{"product_id":"times-up-isbn-9781119893523","title":"Time's Up!","description":"\u003cp\u003e\u003cb\u003ePut values—and value—over volume with a professional services subscription model\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eProfessional 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. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eTime’s Up!\u003c\/i\u003e 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: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eCreate customer lifetime values that far exceed acquisition and retention costs\u003c\/li\u003e \u003cli\u003eMove customer relationships to the center of your firm\u003c\/li\u003e \u003cli\u003eLeverage the collective knowledge of your customers\u003c\/li\u003e \u003cli\u003eElevate customers from where they are to their desired future by providing transformations, where the customer is the product.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eOnly uncommon offerings command uncommon prices. \u003ci\u003eTime’s Up!\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xxiii\u003c\/p\u003e \u003cp\u003eAbout the Authors xxix\u003c\/p\u003e \u003cp\u003eThe Keynote and the Workshop: How to Read This Book xxxiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eI The Keynote 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 What Got You Here Won’t Get You There Thank Goodness! 3\u003c\/p\u003e \u003cp\u003e2 We All Have a Story— Here’s a New One for You 11\u003c\/p\u003e \u003cp\u003e3 Time- Driven Sucks Impact- Driven Matters 27\u003c\/p\u003e \u003cp\u003e4 How Aretha Got It Right 41\u003c\/p\u003e \u003cp\u003e5 This Could Be the Most Important Business Question Ever 47\u003c\/p\u003e \u003cp\u003e6 Thank Goodness— A New Definition for ESG That Really Does Make a Difference 79\u003c\/p\u003e \u003cp\u003e7 The Ongoing Upward Spiral—Perhaps a Different Kind of Legacy 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003eII the Workshop 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e8 A Renaissance: The Subscription Economy 99\u003c\/p\u003e \u003cp\u003e9 The Direct Primary Care Disrupters 107\u003c\/p\u003e \u003cp\u003e10 Business Model Evolution 119\u003c\/p\u003e \u003cp\u003e11 Purpose, Strategy, and Positioning 137\u003c\/p\u003e \u003cp\u003e12 Marketing, Innovation, and Risk 151\u003c\/p\u003e \u003cp\u003e13 Customer Transformations 167\u003c\/p\u003e \u003cp\u003e14 Two Timeless Truths and Two Theories 179\u003c\/p\u003e \u003cp\u003e15 Pricing the Relationship 189\u003c\/p\u003e \u003cp\u003e16 Customer Segmentation and Pricing Tiers 205\u003c\/p\u003e \u003cp\u003e17 Pricing the Portfolio 217\u003c\/p\u003e \u003cp\u003e18 Measurements and Moral Hazards 239\u003c\/p\u003e \u003cp\u003e19 Subscription Business Income Statement and KPIs 257\u003c\/p\u003e \u003cp\u003e20 Knowledge Worker KPIs and the After- Action Review (AAR) 279\u003c\/p\u003e \u003cp\u003e21 From Zero Defects to Zero Defections 297\u003c\/p\u003e \u003cp\u003e22 Adoption Models 311\u003c\/p\u003e \u003cp\u003e23 What’s Next? 327\u003c\/p\u003e \u003cp\u003eReferences 335\u003c\/p\u003e \u003cp\u003eIndex 349\u003c\/p\u003e   \u003cp\u003e\u003cb\u003ePAUL DUNN\u003c\/b\u003e is the Co-founder and Chairman of the global giving initiative, \u003cb\u003eB1G1\u003c\/b\u003e. 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.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eRONALD BAKER\u003c\/b\u003e is the Founder of VeraSage Institute, author of seven bestsellingbooks, and co-host, with Ed Kless, of the VoiceAmerica.com radio show, \u003ci\u003eThe Soul of Enterprise: Business in the Knowledge Economy \u003c\/i\u003e(Thesoulofenterprise.com). He is also a faculty member of the Professional Pricing Society.    \u003c\/p\u003e\u003cp\u003eCustomers don’t buy billable hours, or services, which are merely a means to an end. They buy a result. So why are professionals in all sorts of disciplines and in every part of the world still so focused on selling inputs—like hours of work or individual services—rather than the outcomes their customers desire? \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eTime’s Up!\u003c\/i\u003e, distinguished business leaders Paul Dunn and Ronald Baker deliver a practical and engaging guide to building a more valuable professional firm. They’ll show you how to focus your efforts on creating and nurturing relationships and maximizing lifetime customer value, for yourself and for your customer. \u003c\/p\u003e\u003cp\u003eIn the book, you’ll learn to create annuities that capture customer value that far exceeds your acquisition and retention costs, move customer relationships to the center of your firm’s philosophy, provide peace of mind and convenience, and leverage the collective knowledge of your customers to achieve results. You’ll also discover how to guide customers from where they are to their desired future by providing transformations. The authors also show you how to price your new service, so it aligns with the uncommon and remarkable value you’re delivering to customers. