The Principal Podcast

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

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James Harris has spent nearly two decades in the retail industry, including sales and national account roles before moving into independent consulting and eventually founding High Impact Analytics in 2010.

High Impact was built around a specialized problem: helping consumer brands navigate major retailers and make better decisions around sales, forecasting, replenishment, analytics, supply chain, and retail strategy. The firm combines consulting, retail analytics, manufacturer representation, and software to help clients grow distribution, increase sales, and build stronger relationships with some of the largest retailers in the U.S.

More than 16 years later, High Impact has grown into an Inc. 5000 company. James has had to make the transition familiar to many professional services founders: from being the expert doing the work to building a firm capable of delivering that expertise through a broader team. He also hosts The Retail Journey Podcast, giving him an interesting perspective on using content and industry authority to build relationships in a highly specialized market.

Proposed Interview Structure:

1. You spent years working in retail sales and national accounts before building High Impact. What made you decide to step out on your own, and how did the firm get started?

2. What specific problem is High Impact 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 High Impact in and hire you?

4. In a specialized market like yours, how do the right clients typically find High Impact, and what has worked best for building enough credibility and trust to consistently attract new business?

Current Acquisition Channels: Referral, Content, Speaking engagements, Trade Shows

Sub Question: You also host The Retail Journey Podcast. What role has the podcast played in building relationships and authority for High Impact, and what have you learned about podcasting as a growth tool for a professional services firm?

5. When a prospective client comes into your world, what does the path from initial conversation to signed engagement typically look like, and what have you learned about selling expertise rather than a traditional product?

6. Once a client starts working with High Impact, how do you make sure you continue creating enough value that they keep coming back and the engagement develops into a long-term relationship?

7. You’ve built High Impact for more than 16 years and recently reached the Inc. 5000. 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?

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Know more about James Harris

Website Link: http://www.highimpactanalytics.com

Connect with James Harris on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/james-harris-a777055

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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Dr. David Rock has spent nearly three decades building a business at the intersection of neuroscience, leadership, and organizational change. He coined the term “NeuroLeadership” and built the NeuroLeadership Institute around the idea of using science to make organizations better for humans.

What started as Results Coaching Systems in 1998 evolved into a global firm working with some of the world’s largest organizations. NLI has partnered with two-thirds of the Fortune 100, played a role in Microsoft’s culture transformation, and developed frameworks including SCARF® and SEEDS® that have been taught and applied at scale.

For professional services leaders, David’s story raises an important question: how do you turn expertise into a firm that can grow beyond the founder? We get into how NLI creates demand through research and thought leadership, sells complex work into large organizations, develops long-term client relationships, and builds a team capable of delivering proprietary expertise at scale.

Proposed Interview Structure:

1. You started what eventually became the NeuroLeadership Institute back in 1998. What originally got you into this business, and when did you realize you could build a firm around your expertise?

2. What specific problem are you helping clients solve through NLI 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 typically holds the decision to bring NLI in and hire you?

4. You’ve built authority through research, books, proprietary frameworks, speaking, and content. What has worked best for NLI when it comes to consistently attracting new business, and what do you think other professional services firms could learn from that?

Current Acquisition Channels: Webinars

Sub Question: Your Your Brain at Work podcast has passed a million downloads. What role has the podcast played in building the NLI brand and generating opportunities, and how do you view podcasting as a growth channel for professional services firms?

5. You’re selling sophisticated work into some very large organizations, often with multiple stakeholders involved. How do you typically take a relationship from initial interest to a significant engagement?

6. You’ve worked with some of the world’s largest organizations. What do you do to keep those clients coming back and turn individual engagements into long-term relationships?

7. After nearly three decades of building NLI, 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?

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Know more about Dr. David Rock

Website Link: http://neuroleadership.com

Connect with Dr. David Rock on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/dr-david-rock

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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Growing a professional services firm takes more than attracting new clients. It requires earning trust, delivering consistent results, and building relationships that generate repeat business and referrals.

