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Transforming Tax Advisory with AI: Bridging the Gap Between CPAs and Clients

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What if you could transform complex tax strategies into clear value that clients appreciate?

As a tax professional, you’ve probably spent countless hours developing strategic tax-saving initiatives, only to find that your clients don’t fully grasp the value of your work. They see only the final numbers on their tax returns, unaware of your intricate strategies to save them money. 

This disconnect can impact your firm’s profitability and hinder the growth of valuable advisory relationships. That’s why effectively communicating the value of your advisory work is more important than ever.

Transforming Invisible Tax Work into Tangible Client Value

Traditional tax practices face a big challenge: your most valuable work often remains invisible to clients. It’s buried in work papers and lost among tax compliance details. In a recent Earmark Expo, FortunAI founder Bilal Mehanna showed how AI-powered tax advisory tools make this value visible and understandable.

“We’re shifting the mindset from an expense perspective to an investment perspective,” Bilal explains. With an easy-to-use dashboard, clients can see projected income, tax due, and implemented strategies in real-time. For example, a client who invested $22,000 in advisory services saw a return of $247,000 in tax savings—a 1,000% ROI.

The system provides detailed “receipts” of value, tracking every strategy implemented and the corresponding tax savings. Quarterly reports include visual aids like 10-year projection graphs, making long-term value easy to grasp. These reports break down tax projections by quarter, show year-over-year revenue changes, and display marginal and effective tax rates—helping clients understand the immediate and long-term effects.

“Most of the time, the strategies you implement for the client are put in an Excel sheet and then forgotten after a year,” says Bilal. “Now you have a system that keeps all the records.”

AI as Your New Partner in Tax Advisory

While documenting strategies is essential, integrating AI takes your tax advisory services to the next level. As an intelligent assistant, AI learns from client preferences and history to suggest relevant tax strategies. It maintains professional standards by sourcing information from verified authorities like IRS websites and professional tax publications.

“Think about having another assistant, another tax professional helping you, guiding you into strategies, reminding you of certain things,” says Bilal. The system uses a feedback loop that learns what each client prefers. If a client is interested in oil and gas investments, the AI suggests related incentives and strategies.

This AI assistance does more than make suggestions. It helps you quickly research and understand complex strategies, offering summaries and detailed analyses—all within the platform. When you find a potential strategy, you can read a concise description or dive deeper into comprehensive research, streamlining your workflow and saving time.

“One of the biggest pain points with professionals is that the client forgot about my strategies last year, or the year before,” Bilal points out. “This is just a consistent reminder: I saved you this much money in taxes this year and last year and the year before.”

Practical Steps to Leverage AI in Your Practice

Enhancing client relationships with AI doesn’t have to be difficult. Here are the steps you can take:

  1. Implement AI-Powered Tools: Use platforms like FortunAI to automate strategy documentation and show real-time value to clients. This can make your advisory services more efficient and impactful.
  1. Regularly Communicate Value: Provide quarterly reports to keep clients engaged and informed about their tax planning progress. This creates ongoing conversations instead of once-a-year meetings, strengthening trust and satisfaction.
  1. Leverage AI for Strategic Insights: Let AI help you identify and suggest new planning opportunities that match client preferences. This proactive approach can set your firm apart.
  1. Educate Your Team: Use the platform as a training tool to share knowledge across your firm. This ensures consistent service delivery and value communication, even as your team grows or changes.

Evolving Service Delivery and Pricing Models with AI

When you demonstrate value, it changes how you structure and price your services. “People want to pay for the planning… and don’t want to pay for the compliance,” notes Bilal, highlighting the shift in how clients perceive value. By consistently showing the ROI of your advisory work, you can confidently move away from pricing based solely on compliance tasks.

FortunAI’s per-client pricing model supports this value-based approach. “If the system saves just one hour of professional time per client, it pays for itself,” Bilal explains. This affordable pricing lets firms enhance client relationships by consistently demonstrating value.

“We’re not just going to disappear on you for the whole year and tell you to pay a tax bill,” says Bilal. “We’ll send you updated reports. Those things matter to the client, and there are no surprises.”

