The Principal Podcast

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621

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Oct 2026

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The Principal Podcast is where founders, Managing Partners, and CEOs of professional services firms share how they build, grow, and lead businesses that last. Each episode goes deep on the real strategies behind firm growth, from winning clients and building trust, to scaling teams and staying ahead in a competitive market. Hosted by a team of seasoned professionals with backgrounds across consulting, marketing, and business growth, The Principal Podcast brings diverse perspectives to every conversation. Guests come from across the professional services world: management consulting, financial services, investment banking, IT services, marketing, PR, staffing, and accounting. If you run or lead a professional services firm and you're serious about growth, this is your show.

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October 29, 202632 min

How to Grow a Firm by Staying Ahead of Client Demand With Matthias Muehlbauer

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Matthias Muehlbauer has spent the last decade working across consulting, entrepreneurship, sustainability, and strategy in Australia, Japan, and the United States. Today, he is Co-Founder and COO/CTO of OnePointFive, where he helps organizations turn complex sustainability challenges into practical strategies and implementation. OnePointFive has built its business across both advisory and education. The firm works with organizations on climate strategy, emissions measurement, decarbonization, climate finance, organizational design, and sustainability training. Its Academy has trained more than 14,000 professionals across 70+ countries, while the business has expanded its reach across the US, Europe, Asia, Brazil, Indonesia, and Southeast Asia. More recently, Matthias and his team have followed client demand into the intersection of sustainability and AI, working on areas such as AI emissions measurement, responsible AI policy, and workforce capability. Proposed Interview Structure: 1. You’ve worked across strategy, investing, entrepreneurship, and climate. What led you to build OnePointFive, and when did you realize there was a real professional services business to build around this problem? 2. What specific problem are you helping clients solve through OnePointFive today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organizations, who usually holds the decision to bring OnePointFive in and hire you? 4. You’ve built a visible brand around climate, AI, education, events, and thought leadership. What has worked best for getting OnePointFive in front of the right clients and consistently generating new business? Current Acquisition Channels: Referral, Content, Cold outreach Sub Question: Given how much your business already relies on expertise and education, what do you think about podcasting as a marketing and trust-building tool for professional services firms? 5. Your work can involve complex problems, multiple stakeholders, and long buying cycles. Once a potential client is interested, how do you build enough trust and momentum to turn that conversation into an engagement? 6. Once you’ve won a client, what do you do to make sure they keep coming back and that the relationship develops into a long-term partnership rather than a one-off project? 7. Where do you find yourself most challenged right now as a founder and leader of a growing professional services firm, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Matthias Muehlbauer Website Link: http://www.opf.degree Connect with Matthias Muehlbauer on LinkedIn LinkedIn Link: https://www.linkedin.com/in/matthiasmuehlbauer/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 29, 202629 min

How to Build a Firm That Performs Through Constant Change With Zannah Ryabchuk

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Zannah Ryabchuk is CEO of Breakthrough Global, a professional services firm focused on business growth, leadership, and culture transformation. Over the past 14 years, she has worked with executive teams and organisations including Nomad Foods, JDE Peet’s, Coty, and Reckitt. Her journey through Breakthrough gives her an unusual perspective on growing and leading a services business. She has worked across communications, client management, client services, and leadership before becoming CEO in 2023, giving her firsthand experience of both delivering the work and running the firm behind it. In this conversation, we’ll get into the business behind Breakthrough: who they serve, how they win large organisations, what turns an initial engagement into a long-term client relationship, and the challenges of leading and growing the firm. We’ll also explore how Zannah thinks about marketing, sales, thought leadership, and where she sees the biggest opportunities ahead. Proposed Interview Structure: 1. You’ve gone from working across different roles within Breakthrough to becoming CEO. How did you get into this business in the first place, and what made you want to build your career around it? 2. What specific problem does Breakthrough help clients solve today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organisations, who typically holds the decision to bring Breakthrough in? 4. You’ve built relationships with some very large global organisations. How do those clients typically find Breakthrough, and what has been most effective for generating new business? Current Acquisition Channels: Referral Sub Question: You also co-host 3 Lessons from Breakthrough Leaders. What role has the podcast played in building the Breakthrough brand and relationships with potential clients, and what do you think about podcasting as a marketing tool for professional services firms? 5. When you’re selling transformation work into a large organisation, what does the journey from first conversation to signed engagement typically look like, and what have you learned about building trust during that process? 6. Once you’ve won a client, what do you do to make sure they keep coming back? How have you approached turning individual engagements into long-term client relationships? 7. As CEO of Breakthrough today, where do you find yourself most challenged when it comes to growing and leading the firm, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Zannah Ryabchuk Website Link: https://breakthroughglobal.com/us/homepage-us Connect with Zannah Ryabchuk on LinkedIn LinkedIn Link: https://www.linkedin.com/in/zannah-robinson-ryabchuk/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 28, 202629 min

