Let’s address the elephant in the room: many accounting professionals are intimidated by artificial intelligence. There is a widespread misconception that to survive the AI revolution, you need to go back to school to become a tech guru or a master “prompt writer”.
Meet the Expert: Mary Delaney, CEO of Karbon
To understand this massive shift, host Roger Knecht sat down with Mary Delaney, the CEO of Karbon. Karbon is the global leader in AI-powered accounting practice management software, helping firms modernize their operations.
With over 20 years of experience in global B2B software, Mary has an incredible track record of scaling businesses, leading major acquisitions, and building high-performing, people-first cultures. Her unique vantage point gives her front-row access to how the world’s most successful accounting firms are leveraging AI to grow faster and serve their clients better.
Why AI is a Cultural Shift (Not Just a Tech Tool)
When you bring AI into your firm, it doesn’t just change your software suite—it changes your firm’s habits, expectations, roles, and defined outcomes.
Because it represents such a massive shift in day-to-day operations, firm leaders must lead from the front. This means actively using AI and openly sharing both your successes and your failures with your team.
Overcoming AI Intimidation in Your Firm
While over three-quarters of accounting professionals are intrigued by AI, only 37% have received any formal training or support on how to use it. Here is how you can overcome that intimidation gap:
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Lean on Your Partners: You are likely already paying for platforms that have integrated AI interfaces. Meet with your software providers to understand the tools they offer today and how to maximize your use.
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Create a “Recipe Book”: When someone doesn’t know how to cook, they need a picture of the final dish and the exact recipe to get there. Do the same for your team by sharing your exact ChatGPT prompts alongside the final output so they feel comfortable replicating your success.
Automating the Mundane: From Bookkeeper to Strategic Advisor
Historically, accountants spent days compiling ledgers and journals to generate a month-end financial report. Today, AI is taking over that tedious, energy-draining work.
The 3X Pricing Gap: Are You Charging What You’re Worth?
When you automate the mundane, you free up your capacity to deliver massive value. But are you charging for it?
Mary shared a striking anecdote from a recent roundtable with Karbon customers: two firms in the same market, targeting the same customer segment, were charging wildly different amounts. One firm charged $5,000 for a service, while the other charged $15,000 for the same work.
Making Accounting a “Cool Job” Again
The accounting industry has been plagued by a talent shortage, but AI is offering a powerful solution.
Conclusion & Final Thoughts
At its core, accounting will always be a people business.
In this episode, Mary shares the “Joe Story”, an anecdote about a small business owner who completely shifted his career to manufacture beautiful furniture for mental health and correctional facilities. He didn’t make this life-changing pivot on his own; he did it because his accountant sat him down, looked at his business, and advised him on how to build a lasting legacy.
AI isn’t here to replace you; it is here to give you the time to be the confidant and advisor your clients desperately need.
Ready to take the next step? Watch the Full Interview.
Keep Listening: Catch Up on Our Previous Episode
Karbon isn’t just another tool; it’s embedding AI into the very infrastructure of how accounting firms work. It simplifies daily tasks, reduces manual work, and frees up teams to focus on higher-value advisory services. Learn more or book a demo at karbonhq.com.
Download Karbon’s 2025 State of AI in Accounting Report to explore how AI is transforming accounting firms and where the biggest opportunities lie. (https://karbonhq.com/resources/ebooks/state-of-ai-accounting-report-2025/)
Download Karbon’s 2025 Practice Excellence Report for Accounting Firms for a roadmap that guides accounting firms on their journey to practice excellence. (https://karbonhq.com/practice-excellence/)
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