• Skip to primary navigation
  • Skip to main content
Earmark CPE

Earmark CPE

Earn CPE Anytime, Anywhere

  • Home
  • App
    • Pricing
    • Web App
    • Download iOS
    • Download Android
    • Release Notes
  • Webinars
  • Podcast
  • Blog
  • FAQ
  • Authors
  • Sponsors
  • About
    • Press
  • Careers
  • Contact
  • Show Search
Hide Search

Podcasts

The $450,000 Worth of Clients DBA Walked Away From on Purpose

Earmark Team · May 15, 2026 ·

In 2010, Marcus Dillon sat down to hand-write more than 50 letters to retiring CPAs, asking if they’d be willing to sell their practices. One of those letters launched Dillon Business Advisors, a firm that grew from a $400,000 acquisition into a multi-million-dollar advisory practice by strategically reinventing itself every five years.

On a recent episode of the Who’s Really the Boss? podcast, Marcus and Rachel Dillon celebrated the firm’s 15th anniversary by sharing its origin story and the evolution of DBA. In the first of a two-part series, they walked through specific revenue numbers, margin targets, acquisition details, and the personal sacrifices behind each phase of growth.

The Foundation: High School Sweethearts to Business Partners

Marcus and Rachel’s story started long before DBA. They met in driver’s ed at 15 and 16 and have been together ever since. By their first wedding anniversary, they had a one-and-a-half-month-old daughter, Kinley. That young family shaped every business decision that followed.

Marcus came out of Ernst & Young’s audit practice, where travel demands didn’t work for family life. He landed at a smaller Houston-area firm with around 15 employees and under $2 million in revenue. The owner took a chance on a 23-year-old kid to build an audit practice from scratch.

“I was able to get paid 45% of my effective billings, including write-ups,” Marcus said. “So I learned really early on how to price things so it was acceptable to clients.”

At his peak, he was billing close to $400,000 a year and taking home up to $180,000. But Rachel noticed a problem. Marcus had to match the owner’s hours, and he would stay at the office until 11 p.m., midnight, or sometimes 1 a.m.

“I didn’t want to be a single mom,” Rachel explained. “I was a teacher getting off at 4 p.m. and wondering, where is my husband and the father of my kids?”

DBA 1.0: Building Through Acquisition (2011-2016)

The Dillons prepared carefully for acquiring a firm. They paid off every debt except their mortgage. Rachel kept teaching for a steady income and benefits. Then Marcus wrote those letters.

One landed with Bob, a CPA in his 70s or 80s, who recently had a health scare. First Command Bank financed about $320,000 of the $400,000 purchase price. There was a 10% seller note, and Marcus brought 10% cash to closing.

Unexpectedly, clients followed Marcus, despite his non-compete agreement with his old firm. He fully honored the agreement, paying a third of the collections back to his former employer for three years. But the client migration pushed DBA from $400,000 to about $700,000 almost immediately.

The first office wasn’t glamorous. Marcus inherited a lease in what he calls a Class D building right off a major Houston interstate. “It had the old school atrium, and it just smelled like crap whenever they brought new mulch and plants into that atrium,” he recalled. He worked alone until 9 or 10 p.m., and his was often the only car in the parking lot.

Rachel’s first day at DBA in 2013 was moving day. “I remember doing a couple of collection calls on the floor as we were packing up,” she said. “I was not coming to work with you at the other place regularly.”

By then, they’d built their own 2,500-square-foot standalone office, figuring, if they were paying rent, they might as well pay it to themselves.

From the start, the Dillons prioritized same-day invoicing. Returns would flow to Rachel for client delivery, then straight to Marcus for billing that same day. “That’s something that was always a priority to get done immediately,” Rachel noted. “I hear some people spend days doing billing and invoicing, sometimes months after the fact.”

That diligence paid off. By 2016, DBA reached $1.5 million in revenue. The Dillons had paid off the acquisition loan and bought a lake house. They were successful, but as Marcus observed, “Every time someone wished me success, it was because I had just gone into debt.”

DBA 2.0: The Merger That Taught Them to Let Go (2016-2020)

In 2016, Marcus had breakfast with his mentor, Tom, who was winding down his practice. Marcus asked a question he now admits was the wrong way to evaluate an acquisition: “How would we be worse off by coming together?”

Tom brought about $400,000 of work, pushing DBA past $2 million. On paper, it looked perfect. In practice, it was a disaster.

“Tom’s clients loved Tom,” Rachel said bluntly. “Tom’s clients hated us.”

These weren’t just any clients. They were survivors of three or four rounds of exits, and they stayed for Tom personally. Plus, Tom’s service model was completely different. He offered every client two in-person meetings during tax season. DBA didn’t operate that way.

Meanwhile, the Dillons built a 12,000-square-foot office building: 7,000 for DBA, 5,000 to lease out. Marcus describes it as having “an attorney feel with wood wainscoting and leather-bound books.” It was supposed to be their forever office.

But the cultural problems didn’t solve themselves. So DBA started strategically shedding clients.

They spun off about $100,000 to their friend Julie, who mentioned she wasn’t as busy as she’d like. “She made that mistake of telling us that,” Marcus joked. Another $100,000 went to a CPA closer to Tom’s office. The next year, they went bigger, spinning off $250,000 along with Tom’s office location.

In total, DBA shed about $450,000 in client work. Yet they never dipped below $2 million in revenue. “That was definitely a consideration,” Rachel explained. “We never wanted to dip below $2 million.”

By 2019, things had stabilized. The team was mostly part-time working parents who arrived at 9:30 and left by 2:30 to match school schedules. All work happened in the office.