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eTime’s Up!\u003c\/i\u003e offers strategies that create recurring, predictable revenue, an enduring competitive advantage, an end to volatile income streams, and frictionless experiences that delight your customers and result in endless referrals and positive word-of-mouth. \u003c\/p\u003e\u003cp\u003eA can’t-miss blueprint to a revolutionary new business model for professional firms everywhere, \u003ci\u003eTime’s Up! \u003c\/i\u003edemonstrates how to amplify your revenues and your efficacy by placing your customer right at the center of your business model.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePRAISE FOR \u003ci\u003eTIME’S UP!\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“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.”\u003cbr\u003e\u003cb\u003e—RIC PAYNE, Co-founder and CEO of Results Accountants’ Systems and Principa\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“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.”\u003cbr\u003e\u003cb\u003e—MARK WICKERSHAM, FCA, Author, Public Speaker, and Founder of the Value Pricing Academy\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“In their first book, \u003ci\u003eThe Firm of the Future\u003c\/i\u003e, 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 \u003ci\u003eTime’s Up!\u003c\/i\u003e 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!”\u003cbr\u003e\u003cb\u003e—HECTOR GARCIA, CPA @QBKaccounting\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“My top shelf in my library has a new member, \u003ci\u003eTime’s Up!\u003c\/i\u003e by Dunn and Baker. Some books are merely informative and some are insightful. Dunn and Baker’s latest is transformational. Just as the \u003ci\u003eJoy of Cooking\u003c\/i\u003e changed the relationship people have with food, \u003ci\u003eTime’s Up! \u003c\/i\u003ehas 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 \u003ci\u003eTime’s Up!\u003c\/i\u003e Leaders are readers they say. Change agents are also authors.”\u003cbr\u003e\u003cb\u003e—DANIEL D. MORRIS, CPA, Chief Dragon Slayer, Morris + D’Angelo CPAs\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e“\u003c\/b\u003eWhen economist John Maynard Keynes was challenged for changing his position on an economic issue, he is purported to have said, “When the facts change, I change my mind. What do you do, sir?” “My friend and co-host Ron Baker” and Paul Dunn show that they continue to create new neural pathways for themselves and others. While in some ways subscription-based pricing builds on the concepts of value-based pricing, this book demonstrates that the differences are greater than the similarities and it requires professionals to think differently than they have in the past. If you think you have the ability to change your mind about the nature of your relationships with your customers and the business model that best serves them, this book is for you. Peace and courage.”\u003cbr\u003e\u003cb\u003e—ED KLESS\u003c\/b\u003e,https:\/\/thesoulofenterprise.com\/\" Radio Talk-Show Host\u003ci\u003eThe Soul of Enterprise: Business in the Knowledge Economy\u003cbr\u003e\u003cbr\u003e\u003c\/i\u003e“Ron Baker has written a magnificent and provocative book on the evolution of the business model and effective and adaptive pricing for value. It is a new paradigm that every professional firm must adopt to remain competitive and profitable. As an economist, I found Ron’s historical overview of economic history and anecdotal business examples and pricing strategies of disruptors to be both inspirational and profound. This book is required reading for any profit oriented 21st century business leader.”\u003cbr\u003e\u003cb\u003e—VICTOR H. MIESEL, \u003c\/b\u003eCEO, Chief Economist, M+D Bespoke Financial Group\u003cbr\u003e\u003cbr\u003e\u003ci\u003e“Time’s Up!: The Subscription Business Model for Professional Firms\u003c\/i\u003e is a compelling catalyst for the revolution brewing in the accounting profession. This book proves how the subscription business model can solve the problems that have plagued our profession for decades and will propel practitioners towards the achievement of their greatest goal – transformation of each customer’s financial future.”\u003cbr\u003e\u003cb\u003e—SUSAN BRYANT\u003c\/b\u003e, CPA, CTC, Principal, MB Group\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990391046373,"sku":"NP9781119893523","price":40.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119893523.jpg?v=1761787637","url":"https:\/\/k12savings.com\/products\/times-up-isbn-9781119893523","provider":"K12savings","version":"1.0","type":"link"}