Your Next Step: Implementing AI to Bridge the Communication Gap

The communication gap has long prevented tax practices from capturing the full value of their advisory services. AI-powered tools are now bridging this gap, allowing you to document, demonstrate, and deliver value throughout the year. By automating strategy documentation, enhancing planning with AI, and regularly communicating value, you can transform client relationships, justify higher pricing, and build stronger client loyalty.

Ready to transform how your firm communicates value to clients? Watch the on-demand Earmark Expo session to see these tools in action. You’ll earn CPE credit while learning practical strategies for implementing AI-powered advisory tools in your practice.

The AI Revolution That Frees CPAs for High-Value Advisory Work

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Is your firm still spending 10–15 minutes assembling each tax return manually? What if you could reduce that time to 3 seconds while enhancing your client’s experience? Thanks to AI-powered tax practice solutions, this is now a reality.

AI transforms how CPAs manage document collection, processing, and client interactions. By automating routine tasks like document classification and assembly, these solutions eliminate traditional pain points such as forgotten portal passwords, manual document naming, and time-consuming organizer preparation. This allows firms to focus on higher-value advisory services without sacrificing efficiency.

In a recent Earmark Expo webinar, we showcased how AI reshapes tax practice management and creates opportunities for firms to elevate their service offerings.

The Current State of Tax Practice Management

Surprisingly, over 75% of accounting firms still mail paper organizers to clients. Even firms that utilize advanced technologies in other areas often rely on outdated document processes.

Steven Lyon from SafeSend, an award-winning tax automation solutions provider, shared an eye-opening experience: “I was with a firm in California doing demonstrations, and they said, ‘We fly a bunch of remote and seasonal employees out to the office for a week. We take over a conference room with papers all over the desk, and they form a line and just go down.’ I thought, ‘You’re using so much software at your fingertips, and this is how you’re still handling organizers?'”

Steven continues, “What we’re trying to fix is the disparate solutions for delivering items to clients and gathering items from clients. We want to provide a single solution that gives them the ability to upload, download, and interact all in one location.”

Modern AI-powered solutions like SafeSend One, SafeSend’s flagship tax automation product, integrate with major tax software platforms like Thomson Reuters UltraTax, Wolters Kluwer CCH Axcess, and Intuit. This seamless workflow reduces manual processing time from 10–15 minutes per return to just a few seconds. The efficiency gains free up capacity for higher-value services and allow firms to focus on strategic client advisory work.

AI-Powered Document Management

The traditional tax organizer faces a fundamental problem: less than 30% of clients complete them. The cumbersome process of filling out extensive forms and manually organizing documents contributes to this low completion rate.

SafeSend One is an example of how AI is revolutionizing this experience through intelligent automation that benefits both firms and clients. Rather than sending lengthy organizers, SafeSend One’s Next Gen Gather AI tool analyzes returns from previous years to generate customized document request lists automatically. “A lot of firms are moving away from the traditional organizer and moving towards asking specific questions and requesting specific source documents,” Steven notes. SafeSend One leverages AI to examine prior-year information and create a tailored request list, eliminating hours of manual preparation time.

The transformation is equally significant for clients. Instead of carefully naming and organizing each document, SafeSend One allows clients to simply drag and drop their entire tax document folder into the system. The AI automatically recognizes and categorizes each document, matching W-2s, 1099s, and other forms to the request list. SafeSend One provides real-time progress tracking, showing which documents have been submitted and what’s still missing. This automated categorization achieves a 36% completion tracking rate, helping firms identify missing documents and begin work on returns sooner.

By eliminating manual document management tasks, firms can redirect their professional staff toward providing strategic tax planning and advisory services that deliver greater client value.

Enhancing Client Experiences with AI

The common tax portal password problem exemplifies issues with traditional client interfaces. Steven says, “This is the biggest issue with portals—that one-time password. Clients end up calling the firm saying, ‘Hey, can you reset this?'”

Modern AI-powered solutions like SafeSend One are reimagining these pain points to create more intuitive client experiences. Instead of annual password resets, the platform uses smart authentication methods with a 97% success rate. Clients can review documents on any device through a mobile-friendly interface, and the system automatically places signature blocks. It also handles complex scenarios like joint returns through a single email, unlike traditional solutions that require separate emails for each signer.

