Intentional Success with Tom Stimson

In this episode, I'm not holding back. I'm making bold statements, uncovering eye-opening revelations, and sharing game-changing strategies that will help you say goodbye to outdated rental pricing methods and hello to a more profitable future. Learn the crucial difference between markup and margin (trust me, you need to know this!). Plus, I'm giving you three simple yet powerful ways to start mak...

This week on Monday Morning Drive, we redefine sales success and explore how to ensure your team is having the right conversations with the right people.  We'll dive into the pitfalls of chasing deals solely for revenue and reveal the three keys to training your sales team for true success.  Tune in and discover how focusing on the quality of your sales conversations can drive your business forwar...

In this episode, your business doctor is in, and we're getting to the bottom of what's really ailing your company. We'll explore how your overhead expenses could be the key to unlocking a healthier, more resilient business. You'll discover: How to spot revenue trends before they become a problem Why embracing last-minute jobs could be your secret weapon for growth The importance of focusing your t...

When I use the term "exclusivity" in the context of live events, what do you think of? If you're like most disgruntled owners, you think of one thing: in-house AV contracts . Do scalable companies care about what in-house AV companies are up to? The short answer is no . Listen to this week's Monday Morning Drive to learn why you shouldn't be so wound up about the competition, and what you should b...

In this episode, we dive deep into the world of pricing. I explain why prices are a construct to control salespeople and how to determine your best price based on your specific circumstances. I also discuss the concept of best deals and how to navigate negotiations when a customer comes to you with a budget in mind. Whether you're a startup owner or managing a large business, this episode will emp...

Did you read last week's blog on ALE, the management diagnostic tool? It's worth your time, and I don't say that lightly. I think it's important enough that I'm following it up with today's blog on how to put ALE to work. In my role, I see the same problems over and over again, but with completely different people and companies. Why is that? Obviously, there are aspects of our industry and the peo...

In this episode of the Intentional Success podcast, we unravel the complex and often counterproductive world of employee incentives. Join us as we dissect the well-meaning yet misguided schemes that end up doing more harm than good. From the logistical nightmares spawned by higher pay on show days to the strategic missteps driven by traditional sales commission structures to the operational ineffi...

In today's "Monday Morning Drive", I delve into the ALE model—Accountability, Leadership, and Execution—highlighting its crucial role in transforming organizational culture and performance. I'll explore how focusing solely on leadership often overshadows the essential elements of accountability and execution.  https://www.trstimson.com/accountability-leadership-execution/

"We don't want to pay extra for outsourcing!" "Why are you more expensive than this other company?" "Why are your labor rates so high?" "Your quote is the highest we've seen. Can you negotiate?" Any prospect can have these perfectly reasonable price objections. If pushback makes you feel as though you've done something wrong, chances are you'll unnecessarily tinker with your price. I want to teach...

I'm taking a trip down memory lane to the early days of my career, when I first started using the word "scalable" in the context of live events operations. This episode is a deep dive into the perennial challenges that have plagued event production companies for decades: the unpredictable feast-or-famine cycles, the ever-looming specter of labor costs, and the chaotic nature of last-minute busines...

"Why in the world is Tom talking about pivots again? Does he know something we don't?" Firstly, no, I'm not seeing anything on the horizon that suggests you need to pivot your business at this moment. The economy is strong, demand seems steady, and there aren't any supply chain shortages that warrant concern. The future looks bright, or so the song goes. But... What if the thing that should cause...

Are you ready to navigate the shifting tides of the live events industry and come out on top? In this week's episode, I'm sharing my hard-won insights on how to adapt, evolve, and succeed in a market that's constantly in flux. This isn't just a "how-to" episode. I'm taking you behind the scenes and showing you how these strategies have played out in real-world situations. You'll hear about the cha...

This week's post is another manifesto to get rid of another value-crushing word we all love to use. In fact, I struggled to not use the "u" word in describing Jumpstart. Chasing uniqueness can backfire, you need to be focusing on clients' unique needs instead. Join me for an eye-opening discussion on real differentiation in business, and to get to the heart of what really matters in standing out....

