Best The Stimson Group Podcasts (2025)

1
How Big Is Small? 17:53

3d ago17:53

17:53

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…

1
Monday Morning Drive: The 3 Buyer Types That Control Your Sales Success 6:38

5d ago6:38

6:38

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 rele…

1
How to Hire Keepers 25:16

10d ago25:16

25:16

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…

1
Monday Morning Drive: Proposal Power: How to Set Baselines That Clients Accept 9:23

12d ago9:23

9:23

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/…

1
How to Make Your Discovery Call a Mutually Beneficial Introduction 19:53

17d ago19:53

19:53

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 …

1
Monday Morning Drive: Your Sales Process Is Broken: Here’s the Three-Call Fix 8:13

19d ago8:13

8:13

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/…

1
Your Ideal Customer Is a Result, Not a Choice 13:31

24d ago13:31

13:31

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…

1
Monday Morning Drive: Your Clients Know You Should Charge More — So Do It 7:35

26d ago7:35

7:35

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/…

1
5 Things You Could Do Right Now and Why 13:09

1M ago13:09

13:09

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…

1
Monday Morning Drive: Stop Wasting Your Time on Bad RFPs 7:35

1M ago7:35

7:35

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/…

1
I’m Not Panicking, You’re Panicking 13:33

1M ago13:33

13:33

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…

1
Monday Morning Drive: The Warehouse Operations Handbook Every AV Company Needs 8:34

1M ago8:34

8:34

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/By The Stimson Group

1
How to Turn Value Add Into Added Value 17:33

2M ago17:33

17:33

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 A…

1
Monday Morning Drive: Interview Questions That Reveal True Salespeople 9:17

2M ago9:17

9:17

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 c…

1
What Do Owners Want For Their Businesses? 22:09

2M ago22:09

22:09

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 ot…

1
Monday Morning Drive: The Smart Way to Punch Above Your Weight Class 8:36

2M ago8:36

8:36

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 we…

1
Who Is Better Than You? 24:52

2M ago24:52

24:52

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 comp…

1
Monday Morning Drive: Marketing: The New Minimum for Live Event Companies 5:50

2M ago5:50

5:50

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/By The Stimson Group

1
What Does Finished Look Like To You? 15:23

2M ago15:23

15:23

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, …

1
Monday Morning Drive: Your Business Grew Up — Did Your Spending Habits? 7:30

2M ago7:30

7:30

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/…

1
All the Things You Won’t Learn at Jumpstart 14:50

2M ago14:50

14:50

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 ta…

1
Monday Morning Drive: Exit Strategy: Start Planning Before It’s Too Late 10:36

3M ago10:36

10:36

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 y…

1
Why Doesn’t Anyone Want to Be in Sales Anymore? 17:49

3M ago17:49

17:49

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…

1
Monday Morning Drive: Fix Your Overhead, Fix Your Business 8:00

3M ago8:00

8:00

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, …

1
The 3 Marketing Best Practices Every AV Company Needs 12:10

3M ago12:10

12:10

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 potenti…

1
Monday Morning Drive: Stop Fighting Venue Exclusivity — Do This Instead 8:43

3M ago8:43

8:43

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:…

1
Why Your Team Is Too Busy 15:04

3M ago15:04

15:04

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 …

1
Monday Morning Drive: Stop Pricing Like a Rental Company 8:49

3M ago8:49

8:49

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 rental…

1
Is This a Test? 13:36

3M ago13:36

13:36

In this candid look at what buyers really want, I reveal why most companies fail the RFP test before they even start. Beyond the requests for designs and budgets lies a sophisticated evaluation of your company’s value. Learn the 10 hidden criteria that actually determine who wins the project and why your perfect proposal might be sending all the wr…

1
Monday Morning Drive: Your Incentive Programs Are Sabotaging Growth 10:07

3M ago10:07

10:07

I’m surprised whenever I encounter certain employee incentive programs still operating in our industry. What surprises me more is that people haven’t recognized that these programs interfere with their organizations’ success. When asked why they keep these programs running, I’m often told, “It’s a best practice.” Often, this comes from the person b…