How to Build a Professional Services Firm Around AI-Driven Growth With Joy Youell

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Joy Youell has spent roughly two decades studying how humans communicate and, more recently, how AI communicates. Her background includes serving as chief content consultant on a large-scale LLM development project, advising on how an early language model interacted with users, and leading an LLM development team. Today, Joy runs Winsome Marketing, where her team helps professional services firms implement AI alongside SEO, content, thought leadership, and growth strategy. Her work has supported more than 200 mid-market and enterprise organizations, giving her a practical view of what it takes to turn emerging technology into something clients and teams can actually use. Joy is also the owner of ACE, an AI reskilling platform for growth professionals, as well as Hire a Writer and Winsome PR. Having built businesses across AI, marketing, training, content, and PR, Joy brings the perspective of both a specialist and a professional services founder: how do you stay ahead of major changes in your market while continuing to win clients, develop your team, and build a firm designed to last? Proposed Interview Structure: 1. You’ve gone from working on large-scale LLM development to building several businesses across AI, marketing, PR, and training. What originally pulled you into professional services, and what made you decide to build your own firm? 2. What specific problem are you helping clients solve today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organizations, who usually holds the decision to bring you in and hire your firm? 4. You’ve built businesses around SEO, content, thought leadership, PR, and now AI. How are clients typically finding Winsome today, and what has worked best for consistently generating new business for the firm? Current Acquisition Channels: Referral Sub Question: Given your background in content and thought leadership, what do you think about podcasts as a marketing and authority-building tool for professional services firms? 5. When a potential client comes to you knowing they need help with AI or growth but isn’t completely sure what they need yet, how do you take that relationship from an initial conversation to a signed engagement? 6. Once you’ve won a client, what do you do to keep them coming back and build the kind of long-term relationship where Winsome becomes a trusted partner rather than a one-off provider? 7. With Winsome, ACE, Hire a Writer, and Winsome PR all growing in different directions, where do you find yourself most challenged right now as a professional services founder, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Joy Youell Website Link: https://winsomemarketing.com Connect with Joy Youell on LinkedIn LinkedIn Link: https://www.linkedin.com/in/joy-youell-a3b1279b Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 28, 202636 min

How to Build and Grow a Technology Services Firm in the Age of AI With Kelly Waters

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Kelly Waters started his career as a developer before moving into senior technology leadership and ultimately founding the business now known as Crosstide in 2013. Since then, he has built the firm around solving complex technology and delivery challenges for mid-market and enterprise clients. Today, Crosstide sits at the intersection of AI and software engineering. The firm helps organisations accelerate product development, introduce AI across the software delivery lifecycle, automate workflows, and modernise legacy technology. Kelly’s perspective is that AI alone doesn't solve the underlying problems that slow businesses down, execution, organisational structure, technical architecture, and human judgement still matter. In this conversation, we’ll go behind the technology and into the business of building a professional services firm: how Kelly attracts and wins major clients, builds long-term relationships, leads the business through changes in the market, and sees AI changing the opportunities ahead for technology services firms. Proposed Interview Structure: 1. You started as a developer, moved into senior technology leadership, and then founded what is now Crosstide. What made you decide to build your own professional services firm, and what did those early years look like? 2. What specific problem is Crosstide helping clients solve today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organisations, who typically holds the decision to bring Crosstide in and hire you? 4. You’ve built Crosstide over more than a decade and have also developed a strong personal voice around engineering, agile, and now AI. How do clients typically find you today, and what has worked best for generating new business? Current Acquisition Channels: Referral Sub Question: For a firm selling complex expertise where trust matters so much, what do you think about podcasts as a marketing and trust-building tool for professional services firms? 5. You’re selling significant technology and transformation work into mid-market and enterprise organisations. How do you typically take a potential client from that first conversation through to actually winning the engagement? 6. Once you’ve won a client, how do you make sure they keep coming back to Crosstide, and what have you learned about building long-term client relationships? 7. After more than a decade of building and leading Crosstide, where do you find yourself most challenged right now as a professional services firm owner, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Kelly Waters Website Link: http://www.crosstideconsulting.com Connect with Kelly Waters on LinkedIn LinkedIn Link: https://uk.linkedin.com/in/kellywaters Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 28, 202634 min

