Monday Morning Drive: One Job at a Time Doesn't 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. Follow Tom on LinkedIn

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. Follow Tom on LinkedIn

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/

I've stood on stage in front of hundreds of people and said it: "Rental is dead." When you itemize every piece of gear, you turn yourself into a commodity. Your customers aren't renting equipment. They're hiring you to produce an outcome. In this episode, I break down why the word "rental" is costing you money, where the value actually lives, and what my best clients do once they pull that word out of their vocabulary. Part 2 drops next week. Visit trstimson.com for more resources. Follow Tom on LinkedIn