One piece a week on AI strategy for professional services firms. What’s working, what isn’t, where margin is moving.
Mariner contracted 700 AI employees at $50,000 per seat per year for client onboarding, compliance reviews, and billing work. When AI back-office labor has a published unit price, clients have a reference for what the work on their invoices should cost.
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Both firms bought the same tool. A year later one was billing less and the other had lost the work entirely.
Your invoice has no line for judgment. It’s the one thing the AI labs spent a decade learning to pay a premium for.
The firm believes it sells judgment. The client believes it buys documents. AI made the mismatch impossible to ignore.
Every managing partner I meet can explain, precisely and correctly, why each obvious AI move would fail at their firm.