Jason On Firms Podcast

589 Coaching 14 Accounting Firms in 59 Minutes! [AI, Pricing, Hiring, Marketing and More]

Mar 6, 2026
Fast-fire Q&A on marketing that attracts premium clients and which channels to focus on. Practical takes on internal AI use, from meeting transcripts to GPT assistants. Clear strategies for raising legacy prices, structuring three-tier services, and avoiding over-automation. Tips for simple invoicing, renewals as upsells, and pacing tech rollouts without burning out the team.
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ADVICE

Use Scope And Channels To Differentiate Tiers

  • Do scope three-tier proposals by explicit deliverables and channels, not vague access; use supporting PDFs and auto-responses to reduce “nickel and dimed” friction.
  • Jason suggests channel-specific SLAs and tech (like Missive) to automate boundary enforcement.
ADVICE

Prioritize Getting Paid Over Invoice Granularity

  • Do prioritize client experience and getting paid correctly over perfect invoice line-item detail.
  • Jason keeps invoices concise and links to more detail elsewhere, focusing on whether the client understands and the firm receives proper fees.
ADVICE

Run Renewal Upsells In Batches

  • Do test renewal upsells in batches and front-load renewals toward clients most likely to pay more.
  • Geraldine Carter’s approach: roll three-tier proposals to 20% of clients first and scale pricing using observed acceptance rates.
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