SafeSend One introduces intelligent payment tracking and reminders. Automated voucher reminders ensure clients never miss a payment deadline, and when integrated with payment processors, the system can require payment before return access. For entities with K-1s, the system allows electronic distribution to all shareholders or partners with a single click. These automated features eliminate hours of follow-up work, freeing staff to engage in more meaningful client conversations.

SafeSend recently released its Client Portal feature within SafeSend One, a comprehensive taxpayer dashboard that further unifies the client experience by providing a single access point for all tax-related tasks and documents. This represents the future of client interaction—seamless, intuitive, and easy to use—where routine tasks are automated, and firms can focus on delivering high-value advisory services.

The Future of Tax Practice Management

The transformation of tax practice management through AI represents a fundamental shift in how firms serve clients. While the efficiency gains are remarkable—reducing return assembly from 15 minutes to 3 seconds—the true revolution lies in how these solutions free firms to focus on higher-value advisory services.

By automating routine tasks like document collection, return assembly, and payment tracking, SafeSend One creates capacity for strategic client relationships while improving client experience. The results speak for themselves: 97% authentication success rates, 36% document completion tracking, and hours of saved administrative time that can be redirected toward advisory services.

AI is not just a technological advancement; it’s a catalyst for redefining the role of tax professionals. By embracing AI-powered solutions, firms can transform from document processors into strategic advisors, offering clients greater value and positioning themselves for growth in an increasingly competitive market.

Watch the entire Earmark Expo webinar to see these revolutionary capabilities and learn how AI could transform your practice.

From CPA to EV Pioneer: One CFO’s Journey into Tech Entrepreneurship

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Imagine transforming your CPA skills into the driving force behind a tech startup revolutionizing electric vehicle charging—that’s exactly what Guzel Lumpkin did with EVLUV.

In a recent episode of AI: Accounting Intelligence—the podcast for forward-thinking finance professionals navigating the AI revolution—Lumpkin shared how she leveraged her financial expertise to launch an entrepreneurial venture in the burgeoning electric vehicle industry.

Lumpkin’s story is more than a career pivot; it’s a testament to a broader trend where financial acumen meets technological innovation, creating golden opportunities for accounting professionals to transition into entrepreneurship.

Leveraging Big Four Experience for Tech Entrepreneurship

Lumpkin’s journey into tech entrepreneurship began in the intense learning environment of Deloitte. “It felt like I was getting three years of knowledge in one year. It was just so fun,” she recalls. This Big Four experience became the bedrock of her future success in the startup world.

The transition from Deloitte to tech companies like Mindbody and Procore wasn’t just a change of scenery—it was an opportunity to apply her accounting skills in a new way. Lumpkin explains, “I was hired to build the accounting and finance team for a software called Mindbody back in the day.” Shifting from auditing to operational leadership became a key step in her entrepreneurial journey.

The skills she honed at Deloitte—rigorous analysis, attention to detail, and a deep understanding of financial structures—were useful tools at scaling tech companies. From managing IPOs to navigating the complexities of high-growth environments, her finance background proved invaluable.

“I think at that time Deloitte, or Big Four in general, was looked at like if you want to have a career in accounting or finance, it serves as that springboard for your career,” Lumpkin says. As AI and automation reshape the accounting landscape, this outlook hasn’t changed. In fact, the ability to apply financial acumen to emerging technologies is increasingly crucial.

For finance professionals eyeing the tech world, Lumpkin’s path demonstrates that a background in traditional accounting isn’t just relevant—it’s a potential superpower in the startup ecosystem. It’s an example of how the intersection of financial expertise and technological innovation can lead to entrepreneurial success.

Spotting Market Opportunities: How EVLUV Was Born

Finance professionals are trained to spot inconsistencies and inefficiencies—skills that translate powerfully into identifying market gaps and business opportunities. Lumpkin’s journey to founding EVLUV exemplifies how financial acumen can fuel entrepreneurial vision.

The spark for EVLUV ignited from Lumpkin’s personal frustrations with electric vehicle charging at Procore. “When I bought my first electric vehicle, finding parking at the charging station was easier than finding regular parking on that campus,” she recalls. “But very quickly we started having 10, 20, 30, 40 EVs on campus.” This rapid adoption created a new problem: access to chargers became unpredictable and inefficient.

