At GrowCon 2026 in Salt Lake City, attendees were treated to a powerful presentation from tax attorney and Tax Rep Network founder Eric Green titled “The $8,500 Case: Turning IRS Problems into Profitable Engagements.” His message was straightforward: there is a growing wave of taxpayers struggling with IRS problems, and accounting professionals who understand tax representation are uniquely positioned to help.
For many practitioners, IRS representation sounds intimidating. Green argued that it shouldn’t.
“IRS representation is really process and formula,” he explained. “If you can prepare a 1040 tax return, you can do this.”
That statement challenged one of the biggest misconceptions in the profession today—that only attorneys can successfully represent taxpayers before the IRS. In reality, much of the work involves understanding procedures, gathering documentation, communicating with the IRS, and helping taxpayers navigate an increasingly automated enforcement system.
A Perfect Storm of Opportunity
According to Green, several factors have combined to create unprecedented demand for tax representation services.
The IRS has undergone significant staffing reductions, including the loss of thousands of employees who handled taxpayer communications and appeals. Taxpayer Assistance Centers have been reduced, phone support has become increasingly difficult to access, and many taxpayers find themselves struggling to get answers when problems arise.
At the same time, automated IRS enforcement has accelerated.
The IRS is now relying heavily on automated notices, Substitute for Return assessments, underreporting notices, tax lien filings, and levy programs. During the pandemic, many collection and reminder activities were paused. Once those systems were reactivated, millions of taxpayers suddenly found themselves facing enforcement actions.
The result is a growing population of taxpayers who need professional help.
Green shared some eye-opening statistics:
- Approximately 11.3 million Americans have not filed required tax returns.
- More than 15 million taxpayers currently have balances due.
- Roughly 13% of all taxpayers face some type of tax problem.
As Green told the audience, “There’s a tidal wave of this work coming. Guess what? It’s here.”
Taxpayers Need More Than Technical Help
One of the most valuable insights from the presentation had nothing to do with tax law.
Green emphasized that tax representation professionals often serve as part advisor, part advocate, and part psychologist.
Many taxpayers arrive embarrassed, overwhelmed, and frightened. They may have ignored notices for years, fallen behind because of personal hardships, or simply not known how to respond to IRS correspondence.
“You have to let them tell their story,” Green explained.
For many clients, the representative who helps them resolve a tax crisis becomes a trusted advisor for years to come. The technical solution matters, but so does the ability to listen, reassure, and guide clients through a stressful situation.
The Value of Knowledge
Green shared a simple example that demonstrates why taxpayers are willing to pay for professional representation.
In one case, a taxpayer faced a levy situation with a rapidly approaching appeal deadline. By understanding the available options and communicating with the IRS, Green was able to secure relief through a streamlined payment arrangement and penalty abatement that saved the client significant money.
The information itself wasn’t secret.
In fact, Green joked that taxpayers could theoretically find much of the same information on their own. The challenge is that most people don’t know where to look, how to interpret IRS procedures, or how to apply the rules to their specific circumstances.
That expertise creates tremendous value.
As Green noted, clients aren’t paying simply for information. They’re paying for clarity, confidence, and a path toward resolution.
The Revenue Potential Is Significant
Perhaps the most attention-grabbing part of the presentation was the discussion around pricing.
Drawing on survey data from Tax Rep Network members, Green shared average fees being charged for common tax representation engagements:
- Collection cases: $8,500 average fee
- Non-filer cases: $17,500 average fee
- Payroll tax cases: $14,750 average fee
He also shared common pricing structures used by practitioners:
- Initial consultations: $750 to $1,500
- Collection case retainers: $5,000
- Appeals: $3,500
- Audits, innocent spouse claims, and payroll tax matters: $7,500 or more
These fees reflect the significant value clients place on resolving IRS problems that could otherwise threaten their finances, businesses, or peace of mind.
For accounting professionals looking to increase revenue beyond traditional tax preparation, representation services offer a compelling opportunity.
Understanding the Process
To demonstrate how manageable representation work can be, Green walked attendees through a real-world non-filer case.
The taxpayer had failed to file returns for ten years and owed approximately $100,000 to the IRS.
The first step wasn’t negotiation. It was simply filing the required tax returns for the most recent six years.
From there, the process involved calculating the taxpayer’s ability to pay using IRS financial standards. By properly documenting allowable expenses—including disability insurance costs that had initially been overlooked—the taxpayer’s disposable income was reduced enough to qualify for a more favorable resolution option.
This type of analysis can dramatically change the outcome of a case.
Rather than simply accepting the IRS’s initial position, knowledgeable representatives understand how to apply the rules, document expenses, and identify opportunities that may significantly reduce a client’s tax burden.
Again, Green’s point was clear: the process is teachable, repeatable, and highly valuable.
How Accounting Professionals Can Meet the Demand
The demand for tax representation services is growing, but many taxpayers struggle to find qualified professionals who can help.
For bookkeepers, tax preparers, accountants, and aspiring firm owners, that creates an opportunity to expand beyond tax compliance and into tax resolution services.
The first step is developing a strong foundation in tax preparation. Professionals who understand how tax returns are prepared are better equipped to identify issues, communicate with the IRS, and advocate for clients facing tax challenges.
That’s why Universal Accounting Center offers the Professional Tax Preparer (PTP) Program, which provides students with practical tax preparation knowledge and real-world skills that can serve as the foundation for advanced tax services.
For those looking to take the next step, becoming an Enrolled Agent (EA) can dramatically expand both credibility and service offerings. Enrolled Agents are federally licensed tax professionals who have earned the right to represent taxpayers before the IRS in audits, collections, appeals, and other tax matters.
As Eric Green’s presentation demonstrated, the need for qualified representation professionals has never been greater.
The taxpayers are out there. The problems are real. The demand is growing.
For accounting professionals willing to develop these skills, IRS representation offers an opportunity to make a meaningful difference in clients’ lives while building a highly profitable practice.
The wave has arrived. The question is whether you’re prepared to ride it.
