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Earnings Management: Practice and Pitfalls Philip Livingston President and CEO Financial Executives International What is Earnings Management? The process of establishing stakeholder expectations and achieving the result through legitimate and/or illegitimate methods Why Are We Talking About It? ?Illegitimate methods CLOUD financial reporting transparency ?Contrary to unbiased reporting ?Result is low quality earnings even if the target is reached. ?. capital markets placed a premium on predictability ?SEC action in 1998 Legitimate Earnings Management ?Planning discretionary spending Marketing and advertising Research and development Employee meetings, TE Legitimate Earnings Management ?Special QuarterEnd Sales Price reductions Sales force incentives Quantity/truckload offers to customers ?Shipments Hold or Push Daily management of revenue Add warehouse workers Schedule factory and warehouse overtime Legitimate Earnin