How to Scale a Professional Services Firm Through Stronger Leadership With Rick Snyder

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Rick Snyder has spent more than a decade in executive coaching and consulting. In 2019, he founded Invisible Edge, a global boutique firm working with organizations ranging from fast-growth startups to Fortune 500 companies through executive coaching, leadership development, workshops, and scalable training. A core part of Rick’s work is helping leaders recognize what often goes unsaid inside an organization: misalignment, resistance, difficult conversations, and interpersonal dynamics that can quietly limit performance. His approach combines leadership development with what he calls “intuitive intelligence”, becoming better at recognizing the human signals that influence decisions, teams, and business outcomes. For founders and leaders of professional services firms, Rick’s experience raises an important question: how do you build a firm that can grow beyond the capabilities and capacity of its founder? We’ll dig into Rick’s own journey building Invisible Edge, how he attracts and sells to clients, how he creates long-term relationships, and what he has learned about developing leaders and teams as a business scales. Proposed Interview Structure: 1. You’ve spent more than a decade in executive coaching and consulting. What originally got you into this business, and what eventually led you to build Invisible Edge? 2. What specific problem are you helping clients solve through Invisible Edge today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organizations, who usually holds the decision to bring you in or hire you? 4. How are clients typically finding Invisible Edge today, and what have you found works best for consistently attracting the right opportunities? Current Acquisition Channels: Referral, Webinars, Podcast (guesting), Speaking engagements Sub Question: You’ve also hosted StraightTalk.Live yourself. From that experience, what do you think about podcasting as a way for professional services firms to build trust, relationships, and ultimately generate business? 5. Leadership development can be a high-trust sale with multiple stakeholders involved. What does your sales process look like, and how do you move someone from an initial conversation to becoming a client? 6. Once you’ve won a client, how do you make sure you continue delivering enough value that they keep coming back and the relationship develops into something long term? 7. As you continue growing Invisible Edge and scaling your expertise beyond your own time, where do you find yourself most challenged right now as a professional services firm founder, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Rick Snyder Website Link: https://invisible-edgellc.com Connect with Rick Snyder on LinkedIn LinkedIn Link: https://www.linkedin.com/in/rick-snyder Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 28, 202625 min

How to Scale Your Firm Through Remote Teams With Menno Gottmer

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Menno Gottmer is the Chief Operating Officer of Adaptive Teams, a company helping businesses scale through remote hiring and distributed teams. Since joining Adaptive Teams in August 2024, Menno has focused on designing the systems, processes, and leadership structures that allow teams to perform consistently across different countries and time zones. The company's client experience includes supporting KO Storage as its offshore workforce expanded from four agents to more than 70 contractors across multiple departments. Menno has also served as COO of SellerPlex since 2019, leading operational strategy across e-commerce management, advertising, supply chain, and financial services. In 2026, he founded FlintLead, which helps Dutch B2B businesses acquire clients through targeted, personalized outbound. He holds a master's degree in New Media & Digital Culture from Utrecht University and has a background in growth hacking, operational management, and AI systems integration. Proposed Interview Structure: 1. You've worked across e-commerce, operations, and remote staffing. What got you into this space, and how did you end up leading operations at Adaptive Teams? 2. What specific problem are you helping clients solve at Adaptive Teams, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients at Adaptive Teams, and who typically makes the decision to bring you in or hire your services? 4. How do clients typically find Adaptive Teams, and what's worked best for you in attracting new business that other professional services firm leaders could learn from? Current Acquisition Channels: Referral, Content, Google Ads, Cold outreach Sub Question: What do you think about podcasts as a marketing tool for staffing, outsourcing, and other professional services firms? 5. When a potential client is considering building a remote team with Adaptive Teams, how do you typically move them from the first conversation to signing an agreement? What helps build that trust? 6. How do you retain clients at Adaptive Teams, make sure they continue working with you, and build long-term relationships rather than just completing one-off engagements? 7. Where do you find yourself most challenged right now when it comes to growing and managing Adaptive Teams, if at all? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? ********************************************************** Know more about Menno Gottmer Website Link: https://adaptiveteams.co/ | https://sellerplex.com/ Connect with Menno Gottmer on LinkedIn LinkedIn Link: https://www.linkedin.com/in/menno-gottmer/?isSelfProfile=false Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 27, 202630 min

