"It’s no longer enough just to provide services, you’ve got to really help the customer transform from where they are to where they want to be." -Ron Baker Welcome back to another spotlight session with your host Louie Prosperi, the third in our three-part series on subscription models for bookkeeping and accounting businesses. In order to get the most out of our businesses, we need to be really clear about what it is we want our customers to pay for. A service, the value of our knowledge and expertise in handling their needs, or access and transformative collaboration. It can feel uncomfortable to challenge the scarcity mindset, to step out of the math of the moment and look at the client’s lifetime value, but when you do, you’ll unlock a world of potential to work with clients, not just for them. This episode’s featured guests are Ron Baker and Ed Kless, co-hosts of The Soul of Enterprise podcast. Together, they will discuss the power of tying your wealth and revenue not to a service, but to access to that service, to innovation and transformation that takes customers from where they are to where they want to be. As well as the need to find the right model to best serve your needs and relationships. Finding the right model to suit your business can be a challenge. If you are struggling to figure out who you are, and how and who you want to service, this is the episode to get you focused in on the best outcomes for your bookkeeping business. During this interview, you'll learn... The value in offering transformation to clients, not just services How to find the right model for your bookkeeping business The importance of centering your relationships with clients Visit this link to find out more about Ron. Connect with Ron on LinkedIn, Twitter and Facebook. Click here to pre-order his new book. Go to this link to find out more about Ed. Email Ed directly at [email protected]. Connect with Ed on LinkedIn and Twitter. Connect with our new spotlight host Louie on LinkedIn. Don’t miss a chance to get your free ticket to The Successful Bookkeeper Summit. Click here for more information! Time Stamps 01:40 - Introducing Ron Baker & Ed Kless 03:44 - Subscription modeling for knowledge-based firms 06:40 - Putting the relationship first 08:55 - Consistently adding value to your offering 13:14 - Tying your revenue to access to services 17:23 - Understanding value in the subscription model 28:19 - Scaling up subscriptions 33:10 - Building a collaboration mindset 38:02 - Strategically plan the model you want 44:14 - Innovation in the subscription model 50:08 - Personalizing your relationships 55:33 - Connecting with Ron & Ed

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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