Her financial background kicked in, enabling her to analyze the problem beyond personal inconvenience. She saw a market inefficiency—a highly desirable asset with poor utilization and user experience. Drawing a parallel to the restaurant industry, she explains, “OpenTable solved this problem a long time ago. ‘How do I get people’s butts in seats at high peak demand times efficiently and effectively?’”

This analogy sparked her business idea: “I want to build OpenTable for electric vehicle charging because as the number of EVs increase, access to the chargers will become more and more dire and constrained.” Lumpkin’s financial training allowed her not just to identify the problem but to assess its market potential and viability as a business opportunity.

The beginning of EVLUV illustrates a growing trend: finance professionals leveraging their analytical skills to drive innovation in tech sectors. By bridging financial expertise with technological solutions, they’re uniquely positioned to identify and solve complex, real-world problems—a valuable asset in today’s entrepreneurial landscape.

Overcoming Startup Challenges with Financial Expertise

The leap from CFO to startup founder is not for the faint of heart, but as Lumpkin’s journey demonstrates, it can be a natural evolution for finance professionals in today’s innovation-driven landscape.

“On different days, different skills apply,” she says, highlighting the versatility demanded in startup leadership. Her CFO toolkit—from financial modeling and risk assessment to strategic planning—proved invaluable in tackling the multifaceted challenges of founding EVLUV.

One of the primary hurdles she faced was creating a profitable business model in the nascent EV charging industry, where current utilization rates are low and payback periods are long. Her approach leverages financial acumen to address this: “Our model is to increase utilization by providing that effortless, seamless experience.” This strategy shows how financial expertise can shape innovative solutions to complex market dynamics.

Lumpkin’s experience in analyzing data and market trends also helps balance the needs of both sides of the EVLUV marketplace—drivers and charging station hosts. “Both sides have to happen and meet and be happy in order for EV adoption to take place,” she explains, demonstrating how financial thinking can drive holistic business strategies.

For finance professionals eyeing entrepreneurship, she emphasizes the importance of passion and conviction: “Without knowing your why, it’s very hard for anybody to start an entrepreneurship journey.” This advice acknowledges that while financial expertise provides a solid foundation, successful entrepreneurship in the AI era also requires adaptability and a deep commitment to innovation.

Embracing the Future: Finance Professionals as Innovators

Lumpkin’s journey from Big Four accountant to EV charging innovator highlights the opportunity at the intersection of financial expertise and technological innovation. Here are three key takeaways for accountants who want to pursue entrepreneurship:

  1. The value of rigorous financial training
  2. The power of applying analytical skills to real-world problems
  3. The critical role of adaptability in entrepreneurial success

As AI and automation reshape the accounting industry, professionals with a strong foundation in finance are uniquely positioned to drive innovation. Their analytical abilities, combined with a deep understanding of business operations, provides a powerful toolkit for navigating the complexities of entrepreneurship in emerging tech sectors.

For CPAs, CFOs, and aspiring finance leaders tuned into the AI revolution, Lumpkin’s story could provide a roadmap. She demonstrates how accountants can leverage their skills to identify market gaps, develop innovative solutions, and build successful tech-driven businesses.

Ready to explore how you can harness your financial expertise to lead in the AI-driven future? Listen to the full episode of AI: Accounting Intelligence to gain deeper insights from Lumpkin’s journey. Discover practical strategies for transitioning from finance to entrepreneurship and understand the unique advantages your financial background offers in the tech startup ecosystem. Don’t just adapt to the future of finance—shape it.

Audit Crisis: How Flawed Incentives and AI Are Reshaping the Accounting Profession

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In a recent episode of The Accounting Podcast, we explored alarming trends in audit quality shaking the foundations of our profession. The numbers are stark: the Public Company Accounting Oversight Board (PCAOB) found that Ernst & Young (EY), one of the Big Four firms, has a staggering 37% deficiency rate in its audits. Even PricewaterhouseCoopers (PwC), the “best” performer among the Big Four, has an 18% deficiency rate. These deficiencies are so significant that, according to the PCAOB, the auditors should not have issued their opinions.

As audit deficiency rates remain stubbornly high and scandals shake investor confidence, the accounting profession must confront systemic issues undermining audit quality—including misaligned incentives, inadequate staffing, and outdated practices—to restore trust in financial markets and secure their future relevance.