Then came January 2020. At their annual team retreat, Marcus asked, “If you could do anything in this life and not fail, what would you do?”

The leader of their audit practice answered, “I would be a stay-at-home mom.”

“When you have a leader in the firm respond that way,” Marcus reflected, “it’s like, okay, this is likely not going to be the person to help lead that aspect of the business.”

By March, the COVID-19 pandemic sent the team home, and they never came back. DBA funded home office setups and kept the physical office available. Nobody used it.

The audit practice spun off during 2020. Tom pursued receivership work full-time. And DBA hit $1 million to the bottom line for the first time, maintaining 40-45% margins before officer compensation. That’s a target Marcus has carried since his days at his old firm.

But remote work didn’t mean balance. “We did the kids’ routine of dinner, activities, bath, and bedtime,” Rachel said. “And then we just went straight back to work again for the next three or four hours.”

The Hard-Earned Wisdom of 15 Years

Looking back, Marcus is clear about what drove their early success. “We were successful because we put the hours in. We weren’t necessarily working smarter. We just worked more than others around us and said yes to others around us, which doesn’t work anymore.”

Other firm owners likely recognize patterns in the Dillons’ journey:

  • Financial preparation matters. They eliminated personal debt and kept Rachel’s steady income before taking the acquisition risk.
  • Invoice immediately. Same-day billing became a cornerstone cash flow practice. You have to send out the invoice to get paid.
  • Not all acquisitions are equal. When clients survive multiple rounds of exits, they’re bonded to a person rather than a firm. Tom’s clients proved that.
  • Set a revenue floor and defend it. DBA shed $450,000 in work but never went below $2 million because organic growth and price increases filled the gaps.
  • Listen when people tell you who they are. One honest answer at a team retreat revealed the future of an entire service line.
  • Hours aren’t everything. The model that built a $1 million firm through sheer effort won’t build the next phase.

Growth isn’t just about what you build. It’s about what you’re willing to walk away from, whether that’s clients who don’t fit, service lines that aren’t growing, office space you no longer need, or the version of your firm that got you here but can’t take you further.

This is just the first half of DBA’s 15-year story. In part two, Marcus and Rachel will share how the firm evolved after the pandemic, what they’re seeing in today’s market, and where they believe the profession is headed. For now, listen to their full conversation in Part 1, including all the specific numbers, deal structures, and decision points.


Rachel and Marcus Dillon, CPA, own a Texas-based, remote client accounting and advisory services firm, Dillon Business Advisors, with a team of 15 professionals. Their latest organization, Collective by DBA, supports and guides accounting firm owners and leaders with firm resources, education, and operational strategy through community, groups, and one-on-one advisory.

IPA Survey Data Reveals What Best of the Best Firms Actually Do Differently Than the Rest

Earmark Team · May 15, 2026 ·

“I can’t wrap my brain around how we’re going to utilize technology and make our work more efficient. How do we bill that if we’re billing by the hour? Are we going to start having reduced fees on their invoices? No. So what does that look like?”

That question from Chelsea Summers, Executive Director of Inside Public Accounting, captures the paradox facing the profession right now. Two-thirds of accounting firm revenue still comes from hourly billing, even as AI promises to slash the time it takes to complete work. Something has to give.

On a recent episode of the Earmark Podcast, host Blake Oliver sat down with Chelsea to dig into firm performance data heading into 2026. Inside Public Accounting has been benchmarking accounting firms since 1987. Its latest survey includes over 600 firms, from Deloitte all the way down to firms around $6.5 million in revenue. The numbers tell a story that’s both reassuring and challenging for firm leaders.

The reassuring part is the playbook for outperformance isn’t complicated. Top firms charge what they’re worth, leverage their staff better, and embrace offshore teams. The challenging part is the profession’s attachment to hourly billing might be the single biggest barrier to capturing value from technology investments.

The Best Firms Don’t Work Harder; They Work Smarter

Every year, IPA identifies its “Best of the Best” firms based on 30 different operational metrics. These firms are profitable, but they also have low turnover, succession plans, marketing strategies, and overall organizational health. “Operationally, you’re a high performing firm that’s going to succeed,” Chelsea explained.

The performance gaps between these top firms and everyone else are striking:

  • Revenue per employee: The best firms generate $272,000 per full-time equivalent versus $220,000 for all firms
  • Leverage ratios: Top performers maintain 17.7 professionals per partner compared to 11.8 for average firms
  • Partner billing rates: Best firms charge $588 per hour while others charge $448

That last number deserves emphasis. Top firms are charging $140 more per partner hour, a 30% premium.

But these high-performers don’t necessarily burn out their people to get these results. “The big myth is that high performing firms push people harder, and that’s why they’re making more money,” Chelsea said. “But in reality, those high performing firms often have healthier capacities because they’re using that leverage and they’re using more specialized roles.”

When IPA compared utilization rates and chargeable hours between Best of the Best firms and everyone else, the numbers were nearly identical. Same hours worked, dramatically different outcomes.

The secret is putting the right people in the right roles. Top firms use more client service staff for production work and keep partners focused on partner-level activities like training, business development, and client relationships. When partners step back into production work and start micromanaging, it hurts morale and growth.

Offshoring Has Reached a Tipping Point

Over half of IPA’s survey participants now use some form of offshoring or outsourcing, and less than 5% plan to decrease it. Nearly everyone else plans to grow or maintain their offshore headcount. This is the new normal.

The performance data backs up the strategy. Firms with offshore teams reported 8.1% organic growth versus 7.5% for firms without them. They also saw a 9% improvement in margins.

“Nine percent is a lot,” Blake noted during the conversation. And he’s right. That kind of margin improvement can transform a firm’s economics.

