Why do so many of us get nervous when public speaking? Communication expert Lawrence Bernstein says the key to dealing with the pressure is as simple as having a casual chat. He introduces the "coffee shop test" as a way to help you overcome nerves, connect with your audience and deliver a message that truly resonates. After the talk, Modupe explains a similar approach in academia called the "Grandma test," and how public speaking can be as simple as a conversation with grandma. Want to help shape TED’s shows going forward? Fill out our survey ! Become a TED Member today at ted.com/join Hosted on Acast. See acast.com/privacy for more information.…
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Intentional Success with Tom Stimson
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Inhalt bereitgestellt von Tom Stimson and The Stimson Group. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von Tom Stimson and The Stimson Group oder seinem Podcast-Plattformpartner hochgeladen und bereitgestellt. Wenn Sie glauben, dass jemand Ihr urheberrechtlich geschütztes Werk ohne Ihre Erlaubnis nutzt, können Sie dem hier beschriebenen Verfahren folgen https://de.player.fm/legal.
Are you looking to take your live events production business to the next level? Do you want to learn from industry experts and gain insights into the latest business trends and strategies? Welcome to the Intentional Success Podcast, where we provide you with the tools and resources you need to help your business grow and scale… on purpose. Hosted by industry veteran Tom Stimson, each episode answers unpacks the best practices and secrets to achieving intentional success. From marketing and sales to operations and finance, we cover a wide range of topics to help you overcome the challenges and obstacles that come with owning, running, and working in a live events production business. Tune in to the Intentional Success Podcast for valuable insights and practical advice that can help take your business to the next level. Don't miss an episode – subscribe today! Learn more at trstimson.com
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172 Episoden
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Alle als (un)gespielt markieren ...
Manage series 3601368
Inhalt bereitgestellt von Tom Stimson and The Stimson Group. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von Tom Stimson and The Stimson Group oder seinem Podcast-Plattformpartner hochgeladen und bereitgestellt. Wenn Sie glauben, dass jemand Ihr urheberrechtlich geschütztes Werk ohne Ihre Erlaubnis nutzt, können Sie dem hier beschriebenen Verfahren folgen https://de.player.fm/legal.
Are you looking to take your live events production business to the next level? Do you want to learn from industry experts and gain insights into the latest business trends and strategies? Welcome to the Intentional Success Podcast, where we provide you with the tools and resources you need to help your business grow and scale… on purpose. Hosted by industry veteran Tom Stimson, each episode answers unpacks the best practices and secrets to achieving intentional success. From marketing and sales to operations and finance, we cover a wide range of topics to help you overcome the challenges and obstacles that come with owning, running, and working in a live events production business. Tune in to the Intentional Success Podcast for valuable insights and practical advice that can help take your business to the next level. Don't miss an episode – subscribe today! Learn more at trstimson.com
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We’re all accidental entrepreneurs who fell into this business backwards. Most of us are still pricing like we’re freelancers with gear instead of businesses that deliver outcomes. In this episode, I explore the trap of thinking that owning more equipment and hiring more people will reduce your costs so you can “charge less and win more jobs.” Learn what successful AV business owners know: stop selling gear and bodies, price on value instead of rental rates, and focus on replacement cost plus margin. I explain why the pricing model that got you here won’t get you where you want to go — and how to build a business that’s as intentional as you are. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
Most prospective buyers use RFPs to evaluate more than your design concepts or pricing structure. Here are 10 qualities I’m very nearly positive most people issuing RFPs are actually looking for. https://www.trstimson.com/hidden-tests-in-every-rfp/
What makes a show “big”? Money? Complexity? High profile? In this episode, Tom Stimson challenges the industry’s obsession with show size and reveals why your operational processes shouldn’t change based on arbitrary definitions. Learn why project managers are often symptoms of broken systems, how planning makes complexity simple, and why there are no small shows, just small budgets. Plus, discover the scalable planning model that works for shows of any size, and stop reinventing the wheel with every project! Visit trstimson.com for more resources. Follow Tom on LinkedIn…
Many years ago, I introduced my approach to evaluating customers in a pre-negotiation mode. Understanding what’s important to them and how they prefer to buy before creating a proposal is critical. As we’ve moved beyond the “before times” of line-item pricing and rental-based businesses into a service-focused era, those buying styles are still relevant — but our response to them needs to evolve. https://www.trstimson.com/types-of-buyers-that-control-your-sales-success/…
In this episode, I tackle the biggest headache most companies face: hiring and keeping great talent. I share my proven 90-day plan with clear checkpoints at 30, 60, and 90 days that create real accountability for both managers and new hires. For balanced companies that need half the staff but twice the performance, I provide practical strategies to spot talent quickly, pay what they’re worth, and make decisive moves when things aren’t working. Stop the endless cycle of hiring disappointments and build a team that delivers consistent results without the constant drama. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
