AI Accelerates Client Development But Not Closures
Jonathan R. Fitzgarrald, managing partner at Equinox Strategy Partners, argues that AI is accelerating outreach and preparation for lawyers, accountants, and consultants but cannot close deals. He cites tools like Thomson Reuters' CoCounsel and Introhive to show reduced friction, warns information is becoming commoditized, and recommends sustained coaching and practice to convert AI-enabled opportunities into client engagements.
Key Points
- 1Lower friction: AI tools accelerate prospect identification, outreach, and meeting preparation for service professionals.
- 2Commoditized information: clients now hire for judgment and understanding, not merely data or briefings.
- 3Prioritize coaching: sustained training and feedback convert AI-generated activity into genuine client engagements.
Scoring Rationale
Practical, practitioner-focused insight scores mid-range; limited novelty, single-author perspective, and scarce empirical evidence reduce breakthrough potential.
Sources
Public references used for this report.
Practice interview problems based on real data
1,625 SQL & Python problems across 15 industry datasets — the exact type of data you work with.
Try 250 free problems
