Book description
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.
Table of contents
- Cover
- Title Page
- Copyright
- Foreword
- Preface
- Acknowledgments
- About the Authors
- The Keynote and the Workshop: How to Read This Book
-
I: The Keynote
- 1 What Got You Here Won't Get You There … Thank Goodness!
- 2 We All Have a Story—Here's a New One for You
- 3 Time‐Driven Sucks … Impact‐Driven Matters
- 4 How Aretha Got It Right
- 5 This Could Be the Most Important Business Question Ever
- 6 Thank Goodness—A New Definition for ESG That Really Does Make a Difference
- 7 The Ongoing Upward Spiral—Perhaps a Different Kind of Legacy
-
II: The Workshop
- 8 A Renaissance: The Subscription Economy
- 9 The Direct Primary Care Disrupters
- 10 Business Model Evolution
- 11 Purpose, Strategy, and Positioning
- 12 Marketing, Innovation, and Risk
- 13 Customer Transformations
- 14 Two Timeless Truths and Two Theories
- 15 Pricing the Relationship
- 16 Customer Segmentation and Pricing Tiers
- 17 Pricing the Portfolio
- 18 Measurements and Moral Hazards
- 19 Subscription Business Income Statement and KPIs
- 20 Knowledge Worker KPIs and the After‐Action Review (AAR)
- 21 From Zero Defects to Zero Defections
- 22 Adoption Models
- 23 What's Next?
- References
- Index
- End User License Agreement
Product information
- Title: Time's Up!
- Author(s):
- Release date: November 2022
- Publisher(s): Wiley
- ISBN: 9781119893523
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