Last week, I explained my three-call process for closing better deals with awesome buyers. Step three in that process was the proposal presentation meeting. Today, I want to drill down into what goes into those proposals and share some practical considerations. https://www.trstimson.com/how-to-set-baselines-that-clients-accept/…
Are you conducting discovery calls at the right time in the right way? Discovery calls should happen MUCH earlier in your relationship development process than you may think. Learn how proper discovery converts leads into permanent prospects, helps design better pitches, and creates client relationships before you even have a project. Stop waiting for business to appear! Learn how to create a sense of urgency that makes prospects eager to work with you. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
Many selling organizations have clear guidelines for walking ideal prospects through their system. Why? Because we know how ideal customers buy. It’s non-ideal customers who confuse us, and if we improvise to accommodate them, we’re taking our eyes off the focus. https://www.trstimson.com/three-call-sales-process/…
Who is your ideal customer? In this episode, I explain why this seemingly simple choice has massive implications for your business model. Discover whether your business is designed to serve clients (optimizing for revenue) or customers (optimizing for resources), and why trying to serve both usually means doing neither well. In a balanced, scalable business, turning down work is essential. If that makes you queasy, your revenue addiction might be compromising your business model. Listen now to hear questions that’ll increase your chances of intentional success. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
We all know managing pricing variables is a nightmare. If you can’t raise your rental or labor prices without creating a firestorm of resistance from key customers and a reluctant sales team, you have a transactional problem. You’re a valuable service business, not just a rental company. https://www.trstimson.com/you-should-charge-more/…
In this no-nonsense episode, I tackle the economic headwinds we’re facing. Unlike the pandemic, this downturn won’t eliminate work, but it will shift power back to buyers. I share practical strategies to weather the storm: revisiting cash flow projections, calculating realistic break-even revenue, making tough staffing decisions, and having crucial customer conversations. Remember that high-margin virtual solutions may become your lifeline when travel budgets get slashed. The businesses built on balance and scalability will survive this challenge. Listen now for tactical advice to position your company for whatever comes next. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
I used to live for RFPs. Requests for proposals were my mainstay. I didn’t have to do any sales work. The fax machine went off, the emails came in (sometimes they showed up in the mail), and I’d crank out a proposal and send it back. It was so easy doing business back in the day. https://www.trstimson.com/stop-wasting-time-on-bad-rfp/…
In my latest episode, I unpack the tariffs that could hit our industry as hard as the pandemic did five years ago. I cut through the uncertainty to deliver straight talk about what’s coming and how to prepare. If you haven’t achieved a balanced, scalable business model yet, you’re running out of time. Learn why maintaining low overhead, focusing on gross profit over revenue volume, and smart billing practices will be your keys to survival. Those who applied the lessons from 2020 will weather this storm, and those who returned to old habits will struggle. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
A quick walk through any warehouse operation will tell me a lot about your company's relationship with process and organization. You can't prep a great show from a disorganized warehouse. https://www.trstimson.com/warehouse-operations-handbook/
Stop letting “value add” become "free work”! In this episode, I explore why the humble “project manager” title could be costing you serious money. Learn how elevating your titles to Producer, Executive Producer, and Technical Director can transform client perception and boost your bottom line. This isn’t about padding bills — it’s about providing AND charging for meaningful value that makes clients happier and your business more profitable. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
Back when I managed teams, I kept a stack of resumes on the corner of my desk. During interviews, candidates would see that pile and realize they weren’t the only person I was talking to. I don’t know if it was effective, but I enjoyed nodding toward that stack while asking, “Tell me more about why you’d be a great fit for us.” Interviewing sales candidates requires a different approach than hiring for other positions. Whether the role has “sales” in the title or not, anyone who interfaces with clients is selling. Let’s talk about how to find the right people to represent your company. https://www.trstimson.com/true-salespeople/…
Asking “Where’s my reward?” after decades in business? In this episode, I share the five things every owner needs (cash flow, profit, growth, satisfaction, and harmony), why solving cash flow problems means making tough decisions now, and strategies to bring harmony back to your team. Your reward should be a business that works for you — not the other way around. Listen now to finally get the rewards you deserve. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
I studied martial arts for many years. I learned multiple disciplines, earned various black belts, and instructed newcomers. In martial arts, particularly when working with teenagers, we often discuss “punching above your weight.” Businesses “punch above their weight,” too. A client of mine from years ago built his business on punching above his weight, which helped him win major, high-profile projects that could have gone to companies with more experience, longer market presence, and stronger brand recognition. His scrappy little company kept punching above its weight and winning jobs. But punching above your weight doesn’t always work. Sometimes, you get in over your head. https://www.trstimson.com/punch-above-your-weight/…
