Introduction

Intellectually, you know you need recurring revenue, but how do you build an annuity stream in an industry where subscription billing is not the standard?

Take a look at the example of Laura Steward, the founder of Guardian Angel Computer Services. She was in the business of fixing her clients' computer problems when a valuation specialist told her that Guardian Angel was worth less than 50% of one year's revenue. Determined to get more for her business, she underwent a makeover focusing on her Angel Watch subscription program.

Steward went on to sell her business two years later for four times what the valuation consultant thought it was worth. In this interview you'll learn how to:

• Switch customers from hourly to subscription billing.
• Overcome the objections hourly customers have for making the switch.
• Ensure customers stop asking for your personal attention on their job through one simple idea.
• Maximize the value of your contracts in the eyes of an acquirer.