Thomson Reuters Tax & Accounting is evaluating a commercialization layer for their advisory ecosystem. Primary domain expert: Paul Miller (Business By Design, co-creator of this platform). The #1 identified gap: proposal creation, pricing logic, scope definition, and change-order automation — all done manually by ~50,000 firms or through Ignition (adversarial relationship). Paul's exact framing: "Firms don't really know how to word what they're going to do, how they're going to do it, what's in scope, without scope." TR's buy pattern: prove first, pilot second, OEM/acquire only after revenue proof (SafeSend precedent: $600M for $60M revenue). Advisory Symposium June 2–4 is the natural showcase. Position as complement to Ready to Advise + Practice Forward, never as replacement.
Engagement Memory
Chen Hospitality LLC — all sources and intelligence
AI Summary
Intelligence Sources
Mar 6
Paul Miller Discovery Call
1,946 transcript sentences. Practice Forward methodology. Fee calculator walkthrough. Ignition competitive dynamics ("the owner is a dipshit, he's from Australia, basically stole a lot of my ideas"). Advisory Symposium confirmed June 2–4.
Mar 6
Sprint Strategy YAML (710 lines)
7-persona stakeholder map. Objection preemption. Three sprint tiers. Pilot credit mechanics. IP hygiene alerts. Recommended customer-facing pack v1.
Mar 6
TR Ecosystem Research
Ready to Advise, CoCounsel Tax, Practice Forward feature analysis. Partner program (OEM/co-sell/resell). Developer portal terms (feedback assignment risk). $200M annual AI investment.
Context Auto-Surfaced in Proposals
Engagement style: Phased — sprint first, prove value, then pilot with credit
Pricing sensitivity: Sub-$100k first ask. Prove before buy. No big ask without proof.
Positioning: Commercialization layer. Complement, never compete with existing TR products.
Competitive: Ignition is incumbent but vulnerable. Don't pitch replacement — pitch native integration.
Timeline: Advisory Symposium June 2–4 = natural showcase. Sprint readout mid-April = 6–7 weeks to build prototypes.
Stakeholders: Paul (sponsor), Product Lead (TBD), Procurement (TBD), Legal/IP (TBD), Security (TBD)