Some small businesses are losing B2B customers because of the Tax Reform. Without understanding why

Some small businesses are losing B2B customers because of the Tax Reform. Without understanding why.

The reform took effect in January. CBS and IBS already appear on invoices. And most small businesses still treat it as an accounting topic.

A company under Simples Nacional passes on about 1% in tax credit to a corporate customer. A company under the regular regime passes on about 27%. A 26-fold difference.

In B2B, the buyer stopped comparing price. He compares net-of-tax price. A Simples company can pay its taxes on time and lose proposal after proposal without understanding why.

Three mistakes being made right now:
• Treating the reform as a technical problem, not as a business model decision
• Assuming Simples is still the obvious choice in B2B
• Confusing the start of collection in 2027 with the start of the impact, which began in January

The accountant calculates. The consultant recommends. The Board member forces the decision.
September 2026 is not a deadline. It is a cutoff.