Wayne Mullins is the founder of Ugly Mug Marketing, an agency he started in 2009. Having worked with clients across 91 industries, Wayne brings a broad perspective on what drives business growth. Through his books, content, and training programs, his work reaches more than 250,000 entrepreneurs annually.

In this episode of The Principal Podcast, we explore how Wayne has grown his agency, how he approaches client acquisition and retention, and what other professional services leaders can learn from his experience building a business designed for long-term success.

Proposed Interview Structure:

1. Wayne, what got you into marketing, and what led you to start Ugly Mug Marketing back in 2009?

2. What specific problem are you helping your clients solve through Ugly Mug Marketing, and why is solving that problem personally important to you?

3. Who are your ideal clients today, and who typically makes the decision to bring Ugly Mug Marketing in?

4. How do clients typically find Ugly Mug Marketing, and what's worked best for you when it comes to attracting new business?

Current Acquisition Channels: Referral

Sub Question: You've been a podcast guest yourself. What do you think about podcasting as a marketing tool for professional services firms?

5. Once a potential client shows interest in working with Ugly Mug Marketing, how do you typically move them from that first conversation to becoming a paying client?

6. How do you make sure your clients keep coming back to Ugly Mug Marketing, and what do you do to build long-term relationships with them?

7. Where do you find yourself most challenged right now when it comes to running and growing Ugly Mug Marketing, if at all?

8. Looking ahead, where do you see the biggest opportunities for your work over the next few years?

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Know more about Wayne Mullins

Website Link: http://www.uglymugmarketing.com

Connect with Wayne Mullins on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/fireyourself

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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Garth Larson is the Co-Founder and CEO of FIRST Educational Resources, a professional services firm serving school districts through consulting, coaching, professional development, events, publishing, and other specialized solutions.

Since launching the firm in 2014, Garth and his team have worked with more than 2,500 school districts around the world. A major part of their approach is understanding the specific challenges each client faces and building solutions around those needs rather than relying on a one-size-fits-all offering.

In this conversation, we’ll explore how Garth built FIRST, how the firm wins trust in a specialized market, how it attracts and retains clients, how Garth has expanded the business across multiple service lines, and what it takes to build a professional services company designed to last.

Proposed Interview Structure:

1. What led you from working in education to building FIRST Educational Resources, and when did you realize this could become a real professional services business?

2. What specific problem are you helping school districts solve today, and why has solving that problem mattered so much to you personally?

3. Who are your ideal clients today, and within a school district, who usually holds the decision to bring FIRST in and hire you?

4. When you look at how FIRST has grown, where does new business typically come from today, and what has worked best for building trust and attracting the right clients?

Current Acquisition Channels: Referral, Meta Ads, Webinars, Podcast (hosting), Speaking engagements

Sub Question: What do you think about podcasts as a marketing and trust-building tool for firms like yours, particularly when the buyers are senior leaders making high-consideration decisions?

5. Once a potential district enters your world, how do you approach the sales process and move from an initial conversation to a meaningful engagement?

6. You’ve worked with thousands of districts over the years. What do you do to keep clients coming back and turn an initial project into a long-term relationship?

7. Where do you find yourself most challenged right now as the founder and CEO 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?

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Know more about Garth Larson

Website Link: http://www.firsteducation-us.com

Connect with Garth Larson on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/garth-larson-ed-d-a5b821111

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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Louise Cantrill is Managing Partner at Skylite Associates, a UK-based professional services firm specialising in leadership development, executive coaching, workforce transformation, and career transitions. With over 30 years of experience, Louise has worked with organisations ranging from SMEs to major international businesses, managing multimillion-pound strategic accounts and complex client engagements.

One of the most interesting aspects of Skylite's business is its ability to maintain client partnerships spanning more than 20 years. Louise's approach combines strong client relationships, tailored solutions, and a trusted network of specialists to deliver consistent value across different organisations and industries.

