626 From $100/mo to $500k/yr - How To Sell Big Accounting Proposals [The story of how I outgrew commodity pricing]
Summary
Jason shares how he scaled from $100 to $50,000 monthly engagements by positioning firms as full accounting departments for niche industries. He advises targeting clients needing back-office support, like DSOs or franchises, to command premium fees. The episode also explores using AI for desktop and cloud app automation, discussing risks, security controls, and the future of software integrations.
Topics discussed
Intro: From $100 clients to $50k/month and AI risks
Justifying high fees: Value of collective expertise vs. in-house
Targeting niche industries and multi-location businesses
Sponsor: Financial Sense for small accounting teams
AI automation in tax workflows and legacy ERPs
Deep dive: AI browser automation, security, and RPA
Staffing segment: Current accounting job candidates
Mailbag: Recording client meetings and AI adoption culture
Sponsors: Carbon's Kai AI and Verado IT services
Managing offshore teams and the importance of coaching
Mailbag: AI for reviews, junior staff development, and soft skills
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