The Alarming State of Audit Quality

When we discuss a crisis in audit quality, we’re not exaggerating. The deficiency rates reported by the PCAOB paint a troubling picture of the state of auditing in the United States:

  • EY has a 37% deficiency rate—the highest among its peers.
  • PwC, despite performing “best” among the Big Four, still has an 18% deficiency rate.
  • BDO, a top 10 firm, has an alarming 86% deficiency rate.

But what do these numbers mean? A Part 1.A deficiency indicates that the auditor “had not obtained sufficient appropriate audit evidence to support its opinion(s) on the issuer’s financial statements and/or ICFR.” In other words, it means the auditor should not have issued their opinion, and potentially, investors should not rely on it.

This is not just a minor oversight—it’s a fundamental audit process failure. When nearly four out of ten audits at a Big Four firm like EY are deficient, or when 86% of BDO’s audits fail to meet standards, we’re looking at systemic issues that threaten the foundation of our financial markets.

The most common deficiencies relate to basic audit tasks:

  • Performing substantive testing.
  • Testing controls over data accuracy.
  • Evaluating the effectiveness of internal controls.

In essence, auditors are failing to perform the core responsibilities that investors rely on them to perform. These high deficiency rates directly erode investor confidence. When investors can’t trust the audited financial statements, the entire financial reporting and investment system becomes compromised.

Why are these deficiency rates so high? We need to examine the business models and incentives driving audit firms to answer that.

Misaligned Incentives and Flawed Business Models

At the heart of the audit quality crisis lies a troubling truth: audit firms’ business models are fundamentally misaligned with the goal of producing high-quality audits. Instead, they incentivize practices that prioritize profit over thoroughness and accuracy.

One primary strategy audit firms employ to maximize revenue is understaffing. Having the fewest people work on the audits leads to overworked staff and rushed audits, increasing the likelihood of errors and oversights.

EY provides a stark example of this strategy in action. The firm boasts the highest revenue per employee among the Big Four at $383,900. While impressive from a business perspective, it raises serious questions about the firm’s ability to allocate sufficient resources to each audit.

Another concerning practice is the lack of transparency around materiality thresholds. Auditors use these thresholds to determine what issues are significant enough to report. However, these standards are not publicly disclosed and can be manipulated. It’s possible to cover up something undesirable by deeming it “immaterial.” This lack of transparency allows auditors to ignore or downplay significant issues, further undermining the reliability of their opinions.

However, the biggest problem is that auditors lack the financial incentive to detect fraud or significant issues. They have every incentive to do the audit quickly, even if it means overlooking critical problems.

These misaligned incentives and flawed business models directly contribute to the high deficiency rates. They create an environment where cutting corners is rewarded, and thoroughness is penalized, contradicting the fundamental purpose of an audit.

The Supermicro Scandal: A Case Study in Audit Failure

The recent Supermicro scandal provides a vivid example of how systemic auditing issues can lead to significant market disruptions and erode investor confidence.

Supermicro Computing, a major player in the tech industry, recently announced an accounting delay that caused its stock to plummet 19% in a single day. This followed a report by Hindenburg Research, which alleged dubious accounting practices at the company.

Based on a three-month investigation, the Hindenburg report uncovered glaring accounting red flags, including:

  • Undisclosed related-party transactions involving nearly $1 billion were paid over three years to suppliers partly owned by the CEO’s brothers.
  • Rehiring executives involved in previous accounting scandals less than three months after paying a $17.5 million SEC settlement for widespread accounting violations.

But where was Deloitte, Supermicro’s auditor, in all of this? Despite charging $4.5 million annually for their services, Deloitte failed to identify or report these significant issues. Their audit letters for 2022 and 2023 were nearly identical, focusing only on inventory valuation as a critical audit matter.

Adding to the concern, an AI system developed by Hudson Rock had identified potential accounting risks at Supermicro two years before these issues came to light. As my co-host, David Leary, points out, “If AI can surface these audit problems before companies can, people aren’t going to want to pay $4.5 million for an audit.”

The emergence of AI challenges the traditional audit model and demands a reevaluation of how we approach financial oversight.

A Call for Reform

The audit profession stands at a crossroads. The alarming PCAOB deficiency rates, misaligned incentives driving audit firm business models, and high-profile failures like the Supermicro scandal all point to a systemic crisis in audit quality.