What’s changed is how firms use these teams. The old model treated offshore staff like a processing center for data entry. Today’s successful firms fully integrate offshore team members. They have branded offices, firm email addresses, training opportunities, and direct client communication.

“Really making that individual feel a part of the team is very helpful in correctly utilizing them and making sure they feel the value of working at the firm,” Chelsea explained.

As technology automates the basic data entry tasks that initially justified offshoring, these team members are moving up to manager-level work, supporting advisory services, and contributing to internal operations. The offshore strategy and the technology strategy work together.

Firms Have More Pricing Power Than They Think

One pattern emerged repeatedly in Chelsea’s conversations with firm leaders: they consistently underestimate what clients will pay. “We have all these D and F clients, we want to cull them so we raise their prices 40%. But they all stay,” she shared.

A 40% price increase, and the clients don’t leave. That should make every managing partner pause and reconsider their pricing strategy.

In today’s inflationary environment, not raising prices can actually send the wrong signal. “When your CPA firm doesn’t increase their prices, then you almost say, are they not very good? Do they not believe in their work?” Chelsea observed.

Blake connected this to a broader pattern he’s seen across firms of all sizes. “We talk a lot when we talk about small firms about how they’re underpricing. It’s the same tendency in the midsize and the larger firms where some firms just don’t charge enough. They have pricing power and they’re not using it.”

The Advisory Pivot Is Slower Than Expected

Despite years of conference presentations about the shift to advisory, most firms still generate less than one-third of their revenue from advisory services. Tax and assurance continue to dominate, accounting for about two-thirds of revenue at the average firm.

“That’s really contrary to all the talk that we’re hearing on advisory,” Chelsea said. “I think it is [the future], but the data just isn’t showing that that is yet the predominant model inside most firms.”

Client accounting services, once positioned as the gateway to advisory, are growing but not explosively. Larger firms have shifted their thinking about CAS. “It seems like a lot of firms, especially the larger firms, have shifted away from feeling like that’s a foot in the door to like, that might be a strategy, but that’s not our only strategy going forward,” Chelsea explained.

For firms succeeding with advisory, a few patterns stand out. They have a dedicated internal champion who isn’t juggling 15 other responsibilities. They invest upfront and accept that returns take time. And they recognize that advisory service lines need different processes than tax and assurance work.

AI Faces Cultural Barriers More Than Technical Ones

When Chelsea asks firms about their return on technology investments, the responses are telling. “They’re like, how do we even do that? What does that look like? What does an ROI even mean?”

That said, firms are finding value in specific areas. Tax research stands out as a clear win. Being able to have AI synthesize complex tax code information saves significant time. Workflow automation, document processing, data extraction, and AI-assisted drafting also deliver results.

But adoption is slower than expected, and the blockers are mostly cultural. Partner skepticism leads the list, followed by change management resistance. “The accounting profession is certainly not known for being early adopters,” Chelsea noted.

There’s also a timing problem. Many firms shelved their AI discussions in December for tax season. When they picked them back up in May, there was different software, different models, different capabilities. “You’ve missed all of that research time and possible adoption time just because you’re too busy doing tax season,” Chelsea explained.

We Can’t Ignore the Billing Model Problem Much Longer

Throughout the conversation, Chelsea kept returning to the incompatibility between hourly billing and efficiency gains from technology.

She actually expected the 2025 data to show movement away from hourly billing. Instead, it went slightly in the other direction. Two-thirds of revenue still comes from billable-hour models, and much of what firms call “fixed fee” pricing is just hourly billing in disguise: time estimates multiplied by rates, presented as a flat fee.

Blake shared his own experience to illustrate the problem. When his CAS firm adopted cloud technology early, efficiency gains were 80%. “We couldn’t bill hourly or we’d lose all our revenue,” he said. “We were forced to switch to fixed fees.”

If AI delivers even half those efficiency gains for tax and audit work, firms clinging to hourly billing will face the same reckoning. Except unlike CAS, which was easier to start fresh with new pricing models, tax and audit are where hourly billing is most entrenched.

For firms evaluating technology investments, Chelsea recommends asking three questions:

  1. Does this reduce manual work in a measurable way?
  2. Does it integrate with existing workflows?
  3. Will it free staff to do higher-value work?

If the answers are yes, the investment probably makes sense, even if you can’t calculate a ROI yet.

The Clock Is Ticking

The IPA data paints a clear picture of where the profession stands today. Top performers are executing on fundamentals. They charge appropriately, leverage staff effectively, and embrace offshore teams. Meanwhile, the broader profession remains tied to hourly billing, is moving slowly toward advisory services, and is largely waiting for clearer signals on AI.

For firm leaders, this creates opportunity and urgency. The playbook for better performance isn’t complicated, but the window to adapt might be narrowing. Firms that figure out how to decouple revenue from hours worked will be positioned to benefit from technology investments. Those that don’t may watch their revenue shrink as efficiency gains eat into billable hours.

“I’m crossing my fingers that 2026 we’re going to see some change,” Chelsea said about the billing model evolution. Given what’s at stake, the entire profession should be crossing their fingers with her.

For a deeper dive into these insights, including specific benchmarks on compensation trends, capacity planning, and technology adoption, listen to the full conversation between Blake and Chelsea on the Earmark Podcast. You can earn free NASBA-approved CPE credit for listening.

Your Client Got a W-2 and a 1099 from the Same Company. Here’s How to Handle It

Earmark Team · May 15, 2026 ·

Your client slides a W-2 and a 1099-NEC across the desk. Both are from the same company for the same tax year.

“Can this be right?” they ask.