How to Scale a Firm Through Fractional Leadership With Maddy Niebauer

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Maddy Niebauer started her career in consulting at The Bridgespan Group before moving into strategy and Chief of Staff roles at Teach For America and Braven. In 2016, she saw a gap in the market: organizations had important strategic work that required experienced leadership, but they didn't always need, or weren't ready for, a full-time executive. That insight became vChief. Ten years later, vChief provides fractional and interim executive support across roles including Chief of Staff, COO, and Executive Director. The company has built a talent network of 400+ leaders averaging 19 years of experience, creating a model where clients can access senior expertise without the traditional full-time executive structure. For professional services leaders, Maddy's journey raises some important questions: How do you turn individual expertise into a scalable firm? How do you maintain quality as delivery expands beyond the founder? And how do you build the trust and client relationships required to create a business that lasts? Proposed Interview Structure: 1. You started your career in consulting, moved into Chief of Staff roles, and eventually built vChief. What got you into this business, and when did you realize fractional leadership could become a firm rather than just something you did yourself? 2. What specific problem are you helping clients solve through vChief, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organizations, who usually holds the decision to bring vChief in and hire a fractional leader? 4. How do clients typically find vChief today, and over ten years of building the firm, what has worked best for consistently generating new business? Current Acquisition Channels: Referral, Content, Google Ads, Webinars, Podcast (guesting), Speaking engagements, Cold outreach Sub Question: You've appeared on several podcasts yourself and invested in thought leadership. What do you think about podcasting as a marketing and trust-building tool for professional services firms? 5. You're asking clients to trust an outside executive with some pretty important parts of their organization. How do you typically take someone from that first conversation to having enough trust to bring a vChief leader into the business? 6. Once you've won a client, how do you make sure they continue getting results, come back to vChief when new needs arise, and ultimately develop into a long-term relationship? 7. After ten years of building vChief and growing a network of 400+ leaders, where do you find yourself most challenged right now as a professional services firm founder, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Maddy Niebauer Website Link: http://www.vchiefs.com Connect with Maddy Niebauer on LinkedIn LinkedIn Link: https://www.linkedin.com/in/madeleineniebauer/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 27, 202625 min

How to Scale a Services Firm Through Better Systems With Gabriela Enriquez

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Growth can expose weaknesses in a professional services firm just as quickly as it creates opportunities. More clients mean more people, more complexity, and more pressure on the systems behind the business. Gabriela Enriquez has spent more than two decades working at that intersection. As Founder and CEO of Global Edge Partners, she helps growing companies solve problems across talent, workforce strategy, CRM and revenue systems, marketing automation, and operational structure. Her approach isn't to hand clients a playbook and leave, her team embeds into organizations and helps build the infrastructure behind sustainable growth. Gabriela also serves as CEO of the Greater Brickell Chamber of Commerce, where she leads strategy, partnerships, business development, and community engagement. Proposed Interview Structure: 1. You’ve spent more than 20 years across sales, operations, people, and leadership. What ultimately pushed you to build Global Edge Partners, and what did you want to do differently with your own firm? 2. What specific problem are you helping clients solve through Global Edge Partners today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and when you’re selling into those organizations, who usually holds the decision to bring you and your team in? 4. How are the best clients finding Global Edge Partners today, and what have you found works best for building enough trust and credibility that someone wants to have that first conversation with you? Current Acquisition Channels: Referral, Content, Google Ads, Meta Ads, Speaking engagements, Cold outreach Sub Question: What do you think about podcasts as a marketing tool for professional services firms? Do you see them playing a meaningful role in building authority, relationships, and ultimately generating business? 5. You’re selling services where the value isn’t always something a prospect can see immediately, whether that’s better talent, stronger operations, or revenue infrastructure. How do you take someone from that first conversation to trusting you enough to bring Global Edge Partners into the business? 6. Once you’ve won a client, what do you do to keep demonstrating value, deepen the relationship, and make Global Edge Partners the kind of partner they want to keep working with over the long term? 7. You spend a lot of your time helping other leaders build the people and systems they need to scale. Where do you find yourself most challenged right now as the founder of your own professional services firm, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Gabriela Enriquez Website Link: https://globaledge.partners Connect with Gabriela Enriquez on LinkedIn LinkedIn Link: https://www.linkedin.com/in/gabriela-a-enriquez Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 27, 202629 min

