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Communication & influence · Simplifying the complex

A private-company owner glazes over every time you mention deferred taxes, but they need to understand why their profitable business shows a tax expense that doesn't match the check they wrote. How do you explain it?

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I drop the words deferred tax entirely and start from what they actually see: two different numbers, one on the financial statements and one on the tax return, and they're wondering which is real.

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