1
10 Things You Can Do for Your Customer That Cost Absolutely Nothing 21:15

4M ago21:15

21:15

What happens after the tech is set up? Smart show producers don’t stand around — they transform spaces into client sanctuaries. Learn practical, zero-cost ways to wow clients through thoughtful planning and better use of “dead time.” From turning backstage into a presenter haven to making wireless mic management feel like a VIP experience, this epi…

1
Monday Morning Drive: Your “Slow Season” Is a Sales Problem 6:00

4M ago6:00

6:00

Many companies in our industry blame “seasonality” for their slow periods. Let’s be clear: Seasonality means demand fluctuates — it doesn’t mean business stops altogether. Companies that focus on sales year-round stay busy regardless of the season. https://www.trstimson.com/slow-season-is-a-sales-problem/…

1
How Customer Buying Styles Have Changed How You Sell 13:54

4M ago13:54

13:54

Not every customer buys the same way — and that costs you money. In this episode, I unpack the three main buyer types you’ll meet and show you how to spot them fast. Learn why Confidence Buyers trust your expertise, Value Buyers need clarity, and Control Buyers think they know more than you do. Get practical tips for crafting proposals that speak t…

1
Monday Morning Drive: The 1980s Decision That Still Hurts Live Event Companies 8:30

4M ago8:30

8:30

When people ask what’s changed over my 40 years in live events, I think back to the 1980s, when rental returns were stellar and profit margins seemed unlimited. As Burke would explain, one little shift changed everything, creating ripples we still feel today. https://www.trstimson.com/1980s-decision-that-still-hurts-live-event-companies/…

1
You Are Using Proposals Incorrectly 14:27

4M ago14:27

14:27

“The client won’t pay that much...” “I can skip the proposal presentation...” Sound familiar? In this episode, I tackle the biggest roadblock in sales: the negotiations happening in your own head. Instead of following proven steps that lead to better deals, you might be letting self-doubt and assumptions run the show. Learn how to structure proposa…

1
Monday Morning Drive: Quality Over Quantity: The Case for Selective Business Growth 7:06

4M ago7:06

7:06

For many of us, turning down business is unthinkable. We’re wired to chase revenue, cover our overhead, and keep our gear working. When a client calls, we always find a way to make their request happen. But something changed in 2022. I watched demand exceed supply for the first time in my 40-year career. Event companies and supply chains were small…

1
Don’t Close Every Deal, But Always Do This 22:17

4M ago22:17

22:17

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 se…

1
Monday Morning Drive: Process Documentation Reimagined: Hire Smart, Define Success, and Scale Faster 5:21

4M ago5:21

5:21

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/…

1
How to Eliminate a Key Pricing Variable in 2025 16:35

5M ago16:35

16:35

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 q…

1
Monday Morning Drive: Why Finding the Right People Should Be Easier Than Ever 4:37

5M ago4:37

4:37

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/By The Stimson Group

1
Your Ideal Customer Should Not Be a Fool 13:45

5M ago13:45

13:45

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’r…

1
Monday Morning Drive: The Updated Pricing Model for Former Rental Companies 5:29

5M ago5:29

5:29

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 t…

1
Monday Morning Drive: Why I Can’t Support Your Old Model 5:06

5M ago5:06

5:06

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 own…

1
Monday Morning Drive: An Unexpected Scalability Hack: Fly First Class 4:31

5M ago4:31

4:31

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 prici…

1
The Scalable Approach to Managing Demand 14:42

5M ago14:42

14:42

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…

1
Monday Morning Drive: What Does the Buyer’s Journey Look Like in 2025? 5:20

6M ago5:20

5:20

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…

1
Your Most Profitable Employees Never Go on Shows 14:00

6M ago14:00

14:00

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. Whe…

1
Monday Morning Drive: 4 Things to Try in 2025 5:56

6M ago5:56

5:56

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 whi…

1
The Jumpstart Method to Become Consistently Profitable 12:14

6M ago12:14

12:14

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 …

1
Monday Morning Drive: Value Only Manifests in Honest Relationships 6:20

6M ago6:20

6:20

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/By The Stimson Group

Podcasts Worth a Listen

The Stimson Group Podcasts

Podcasts Worth a Listen

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