Time's Up!: The Subscription Business Model for Professional Firms

  • 6h 31m
  • Paul Dunn, Ronald J. Baker
  • John Wiley & Sons (US)
  • 2022

Put values—and value—over volume with a professional services subscription model

Professional firms are built on relationships. But you wouldn't know it by observing their predominant business model — a model centered on selling transactions and inputs, not outcomes that deepen and strengthen relationships.

Time’s Up! offers you a guide to building a more valuable firm, one where relationships and lifetime customer value are at the center of how you create and capture value. You’ll learn how to:

  • Create customer lifetime values that far exceed acquisition and retention costs
  • Move customer relationships to the center of your firm
  • Leverage the collective knowledge of your customers
  • Elevate customers from where they are to their desired future by providing transformations, where the customer is the product.

Only uncommon offerings command uncommon prices. Time’s Up! introduces you to a revolutionary new business model that transforms your firm, your teams and your results with the customer right at the center of the process.

About the Author

PAUL DUNN is the Co-founder and Chairman of the global giving initiative, B1G1. He holds a Lifetime Service Award to the Accounting Profession in the United Kingdom and is a Social Innovation Fellow in his home of Singapore. He is the creator of the Accountants’ Boot Camp process and he is the inaugural recipient of the Outstanding Contribution to the Profession award given by AccountingWeb in the United Kingdom. He remains the only non-accountant to be honored in this way.

RONALD BAKER is the Founder of VeraSage Institute, author of seven bestsellingbooks, and co-host, with Ed Kless, of the VoiceAmerica.com radio show, The Soul of Enterprise: Business in the Knowledge Economy (Thesoulofenterprise.com). He is also a faculty member of the Professional Pricing Society.

In this Book

  • Foreword
  • The Keynote and the Workshop—How to Read This Book
  • What Got You Here Won't Get You There … Thank Goodness!
  • We All Have a Story—Here's a New One for You
  • Time‐Driven Sucks … Impact‐Driven Matters
  • How Aretha Got it Right
  • This Could Be the Most Important Business Question Ever
  • Thank Goodness—A New Definition for ESG That Really Does Make a Difference
  • The Ongoing Upward Spiral—Perhaps a Different Kind of Legacy
  • A Renaissance—The Subscription Economy
  • The Direct Primary Care Disrupters
  • Business Model Evolution
  • Purpose, Strategy, and Positioning
  • Marketing, Innovation, and Risk
  • Customer Transformations
  • Two Timeless Truths and Two Theories
  • Pricing the Relationship
  • Customer Segmentation and Pricing Tiers
  • Pricing the Portfolio
  • Measurements and Moral Hazards
  • Subscription Business Income Statement and KPIs
  • Knowledge Worker KPIs and the After‐Action Review (AAR)
  • From Zero Defects to Zero Defections
  • Adoption Models
  • What's Next?
  • References