Tony Gulotta, a seasoned Certified Public Accountant (CPA) and attorney, brings decades of expertise in indirect taxes to his role at Ryan. With a career that spans leadership roles in both private firms and Big Four organizations, Tony has cultivated a deep understanding of complex tax issues and built a successful tax practice from the ground up. His journey, marked by significant achievements and a passion for mentoring others, reflects a dedication to excellence in tax advisory services. In this Q&A, Tony shares insights into his career path, his areas of specialization, and the key factors that drive his success in the tax industry.
Q: Can you tell me about your background and how you got started in the tax industry?
A: I got my CPA license in 1994. At the time, I was working as an internal review auditor with the United States Property and Fiscal Office (USPFO) for Pennsylvania, which is part of the Department of Defense. I spent about seven years there, focusing primarily on tax issues related to the National Guard. During that time, I went to law school at night and started my own small tax practice out of my house, doing returns for individuals and businesses.
In 1998, I founded Focused Business Solutions, a sales tax recovery firm. It started with just me and one other person, but over the next 18 years, we grew it into a national firm that was eventually acquired by Deloitte in 2016. At Deloitte, I served as a partner specializing in sales and excise taxes. I oversaw indirect taxes on the West Coast and worked on various tax types, including federal ticket tax and fuel tax.
I took the opportunity to join Ryan in 2020. I’ve been here for about four years now. I'm licensed as a CPA in New York and as an attorney in Pennsylvania.
Q: What specific areas of tax do you specialize in, and what led you to focus on these areas?
A: I consider myself an indirect tax practitioner. Indirect taxes include things like sales tax, fuel tax, excise tax, and gross receipts tax—any tax where the burden ultimately falls on the consumer or is based on a transaction. While I’ve worked on income tax at certain points in my career, indirect taxes have always been my primary focus. I’ve also had the opportunity to litigate various indirect tax cases, taking them to the Federal Circuit Court of Appeals and several state supreme courts.
Q: What is the proudest moment in your career up to this point?
A: It's hard to pinpoint just one moment, but I’d say my proudest accomplishment was building a firm significant enough for Deloitte to acquire it. That was a big milestone for me. Additionally, I've had some major tax wins over the years, including securing a $126 million federal excise tax refund. I’m also incredibly proud of the people I’ve mentored over the years. Many of them have gone on to become partners at Big Four firms or hold significant leadership positions in government. Helping them grow and succeed has been deeply rewarding.
Q: How do you measure the success of your work with clients?
A: For me, it’s all about client satisfaction. Materiality is relative—what might be a win for one client could be different for another. For some, a $10,000 refund is significant, while others may only be satisfied with $1 million. But if the client is happy, there's often an opportunity for more work down the road, which can lead to even bigger wins. Client satisfaction is the ultimate measure of success.
Q: What do you find most rewarding about working in this industry?
A: The work is never dull. There’s always something new to learn, and I find the challenges engaging. I have been practicing for several decades, but I’m still passionate about what I do. It's not a job you do just for the paycheck; it’s something you genuinely enjoy. My father, who was a professional engineer, worked until he was 82 because he loved his work. I can see myself doing the same because this field continues to keep me interested and motivated.