Your gut says error. Often, it is. But sometimes that dual reporting is perfectly legitimate. Knowing the difference, and what to do when it’s wrong, separates a competent preparer from the advisor clients can’t afford to lose.

This is the territory Jeremy Wells, EA, CPA, covers in Part 2 of his worker classification series on the Tax in Action podcast. If you caught Part 1, you already know the common law control test for determining whether someone is an employee or contractor. Part 2 goes deeper into the statutory categories that break that simple binary wide open.

Statutory Employees: The Hybrid Category Most Practitioners Overlook

Beyond corporate officers (always employees) and common law employees (determined by the control test), the Internal Revenue Code creates a third category that confuses even experienced practitioners.

IRC Section 3121(d)(3) defines four occupational groups treated as employees for FICA and sometimes FUTA purposes, but not for federal income tax withholding. This hybrid status creates unique reporting requirements you need to understand.

The four groups are:

  1. Agent or commission drivers (FICA + FUTA): Workers distributing meat, vegetables, fruit, bakery products, beverages other than milk, or laundry/dry cleaning services
  2. Full-time life insurance salespersons (FICA only)
  3. Traveling or city salespersons (FICA + FUTA)
  4. Home workers (FICA only): Traditionally textile workers, but now including typing and transcribing services

Jeremy emphasizes an important point. “Home workers” doesn’t mean anyone working from home. It’s a specific statutory category.

To qualify as a statutory employee, these workers must meet three requirements. First, the contract must state the worker will personally perform all the work; no delegation allowed. If they can subcontract, they’re an independent contractor. Second, they can’t have substantial investment in facilities beyond transportation. Owning a delivery truck is fine; investing in other equipment probably disqualifies them. Third, there must be an ongoing work relationship, not a one-time gig.

Here’s where it gets interesting for practitioners.

Statutory employees receive a W-2 with box 15 checked. But that W-2 doesn’t go on page one of the 1040 as wages. Instead, it goes on Schedule C as gross income. The worker can then deduct related business expenses. That’s a huge advantage regular employees lost when the Tax Cuts and Jobs Act eliminated unreimbursed employee business expenses.

But there’s a catch. This income isn’t subject to self-employment tax because FICA was already handled through employer withholding. You must keep this Schedule C completely separate from any self-employment activity. And you can’t use this income to fund a SEP IRA or Solo 401(k).

Full-time life insurance salespersons get special treatment. They’re eligible for certain employee benefits from their companies. The other three statutory employee categories are independent contractors for benefit purposes. But even insurance salespersons can’t use their compensation for self-employed retirement plan contributions. “This is one of those cases where tax law just kind of won’t make sense,” Jeremy notes.

When Workers Are Never Employees, and When They’re Both

The code also designates three categories of workers who are never employees, no matter what.

First, sitter placement services under IRC Section 3506. Someone who only connects babysitters or caregivers with families isn’t the sitter’s employer as long as they’re paid on a fee basis and don’t handle wages. They’re just a third party making introductions.

Second and third are qualified real estate agents and direct sellers, covered by IRC Section 3508. Real estate agents need a license, commission-based pay, and a written contract stating they’re not employees. Jeremy notes this is “almost a universal arrangement” between brokerages and agents. Direct sellers follow similar rules. They sell products outside permanent retail establishments with commission pay and non-employee contracts.

This brings us back to our opening question. Can someone legitimately get both a W-2 and 1099 from the same company?

Yes. Revenue Ruling 58-505 tackled this exact situation. Insurance company workers served as corporate officers (running the company) and independent sales agents (selling policies). The IRS said they were employees for officer duties but contractors for sales activities.

“Imagine a corporate officer who also sits on the board of directors,” Jeremy says, offering a common example. “In fact, this is fairly common for a lot of companies, especially smaller family held companies.” If board service warrants separate compensation, they could receive employee wages for their officer role and contractor pay for director duties.

But dual reporting isn’t always this clean. “I’ve seen cases where the worker did not have the necessary paperwork to the employer in time to be on payroll when that worker had already been working,” Jeremy says. Sometimes a bookkeeper or tax advisor discovers mid-year that someone’s been misclassified all along. “I’ve been in the position where I’m the one having to have this conversation with a client,” he admits.

When you see both forms from one company, ask questions. What services generated each form? The answer determines whether you’re looking at a legitimate dual arrangement or a classification problem that needs fixing.

The Relief Toolkit When Classification Goes Wrong

Classification mistakes happen. Jeremy calls them “inevitable.” Knowing which relief mechanisms to use can mean the difference between a manageable fix and a disaster.

First, understand the employer is ultimately responsible. IRC Sections 3402, 3101, and 3111 require employers to withhold and pay employment taxes. Section 7501 requires holding these amounts in trust, with serious penalties for non-compliance.

There’s one escape valve. Under Section 3402(d), if an employer didn’t withhold income tax but the employee paid it anyway, the employer is off the hook for that amount. But only if the employee actually paid.

IRC Section 3509: Relief for Honest Mistakes

This applies when employers misclassify workers without “intentionally disregarding” their withholding duties. If they filed 1099s, the liability drops to:

  1. 1.5% of wages for federal income tax
  2. 20% of what should have been withheld for FICA

If there are no 1099s, those rates double to 3% and 40%.

The lesson is, always file 1099s for workers you’ve classified as contractors. Even if you’re wrong, it cuts potential liability in half.

Section 3509 won’t help if the employer intentionally ignored the rules, withheld income tax but not FICA, or if the worker is a statutory employee.

In Mescalero Apache Tribe v. Commissioner (2017), the Tax Court ruled the IRS must share taxpayer information with employers in these cases, letting them verify whether workers paid taxes on their 1099 income.