How to Build Authority That Opens Doors to Major Clients With Cindy Solomon

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** Cindy Solomon has been building Cindy Solomon and Associates since 1993. Over that time, she has developed her expertise in leadership, customer experience, and organizational performance into a business spanning consulting, keynotes, workshops, leadership development programs, and frontline training. Her client experience includes organizations such as Google, Wells Fargo, Oracle, and Alaska Airlines, and she reports working with 26 JD Power award-winning companies. She later founded the Courageous Leadership Institute, further building her intellectual property around the idea that courage can be developed as a practical leadership skill. For founders and leaders of professional services firms, Cindy's journey raises some interesting questions: How do you turn individual expertise into a business that lasts? How do you establish a position that major organizations are willing to pay for? And after more than three decades in business, how do you continue winning clients, building long-term relationships, and staying relevant as the market changes? Proposed Interview Structure: 1. You’ve been building Cindy Solomon and Associates since 1993. What originally got you into this business, and how did you find your way into leadership development and courageous leadership? 2. What specific problem are you helping your clients solve through courageous leadership today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who inside those organizations usually holds the decision to bring you in? 4. You’ve built a recognizable position around courageous leadership and worked with some very large organizations. How do clients typically find you today, and what has worked best for consistently bringing new business into the firm? Current Acquisition Channels: Referral, Content, Podcast (guesting), Speaking engagements Sub Question: You’ve appeared on a number of podcasts yourself. What do you think about podcasting as a way for professional services firms to build trust, demonstrate expertise, and ultimately generate business? 5. When a potential client is interested in working with you, what does your sales process typically look like from that first conversation to getting the engagement signed? 6. Once you’ve delivered an engagement, what do you do to keep that client coming back and turn the initial project into a long-term relationship? 7. After more than three decades of building your firm and your reputation, where do you find yourself most challenged right now as a professional services business owner, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Cindy Solomon Website Link: https://courageousleadershipinstitute.com/ Connect with Cindy Solomon on LinkedIn LinkedIn Link: https://www.linkedin.com/in/cindysolomon/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

October 26, 202622 min

How to Build a Reliable Growth Engine Through Smarter Advertising With Raeanne Meyer

Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! ( https://ghapodcast.com ) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** For professional services firms, growth depends on more than getting attention. You need a reliable way to generate the right opportunities, convert them into clients, prove results, and build relationships that last. Raeanne Meyer has spent more than 15 years working across advertising, sales, lead generation, and operations. Her experience spans print, radio, content marketing, SEO, outbound prospecting, and nationwide advertising, with particular experience in legal and immigration advertising. Today, as Director of Operations at Russell Johns Associates, Raeanne coordinates efforts across departments, develops data-informed sales plans, monitors performance, and helps keep teams aligned around business objectives. We’ll unpack how she approaches client acquisition, sales, retention, accountability, team leadership, and the changing advertising landscape, and what professional services leaders can take from those lessons as they grow their own firms. Proposed Interview Structure: 1. You’ve spent more than 15 years across advertising, sales, and operations. How did you originally get into this business, and what has kept you in it? 2. What specific problem are you helping clients solve through your advertising and lead generation work, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organizations, who usually holds the decision to bring you in and hire you? 4. You spend your career helping businesses advertise and generate demand. When it comes to growing your own business and attracting new clients, what has worked best for you? Current Acquisition Channels: Referral, Cold outreach, google organic search Sub Question: You’ve seen a lot of different advertising channels over the years. Where do you think podcasts fit as a marketing and trust-building tool for professional services firms? 5. Once you have the attention of a potential client, how do you approach the sales process? What have you learned about turning that initial interest into a long-term client? 6. Once you’ve won a client, what do you do to make sure they want to keep working with you? How do you demonstrate results, maintain trust, and build relationships that last? 7. With everything you’re responsible for across advertising, sales, operations, and team leadership, where do you find yourself most challenged right now, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Raeanne Meyer Website Link: http://www.russelljohns.com Connect with Raeanne Meyer on LinkedIn LinkedIn Link: https://www.linkedin.com/in/makeitraen/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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