The Principal Podcast

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532

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Aug 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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September 11, 202629 min

How to Build a Professional Services Firm That Clients Never Want to Leave With Jeremy Kushner

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 ********************************************************************** Jeremy Kushner is the CEO and Co-Founder of BACS Consulting Group, an award-winning managed IT and technology consulting firm serving small and mid-sized businesses across California. For nearly two decades, BACS has helped organizations modernize their technology, strengthen cybersecurity, migrate to the cloud, and build resilient IT operations that support long-term growth. More recently, Jeremy has been helping business leaders navigate AI adoption in a practical way. Rather than chasing the latest tools, he focuses on helping organizations identify meaningful business problems, launch focused AI initiatives, and build confidence through measurable results. His philosophy is that successful transformation comes from disciplined execution, not hype. Before founding BACS, Jeremy held leadership positions at ArcSight, Symantec, and VERITAS Software, where he led global education and professional services organizations. Today, he brings that enterprise experience to building a client-focused firm known for long-term relationships, operational excellence, and trusted strategic advice. Proposed Interview Structure: 1. What first drew you into technology consulting, and what ultimately convinced you to build BACS Consulting Group instead of continuing your corporate career? 2. What specific problem are you helping clients solve today, and why is solving that problem personally important to you? 3. Who are your ideal clients today, and who usually makes the decision to bring BACS into the business? 4. Professional services firms grow on trust. How has BACS consistently attracted new clients over the years, and what marketing lessons would you share with other firm owners? Current Acquisition Channels: Referral, Content, Google Ads Sub Question: What role do you think podcasting can play as a business development and authority-building tool for professional services firms? 5. Technology services often involve long sales cycles and significant trust. How do you take a prospect from the first conversation to becoming a long-term client? 6. One of the biggest challenges for any professional services firm is keeping clients for the long term. How have you built relationships that keep clients coming back year after year? 7. Where do you find yourself most challenged today as the founder 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 Jeremy Kushner Website Link: http://www.bacsit.com/ Connect with Jeremy Kushner on LinkedIn LinkedIn Link: https://www.linkedin.com/in/jeremy-kushner-763289 Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 11, 202622 min

How to Turn Financial Discipline Into Sustainable Firm Growth With Katie Ann Zimmerman

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 ********************************************************************** Katie Ann Zimmerman has spent more than 22 years across finance, operations, acquisitions, credit risk, and business strategy. In 2019, she founded Full Advantage, where she now works with small and midsize businesses and six- and seven-figure entrepreneurs on financial performance, operational efficiency, cash flow, franchise strategy, and organizational accountability. Building a professional services firm requires more than expertise. You need to turn that expertise into a clear client problem, earn enough trust to get inside the business, consistently demonstrate value, and build relationships that last. Katie’s experience provides a practical perspective on each of those challenges. Proposed Interview Structure: 1. You spent years working across finance, operations, acquisitions, and executive leadership before starting Full Advantage in 2019. What made you decide to build your own professional services firm? 2. What specific problem does Full Advantage solve for clients today, and why does solving that problem matter so much to you personally? 3. Who are the ideal clients for Full Advantage today, and inside those organizations, who usually holds the decision to bring you in and hire the firm? 4. As you’ve grown Full Advantage, how have clients typically found you, and which channels or relationships have been most effective at consistently bringing new business into the firm? Current Acquisition Channels: Referral, Podcast (guesting), Speaking engagements Sub Question: You’ve invested in speaking, content, and appearing on podcasts yourself. What role do you think podcasts can play for leaders of professional services firms looking to build trust, authority, and ultimately win clients? 5. Your work touches sensitive areas like finances, cash flow, operations, and business performance, so there has to be a significant level of trust before someone hires you. How do you take a prospect from that first conversation to trusting Full Advantage enough to bring you inside their business? 6. Once you’ve won a client, how do you make sure Full Advantage continues to demonstrate value, keeps clients coming back, and turns an initial engagement into a long-term relationship? 7. Where do you find yourself most challenged right now as the founder and CEO of a 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 Katie Ann Website Link: https://www.fulladvantage.co/ Connect with Katie Ann on LinkedIn LinkedIn Link: https://www.linkedin.com/in/katieanncecilia/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 11, 202629 min

How to Build a Consulting Firm That Creates Lasting Client Change With Mark Savinson

