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/

"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 proposals that actually work, master the art of baseline agreements, and present enhancements that genuinely add value.

When you negotiate with yourself, you always lose. It's time to stop that cycle and start closing better deals.

Visit trstimson.com for more resources.

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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 smaller, and we faced major constraints in labor and logistics.

Customers heard words they'd never heard before: "Sorry, we can't help you right now."

https://www.trstimson.com/quality-over-quantity/

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 calls it, "smoking hopium") is killing your close rate. If you're ready to stop hoping and start closing, this episode reveals how to make your sales process work for you, not against you.

Visit trstimson.com for more resources.

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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 to confidently price your services based on true value instead of old rental equipment habits. This episode is perfect for event professionals ready to stop leaving money on the table!

Visit trstimson.com for more resources.

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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 of the pricing dance, this conversation will transform how you think about winning business.

Visit trstimson.com for more resources.

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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 chains accommodated them, and competitors copied them. But this pricing structure had no connection to real value or prices in other markets.

https://www.trstimson.com/updated-pricing-model/

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://www.trstimson.com/why-i-cant-support-your-old-model/