to a Linked In group that I’m a member of for “Social CPAs” and it bounced me as spam. So, overall, not great?
But wait, it HAS opened several new conversations. I have had a few registrations. And there have been many views on the daily videos on my Linked In updates. So, I’m getting some traction. What’s that statistic about being seen 7 times before someone even knows who you are? I know that I got in front of a lot of people and my name is out there!
The Campaign
I’m proud that I took the chance and put myself out there with a bit of a corny campaign. As CPAs, sometimes we take ourselves too seriously because we want others to take us seriously. My professional work around multi-state is serious. My clients want the seriously right answer – and I’m going to get it for them. The marketing side of the equation is much less objective, and much less serious. Certainly, this campaign showed a less serious side of me. I don’t want you to think that marketing your CPA practice isn’t serious too. It is, but is doesn’t need to showcase your most serious side. You can have a little fun with it.
I’ll keep you posted on the results from the video campaign. In the meantime, if you like what I’m talking about and think your practice could benefit from some of my tips around building your practice, I invite you to check out my Jumpstart Your Rainmaking webinar. Early bird registration (at $249) is open through April 27th. Then the price jumps to $299. The truth is – the rain doesn’t start until you put some effort into it. A bit of a “raindance”, if you will. I’ve been dancing with this during the week. And, wait, as I look out my window….a bit of rain! Coincidence? I don’t think so!
Focus on New Jersey
Historians are unsure where New Jersey’s nickname the “Garden State” originated from. However, there is a certainty to New Jersey’s fast and energetic environment. The State along the east coast of the United States is accessible to major metropolises such as New York, Boston, Philadelphia, and Washington D.C. Even though the State is relatively small in size, it sits right in the middle of a huge consumer market – a perfect location for manufacturing and distribution facilities.
Business Climate
New Jersey is a hub for sciences and manufacturing. Its location itself is an attractive destination for companies to establish distribution facilities in order to reach the nation’s east coast market. Another contributor to the State’s success is its biopharmaceuticals industry. It is the home to over 400 biotech companies (big names include Johnson & Johnson, Bristol-Myers Squibb, Merck & Co., Novartis, Novo Nordisk and Bayer). New Jersey boasts the world’s highest concentration of scientists and engineers per square mile —more than 225,000 of them statewide. In fact, the number of trained pharmaceutical, biotechnology and medical technology workers in the state has more than tripled since 2001. The reason behind this is the State’s education and labor training system.Read more
Rainmaking - Using Video in Indirect Marketing
Hello Rainmaking readers! Several weeks ago, I shared my perspective about the difference between direct and indirect marketing strategies, and how those of us who sell professional services should use a combination of both in order to generate business. I mentioned that the most important strategy (if you could only do one of them) is the direct strategy – the one-on-one contacts with your target audience or referral partners. But, indirect marketing like your website, blogs and video (among others) are a nice complement – and hopefully you have time, resources and a little bit of energy to dedicate to that as well.
Why Use Video?
Images and videos are much more compelling to your audience than simply sending newsletters (electronic or paper…paper??) or link to websites. That’s why my blogs always include an image, always include links to more information, and sometimes include links to video. That’s because, I’ve just recently found an affordable way to share video. I tried it last December. And then had so much fun with it that I’m rolling out a 5 day “Rainmaking Forecast” to promote my Jumpstart Your Rainmaking program.
Green Screen Technology
Check out this video. You can see that I shot it with a screen behind me that featured my graphics, logo, and company colors. I worked with a team of directors at a company called Your Biz Vid http://yourbizvid.com/ to shoot 6 videos in just over an hour. Not a lot of rehearsal, no memorization, and no editing. And I walked away with the videos on a flash drive – ready to use immediately. Green screen is the same technology used by weather people on television, as the various weather maps are displayed behind them. Sounds very complicated. But the team at Your Biz Vid has found a way to make it easy and affordable – mostly by cutting out the editing time. You set it up with them and they work with you to get the best “take” on the day of the shoot, without doing the expensive editing. You can post your videos to your website, YouTube, and social media on the same day. I sound like a commercial – don’t I? But I’m not getting paid to say this. I just feel very strongly about this service. And they are a start-up! Who doesn’t love to support a start-up? Talk about building rapport with your audience, gaining search engine optimization with proper placement, and having multiple places to tie this together in social media.
How Will You Use Your Hour?
Let’s assume that you like the concept. You agree that adding some video to your marketing is a good idea. And you call up and book the appointment. Now what? Consider making a few short videos that will be compelling to view. A good rule of thumb is to make each video last less than 2 minutes. By shooting a few shorter videos (remember you can spend the hour however you want to), you can test out different products, markets, etc. For your first video, maybe you want to introduce yourself and your company. Address your target market with a short introduction about your services, something cutting edge in your industry (or theirs), and a “what’s in it for them” summary. Maybe shoot a series that you will continue in subsequent appointments in front of the green screen. Consider quick posts that you’ll share on Facebook and Linked In, either directly or through the creation of your own company YouTube Account. For instance, here’s my company YouTube account showcasing the various videos I’ve created. (Spoiler alert…part of them include a campaign I’m running next week.)
More information
Interested in learning more about how to use indirect technology like videos in your marketing for service professionals? Check out my “Jumpstart Your Rainmaking” 3 day webinar series, starting again in May. Want to check out Your Biz Vid directly? Contact one of the founders, Buddy Saupe, directly at 650-533-8790. I hope you’ll check it out. What have you got to lose?
Is Nexus Necessary for State Taxes? Not According to These States!
Two states, Louisiana and Alabama, recently passed legislation allowing them to tax companies making sales in the state via the Internet, even if the business doesn’t have a physical presence, or nexus. What do these laws entail, and how do they affect companies?