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 ********************************************************************** Mark Savinson has spent more than three decades in sales, consulting, enablement, and organisational change. Today, he leads Strategy to Revenue, working with organisations where significant investments in training and enablement aren't translating into consistent behaviour or commercial results. His approach is built around a simple observation: delivering the right solution isn't enough. Mark and cognitive scientist Virginia "Gini" Holden examine the system around an intervention to understand why desired behaviours fail to appear, spread, or persist. That focus has helped Mark work with major organisations and empower more than 100,000 sales professionals over his career. For founders and leaders of professional services firms, Mark's experience goes beyond behaviour change. It's also a story about building expertise around a specific client problem, selling into complex organisations, creating measurable value, and developing relationships that last. We dig into how he has built his business around those principles and what other firm leaders can learn from the journey. Proposed Interview Structure: 1. You've spent more than 30 years across sales, consulting, and organisational change. What got you into the professional services business in the first place, and how did that eventually lead to Strategy to Revenue? 2. What specific problem is Strategy to Revenue helping clients solve today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who inside those organisations usually holds the decision to bring your firm in? 4. When you're trying to grow Strategy to Revenue, how do the right clients typically find you, and what has worked best for you in building trust and generating new business? Current Acquisition Channels: Referral, Speaking engagements, Cold outreach Sub Question: What do you think about podcasts as a marketing and trust-building tool for professional services firms like yours? 5. You're selling expertise into large organisations with multiple stakeholders and potentially long buying cycles. How do you typically take a prospective client from an initial conversation to a signed engagement? 6. Once you've delivered the initial engagement, how do you make sure clients want to keep working with Strategy to Revenue? What have you learned about building relationships that turn into repeat and long-term business? 7. At this stage of building and leading Strategy to Revenue, where do you find yourself most challenged right now as a professional services firm leader, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Mark Savinson Website Link: http://www.strategytorevenue.com Connect with Mark Savinson on LinkedIn LinkedIn Link: https://www.linkedin.com/in/marksavinson/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 10, 202624 min

How to Grow a Consulting Firm Through AI With Michelle Tinsley

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 ********************************************************************** Michelle Tinsley has built her career at the intersection of technology, strategy, and execution. Today, she leads Sciata, where the team provides specialists, custom software, analytics, and AI capabilities to help organizations turn data into actionable intelligence. Sciata brings more than a decade of experience and has worked across 400+ engagements, including multiple Fortune 100 clients. Michelle also brings the perspective of a founder and operator. She founded Tinsley Retail Insights and previously co-founded and served as COO of YellowBird, an on-demand marketplace for environmental, health, and safety professionals. Alongside operating businesses, she has served on corporate and advisory boards and has been active in angel investing. For leaders of professional services firms, Michelle’s experience raises an important question: how do you build a firm that can stay relevant as the problems clients need solved continue to change? We’ll explore how she thinks about positioning, client acquisition, sales, retention, leadership, and growth while operating in the rapidly evolving AI and data transformation market. Proposed Interview Structure: 1. You’ve worked across large companies, startups, boards, and now lead Sciata. What originally pulled you toward building and leading professional services businesses? 2. What specific problem are you helping clients solve through Sciata today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients at Sciata, and within those organizations, who usually holds the decision to bring you in and hire you? 4. How are clients typically finding Sciata today, and what have you found works best for consistently attracting new business? Current Acquisition Channels: Referral, Content, Podcast (guesting), Speaking engagements Sub Question: What do you think about podcasting as a marketing and trust-building tool for firms selling complex services like AI, data, and digital transformation? 5. AI and digital transformation engagements can involve multiple stakeholders, significant budgets, and long sales cycles. How do you personally move a prospective client from the first conversation to trusting Sciata enough to sign an engagement? 6. Once a client starts working with Sciata, what do you do to keep them coming back and build a long-term relationship where Sciata becomes a trusted partner rather than a one-off provider? 7. As you look at growing Sciata from where it is today, where do you find yourself most challenged right now as a professional services leader, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Michelle Tinsley Website Link: http://www.sciata.com Connect with Michelle Tinsley on LinkedIn LinkedIn Link: https://www.linkedin.com/in/michelle-tinsley/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 10, 202626 min