Section 530 Relief: Wiping the Slate Clean

Section 530 of the Revenue Act of 1978 can eliminate employment tax liability entirely if three requirements are met:

  1. Reporting consistency: Timely filed 1099s
  2. Substantive consistency: Didn’t treat similar workers as employees
  3. Reasonable basis: Relied on prior audit, court precedent, or industry practice

The consistency test looks at actual duties rather than job titles. If you treat one delivery driver as an employee and another as a contractor, you’ve got a problem.

Worker-Side Relief

Workers can file Form 8919 to report their share of uncollected Social Security and Medicare taxes. They’ll need a reason code:

  • A: Received SS-8 determination saying they’re an employee
  • C: Other IRS correspondence confirming employee status
  • G: Filed SS-8, waiting for response
  • H: Received both W-2 and 1099 from same firm

Jeremy offers practical wisdom here. “I’ve actually been involved in situations where I thought my client really should have been treated as an employee. I told them about that, and they were perfectly fine going along with the status quo.” Your job is to inform, not insist. It’s ultimately the taxpayer’s decision.

Form SS-8 requests an official IRS determination. Either party can file it. The IRS gets both sides’ perspectives, then issues either a binding determination or non-binding advisory letter. This isn’t a tax return examination, so normal appeal rights don’t apply, though you can submit additional information for reconsideration.

Your Action Plan

Worker classification isn’t binary. Treating it that way gets practitioners and their clients in trouble.

Key takeaways from Jeremy:

  • Statutory employees live in a genuine hybrid space. W-2s that report on Schedule C. Business expense deductions that regular employees can’t claim. But keep that Schedule C separate from self-employment income.
  • Some workers are contractors by law. If real estate agents, direct sellers, and sitter placement services meet the statutory requirements, the common law test doesn’t matter.
  • Dual status is real. When you see both forms from one company, investigate before assuming error.
  • Always file the 1099. Getting classification wrong but reporting right cuts liability in half. Skip the 1099, and you double the pain.
  • Know your relief options. Section 3509 for honest mistakes. Section 530 when there’s reasonable basis. Form 8919 for workers needing FICA credit. Form SS-8 when you need the IRS to decide.

These aren’t rare edge cases. They’re the messy realities that walk through your door regularly. Having command of both the categories and corrections is what makes you indispensable.

For the full technical detail and Jeremy’ classroom-tested explanations, listen to the complete episode. And if you haven’t already, go back to Part 1 for the foundational common law control test. Together, these episodes give you the information you need to answer any worker classification question your practice will face.

The Overtime Deduction Just Made the Department of Labor’s Definition of Employee Your Problem

Earmark Team · May 8, 2026 ·

The gig economy has exploded over the past decade. From Fiverr to Uber, from seasonal warehouse workers to freelance accountants, the line between employee and independent contractor has become increasingly blurred. California alone spent years in legal battles over worker classification, with court cases dragging on and state laws changing back and forth.

However, a single worker can legally be an “employee” under one federal law and an “independent contractor” under another for the same work, at the same time. And thanks to the One Big, Beautiful Bill Act, this distinction directly impacts your tax practice.

In Episode 24 of Tax in Action, Jeremy Wells, EA, CPA, tackles this complexity head-on in the first part of a two-part series on worker classification and misclassification. He breaks down exactly how the IRS distinguishes between employees and independent contractors and why tax professionals cannot ignore definitions that come from outside the Internal Revenue Code.

Payroll Taxes Are at the Heart of This Discussion

As Jeremy emphasizes early in the episode, “the tax consequences can be significant for both the employer and the worker.” The gig economy creates opportunities for flexible work, but also leaves workers without employment benefits, fair labor protections, and payroll tax matching.

Payroll taxes are “really the most important aspect of this discussion from a tax perspective,” Jeremy explains. It comes down to who’s responsible for the payroll tax or self-employment tax that results from the money earned.

The stakes are high. Misclassifying a worker can lead to both the employer and worker facing tax liabilities that compound quickly. Get it right, and everyone knows where they stand with FICA, FUTA, and federal income tax withholding.

One Word, Multiple Federal Definitions

For most of our careers, we’ve operated within the comfortable boundaries of Title 26, the Internal Revenue Code. If someone mentioned the Fair Labor Standards Act (FLSA), we knew that was the labor lawyers’ territory. Not anymore.

Jeremy explains that “employee” means different things in different contexts across federal law. There’s a well-established principle that a term should have the same meaning within a single title of the U.S. Code, but it can mean something entirely different when you cross from one title to another.

The Department of Labor uses what it calls the “economic reality test” to determine employee status under the FLSA. This test examines six factors:

  1. Opportunity for profit or loss based on managerial skill
  2. Investments by both parties
  3. Permanence of the relationship
  4. Nature and degree of control
  5. Whether the work is integral to the employer’s business
  6. The worker’s skill and initiative

The key question for the DOL is economic dependence. As Jeremy notes from the DOL’s Fact Sheet 13, “If the economic realities show that the worker is economically dependent on the employer for work, then the worker is an employee.”

The critical distinction is that the DOL explicitly states, “employment under the FLSA is not determined by technical concepts or common law standards of control. It is broader than the common law standard often applied to determine employment status under other federal laws.”

The 2025 Change

Why does this matter for tax professionals? The One Big, Beautiful Bill Act created a new deduction for overtime pay, but it specifically references FLSA Section 7, which deals with employees entitled to overtime compensation.

“An employee who is covered under FLSA Section 7 may qualify for a deduction for part of the overtime payment that the worker earned,” Jeremy explains, highlighting the significance.

