Intentional Success with Tom Stimson

Is your top sales performer's magic touch starting to fade? In this episode, I share a real-world story about a consulting firm whose star salesperson saw their close rate plummet from 80% to 50%. But it wasn't about talent — it was about process. Discover a proven three-call system that turns costly leads into committed customers, and learn why sending endless proposals (or as my friend Carl call...

If you're like most businesses in our industry, you're facing a full pipeline and subsequent hiring challenges. You're rushing to document processes, hoping to expedite onboarding while still doing high-quality work. But what if you're approaching hiring backward? https://www.trstimson.com/process-documentation-reimagined/

Is your event pricing stuck in the past? In this straight-talking episode, I debunk the myth that shorter events should cost less. Follow along as I share a real story about a client who never updated his pre-pandemic prices, and discover why moving to a "one day = one week" pricing model might be the key to better profitability. You'll learn why quality talent costs more for one-day shows and how...

Talent is the most valuable resource you deliver to your customers. Average talent is a commodity. Exceptional talent is priceless. Think about it. How much more value can you add to equipment? Or drawings, timesheets, or your sales process? https://www.trstimson.com/process-documentation/

Still playing the RFP game in 2025? In this eye-opening episode, I explore why RFPs might be holding you back from success. From a shocking story about a major pharma company's misguided attempt to "stop suppliers from making money" to practical strategies for breaking free from the order-taker trap, this episode is your wake-up call. Whether you're a buyer stuck in the RFP cycle or a seller tired...

Let's face a hard truth: Rental prices in our industry are made up . There's no standard pricing model other than what a group of suppliers devolved through local competition. For instance, when every company in town rented the same item for $400 per week, that became the market price. We convinced ourselves these prices were correct through three types of validation: customers paid them, supply c...

The live events industry is at a crossroads, and I've made a difficult but necessary decision: I can no longer support the traditional rental-think business model. I announced this in July of 2023, and over the past 18 months, I've worked tirelessly to help companies transition away from this outdated approach. Now, it's time for me to focus on owners who are ready for real transformation. https:/...

Recently, I worked with a business owner whose story might sound familiar. Despite hearing clients tell him other owners would charge more for his services, he couldn't bring himself to raise his prices past what he charged last year. Not because his clients wouldn't pay it, but because he didn't believe he was worth it . This isn't just about pricing, though. It's a pattern I see repeatedly in ou...

Stop chasing those massive "windfall" projects that stretch your team thin and trap you in a feast-or-famine cycle. In this episode, learn why turning down business could be your smartest move in 2025. You'll discover how to spot revenue patterns that hurt your profitability, build a sales funnel that attracts ideal clients, and price your services based on profit instead of desperation. If your t...

Whenever I discuss marketing strategies with clients, the conversation inevitably turns to the buyer's journey. Specifically, we explore how potential buyers find their way to that crucial entry point with your company — and what happens next. The landscape is shifting. The traditional buyer's journey that served us for decades is becoming obsolete, and live event businesses need to adapt their ap...

Stop treating your business like a rental company. In this week's episode, discover how to transform your operation by rethinking your planning team — starting with just ONE key move that could revitalize your profitability. Learn how to build killer showbooks, free yourself from constant firefighting, and scale your business without the chaos. Whether you're running a five-person shop or a 50-per...

The forecast looks bright for 2025, with many of my clients projecting revenue increases of 10–25% compared to 2024. After experiencing some softness in the corporate events market during the latter half of this year, this projected growth presents opportunities — and a few hidden challenges. Let's explore four ways to capitalize on this growth while staying scalable and profitable. https://www.tr...

Think you're running an AV business? Think again. Get ready for some tough love as I break down three essential steps to transform your business in 2025 — including why your labor rates need a comma. Learn why doubling your replacement costs is crucial for scaling your business and why your best clients actually expect these changes. Warning: This episode might just revolutionize how you price you...

The "race to the bottom" is a mindset where businesses compete solely on price, sacrificing quality and value. Think you're not competing? Think again. Most companies are racing to the bottom — they just don't realize it. https://www.trstimson.com/value-in-honest-relationships/

Think you've got a "pain in the ass" client? It might be worse than that. In this episode, we're tackling the return of Bad Faith Buyers in our industry. These aren't just difficult clients having a bad day. They're strategic players who avoid payment and shift blame. Learn how to spot their telltale signs (like that mysterious "just one more revision" dance) and get armed with practical strategie...

The best work happens when we can discuss what services cost and what's possible. When both sides are open about money, we can focus on getting a great show done instead of playing pricing games. I wrote a blog post about this back in 2022 when we were in a seller's market. 2024 has seen the return of a buyer's market, but the same principle applies: Honesty is the best policy. https://www.trstims...

Do you brag about being a "national company" while secretly wondering if you really are one? In this episode, I bust the myths about going national, reveal why chasing cross-country work could be killing your margins, and show you how to charge what you're really worth (both at home and away). Whether you're getting those "I didn't know you traveled!" comments or dreaming of nationwide expansion,...

In my coaching calls, one conversation comes up more often than any other: marketing challenges. It makes sense. We spend our days getting shows done, but nothing about rigging a stage or mixing audio translates to marketing expertise. Shopping for marketing services is overwhelming. No two marketing agencies do the same thing, and "marketing" covers a vast field of strategies and tactics. Thankfu...

Are you overcomplicating your events business? In this episode, we challenge the industry's obsession with complexity and explore how our "rental mindset" might be holding us back from success. Learn a revolutionary approach to estimating that could transform your sales process and find out why packages might be the key to giving customers what they actually need, faster. Time is our most precious...

Let's tackle another set of terms that might be even more insidious because they're ingrained in how we think about running our businesses. These words and phrases don't just affect how we talk to customers. They shape how we organize our companies and measure our success. https://www.trstimson.com/the-strategic-shift/

In this no-nonsense episode, we're breaking down warehouse management to its simplest ingredients. You'll learn why your mother's kitchen wisdom applies to running a warehouse, why your precious prep time might be wasting everyone's time, and the real MVP of your warehouse (it's not your shelving system!). Whether you're drowning in cable kits or juggling returning gear, this episode contains the...

Ever notice how the words we use can either build us up or tear us down? Today, we're diving into something that's been driving me absolutely crazy in our industry - those sneaky little words and phrases that are actually killing our value proposition without us even realizing it. For the past two years, I've been keeping a running list of these cringe-worthy terms. You know the ones - they slip i...

Tired of watching your competitors thrive while you stand still? In this episode, I break down your five biggest obstacles — and "bad marketing" isn't one of them. From the feast-or-famine trap to that one big client keeping you from scaling, I'm offering some tough love and practical solutions that don't require an MBA to implement. Whether you're struggling with inconsistent growth or feeling st...

Do you really "rent" equipment when your gear never leaves your control? When clients say they want to "rent a sound system," what they're actually paying for is professional audio reinforcement and expertise. This isn't just about semantics - it's about un-commodifying your business and recognizing the true value you provide. While the industry's transformation won't happen overnight, the compani...

In this high-energy episode, I'm exploring the exciting forecasts we're seeing for 2025. We're talking 10-25% revenue increases and the three strategies you need to achieve them: building your dream team bench, securing gear without breaking the bank, and streamlining processes for maximum efficiency. Listen now to stay lean, mean, and primed for growth. Let's make 2025 our best year yet. Visit tr...