There is a lot of work to be done before proposing technological solutions to businesses that will enable them to achieve their goals’. We talk about it with Olivier-Don Truong, Digital Transformation Advisor.

In a nutshell, what’s your job and how did you get your expertise?

I am involved in everything related to improving and digitizing business and operational processes through technology integration.

I worked for nearly fifteen years in continuous improvement in a manufacturing plant producing semiconductors for the industrial, medical and scientific sectors. We were always looking for ways to better meet our customers’ needs.

I have always liked helping people, so I listen to my clients to understand their needs and the real issues related to the digital transformation of their business.

What does a typical assignment look like?

For many companies, financial statements are often the first step in digital transformation. They have core software, such as Acomba or QuickBooks, and they want to add digital tools to support business processes so that the systems are interconnected. They want procurement to talk to planning, finished goods to talk to shipping, shipping to talk to billing, etc.

That’s where we come in. We must work with them to see what the best technological tools would be so they can save time by automating certain processes and accompany them in the implementation of these tools.

The introduction of digital technology can be a challenge and may cause some resistance. Throughout the implementation of new technologies, we make sure that everyone really understands the reasons for the changes. We’ll organize training sessions, for example.

What kind of businesses call on your services?

Some are in the early stages of their digital transformation. Others have already integrated systems in their operations. In this case, we will evaluate the possibilities of going further, for example integrating artificial intelligence to monitor statistics on production lines or considering the integration of robots to automate certain tasks to help counter labour issues.

Do business transformation and digital transformation go hand in hand?

Absolutely! Before proposing a digital solution, we’ll make sure that all the processes in place are optimal and make recommendations if this is not the case. As we often say: you can’t digitize chaos! I therefore work in collaboration with different departments within the business transformation team: business strategy, financial performance, operational performance, strategic human resources management and governance.

Is there a strong demand in your field?

Definitely. With the various subsidies and digital transformation measures put in place by the governments and the new, much more affordable technologies, companies are more inclined to make the digital shift.

The labour shortage is also encouraging companies to call on our services. When you’ve been looking for candidates for several months and you realize that a well-designed software program could do half the work of these candidates, it can be very interesting, both for the entrepreneur and the employees, who see their workload decrease.

Another aspect of our work consists of technology monitoring. Companies with a strong technological presence often don’t have the time to keep up with everything that’s going on in their field. This is a much-appreciated service.

What skills do you need to perform this specialization?

We’re looking for people who have studied computer science, engineering and science. It also takes a lot of curiosity, the desire to help entrepreneurs and to collaborate as a team. You have to like working with people.

What do you most like about your job?

I love helping companies that want to move in the right direction and want to succeed in their digital transformation. It is very rewarding to contribute to their success.

Why did you choose Raymond Chabot Grant Thornton to carry on this profession?

What I like about our firm is that we work with SMEs and with talented colleagues. We talk directly to entrepreneurs. Their business is their baby and they want it to work well. SMEs in Québec are the economic drivers of the regions. Helping them to grow motivates me tremendously.

An SR&ED tax specialist helps entrepreneurs deal with research and development tax credit programs.

Pascal Perreault is a Partner and SR&ED Tax Specialist with Raymond Chabot Grant Thornton. He provides some insight into his work.

What is scientific research and experimental development (SR&ED) tax?

It’s a specialization related to the Scientific Research and Experimental Development tax credit program. This is one of the main tax incentive programs that my team works with. We deal with tax credit applications for our corporate clients, most of whom are in the aerospace, IT and life sciences sectors.

How have you progressed within Raymond Chabot Grant Thornton?

I gained experience in accounting services firms as a tax professional and then I co-created an SR&ED business. It was acquired by Raymond Chabot Grant Thornton in 2015. I joined the group and became one of the Partners. It is a major asset to be surrounded by complementary expertise. It allows us to support our clients in other areas of business and provide more complete service.

What is your usual day like?

I handle the management and prospecting functions. In this regard, my work is different from that of the rest of the team. I also approach organizations such as Montréal International and Investissement Québec to attract foreign investors to Quebec or the greater Montréal area. This is an important part of my activities.

In addition, as SR&ED tax specialists, we deal with the presidents of small and medium-sized companies or with the technical and financial departments of large ones. We make sure that research and development projects are properly documented throughout the year so they meet the requirements of the tax authorities that our team contacts on a regular basis.

Can you give us an example of a typical assignment?

When a new client comes on board, in collaboration with the engineers on our team, we conduct an analysis of the potential to claim tax credits for their projects.

First, we gather information from the engineers who have gained in-depth knowledge of the technologies used, and then prepare the tax credit claim. Project tracking systems are established and allow us to respond to the tax authorities in the event of an audit.

The tax specialists also work with corporate financial managers to collect other essential information for the preparation of the tax forms.

What is most motivating in your work?

I truly enjoy serving our clients and I feel that our work makes a real difference, especially for SMEs. For example, when I help an entrepreneur start a business by obtaining a $100,000 tax credit that allows the client to develop a product, the impact is noticeable and measurable.

Is there a professional accomplishment that you are particularly proud of?

Recently, we went to court to represent a client in a dispute with Revenu Québec and won. It’s motivating to win cases, especially when they become precedents.