This creates an unprecedented situation because “a worker can be considered an employee under FLSA and therefore eligible for potentially deductible overtime, yet not considered an employee for federal employment tax purposes.”

The IRS recognized this gap. In Notice 2025-69, the agency provides guidance on “how employers should report overtime paid to workers who are covered under FLSA Section 7 but are not employees for payroll tax purposes and so won’t receive a W-2.”

The IRS Control Standard: Three Categories That Drive Every Decision

So how does the IRS actually decide who’s an employee? It starts with IRC Section 3121(d), which provides four statutory definitions: common law employees, and corporate officers, certain statutory employees, certain statutory nonemployees.

For most situations, we’re dealing with the common law employee definition. That definition hinges on the common law “right to control” standard, which comes from Supreme Court precedent.

The standard boils down to one question: Does the employer retain the right to direct and control the means and details of the work?

“It’s less about whether the employer actually does control the worker, and more about whether the employer retains the right to control the worker,” Jeremy says, emphasizing a crucial distinction.

An independent contractor, by contrast, is “typically subject to control only as to the desired result, not the means or the methods of doing the work.”

The Evolution from 20 Factors to Three Categories

Courts have spent roughly half a century developing this definition. Key cases include Weber v. Commissioner (1994), Professional and Executive Leasing, Inc. v. Commissioner (Ninth Circuit, 1988), and Simpson v. Commissioner (Tax Court, 1975).

In 1987, the IRS and Social Security Administration compiled 20 factors from court precedents and published them in Revenue Ruling 87-41. Then in 1996, the IRS reorganized these into three categories of evidence in an examiner training manual. Jeremy stresses these are “categories of evidence. They are not themselves legal tests.”

Behavioral Control: The Details and Means of Performance

This category examines whether the employer has “the right to direct or control the details and means by which the worker performs the required services.”

Key indicators include:

  • Instructions: Jeremy uses a simple example: “If I hire a worker and tell that worker, ‘I need you to produce a widget for me,’ and I don’t tell them anything more than that, then I have given that worker essentially no instruction.” That leans toward independent contractor. But if you specify the tools, timeline, location, and step-by-step process, that leans toward employee.
  • Evaluation: Monitoring how work is performed (not just the final result) indicates greater control.
  • Training: Required, periodic, or ongoing training on methods and procedures suggests employment.
  • Uniforms and branding: These can indicate employment, but Jeremy notes modern realities. “Customer security concerns have led some of these companies to insist that their workers dress up in their uniforms, and have their logos displayed even though they’re classified as independent contractors.”

Jeremy adds a nuance particularly relevant for professionals: “Instructions imposed by the business merely to ensure compliance with customer orders or governmental or governing body regulations may indicate weaker control than more stringent guidelines imposed directly by the business.”

Financial Control: The Economic Aspects

This category looks at “the right to direct or control the economic and business aspects of the worker’s activities.”

Important factors include:

  • Significant investment: Who provides equipment and pays for large expenditures? Jeremy notes everything is relative. “I run an accounting firm. The biggest equipment expense we have is computers. That’s nothing compared to buying large equipment for a factory.”
  • Business expenses: “Choosing to incur unreimbursed expenses typically indicates that the worker has the right to direct and control the financial aspects of the business operations.”
  • Market availability: Can the worker seek other business opportunities? Jeremy emphasizes a critical distinction from the DOL test, citing Nationwide Mutual Insurance Co. v. Darden (Supreme Court, 1992): “The question here is whether the worker has the right to direct and control business-related means and details of the worker’s performance, not whether the worker is economically dependent.”
  • Method of payment: Guaranteed salary or hourly wages typically indicate employment, though Jeremy notes “plenty of independent contractors, especially freelancers and firms as well, bill for time.”

Relationship of the Parties: Intent Concerning Control

This category examines how both parties perceive their relationship.

  • Written agreements: These help establish intent, but Jeremy warns, “Just because something’s in writing doesn’t necessarily make it so. We still have to look at the substance of the relationship.”
  • Incorporation: If a worker operates through a legitimate entity that “follows corporate formalities and has at least one non-tax business purpose,” that generally supports independent contractor status.
  • Employee benefits: Certain benefits, such as tax-qualified retirement plans, 403(b) annuities, and cafeteria plans, can only be provided to employees. Benefits paid to contractors can often uncover a worker misclassification case. Jeremy is clear: “If we see any of these kinds of benefits, then by definition, we have an employee.”

The S Corporation Officer Trap

Jeremy saves one of his strongest warnings for corporate officers. “Corporate officers are generally considered employees, especially if they are providing services to the corporation.”

For S corporations, this is critical. “An officer of an S corporation that provides services to that corporation is an employee, meaning that individual needs to be paid wages.”

The only exception requires meeting both conditions: the officer provides minor or no services AND is not entitled to receive any pay, directly or indirectly.

Jeremy calls out a common but problematic practice. “One way some tax professionals try to use two wrongs to make a right is issuing a 1099-NEC from the S corporation to that individual. Two wrongs don’t make a right.”

“Even though they both go into Social Security and Medicare, paying self-employment tax is different from paying FICA.” The tax liabilities remain; you’ve just created documentation of the misclassification.

Interestingly, Jeremy notes that one person can legitimately receive both a W-2 and 1099 from the same corporation. “You can have an individual working as an officer for a corporation and as a director for a corporation. That individual’s wages earned as an officer would be reported as wages on a form W-2, and then that individual’s pay as a director would be paid as compensation to a non-employee.”

Most Workers Live on a Spectrum

Jeremy brings us back to practical reality. “In the real world it’s a spectrum. On one end of that spectrum is a pure independent contractor where the employer just says, this is what we want you to do. Now go do it. On the other end, we have an employee where the employer tells the employee exactly how to do every single step.”