In this episode, we explore how Louise builds new business, wins complex engagements, keeps clients returning, and manages a network of professionals while maintaining service quality.

Proposed Interview Structure:

1. Louise, you've spent over 30 years in HR consulting and professional services. What first brought you into this industry, and how did that journey lead you to running Skylite Associates?

2. What specific problems are you helping clients solve through Skylite today, and why does solving those problems matter so much to you personally?

3. Who are your ideal clients at Skylite today, and who usually makes the decision to bring your firm in?

4. How do new clients typically find Skylite, and what's worked best for you in building visibility, trust, and attracting new business over the years?

Current Acquisition Channels: Referral, Content, Speaking engagements

Sub Question: What do you think about podcasting as a marketing tool for firms like Skylite? Could it help build the trust needed to win new clients?

5. You've managed multimillion-pound international accounts. When you're speaking with a potential client, how do you typically move from the first conversation to winning the engagement?

6. Some of Skylite's client relationships have lasted over 20 years. What do you personally do to keep clients coming back and build relationships that last that long?

7. Where do you find yourself most challenged right now when it comes to running and growing Skylite, if at all?

8. Looking ahead, where do you see the biggest opportunities for your work over the next few years?

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Know more about Louise Cantrill

Website Link: https://www.skylite-associates.co.uk

Connect with Louise Cantrill on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/louisecantrill

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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For founders and CEOs of professional services firms, growth often creates a difficult problem: the more successful the firm becomes, the more decisions, client relationships, and responsibilities start flowing through the leader.

Tricia Sciortino has spent more than 15 years solving that problem at scale. She joined BELAY as its first employee, progressed through operational leadership, and became CEO in 2020. Today, she leads a $100M+ private-equity-backed fractional staffing company while maintaining a 40-hour workweek.

In this episode, we’ll get into the real mechanics behind that growth: how BELAY attracts and wins clients, builds long-term relationships, develops a team that can operate without the CEO in every room, and uses delegation as a growth strategy. We’ll also unpack what Tricia’s 40-Hour CEO Framework can teach leaders of professional services firms about building a business that lasts without making themselves indispensable.

Proposed Interview Structure:

1. You joined BELAY as employee number one and eventually became CEO of a $100M+ business. What originally brought you into this business, and what were some of the key moments that shaped how you lead the firm today?

2. What specific problem is BELAY helping business owners and executives solve today, and why does solving that problem matter so much to you personally?

3. Who are your ideal clients at BELAY today, and within those organizations, who typically holds the decision to bring you in and hire your team?

4. BELAY has grown into a nine-figure professional services business while staying very clear about what it does. How do clients typically find you today, and what has worked best for consistently building trust and generating new business?

Sub Question: You’ve hosted your own podcast and appeared on a number of other shows. What do you think about podcasting as a way for professional services firms to build authority, relationships, and ultimately win clients?

5. When a prospective client recognizes they need support but may still be hesitant to delegate, what does BELAY's sales process look like from that first conversation through to getting them comfortable enough to buy?

6. In a people-driven business like BELAY, the relationship doesn't end once someone becomes a client. How do you make sure clients continue seeing value, keep coming back, and develop into long-term relationships?

7. You’ve gone from employee number one to leading a $100M+ professional services business. Where do you find yourself most challenged right now as a CEO and leader, if at all?

8. Looking ahead, where do you see the biggest opportunity for your work over the next few years?

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Know more about Tricia Sciortino

Website Link: https://belaysolutions.com

Connect with Tricia Sciortino on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/triciasciortino

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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Damian Goldvarg has been building Goldvarg Consulting Group since 1995. What began as his work in organizational development has grown into an international professional services business spanning leadership development, executive coaching, training, team coaching, and professional certifications.

Along the way, Damian has worked with Fortune 100 companies, governments, nonprofits, educational institutions, and global organizations across more than 60 countries. He has also built significant authority within his field through speaking, publishing ten books, developing professional education programs, and serving as Global Chair of the International Coach Federation.