But it’s rare that cases go to court, because we have cordial and collaborative relationships with the SR&ED tax authorities. We are well versed in the laws and, in our work, while there is obviously a tax compliance component, there is also a desire to help the taxpayer.

What qualities do you need to do SR&ED work well?

You need discipline and communication skills because, in our specialty, we are in regular contact with the tax authorities. You have to be able to convince them of the validity of what you are saying. That’s what we do every day.

At Raymond Chabot Grant Thornton, we have managed to build a solid reputation with Revenue Canada. They know that we have sound arguments to support a claim, even if we sometimes disagree on an interpretation.

We are also called upon to participate in various panels, such as that of the Association de planification financière et fiscale du Québec. This allows us to maintain a high level of credibility with our peers and, above all, with the people from the revenue agencies, with whom we discuss our clients’ projects.

What is the work climate like in your team?

The work has to be delivered on specific dates, so it’s up to each person to see how they organize their work, according to the schedule that suits them. Working in a team is an important value and I am surrounded by competent people who interact a lot in an atmosphere that I strive to keep enjoyable and positive.

What advice do you have for a tax specialist who might want to work in SR&ED?

Working in general tax before gave me a solid foundation and allowed me to develop the right reflexes, so I think you should do that before specializing.

Navigating the complexities of Canadian tax law can be challenging. The support of a competent and attentive expert can make all the difference.

Experts derive satisfaction from accompanying individuals and companies to optimize their tax situation or from providing support during the oftentimes complex process of purchasing or selling a company.

Sylvain Gilbert, Tax Specialist and Partner with Raymond Chabot Grant Thornton, explains his work.

What is your tax specialty?

I have in-depth expertise in Canadian tax. In many cases, I work to optimize a client’s corporate structure so that it is tax efficient, scalable and allows shareholders to take full advantage of tax laws by reducing their overall tax burden.

Many assignments involve developing strategies to help a business’s shareholders effectively plan their succession, or addressing a request for support and advice in the sale or purchase of a business.

I often represent clients in situations where they have received tax assessments from the Québec and Canadian governments. I analyze the client’s file in order to understand and clarify a situation that may be stressful to them. I identify favourable arguments for the client’s defense and negotiate with the government authorities to reach a settlement agreement.

On occasion, I collaborate with tax litigation lawyers to prepare the defense for a client whose case will go to court.

Can you give us an example of a typical assignment?

We often work with clients who want to sell a business, or who have received a purchase offer, and want to structure the organization to optimize their income. We try to minimize the tax liability in the context of a sale of shares or assets.

We also analyze financial and legal documents, prepare any calculations needed and produce the forms prescribed by tax laws. The objective is to help the client conclude a transaction that is advantageous from both a tax and a financial perspective.

Can you give us an example of an unusual situation?

In a complex case, it took us three years to defend our client with the tax authorities and we ended up winning almost every aspect of the case. One of the company’s shareholders, who was over 60 years old, confessed that he felt a great weight has been lifted from his shoulders. Going bankrupt at his age and starting his career again was unimaginable to him. The outcome of the transaction was a total relief for him, to the point where he gave me a long, very emotional hug.

Were you expecting to work in such an emotional environment?

No! We often have to reassure our clients because they are under stress. In complicated situations, when large sums of money are at stake, the lengthy negotiation and verification process with the governments can make clients quite edgy. In the end, a whole retirement plan, for example, can be at stake. I’d say that our role is as much psychological as it is technical. We must continually build our clients’ confidence and offer our support.

Also, negotiating a transaction can take place at any time of the day or evening, including weekends. It’s demanding, but it’s also motivating. You can spend sleepless nights dealing with a case and managing people’s emotions.

But I’m really on my game and I’m comfortable with the pressure.

What was your career path?

My father was a business owner and he used to invite me to meetings with this tax advisor, someone he thought very highly of. That inspired me.

I’ve always worked at Raymond Chabot Grant Thornton. I even did my internships here during my co-op program at the Université de Sherbrooke. I started in assurance, as an accountant. When I was 24, I went to do a master’s degree in tax.

For the firm, I was a consultant, senior consultant, manager, and I became a partner in 2009. I rose through the ranks pretty quickly, because I put a lot of time and effort into improving my technical knowledge while getting involved in business development. I did a lot of tax presentations, I taught at the university for about ten years, I gave media interviews to better promote myself. I also took training courses to better communicate. I haven’t finished growing here!

What motivates you?

I want to be able to make a difference for someone, to feel like I’m helping. I understand that I don’t do heart surgery, but even though I work with numbers and laws, it can make a huge difference in someone’s life.

What are your interactions with colleagues like?

I try to make others stand out. There are about 30 tax professionals in the Sherbrooke office and I like it when I can make colleagues shine and allow them to go beyond the limits that they’ve set for themselves.

I always enjoy working in a team. I like to be around people. Even when I go on vacation down south, I go with colleagues. They’re really a part of my family.

What advice would you give to a young candidate?

Show an interest in people, both clients and colleagues. When a client does business with a credible firm, they expect you to be competent, but your interest in the other person is what makes the difference.

You also have to be persistent if you want to be successful in this business. It’s not enough to be smart.

Finally, be aware of current events, invest in your general knowledge. It makes us much more interesting to be around than just dealing with numbers.