How to Build a Growth Firm Clients Keep Coming Back To With Jeff Davis

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 ********************************************************************** Jeff Davis has spent his career building and leading businesses where growth has to translate into measurable client outcomes. Today, as CEO of Coalmarch, he leads a specialized business helping pest control and lawn care companies generate revenue and grow. Before Coalmarch, Jeff held senior leadership roles across WorkWave, TEAM Software, Kwantek, and ZirMed. As President of Kwantek, he drove double-digit growth and helped lead the business toward its eventual acquisition by TEAM Software. He later took responsibility for P&L, go-to-market strategy, sales, and marketing across larger business units. For founders, Managing Partners, and CEOs of professional services firms, Jeff’s experience raises an important question: how do you keep growing without weakening the business underneath? We’ll explore how he approaches positioning, sales, client retention, team building, execution, and the opportunities ahead for specialized service firms. Proposed Interview Structure: 1. You’ve built your career across sales, technology, growth, and executive leadership. What ultimately led you to Coalmarch and to running a specialized business serving pest control and lawn care companies? 2. What specific problem are you helping clients solve through Coalmarch today, and why does solving that problem matter so much to you personally? 3. Who is the ideal Coalmarch client today, and within those businesses, who usually holds the decision to bring you in and hire you? 4. How do your best clients typically find Coalmarch, and what have you learned about building enough trust and authority in a specialized market that the right clients come to you? Current Acquisition Channels: Referral, Content, Cold outreach Sub Question: What do you think about podcasts as a marketing and trust-building tool for firms selling expertise and professional services? 5. When a prospect is considering Coalmarch, how do you take them from initial interest to actually trusting your team with their growth? What does your sales process look like when you’re selling expertise rather than just a defined product? 6. Once you win a client, how do you make sure Coalmarch continues delivering enough value that they want to keep coming back? What have you learned about building client relationships that last for years rather than individual projects or campaigns? 7. Where do you find yourself most challenged right now as the CEO of Coalmarch, if at all? 8. Looking ahead, where do you see the biggest opportunity for Coalmarch and the kind of growth work you do over the next few years? ********************************************************** Know more about Jeff Davis Website Link: http://www.coalmarch.com Connect with Jeff Davis on LinkedIn LinkedIn Link: https://www.linkedin.com/in/jeffdavisexec/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 9, 202631 min

How to Build a Professional Services Firm That Clients Trust for Decades With Steve Shoultz

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 ********************************************************************** Steve Shoultz has spent more than three decades in the insurance industry, working across both commercial and personal lines. In 2005, he founded Priority Risk Management with a clear philosophy: help clients understand the risks they face so they can make informed decisions about how to protect themselves and their businesses. That philosophy has shaped how Steve approaches more than insurance. It influences how his firm earns trust, sells its expertise, retains clients, and builds relationships that last. Like many professional services firms, Priority Risk Management operates in a business where clients are buying expertise and confidence long before they can see the outcome. In this conversation, we get into the business behind the expertise: how Steve attracts and wins clients, turns trust into long-term relationships, builds a team around his approach, and thinks about the next stage of growth. For founders, Managing Partners, and CEOs of professional services firms, Steve’s experience offers a practical look at building a firm clients continue to rely on over time. Proposed Interview Structure: 1. You’ve spent more than 30 years in insurance and have been building Priority Risk Management since 2005. What originally got you into this business, and what made you want to build a firm of your own? 2. What specific problem are you helping clients solve through Priority Risk Management, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those organizations, who typically holds the decision to bring you in and hire your firm? 4. When you look at how Priority Risk Management has grown, where do your best clients typically come from, and what has worked best for you in consistently generating new business? Current Acquisition Channels: Referral, Content, Cold outreach Sub Question: What do you think about podcasts as a marketing and trust-building tool for insurance firms and professional services businesses more broadly? 5. Insurance and risk management require clients to place a lot of trust in the person advising them. When a potential client comes into your world, how do you take them from an initial conversation to feeling confident enough to hire your firm? 6. Once you win a client, what do you do to make sure they keep coming back, continue seeing value in the relationship, and ultimately stay with Priority Risk Management for the long term? 7. Where do you find yourself most challenged right now as the founder and President of Priority Risk Management, if at all? 8. Looking ahead, where do you see the biggest opportunity for Priority Risk Management and your work in risk management over the next few years? ********************************************************** Know more about Steve Shoultz Website Link: http://www.priorityrisk.com Connect with Steve Shoultz on LinkedIn LinkedIn Link: https://www.linkedin.com/in/steve-shoultz-a1b5153/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 8, 202632 min

How to Build a Professional Services Firm Clients Trust With Critical Decisions With David Berk