For founders and leaders of professional services firms, Damian’s journey raises an important question: how do you turn individual expertise into a business that can stay relevant for decades? We get into how he attracts and wins clients, builds trust, creates long-term relationships, expands his service offering, structures the business around his expertise, and sees the leadership and coaching market evolving from here.

Proposed Interview Structure:

1. You’ve been building Goldvarg Consulting Group since 1995. What got you into this business in the first place, and when did you realize you wanted to build a firm around your expertise rather than simply practice independently?

2. What specific problem is Goldvarg Consulting Group 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 or hire your firm?

4. After more than 30 years in business, how do clients typically find Goldvarg Consulting Group today, and what has worked best for you when it comes to consistently generating new business?

Current Acquisition Channels: Referral

Sub Question: You’ve built your reputation through books, speaking, a newsletter, content, and your involvement in the coaching profession. What do you think about podcasts as a way for professional services firms to build authority and generate business?

5. When a new opportunity comes in, how do you personally take it from an initial conversation to a signed engagement, particularly when you’re selling to larger organizations with multiple stakeholders?

6. You’ve kept this business going for more than three decades. Once you win a client, what do you do to keep them coming back and turn an initial engagement into a long-term relationship?

7. Where do you find yourself most challenged right now as the founder of Goldvarg Consulting Group, if at all?

8. Looking ahead, where do you see the biggest opportunity for your work over the next few years?

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Know more about Damian Goldvarg

Website Link: goldvargconsulting.com

Connect with Damian Goldvarg on LinkedIn

LinkedIn Link: linkedin.com/in/damiangoldvarg

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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Nick Boulton has spent more than 20 years building Client Server, a specialist technology recruitment consultancy serving startups, scale-ups, software businesses, consultancies, hedge funds, investment banks, and other technology-led organisations. His route into the industry was unconventional: before recruitment, Nick played professional county cricket and worked as a senior game ranger in South Africa.

At Client Server, the focus has been on building a relationship-led business rather than treating recruitment as a transactional service. The firm works closely with clients around hiring strategy, market insight, salary benchmarking, and building high-performing technology teams, creating relationships designed to last beyond a single placement.

That approach has supported continued growth. Client Server reported revenue growth of more than 23% and NFI growth of more than 25% in FY25/26. Nick also hosts the Talking Tech podcast, giving him a first-hand perspective on using content, expertise, and relationships to strengthen a professional services brand.

Proposed Interview Structure:

1. You had an unusual route into recruitment, from professional cricket to working as a game ranger in South Africa. How did you end up at Client Server, and what made you want to build your career around the business?

2. What specific problem is Client Server 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 firms, who usually holds the decision to bring Client Server in and hire you?

4. Recruitment is an incredibly competitive professional services market. How do the right clients typically find Client Server today, and what has worked best for you when it comes to consistently generating new business?

Current Acquisition Channels: Referra, Content, Podcast hosting (Talking Tech), Cold outreach, LinkedIn, website traffic

Sub Question: You also host the Talking Tech podcast. How has podcasting helped you build relationships and credibility in your market, and what role do you think content like that can play in growing a professional services firm?

5. When you identify a company you want Client Server to work with, how do you take that relationship from an initial conversation to enough trust for them to actually bring you in?

6. Once you’ve won a client, what do you and the team do to make sure they keep coming back, and how have you built long-term relationships in a market that can easily become transactional?

7. Where do you find yourself most challenged right now as the CEO of Client Server, if at all?

8. Looking ahead, where do you see the biggest opportunity for your work over the next few years?

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Know more about Nick Boulton

Website Link: http://www.client-server.com

Connect with Nick Boulton on LinkedIn

LinkedIn Link: https://uk.linkedin.com/in/nickboulton

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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David Barkoe has spent more than 25 years in PR and communications, working across media relations, thought leadership, influencer marketing, crisis communications, and brand strategy. In 2014, he co-founded Carve Communications and has since built the firm around a simple idea: operate as a true partner to clients rather than just another agency.

