How can CPAs grow their accounting practice when they’re over capacity, underutilizing their talents and not providing optimal client support? 
 
Many CPA firms still rely on the hourly billing business model, where the firm has to log more work hours providing services to increase revenue. It focuses on hours and deliverables, not on results and value.
 
A compelling alternative is the subscription business model, where the provider enables serial transformations to the buyer, and continually adds value to the experience. The subscription model creates an opening for predictable, recurring, higher margin revenue. 
 
In this week’s episode, I talk about the subscription model with my guest, Ron Baker. 
 
Ron is the founder of VeraSage Institute—the leading think tank dedicated to educating professionals internationally, and is a radio talk-show host on the www.VoiceAmerica.com show:  The Soul of Enterprise: Business in the Knowledge Economy.
 
Ron has authored seven best-selling books, including: The Firm of the Future; Pricing on Purpose; Measure What Matters to Customers; and Implementing Value Pricing. His latest book, co-authored with Paul Dunn, Time’s Up!: The Subscription Business Model for Professional Firms, was published in November 2022.
 
In this episode, we talk about:

1. Sale prices and multiples

2. How AI can help scale businesses

3. Disney and other big businesses using the subscription model

4. Ways to “plus” your offer

5. How CPA firms can shift to subscription model

Highlights: 

— “We need to stop charging for the means and pricing the end.” 
 
— “Strategy is about what you don't do. It's about the customers you don't have, the services you don't provide. It's all about trade offs. You simply can't be all things to all people.” 
 
— “It's very difficult for a business to disrupt itself.” 
 
— “CPAs have the ability to enable transformations. It's a privilege and a duty to help our customers, to make that impact on their life.”
 
Here is the link to the episode - enjoy!

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