Ever been asked, “Who’s better than you?” This seemingly simple question took me years to truly understand — and it became a turning point for my business. In this episode, I break down the 10 tiers of AV excellence, from basic “meatball AV” to those mythical Level 10 shows where everything exceeds expectations. You’ll learn exactly where your company fits, when you’re punching above your weight (and how to succeed anyway), and why the highest-tier shows are dominated by freelancers. Listen now to discover how self-awareness and strategic hiring can elevate your team, your shows, and your company’s reputation. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
I keep talking about marketing, but you need to hear this one more time. Most AV companies loathe marketing, but you just can’t do without it. It solves expensive problems before they surface. https://www.trstimson.com/marketing-for-live-event-companies/
Does your business have a look, or does it have a soul? In this episode, I explore what your company reveals about itself when you think no one’s watching. From cable management to proposal design, every detail speaks volumes to your clients. Discover why over-complicating processes might be hurting you, when precision matters more than exactness, and how to infuse genuine personality into everything you do. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
I know you often feel like your business is in crisis, but it’s not. You’re objectively alright. You’re in control. Remind yourself of that today. Upgrade your next flight. Stay in a nicer hotel. Celebrate your success. You’ve come farther than 99% of all entrepreneurs. https://www.trstimson.com/business-spending-habits/…
My next Jumpstart Workshop hits Columbus on April 22–23, and it’ll be unlike anything you’ve experienced before. Join me for a behind-the-scenes shop crawl of three major production companies, hands-on roundtables, and practical business strategies you can implement immediately. From marketing to operations, finance to talent recruitment — we’ll tackle it all. You’ll connect with peers who face the same challenges you do and leave with great ideas. Listen now as I explain how this workshop experience can turn your business into a cash cow — and what makes this Jumpstart different from all the others. Register at trstimson.com/jumpstart . Visit trstimson.com for more resources. Follow Tom on LinkedIn…
When meeting new business owners, I ask direct questions: How did you get started? Where are you now? What concerns you most? What’s your exit strategy? The answers to the lattermost question follow predictable patterns. Business owners over 50 usually say, “I’ve thought about it, but I don’t have one,” or “I really need to come up with one.” The younger crowd responds differently: “I’m having fun and making money. I don’t need to think about my exit strategy now. I’ve got 20–30 more years.” Both responses make me uncomfortable. https://www.trstimson.com/exit-strategy/…
Do you run away when someone mentions the “S” word? In this episode, I tackle the uncomfortable truth about sales in the AV industry. If you claim you don’t have salespeople, you’re missing the point. Sales is a process, not a title. I break down the three dysfunctional models most companies use, why project managers are just band-aids for a broken system, and how my selling-planning-administration Venn diagram creates a better way forward. You don’t need to call anyone “sales” — but someone in your company is selling, whether you admit it or not. Stop avoiding reality and start embracing your role in the process that turns your talent into profitable revenue. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
I often feel like a doctor, and the business owners I help are patients in my waiting room. They come in to share their problems and feelings. I listen and study their business pains, which reveal whether they use their overhead expenses correctly. Boring advice? Maybe. Like diet and exercise recommendations, you might think you already know this, and you do — but we all need reminders. https://www.trstimson.com/fix-your-overhead/…
In this straight-talking episode, I tackle a truth you can’t avoid: you’re in the marketing business. Discover the three mindset shifts that’ll transform your marketing, plus a no-nonsense “bare minimum” plan anyone can implement. I explain how to be findable, understandable, and focused on outcomes that matter to your clients. Stop letting potential customers form impressions about you without your input. Your marketing works 24/7, even when you’re not. Listen now to make it work FOR you instead of against you. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
I can’t count how many conversations I’ve been a part of that started with complaints about in-house AV contracts. The arguments about how venue exclusivity unfairly hurts smaller local companies more than larger national suppliers haven’t changed in 40 years. Heck, some of the same players are still in the game. But here’s a tough pill to swallow: Unless it breaks the law — and yes, we need laws that protect competition — there’s no such thing as unfair competition. Sometimes our strategies for dealing with competition are inadequate. https://www.trstimson.com/venue-exclusivity/…
Think you need more staff to scale your business? Success often comes from having fewer people doing less, not more. Through the lens of a restaurant kitchen, this episode explores how top companies stay lean while delivering excellent results. Learn why “we’re too busy” signals deeper issues, discover why qualified workers seem scarce (its’ not a labor shortage), and hear how one company became more efficient by cutting its staff in half. If you’re stuck working late fixing others’ mistakes, this episode will show you a better way. Visit trstimson.com for more resources. Follow Tom on LinkedIn…
Let me make a bold statement: Rental pricing is for rental companies. If you do shows for a living, your responsibility is for the show to work. People need to see and hear, and you need to make your cues. If an item fails and your show fails, there’s a 90% chance you won’t get paid — because you’re responsible for the outcome. Shows are not rentals. https://www.trstimson.com/stop-pricing-like-a-rental-company/…
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