Most workers fall somewhere in between. As tax professionals, Jeremy explains, “we might have to make a determination of which end of that spectrum does this worker lean toward more?”

What Comes Next

This episode is part one of a two-part series. In part two, Jeremy will cover what happens when we have a misclassification and what workers and employers can do about that misclassification.

For now, the practical takeaways are:

  • Learn the DOL’s economic reality test. The overtime deduction depends on it.
  • Review IRS Notice 2025-69 for guidance on FLSA-covered workers who aren’t employees for tax purposes.
  • Use the three categories of evidence as your analytical framework, remembering the underlying legal test is the control standard.
  • Audit your S corporation clients. Officers providing services must be on payroll.
  • Document substance over labels in all worker relationships.

Listen to the full episode of Tax in Action to hear Jeremy walk through the complete analysis, including all the court cases and regulatory citations that inform these critical classification decisions.

How the Vatican’s Blessing Helped Hide $1.3 Billion in Missing Money

Earmark Team · April 25, 2026 ·

In June of 1982, a postal worker walking along the Thames in London noticed something hanging beneath Blackfriars Bridge. At first, he assumed it was construction equipment, like scaffolding or a tarp caught on a pipe. Looking closer, he realized it was a man, still wearing a suit, with bricks in his pockets and a rope around his neck. For a few days, nobody knew who he was. Then the name came out: Roberto Calvi. Suddenly, a lot of very powerful people were very interested in who was under that bridge.

That story opened a recent episode of the Oh My Fraud podcast. Host Caleb Newquist dug into one of the largest and strangest banking scandals of the 20th century, the collapse of Banco Ambrosiano and the unsolved death of the man they called “God’s Banker.”

In this story, institutional prestige became the most dangerous fraud enabler of all. When a bank’s credibility rests on religious authority, secret power networks, and cultural trust rather than transparent financials, $1.3 billion can vanish through circular offshore schemes while everyone assumes someone else must have checked the books.

How a Methodical Banker Became “God’s Banker”

Roberto Calvi wasn’t supposed to be a mysterious figure. Born in Milan in 1920 to a working-class family, his early life followed the same path as many of his generation: World War II, military service, and rebuilding from the rubble. He joined Banco Ambrosiano in the late 1940s as an entry-level hire. By all accounts, he was exactly what institutions want: diligent, methodical, and reliable. As Caleb puts it, he was “the kind of person institutions tend to reward because they don’t rock the boat.”

And for decades, he didn’t rock it. Roberto climbed steadily, and was promoted to general manager by 1971, and chairman by 1975.

Banco Ambrosiano was one of Italy’s largest private banks, with deep ties to Catholic financial networks. Italy’s banking has always carried layers of political influence, regional loyalty, and religious connections. Banco Ambrosiano sat comfortably within that ecosystem.

The most important relationship was with the Vatican Bank, officially the Institute for the Works of Religion, which, as Caleb notes, “sounds less like a financial institution and more like a retreat center, but it functions as a bank.” It handles investments, transfers, and assets for church operations worldwide. Banco Ambrosiano became one of its primary external banking partners.

That partnership was worth more than money; it was reputational gold. “If a bank is trusted to handle the Vatican’s money, then a lot of people are going to assume it’s safe,” Caleb explains. And that assumption is where the trouble starts.

The financial press started calling Roberto “God’s Banker.” It was shorthand for “this guy has some serious connections.” But the nickname also fused the bank’s identity with one of the most trusted institutions on the planet. Investors were buying into the idea of a bank backstopped by centuries of religious authority.

“Where there’s a very deep sense of trust, there’s often a lesser degree of scrutiny,” Caleb points out. “Not explicitly, but psychologically.” The reputation became the product. When reputation does the heavy lifting, the actual financial structures don’t get tested nearly as hard.

During the 1970s, the bank genuinely grew through international expansion, complex financial products, and global operations. Some of that growth was legitimate. But growth also meant operating in jurisdictions where oversight was, as Caleb puts it, “loose.”

Italian regulators raised eyebrows more than once at the complex corporate structures, foreign subsidiaries that were hard to track, and financial guarantees that weren’t always transparent. Individually, each could be explained. Collectively, they formed a pattern. But the God’s Banker halo did its job of absorbing questions that might have demanded harder answers.

The Machinery of Fraud: Circular Money and Comfort Letters from God

Over a billion dollars doesn’t go missing all at once. It happens gradually, through structures so layered that by the time anyone understands them, the money’s already gone.

By the mid-1970s, Banco Ambrosiano was expanding aggressively into international markets. Foreign subsidiaries multiplied across Luxembourg, the Bahamas, and Panama, where regulatory oversight was minimal. Some entities served obvious purposes, such as international lending, currency transfers, or supporting clients abroad. But others had extremely vague business descriptions and corporate structures so layered that tracing ownership took real effort.

According to Caleb, the core scheme worked like this: “Some of those offshore companies weren’t really operating like independent businesses at all. They borrowed money from the bank, made deposits back into related entities, issued guarantees to support loans made to other subsidiaries in the same network. Money moving in a loop that created the appearance of capital strength without much actually underneath it.”

Circular financing isn’t automatically illegal. Multinationals do inter-company lending all the time. “The problem starts when those underlying assets aren’t as solid as everyone assumes, because then what looks like strength is really just confidence shifting from company to company,” Caleb explains.

His metaphor nails it: “It was financial scaffolding. Scaffolding works great while the building’s going up. Less great when someone leans on it expecting a finished structure.”