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 ********************************************************************** David Berk has spent much of his career at the intersection of executive search, leadership, and company building. He began his career in executive search before moving into operating roles at Hired, where he progressed from Director of Recruiting to Senior Director of Marketplace Operations during the company's high-growth years. He later served as VP of GTM at Porch before returning to executive search as a Partner at Beacon in 2019. That combination of advisory and operating experience gives David a valuable perspective on building a professional services business: earning trust, understanding what clients actually need, and delivering when the stakes are high. In this conversation, we’ll unpack how David approaches growth at Beacon, including who they serve, how they generate new business, how they sell executive search, what keeps clients coming back, and where he sees the biggest opportunities for the industry ahead. Proposed Interview Structure: 1. You started your career in executive search, spent several years operating inside high-growth tech companies, and then came back to the search business. What originally drew you to executive search, and what ultimately brought you back? 2. What specific problem are you helping clients solve through Beacon, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and within those firms, who usually holds the decision to bring Beacon in and hire you? 4. Executive search is a very trust- and relationship-driven business. How are your best clients finding you today, and what has worked best for Beacon when it comes to consistently generating new business? Current Acquisition Channels: Referral, Cold outreach Sub Question: What do you think about podcasts as a marketing tool for executive search and other relationship-driven professional services firms? 5. You’re asking clients to trust you with some of the most important hires they’ll make. How do you approach the sales process and turn that initial relationship into a signed engagement? 6. Once you’ve delivered a successful search, what do you do to make sure that client comes back to Beacon for the next one? How do you build those relationships so they compound over time rather than remaining one-off engagements? 7. Where do you find yourself most challenged right now when it comes to building and growing Beacon, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about David Berk Website Link: https://www.beacontalent.io Connect with David Berk on LinkedIn LinkedIn Link: https://www.linkedin.com/in/davidrberk/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 8, 202634 min

How to Scale a Professional Services Firm Without Losing What Made It Work With Tim Ringel

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 ********************************************************************** Tim Ringel has spent nearly three decades building and leading businesses across marketing, advertising, and consulting. In 2021, he founded Meet The People, an independent agency group designed to bring together specialized firms across strategy, creative, media, data, technology, and execution. Meet The People has since grown to 850+ people across 13 offices in the US and Canada, working with global and mid-market brands including IBM, Google, LG, LVMH, L'Oréal, Moderna, Nespresso, and others. Tim and his team have also expanded the group through acquisitions, bringing together firms with different capabilities, clients, and cultures under a broader platform. For founders, Managing Partners, and CEOs of professional services firms, Tim's experience raises an important question: how do you build a firm that can keep growing without losing the people, client trust, and entrepreneurial culture that made it valuable? We’ll get into how Tim approaches client acquisition, sales, retention, acquisitions, leadership, and the next stage of growth. Proposed Interview Structure: 1. You’ve spent nearly three decades building and leading professional services businesses around the world. What originally pulled you into this industry, and what eventually led you to start Meet The People? 2. What specific problem are you helping clients solve through Meet The People today, and why does solving that problem matter so much to you personally? 3. Who are the ideal clients for Meet The People today, and within those organizations, who usually holds the decision to bring you in? 4. How do new clients typically find Meet The People today, and what have you learned about consistently creating demand and building trust with the kinds of organizations you want to work with? Current Acquisition Channels: Referral, Podcast (guesting), Speaking engagements, Cold outreach Sub Question: You’re personally active in thought leadership, interviews, and industry media. What do you think about podcasting as a marketing and trust-building tool for leaders of professional services firms? 5. You work with some very large organizations where the buying process can involve multiple stakeholders and a long sales cycle. How do you approach that process, and what have you learned about turning an initial conversation into a long-term client? 6. Once you’ve won a client, how do you make sure they want to keep working with you? What have you found matters most when it comes to building trust, delivering consistently, and turning engagements into long-term relationships? 7. You’ve built Meet The People to more than 850 people while continuing to acquire and integrate new firms. Where do you find yourself most challenged right now as a founder and CEO, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Tim Ringel Website Link: http://www.meet-the-people.com Connect with Tim Ringel on LinkedIn LinkedIn Link: https://www.linkedin.com/in/tim-ringel/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 8, 202627 min

How to Build a Firm That Adapts and Lasts Through AI-Driven Transformation With Dr. Kion Ahadi

