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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Episode notes
Fix Underpriced Gold Delivery
- If you're charging bronze but delivering gold, either claw back services or raise prices and formalize tiers for the next 12-month contract.
- Systematize availability (SMS/email triage, delegated responses) to protect owner time without abandoning clients.
Prevent Proposal Ghosting
- Pre-communicate renewals, show an example proposal, and set a hard deadline so clients engage and don't ghost you.
- Follow up with calls and admin outreach during rollout; plan for more outreach the first year.
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.