The Vatican Bank’s letters of patronage kept people from leaning too hard. These were essentially comfort letters, or assurances that were, as Caleb jokes, “about as secure as the Lord’s blessing.” But banks and counterparties treated them as something stronger than they technically were. If the Vatican says it stands behind something, who’s going to push back?

The ecosystem around Banco Ambrosiano was getting darker. Michele Sindona, another Vatican-linked Italian financier, had already blazed this trail. His banking empire collapsed in the mid-1970s through similar aggressive financing and opaque offshore deals. He was convicted of fraud in the U.S., later convicted of ordering a murder, and died in prison in 1986 after drinking cyanide-laced coffee.

Then there was Propaganda Due (P2) officially a Masonic lodge. When Italian authorities raided it in 1981, the membership list included Italian cabinet ministers, military leaders, intelligence officials, judges, and media executives. Roberto’s name was there, too. P2 members called themselves “Frati Neri,” Black Friars. Yes, the grim coincidence: Roberto was found under Blackfriars Bridge.

“Membership alone doesn’t prove wrongdoing,” Caleb notes, “but it suggests proximity to power, and in finance, proximity to power can smooth scrutiny, accelerate deals, and sometimes delay uncomfortable questions.”

Add another red flag. In 1981, Roberto was convicted in Italy for illegally exporting currency. He received a suspended sentence but it was still a criminal conviction tied to financial conduct. “Prior financial misconduct usually justifies closer monitoring, not looser scrutiny,” Caleb observes. Instead, institutional trust filled the gaps.

By early 1982, roughly $1.3 billion was unaccounted for. That’s in early 1980s dollars. Investigators later found a 2,400-pound safe in a secret office. When they cracked it open, they found a handwritten list of gold and silver items. No actual gold or silver. Just the list. “A pretty fitting metaphor for the whole operation,” Caleb says.

On June 5, 1982, Roberto wrote to Pope John Paul II warning the bank’s collapse would “provoke a catastrophe of unimaginable proportions in which the church would suffer the gravest damage.” On June 10, he fled Italy with a fake passport under the name Gian Roberto Calvini, having shaved off his mustache. Communication became sporadic, then stopped.

Death Under Blackfriars Bridge and the Lessons Left Hanging

The day before Roberto’s body was found, Graziella Corrocher, Roberto’s 55-year-old secretary, jumped from the fifth floor of the bank’s headquarters. She left a note that said, “May Roberto be double cursed for the damage he has caused to the bank and all of its employees.”

“That doesn’t sound like someone caught up in financial technicalities,” Caleb observes. “That sounds like betrayal.”

As for Roberto, the path from “dead banker” to “unsolved murder” took decades. The initial ruling was suicide. A 1983 inquest returned an open verdict. In 1998, authorities exhumed his body. Forensic analysis found neck injuries inconsistent with hanging and no traces of scaffolding paint, rust, brick dust, or limestone under his fingernails, evidence you’d expect on someone who climbed there himself. By 2002, Italian courts ruled it a homicide.

In 2007, five defendants including alleged Mafia figures went on trial. After twenty months of testimony, hundreds of witnesses, and mountains of forensic evidence, the judge threw out all charges for insufficient evidence. The public prosecutor said, “Roberto has been murdered for the second time.”

After negotiation and public pressure, the Vatican contributed between $224 and $250 million toward creditor settlements. The church framed it as a moral gesture, not an admission of legal liability. Caleb describes it as “the financial equivalent of saying we didn’t do anything wrong, but here’s some money anyway.”

What Accounting Professionals Should Take From This

Caleb closes with five key lessons from the wreckage:

  • Institutional trust is not a control. A respected name doesn’t guarantee sound financial structures. “A good reputation can chip away at skepticism, and reduced skepticism is exactly where fraud tends to thrive. People assume that someone must have checked.”
  • Complexity is not the same as sophistication. “Sometimes complexity is necessary, but it’s also camouflage.” If understanding the structure takes longer than anyone’s willing to spend asking questions, that’s probably a red flag.
  • Prior misconduct deserves attention. Roberto’s 1981 conviction didn’t doom the bank, but it should have triggered closer monitoring. Instead, institutional trust papered over a conviction that should have triggered alarm bells.
  • Liquidity crises expose accounting illusions extremely quickly. “A lot of frauds don’t collapse because someone discovers them. They collapse because cash gets really tight.” When creditors want repayment instead of extending credit, reality tends to win.
  • Fraud rarely happens in isolation. “This wasn’t just one banker making bad decisions. It was a network.” Most frauds reveal a rotten system, not just one bad apple.

The Banco Ambrosiano scandal is ultimately about how prestige substitutes for scrutiny. Four decades later, we still don’t know who killed Roberto Calvi. We do know what killed Banco Ambrosiano: a system where reputation did the work that controls were supposed to do.

Every era has its version of institutions where reputations function as a get-out-of-scrutiny-free card. The vehicles change, but the dynamic stays the same. When trust replaces verification, fraud finds room to grow.

Listen to the complete episode of Oh My Fraud for the full story, including the prequel villain who died from prison coffee, a safe full of nothing but lists, and a mustache shave that fooled no one.

And remember Caleb’s parting advice: if the chairman of your bank ends up hanging under a bridge named Blackfriars, you’re probably not having a normal quarter.

  • « Go to Previous Page
  • Page 1
  • Page 2
  • Page 3
  • Page 4
  • Interim pages omitted …
  • Page 51
  • Go to Next Page »

Copyright © 2026 Earmark Inc. ・Log in

  • Help Center
  • Get The App
  • Terms & Conditions
  • Privacy Policy
  • Press Room
  • Contact Us
  • Refund Policy
  • Complaint Resolution Policy
  • About Us