In this episode of the Intentional Success podcast, I delve deep into the challenge of seasonality that plagues live events companies, leading to the well-known feast-or-famine cycle. I challenge the common belief that seasonality is an inevitable part of the business and propose a bold new perspective: seasonality is a choice. Discover the dirty little secret of seasonality as I look at the inter...

Welcome back to Monday Morning Drive. In this episode, we're diving into the heart of our industry's transformation. I'll share personal stories from my four decades of experience, highlighting how past lessons shape our future. We'll explore the shift from gear-focused to outcome-oriented approaches and what this means for our industry. But it's not just my story; I want to hear yours. What chang...

Join me for a conversation about the early days of rental management software and how these systems have shaped (and skewed) our industry. I'm digging into the genesis here, from basic scheduling apps to the feature-bloated beasts many of us love to hate today. You'll hear some crazy tales of customization gone wrong, data overload, and rental DNA-distorting service companies. I'm uncovering key l...

In today's Monday Morning Drive, I dive into how we've shifted from detailed line-item pricing to focusing on value in our proposals. I'm talking about why this change is great for us, plus tips on how to handle those clients still asking for a line-by-line breakdown of your pricing. Join me as we explore practical ways to keep our client relationships strong while staying true to selling on value...

Get a sneak peek into my plans for my next book, Execution, where I'll share strategies to help your team flawlessly deliver on promises made to clients. In this episode, I ask for your input around 3 key questions: What promises are worth making in business? What past promises do you regret making? What makes someone "promise worthy"? I want to explore how having the right systems and people in p...

Today, we're shifting gears to explore the different stages of a scalable business. Before scalability, we all (myself included) judged a company's success and sophistication by its size. I'm walking that back. A scalable organization needs half the employees to be twice as good. In this week's episode of Monday Morning Drive, learn why investing in the best team, not the biggest, is crucial for s...

Is your sales engine sputtering? Do you rely too heavily on referrals versus intentional lead generation? In this episode, industry expert Tom Stimson shares five simple maintenance routines that will inject new life into your sales strategy. Learn best practices for: Clarifying your ideal customer profile so you can identify better sales opportunities Crafting smart icebreaker questions to start...

This week's episode is a reminder that your customer can't be expected to know what to ask, when to ask it, and how to ask it in a meaningful way. If they can do that, what do they need you for? You work hard to attract the right kinds of opportunities. If your customer has just crawled up on your beach from the shipwreck of their last show, it might not be the right time to talk about their next...

Welcome to History of the AV Industry 101! In this episode, Professor Tom Stimson goes back in time to the 1980s, when a new form of equipment leasing triggered a gold rush in the live events world. It was a technological renaissance. Unfortunately, this was the start of the vicious "death spiral" that would slowly strangle the industry over the next 30 years. From the "boom" times of the '80s to...

I want to start nailing the coffin lid on our old-fashioned and self-centered use of pricing. In a perfect world, you and your potential customer uncover what they want in exchange for what they're willing to spend. If you know your costs, then you can choose to do the work or negotiate. "But Tom, I need to quote prices! How do they know what they want if I can't tell them what it costs?" Price ha...

"Happy Monday!" from your friendly neighborhood Tom-Bot! Welcome to another Monday Morning Drive. The Live Event Industry has evolved from basic equipment rental to full-service shows. However, many of us struggle to present ourselves as a service. At one time, the "best practice" was to show as many line items in your proposal as you could to impress the buyer with your attention to detail and eq...

This week on the podcast, we've got a very special guest. With a background in hospitality and her own venue-finding agency, Ciara Feely brings a unique perspective to sales, focusing on understanding client needs. A few highlights include: Ciara's journey from hospitality sales to running her own agency Her interesting "third eye" approach: seeing sales from the client's side Essential tips like...