Jason On Firms Podcast 566 A Masterclass In Accounting Firm Proposals
Jan 16, 2026
Dive into the intricacies of client proposals as expert insights reveal how to handle renewals and avoid ghosting by setting clear expectations. Discover the pitfalls of tiered pricing and why simplicity matters for client understanding. Learn how to standardize service levels internally and effectively manage mid-year scope changes. Jason also shares strategies for nurturing client relationships with concierge roles and explores the evolving landscape of tax tech and AI agents. It's a masterclass in crafting irresistible proposals!
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Price Multi-Entity Clients Holistically
- Price the whole multi-entity relationship rather than separate entities to reduce confusion and cross-requests.
- Present a simplified recommended scope for all entities and handle back-end invoicing/engagement letters separately.
Three-Tier Clarity Trumps Complexity
- Three-tier pricing often fails when proposals are confusing or use firm jargon instead of client language.
- Use discovery calls and simplified presentation to steer clients instead of letting them build scopes.
Pre-Flag Exclusions To Ease Mid-Year Changes
- Call out explicitly on proposals what you are not including so future scope changes feel expected rather than surprising.
- When needs change mid-year, propose a scoped upgrade conversation and an adjusted fee rather than doing extra work gratis.