Time's Up! - by Paul Dunn & Ronald J Baker (Hardcover)

About the Book

"The world is moving from purchasing the means to enjoying access to the ends of products and services. Would you rather purchase health care or better health? School or education? Professionals are responsible for achieving a result rather than performing tasks. Yet today's professional firms have a business model centered around transactions and outputs rather than transformations and relationships. This book will introduce a revolutionary new business model that offers access, peace-of-mind, convenience, and a frictionless customer experience. The advantages to this model are many, including: Predictable revenue; not selling services, but creating annuities with a lifetime value that far exceeds whatever you paid to acquire them; collective knowledge of your customers, which is a competitive advantage that cannot be duplicated; the customer relationship is at the center of the firm; not pricing a product or service, but rather taking responsibility for creating customer transformations, moving them from where they are to their desired future; the ability to predict demand and plan capacity more effectively; having a larger impact in your sphere of influence and doing exactly those qualities that attracted you to enter the profession in the first place; all the while building a business with annual recurring revenue, which is going to be more valuable when you are ready to sell"--

Book Synopsis

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.

From the Back Cover

PRAISE FOR TIME'S UP!

"There are few thought leaders who have had more impact on professional firms than Dunn and Baker. They have a rare ability to 'see around corners' which is gifted to readers of this timely book that describes how a professional firm of the future will be able to successfully harness the full power of the subscription business model to create, and most importantly, deliver and capture customer value. This book is a must-read for anyone who has an interest in what the future holds for professional firms."

--RIC PAYNE, Co-founder and CEO of Results Accountants' Systems and Principa

"I first came across Dunn and Baker in 1999 when I was running my accounting firm. Their insights into pricing changed my life in extraordinary ways. They have always been at the leading edge and envisaging the future of the accounting profession, and this book is no different. This book reveals an exciting business model for any accounting firm that wants to put their customer at the heart of their firm."

--MARK WICKERSHAM, FCA, Author, Public Speaker, and Founder of the Value Pricing Academy

"In their first book, The Firm of the Future, Paul and Ron lead the revolution for professional firms against hourly billing and into a more effective way to serve your customers using the value-based business model. As an accountant running a firm, I look at Time's Up! as the roadmap to take my firm into the future. Tracking time and focusing on inputs is the traditional business model that our profession is mired in. Dunn and Baker lay out the case for the business model we should all be implementing now, which is the subscription or membership model; to allow our customers the most frictionless way to interact with our firm, the same way they are used to interacting with many of the products and services available to the market. I have been totally inspired to transform my practice into this model and put my customer's relationship front and center!"

--HECTOR GARCIA, CPA @QBKaccounting

"My top shelf in my library has a new member, Time's Up! by Dunn and Baker. Some books are merely informative and some are insightful. Dunn and Baker's latest is transformational. Just as the Joy of Cooking changed the relationship people have with food, Time's Up! has the same possibility for any and all professionals. The book is a journey from hourly billing through value pricing and now to subscriptions. Changing business models should be embraced by all leaders. Dunn and Baker have hit another home run with Time's Up! Leaders are readers they say. Change agents are also authors."

--DANIEL D. MORRIS, CPA, Chief Dragon Slayer, Morris + D'Angelo CPAs

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.