The Abundant Accountant: Leads, Sales & Business Growth for Accounting, Tax and Bookkeeping Professionals Episode 172 | Case Study | From Hourly Billing To $425K In Retainers: How Jeremy Slack Quit His Job
Dec 15, 2025
In this insightful discussion, Jeremy Slack, the founder of SNB Consulting, shares his journey from exhausting hourly billing to securing $425K in annual retainers. He reveals how a toxic job and the desire for independence pushed him to transform his pricing strategy. Jeremy emphasizes the importance of sales training and networking, explaining how he shifted from accounting jargon to emotional connection with clients. His newfound confidence not only allowed him to propose higher fees but also granted him freedom to control his schedule and enjoy family life.
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Hourly Billing Cost A Fortune
- Jeremy signed his first SOW hourly at $250 and later realized hourly billing cost him massively.
- He estimates he lost about $150,000 due to years of cleanup work on a $200M company.
Invest In Sales Training
- Invest in a sales training program to learn how to speak to prospects and sell accounting services.
- Bring decision-makers into sales conversations and practice the sales process regularly.
Sales Process Beats Immediate Marketing
- A sales process is as much about conversion as marketing is about lead generation.
- Jeremy signed large engagements without paid marketing by converting referrals and network leads.