The Growth Minded Accountant · 2026-08-20 · 46 min
How AI Is Compressing Awareness, Consideration and Decision Into One Conversation For decades, marketing followed a fairly predictable funnel. A prospective client discovered a problem. Searched Google. Read a few articles. Visited several websites. Downloaded a guide. Received a few nurture emails. Checked reviews. Compared firms. Eventually, they scheduled a consultation. AI is beginning to compress that entire journey. Today, a business owner can ask ChatGPT, Gemini, Perplexity or another AI assistant: “I own a construction company doing $4 million a year. My accountant handles my taxes but doesn't do much proactive planning. Am I missing opportunities? What should a proactive advisor do differently? What should that cost? And which firms near me work with businesses like mine?” One conversation can move that prospect through awareness, education, solution research, consideration, comparison and due diligence. The funnel hasn't disappeared psychologically. It's being compressed technologically. And that creates an important new reality for tax and accounting firms: The prospect can now self-nurture.
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