Louisiana’s Amazon Law
Referred to as the "Amazon Law," Louisiana's Act 22 allows the state to tax companies that don't have nexus within the state.
As the Pelican Post explains, "Act 22 requires out-of-state retailers with in-state contract affiliates – individuals or businesses that refer potential customers to the seller – typically by linking to their website – to remit taxes on sales made to Louisianans." Basically, this means the state is expanding the definition of nexus from being defined as an Internet link instead of a physical presence.
Alabama’s New Nexus Regulation
Alabama recently adopted a new regulation as well, which defines nexus within the state as exceeding $250,000 in retail sales of tangible personal property and certain additional activities, such as soliciting orders for tangible personal property through advertising.Read more
Rainmaking – Kicking off the next webinar series
I’m excited to report that we are once again preparing to deliver the “Jumpstart Your Rainmaking” webinar series, beginning May 4. If you’ve been following this blog and my communications, you know that the series is designed for professionals selling services. It focuses on how to develop the skills to keep your pipeline filled and how to generate revenue. I had initially planned on focusing mostly on CPAs and bookkeepers, but have had seminar participants from law firms, financial planning firms, and even administrative services. And all kinds of service professionals are asking if they can participate. Sure!
Why Are We Doing This Now?
Just to be clear, you’re probably thinking – “Wait, doesn’t Monika specialize in multi-state tax consulting?” Yes, I do! But I needed to develop a system that worked for me to build my business (which just celebrated its 14 year anniversary, by the way). As I’ve built a system over the years that has helped me to sell professional services, it occurred to me that it’s teachable and scale-able. And in addition to having passion for helping clients navigate state tax issues, I also have passion for helping people understand how to build businesses and generate revenue. Why? Well, I’m an entrepreneur – and it’s nice to help others grow. I’ve had a lot of help over the years, and I want to pay it forward as well.
So, here are those rainmaking skills and the passion behind them, developed into a short, easy to manage Rainmaker webinar series for accounting and finance professionals so that they may also benefit from my “accountant’s approach to rainmaking” and apply it to their practices. Why now? Because people needed this 20 years ago. I needed it 20 years ago. And it wasn’t available. I’m making it available…as soon as possible.
Why should you be excited?
The rainmaking process (revenue production and increased marketing exposure) is an integral part of your business and we can help you take it to the next level.
What Will You Learn?
The 3 part webinar series includes segments on all of the following:
- Defining your target market so you can stop wasting time chasing the wrong leads
- Creating your own unique strategies to reach potential clients
- An interactive step by step process to achieve your goals
- Working copies of templates and checklists to create your plan for 2016 and keep yourself accountable.
You’ll also learn how to develop your sales mindset, specifically identify your perfect target client, how to use direct and indirect marketing skills to get in front of the right people, and a proven plan to keep yourself on track.
Logistics
Here are the details of the webinar, along with a special invitation to join us for “Jumpstart Your Rainmaking”.
When? May 4, 11 and 18, 2016 at 2:00pm PST/5:00pm EST. Each part of the series will be one hour in length, plus 15 minutes for interactive Q&A.
Can’t make all these sessions? No problem, we will record them and they’ll be available for you to review at your leisure.
I hope you’ll take the time to check this out and ultimately join us! The inaugural series in January was a great kickoff – and this one will be even better!
Happy Rainmaking!
Monika Miles is President of Miles Consulting Group, a firm specializing in multi-state tax consulting for middle market businesses. Clients include technology, manufacturing, software and SaaS based companies doing businesses across state lines. Miles Consulting Group assist them in determining the sales tax and income tax ramifications of creating a taxable presence in a state and how to address these issues with the various states. When she’s not assisting clients with multi-state tax issues, she passionately shares Rainmaker strategies with other professional services firms.
14 Years in the Making
Happy Anniversary Miles Consulting Group! In fourteen years, I’ve watched this practice change with this times – gone are the California Manufacturers Investment Credit and the Enterprise Zone benefits – both of which were significant tax credit and incentives benefits to our clients over the years. Added are some new California incentives – the CA Partial Manufacturer’s Sales Tax Exemption, and the California Competes Tax Credit. Yet tried and true multi-state tax consulting – nexus reviews, taxability studies, voluntary disclosures, and audit defense continue to be the cornerstone of our current consulting. We’ve also recently added “Jumpstart Your Rainmaking” that’s been providing some “splash”! The webinar series, aimed at helping CPAs (and others selling professional services) to enhance their marketing, networking and targeting skills begins again in May. (For more information and to register, click here.)
A lot has changed over the years that has affected not only our business, but our country. Take a trip back in time to see what was happening back in 2002 when we were founded:
In 2002...Read more
[State Tax Series] The BioTech and Pharmaceutical Industry & Multi-State Tax Issues The BioTech and Pharmaceutical Industry & Multi-State Tax Issues
So far our State Tax Series has looked at technology niches including semiconductor manufacturing, digital goods, software companies and medical device companies. Today we look at the multi-state tax issues that the BioTech and Pharmaceutical niche faces. Keep reading for the details!
An Overview of the BioTech and Pharmaceutical Industry
BioTech companies specialize in researching ways to duplicate or change living cells in an effort to make them more predictable and controlled. They rely on genetics research to create products to help improve quality of life or cure those with a variety of diseases and conditions. The top BioTech companies currently include Emergent Biosolutions Inc, Amgen Inc, Abbvie Inc and Immucell Corp.
Pharma companies specialize in drugs. They extensively research them in-house in addition to licensing them from academia, other firms and biotech companies. Examples of these companies include Pfizer, Merck & Co, Johnson & Johnson and Bayer.Read more
