Intentional Success with Tom Stimson

In 2023, I made predictions about scalability, pricing, talent, and multi-year deals. Some landed and some missed. Now that we're heading into 2027, every one of them is worth revisiting.

In this episode, I break down what held up, what I got wrong, and what you need to prepare for next year. Listen now and find out which lane to choose before the market chooses it for you.

Visit trstimson.com for more resources.

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This week's Monday Morning Drive walks through the $35 delivery lesson, the reverse math formula, a full $100,000 example, and the cross-rentals adjustment that shows where the money actually came from.

https://www.trstimson.com/reverse-the-event-math/

Rental is dead. Marketing is no longer optional. You have to know your costs. Your org chart is a trap. And the fifth principle my best clients follow is the one that makes all the others work: hire better people than you think you need.

In this episode, I break down why filling a function wastes salary, why you should hire for the third job instead of the first, and why replacing yourself is the fastest way to get your time back.

Listen now and wrap up the five-part series.

Visit trstimson.com for more resources.

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This week's blog post covers the four priorities of consultative selling: getting to no fast, running the feedback loop, keeping pricing unemotional, and piloting the customer past the sale.

https://www.trstimson.com/get-to-no-faster/

Rental is dead. Marketing is no longer optional. You have to know your costs. And the fourth thing my best clients know is that your org chart is a trap. It creates silos, encourages finger-pointing, and adds headcount every time a process breaks.

In this episode, I break down why spheres of selling, planning, admin, and execution produce better results than any top-down hierarchy.

Visit trstimson.com for more resources.

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This week's blog post walks through the project manager bottleneck, the four-function model that replaces it, the head-of-planning role that ties it together, and the coordinator hires that scale with the company where the project manager role doesn't.

https://www.trstimson.com/one-job-at-a-time-doesnt-scale/

You have to understand your actual costs for this job, this customer, at this time of year.

In this episode, I break down the three types of costs, why $10,000 in July is worth more than $10,000 in October, and why knowing your costs gives you pricing flexibility that rental rate sheets never could.

Listen now.

Visit trstimson.com for more resources.

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This week's blog post walks through the five objection types, the response that fits each, and why overreacting is what gets you deeper into trouble at the negotiation table.

https://www.trstimson.com/give-two-answers-not-one/

Ninety-nine percent of your potential customers have never heard of you. Word of mouth only reaches the 1% who stumble onto you through someone else's network.

In this episode, I break down why marketing is no longer optional, how it builds trust before you've met the buyer, and what it takes to attract nine good fits out of every 10 inquiries.

Listen now.

Visit trstimson.com for more resources.

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This week's Monday Morning Drive walks through when to bring up multi-year in discovery, what to price for three years, how to handle the variable costs, and the single-variable negotiation model that closes specialty asks fast.

https://www.trstimson.com/buyers-are-tired-of-shopping/