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 ********************************************************************** Dr. Kion Ahadi has spent more than two decades helping organisations navigate complex periods of change. Today, he is Chief Executive of the Leasehold Advisory Service (LEASE), where he leads strategy, governance, operational performance, and the organisation's transition towards a digital-first, AI-enabled public service. His career has put him on multiple sides of the leadership table. He has led research and transformation programmes, advised founders, served on boards, influenced national policy discussions, and worked with senior leaders to turn data and technology into practical outcomes. His work includes leading Future Worlds 2050 at The Law Society and research that contributed to Project Diamond, the diversity monitoring framework used by UK broadcasters. For founders, Managing Partners, and CEOs of professional services firms, Kion's experience raises a bigger question than simply how to adopt AI: how do you build an organisation capable of adapting as the market changes? We get into how leaders earn trust, translate expertise into value, navigate complex buying decisions, build long-term relationships, develop teams, and use technology without losing the human judgement clients ultimately pay for. Proposed Interview Structure: 1. You’ve spent more than 25 years across research, technology, policy, advisory work, and now executive leadership. What originally drew you into helping organisations solve complex problems, and how did that eventually lead you into the CEO and board-level work you do today? 2. When founders, boards, or leadership teams bring you in, what specific problems are they typically trying to solve, and why have those problems become personally important for you to work on? 3. Who is the ideal organisation or leadership team for the kind of advisory and transformation work you do, and who usually holds the decision to actually bring you in? 4. You’ve built an audience of more than 60,000 people by sharing your thinking around AI, leadership, technology, and transformation. How has that translated into opportunities, and what have you learned about using expertise and thought leadership to build trust before a commercial conversation even starts? Current Acquisition Channels: Content, Webinars Speaking, engagements Sub Question: What do you think about podcasts as a marketing and authority-building tool for professional services firms? 5. A lot of the work you do involves senior stakeholders, significant change, and decisions where trust matters. When you’re brought into those conversations, what helps move someone from recognising the problem to actually committing to working with you? 6. Once you’re working with a founder, board, or leadership team, how do you keep demonstrating value, build the relationship, and make sure they want to keep bringing you back? 7. With everything you’re doing across executive leadership, advisory work, boards, speaking, and writing, 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 Dr. Kion Ahadi Website Link: http://www.lease-advice.org Connect with Dr. Kion Ahadi on LinkedIn LinkedIn Link: https://www.linkedin.com/in/kionahadi/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

September 8, 202628 min

How to Grow a Professional Services Firm by Solving Strategy Execution With Dr. Valerie James

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 ********************************************************************** Great consulting doesn't stop at strategy, it helps clients execute. Dr. Valerie James has spent nearly three decades helping organizations bridge the gap between ambitious plans and measurable results by aligning people, processes, and priorities. As Chief Strategy Officer at VisionSpot Consulting Group and a Six Sigma Black Belt, she works with executive teams to simplify complex challenges through leadership development, performance management systems, and data-driven decision-making. Her work spans corporate organizations, higher education, workforce development, and public-sector institutions. In this conversation, we discuss how firm leaders can position themselves as strategic partners, earn long-term trust from executive buyers, retain clients through measurable results, and build businesses that create lasting impact. Proposed Interview Structure: 1. What got you into professional services, and what led you to focus your career on strategy execution and organizational effectiveness? 2. What specific problem are you helping your clients solve today, and why is solving that problem so personally important to you? 3. Who are your ideal clients today, and who typically makes the decision to bring VisionSpot in? Is it the CEO, executive leadership team, HR, or someone else? 4. How do your best clients typically discover VisionSpot today, and what's worked best for attracting the kinds of engagements you want more of? Current Acquisition Channels: Referral, Speaking engagements, Networking Sub Question: Podcasting has become a powerful way for professional services firms to build authority. What role do you think podcasts can play in building trust and generating opportunities in your industry? 5. Your engagements often involve significant organizational change. How do you typically move prospective clients from an initial conversation to a signed engagement? 6. Once a client starts working with VisionSpot, how do you build relationships that keep them coming back? What's your approach to delivering value that leads to long-term partnerships rather than one-off projects? 7. Where do you find yourself most challenged right now as the leader of a professional services firm, if at all? 8. Looking ahead, where do you see the biggest opportunity for strategy execution, leadership development, and organizational effectiveness over the next few years? ********************************************************** Know more about Dr. Valerie James Website Link: https://www.vscleadership.com/ Connect with Dr. Valerie Jameson LinkedIn LinkedIn Link: https://www.linkedin.com/in/drvaleriedwjames/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/