This isn’t just an issue for accountants and auditors—it’s a threat to the integrity of our entire financial system. Investors rely on audited financial statements to make informed decisions, and when those audits fail, the consequences can be catastrophic.

The emergence of AI as a potentially more effective tool for detecting accounting irregularities further challenges the traditional audit model. Significant changes are needed—from realigning incentives to embracing new technologies—to restore trust in the audit process and secure the future relevance of the profession.

But change won’t happen without a concerted effort from all of us in the accounting world. We must confront these challenges head-on, push for meaningful reforms, and reimagine what high-quality auditing looks like in the 21st century.

To hear our full analysis, including potential solutions and ways you can make a difference, listen to this episode of The Accounting Podcast.

Mastering Prompt Chaining: Unlocking AI’s Full Potential in Content Creation

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As a CPA passionate about tech, I’m always looking for apps that simplify work and boost productivity. The arrival of AI tools like ChatGPT and Claude felt like stepping into a new era, especially for content creation. However, I quickly learned that to truly harness their power, it’s not about tossing out a prompt and crossing your fingers.

Recently, I had the opportunity to discuss this and more on the Amplify! podcast, where we delved into how AI is revolutionizing marketing strategies, particularly in the accounting profession. As I shared on the pod, the real game-changer when using AI for content creation is mastering prompt chaining—a method that’s transformed how I work.

The Limitations of One-Shot Prompts

Consider a common scenario. Suppose you need a 1,000-word blog post on a specific tax deduction for your firm’s website. The straightforward approach might be to type into ChatGPT: “Write a 1,000-word blog post about this tax deduction.” Seconds later, the AI generates an article. Convenient. But here’s the catch.

The content is likely to be generic, lacking depth, and similar to countless other articles online. It’s like expecting a gourmet meal but receiving fast food. The issue? One-shot prompts give the AI minimal direction, resulting in superficial content that fails to engage or inform readers effectively.

Breaking It Down: The Power of Prompt Chaining

To achieve high-quality content, you have to interact with the AI more deliberately. Enter prompt chaining—guiding the AI through a series of targeted prompts to produce superior results. Here’s my step-by-step approach:

  1. Start with Rich Source Material: I kick things off with a transcript from a podcast, an interview, or even a voice memo where I explore the topic in depth. This provides the AI with substantial, authentic content to draw from.
  2. Analyze the Content: I ask the AI to examine the transcript and identify key themes, insights, and potential angles. For example: “Analyze this transcript and summarize the main points discussed.”
  3. Develop a Thesis and Outline: Based on the analysis, we craft a strong thesis statement (the key point or takeaway). Then, I prompt the AI: “Create a detailed outline for an article based on this thesis, including an introduction, key sections, and a conclusion.”
  4. Draft Section by Section: Instead of having the AI write the entire article in one go, I focus on one section at a time. I might say: “Write an engaging introduction based on this outline,” and then proceed through each section individually.
  5. Review and Refine: After each section is drafted, I review it, make edits, and ensure it aligns with my voice and the message I want to convey.

Why Prompt Chaining Works

By collaborating with the AI step by step, prompt chaining offers several benefits:

  • Enhanced Depth and Clarity: The content becomes more nuanced and informative.
  • Authentic Voice Capture: The AI better reflects my tone and style.
  • Improved Efficiency: It saves time by minimizing the need for extensive revisions.

Making AI Your Collaborative Partner

The key is to view the AI as a collaborator, not just a tool. By guiding it through the process—much like mentoring a junior colleague—you tap into its full potential. It’s about providing context, setting clear expectations, and engaging in an iterative process to refine the output.

Ready to Transform Your Content Creation?

Next time you sit down to create content, don’t settle for surface-level results. Break down your prompts, guide the AI through each step, and experience firsthand how prompt chaining can revolutionize your workflow. Not only will you produce higher-quality content, but you might also find the process more rewarding.

For a comprehensive look at how I use prompt chaining and other AI strategies to enhance productivity, tune into the full podcast episode here. We delve into the nuances of prompt chaining, discuss practical applications, and explore how AI can transform your work and personal life.

Blake Oliver, CPA, is the founder and CEO of Earmark, a platform transforming how professionals earn their CPE credits. Passionate about accounting and technology, Blake is dedicated to helping others leverage AI to work smarter, not harder.