Due to client demand, sales and use tax (SUT) advisory services were the focus for many firms before the Wayfair ruling, which expanded nexus. Following Wayfair, the trend is shifting. Clients are increasingly looking for SUT compliance services from firms, given the massive complexity of complying with SUT guidelines in thousands of jurisdictions. While firms see the demand, many leaders still want to know whether SUT compliance can be profitable.

The key to profitability in SUT compliance is scale. Below, we’ve outlined some of the key most important business decisions firm leaders can make to achieve scale in compliance services, how they differ from advisory-related decisions, and how to make the shift in mindset from advisory to compliance.