Tax Resolution for Accountants: Michael Rozbruch Explains a $100K Opportunity in Your Client Base

Tax resolution is a high-value service many accounting firms overlook, even though the opportunity already exists within their current client base. In this article, Michael Rozbruch explains how firms can identify and convert these cases into $5,000 to $10,000 engagements using simple outreach and clear service positioning. Most tax resolution work follows a few repeatable processes, making it more accessible than many accountants assume. With the right systems in place, firms can turn this into a scalable and consistent revenue stream.

Introduction

Most accounting firms are focused on compliance work, but there is a high-value service sitting right in front of them that often goes unnoticed.

Tax resolution. For many firms, adding tax resolution services for accountants is one of the fastest ways to unlock new revenue without changing their core service model.

In a recent discussion, Michael Rozbruch shared how accounting firms can uncover $5,000 to $10,000 engagements already sitting inside their existing client base. For firms willing to explore this service line, it is not just incremental revenue. It can become a meaningful growth channel.

This is not about adding complexity. It is about recognizing opportunity and building a system to capture it.

What Is Tax Resolution and Why Does It Matter?

Tax resolution focuses on helping individuals or businesses that owe the IRS but cannot pay their balance in full.

This includes situations like:

• Clients with multiple years of unfiled tax returns
• Taxpayers facing penalties or interest accumulation
• Businesses dealing with IRS collections or enforcement actions
• Individuals needing structured payment plans or negotiations

For accounting firms, this matters because these cases already exist within their network.

Many clients do not proactively disclose past issues. Firms often focus only on current-year filings, leaving past liabilities undiscovered.

That gap is where the opportunity lives.

The $100K Opportunity Hidden in Your Client Base

According to Michael Rozbruch, most firms already have tax resolution cases sitting right under their nose.

Typical characteristics:

• One in 17 people has a tax problem or knows someone who does
• Many clients have 4 to 7 years of unfiled returns
• Average case value ranges from $5,000 to $10,000
• Larger cases can reach six figures

A simple outreach to your client base can unlock:

• Immediate revenue opportunities
• Referrals from clients’ networks
• Stronger client relationships

What This Looks Like in Practice

• Send a simple announcement that you now offer IRS representation
• Position it as a new service, not a sales pitch
• Let clients connect the dots themselves

This approach alone can generate new engagements without paid advertising.

The 4 Core Tax Resolution Services Accountants Should Know

One reason firms avoid tax resolution is perceived complexity. In reality, most cases fall into just four categories.

1. Installment Agreements (90% of Cases)

• Standard monthly payment plans
• Partial pay agreements
• Streamlined or specialized programs

2. Offer in Compromise

• Settling tax debt for less than owed
• Strict qualification requirements
• Lower acceptance rates compared to other options

3. Penalty Abatement

• First-time penalty relief
• Reasonable cause arguments

4. Currently Non-Collectible Status

• Temporary relief for financial hardship
• No required payments, but interest continues

For most firms, understanding these four pathways removes the majority of complexity.

Why Most Accountants Avoid Tax Resolution

The hesitation is not about opportunity. It is about uncertainty.

Common reasons include:

• Lack of familiarity with IRS processes
• Uncertainty about pricing services
• Fear of time-consuming work
• Assumption that cases are too complex

In reality:

• The technical work is often straightforward
• Marketing and client acquisition are the bigger challenges
• Systems and repeatable processes simplify delivery

How to Get Your First Tax Resolution Client in 30 Days

One of the most practical insights shared is how quickly firms can start.

Step 1: Reach Out to Existing Clients

• Send a physical letter announcing the new service
• Keep messaging simple and clear
• Focus on how you can help

Step 2: Use Referral-Based Outreach

• Contact other accountants and professionals
• Position yourself as a specialist, not a competitor
• Offer to return clients after resolution work

Step 3: Stay Consistent With Follow-Up

• Use multiple touchpoints over time
• Stay visible with regular communication
• Build trust through education and updates

Firms that follow this approach often land their first client within 30 days.

The Role of Marketing in Building This Service Line

This is where many firms struggle.

Tax resolution is not limited by demand. It is limited by visibility.

Key marketing principles:

• Focus on outcomes, not technical features
• Speak to client pain points like stress, fear, and uncertainty
• Use direct, clear messaging
• Prioritize consistency over complexity

Example Positioning

Instead of saying:
“We provide tax resolution services”

Say:
“We help you stop IRS notices, reduce penalties, and move forward with clarity”

That shift makes a significant difference in response.

Why Speed and Responsiveness Matter More Than Anything

One of the most overlooked factors in winning clients is response time.

Many firms lose opportunities simply because:

• Phones are not answered
• Calls are returned too late
• Intake processes are unclear

What High-Performing Firms Do Differently

• Answer calls quickly during business hours
• Use structured intake questions
• Qualify leads immediately
• Move prospects into consultations without delay

In many cases, the firm that responds first wins the client.

Using Systems to Turn Tax Resolution Into a Scalable Service

This is where accounting workflow software becomes essential for tracking cases, deadlines, and client communication in one place. Without structure, tax resolution can feel reactive.

With systems, it becomes predictable and scalable.

Key workflow components include:

• Standardized intake process
• Defined service packages
• Clear pricing models
• Task tracking for each case
• Communication workflows with clients

How Jetpack Workflow Supports Tax Resolution Services

As firms add new service lines, complexity increases.

Jetpack Workflow helps accounting firms manage recurring work, track client projects, and stay organized by:

• Tracking recurring and one-off client work
• Assigning tasks across team members
• Managing deadlines and deliverables
• Standardizing processes with workflow templates for accountants
• Providing visibility across all client projects

Instead of managing cases through spreadsheets and email threads, firms can centralize everything in one system.

Conclusion

Tax resolution is not a niche opportunity. It is a practical extension of services that many accounting firms can offer today.

The demand already exists.

The clients are already in your network.

The difference comes down to whether your firm builds the systems and visibility needed to capture that opportunity.

Frequently Asked Questions

What is tax resolution for accountants?
Tax resolution involves helping clients resolve IRS or state tax issues, such as unpaid balances, penalties, or unfiled returns, using structured programs like payment plans or settlements.

How much can accounting firms earn from tax resolution services?
Most tax resolution cases range from $5,000 to $10,000, with some complex cases reaching significantly higher fees depending on the client’s situation.

Where do accountants find tax resolution clients?
Many firms already have tax resolution opportunities within their existing client base. Additional clients can come from referrals and targeted outreach.

Is tax resolution difficult to learn for accountants?
Most cases follow a small number of standard processes, making tax resolution more straightforward than many firms expect once they understand the core options.

Why do accounting firms avoid offering tax resolution services?
Common reasons include lack of familiarity, uncertainty about pricing, and the perception that the work is too complex or time-consuming.

How quickly can a firm get its first tax resolution client?
With simple outreach strategies like client communication and referral letters, many firms can land their first client within 30 days.

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