Welcome to Confessions of an Implementer, a podcast by Talent Harbor. We share unique stories of implementers and the companies they’ve transformed to give you a rare glimpse into the system's successes and challenges. I'm your host, Ryan Hogan.   Let’s dive in!   In this episode, I sit down with Tom Tompkins, an EOS Implementer, who shares how EOS empowers leaders to make faster, more effective decisions, especially in smaller companies where impact is immediate. From aligning culture and hiring, to focusing sales strategy on real customer needs, Tom unpacks what drives lasting organizational change.   00:47 Journey from Engineering to Sales 02:50 The Allure of Small Businesses 04:53 From Sales to Business Development 09:47 The Fragrance Industry Turnaround 13:05 Navigating Family Ownership and Partnerships 14:23 Building a Revenue Function 19:17 The Role of Retailers in Sales 21:35 Creating a Collaborative Sales Process 27:25 Formulating Scents: The Science Behind the Art 30:52 The Importance of Accountability in Teams 33:23 Discovering EOS: A Turning Point 35:59 Building a Consulting Practice During the Pandemic 37:32 The Point of Transformation in Leadership 40:35 Preparing for EOS Implementation 42:32 Defining Target Markets: A Common Misunderstanding 45:05 The Role of Culture in Hiring 47:24 The Cost of Bad Hires 50:22 Finding the Right Clients 53:40 Connecting with the EOS Community   Episode Resources   Website: https://www.eosworldwide.com/tom-tompkins LinkedIn: https://www.linkedin.com/in/thomas-tompkins-tct/ Email: tom.tompkins@eosworldwide.com