That philosophy shows up in how Carve delivers and measures its work. Senior leadership remains involved across accounts, the firm focuses on sustainable PR rather than one-off media wins, and Carve uses its proprietary Coverage Scoring System to measure the quality and value of earned media.

David’s experience offers a useful look inside the challenges that many professional services leaders face: differentiating a firm in a crowded market, proving the value of an intangible service, winning the right clients, retaining them for years, and scaling a team without compromising the quality that built the business in the first place.

Proposed Interview Structure:

1. You’ve spent more than 25 years in PR and have been building Carve since 2014. What originally got you into the industry, and what eventually made you want to build your own firm?

2. What specific problem are you helping clients solve through Carve today, and why does solving that problem matter so much to you personally?

3. Who are your ideal clients today, and within those companies, who usually holds the decision to bring Carve in and hire you?

4. You spend your career helping brands build awareness and authority. When it comes to growing Carve itself, how are clients finding you today, and what has worked best for consistently generating new business?

Current Acquisition Channels: Referral, Content, Cold outreach

Sub Question: Given your background in PR and thought leadership, what do you think about podcasts as a marketing and authority-building tool for professional services firms?

5. PR can be difficult to sell because the value isn’t always as immediate or tangible as other services. When a prospect comes to Carve, how do you take them from that first conversation to trusting you enough to become a client?

6. You’ve had client relationships that have lasted for years. What do you do at Carve to retain clients, keep delivering enough value for them to stay, and turn 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 PR firm, if at all?

8. Looking ahead, where do you see the biggest opportunity for your work over the next few years?

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Know more about David Barkoe

Website Link: https://carvecomms.com

Connect with David Barkoe on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/david-barkoe

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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

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Michael Coronado has spent more than 30 years across technology, finance, accounting, and advisory services. Since 2003, he has led Pronto Advisors, helping clients move beyond reactive tax preparation toward year-round financial and tax planning.

Pronto Advisors works particularly closely with real estate investors, developers, construction professionals, and business owners. Michael has built the firm around a proactive approach: understanding what is happening inside a client's business, identifying financial and tax opportunities early, and becoming an ongoing advisor rather than a provider clients only hear from at tax time.

That makes Michael's experience especially relevant to professional services leaders.

Proposed Interview Structure:

1. You’ve had an interesting path through engineering, technology, FinOps, and financial services. How did that journey ultimately lead you to building Pronto Advisors?

2. What specific problem are you helping clients solve through Pronto Advisors, and why does solving that problem matter so much to you personally?

3. Who are your ideal clients today, and within those businesses, who usually holds the decision to bring Pronto Advisors in and hire you?

4. After more than 20 years in business, how are you attracting new clients to Pronto Advisors today, and what has worked best for consistently generating new business?

Current Acquisition Channels: Referral, Content, Google Ads, Meta Ads, Webinars, Podcast (guesting), Podcast (hosting), Cold outreach

Sub Question: You’ve also launched Real Tax Talks and use webinars and virtual events. What role do you think podcasting and content can play in building trust and generating business for a professional services firm?

5. Financial and tax advisory is ultimately a trust-based sale. When a prospect first comes across Pronto Advisors, how do you move them from that initial conversation to trusting you with an ongoing advisory relationship?

6. Once you bring a client into Pronto Advisors, what do you do to keep demonstrating value, keep them coming back, and build a relationship that lasts for years?

7. You’ve been building Pronto Advisors for more than 20 years. Where do you find yourself most challenged right now as the leader of the firm, if at all?

8. Looking ahead, where do you see the biggest opportunity for your work over the next few years?

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Know more about Michael Coronado

Website Link: https://prontoadvisors.com/

Connect with Michael Coronado on LinkedIn

LinkedIn Link: https://www.linkedin.com/in/michaelcoronado

Apply to be a guest on The Principal Podcast:

https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/