The Principal Podcast

GHA Marketing

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.

  1. Build a Profitable Services Firm Through Value-Based Pricing & Client Trust With Danielle Putnam

    vor 2 Tagen

    Build a Profitable Services Firm Through Value-Based Pricing & Client Trust With Danielle Putnam

    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 ********************************************************************** Danielle Putnam has spent more than 15 years leading The New Flat Rate, helping service businesses improve profitability through pricing, operational systems, and customer experience. Under her leadership, the company has become one of the most recognized names in residential services pricing strategy. What makes Danielle's perspective especially valuable is her close connection to the businesses she serves. Coming from a family of contractors and remaining deeply involved with owners across the industry, she brings practical insight into what actually drives sustainable growth, not just higher revenue. Throughout the conversation, Danielle shares lessons on building long-term client relationships, leading teams through change, creating trust through transparency, and helping firms move beyond competing on price alone. Proposed Interview Structure: 1. What led you into the home services industry, and what ultimately inspired you to build The New Flat Rate? 2. What specific problem are you helping clients solve today, and what did you see in the market that convinced you this problem wasn't being addressed properly? 3. Who are your ideal clients today, and what traits tend to separate the companies that successfully transform from those that struggle to get results? 4. How do clients typically find The New Flat Rate, and what's worked best for building trust and attracting new business over the years? Current Acquisition Channels: Referral, Content, Webinars, Podcast (guesting), Podcast (hosting), Speaking engagements, Cold outreach Sub Question: You've built visibility through speaking, writing, industry involvement, and content. What role do you think podcasting can play as a business development tool for professional services firms? 5. Many firms struggle to turn expertise into a repeatable offer that clients actually buy. How did you package The New Flat Rate into a system that scales, and how do you typically move prospects from interest to becoming clients? 6. As your company has grown, how have you maintained strong client relationships and consistent customer outcomes while scaling the business? 7. As a CEO and industry leader, where do you find yourself most challenged today, if at all? 8. Looking ahead, where do you see the biggest opportunity for helping service firms become more profitable and sustainable over the next few years? ********************************************************************* Know more about Danielle Putnam Website Link: http://www.thenewflatrate.com Connect with Danielle Putnam on LinkedIn LinkedIn link: https://www.linkedin.com/in/daniellekoop/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    24 Min.
  2. How to Build a Consulting Firm on Trust, Referrals, and Long-Term Client Relationships With Dr. Steven E. Jones

    vor 2 Tagen

    How to Build a Consulting Firm on Trust, Referrals, and Long-Term Client Relationships With Dr. Steven E. Jones

    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 ********************************************************************** Professional services firms are ultimately built on trust. Few people understand that better than Dr. Steven E. Jones. For nearly three decades, Steven has advised senior leaders across government agencies, nonprofits, philanthropic organizations, and mission-driven businesses. Through executive coaching, leadership development, facilitation, and organizational transformation work, he has developed a reputation for helping clients solve complex challenges while creating lasting partnerships that span years, and often decades. What makes Steven's story especially relevant for firm leaders is how he has grown his practice through relationships, referrals, and consistent results. Rather than relying on aggressive sales tactics, he has focused on becoming a trusted advisor whose clients continue to return as their organizations evolve. In this episode, we'll explore how consultants can build credibility, win high-value engagements, retain clients over the long term, and create firms that generate impact and sustainable growth. Proposed Interview Structure: 1. Steven, you've built a consulting and coaching business that's lasted for decades. What originally led you into consulting, and what convinced you there was an opportunity to build a business around your expertise? 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 who typically holds the decision-making power when it comes to hiring you or your firm? 4. Your business appears to have been built largely through relationships and reputation. How do new clients typically find you, and what has worked best for generating new business over the years? Current Acquisition Channels: Referral, Podcast (hosting), Speaking engagements Sub Question: You're also a co-host of the Missing Conversations podcast. What do you think about podcasting as a business development and relationship-building tool for professional services firms? 5. Many consulting and coaching engagements involve multiple stakeholders, long buying cycles, and significant trust-building. How do you typically move prospects from an initial conversation to a signed engagement? 6. One of the most impressive aspects of your career is the number of long-term client relationships you've maintained. How do you retain clients, create repeat engagements, and build the kind of trust that keeps clients coming back year after year? 7. Even after decades in consulting, where do you find yourself most challenged today when it comes to growing and evolving your firm? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? ********************************************************************* Know more about Dr. Steven E. Jones Website Link: http://altusgrowth.com/ Connect with Dr. Steven E. Jones on LinkedIn LinkedIn link: https://www.linkedin.com/in/stevensejconsulting/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    34 Min.
  3. How to Build a Professional Services Firm Around Measurable Outcomes with Myra Khanna

    vor 2 Tagen

    How to Build a Professional Services Firm Around Measurable Outcomes with Myra Khanna

    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 ********************************************************************** Before becoming an entrepreneur, Myra Khanna spent years in private equity and venture capital, helping deploy nearly $4 billion globally and generating significant returns on mature investments. Evaluating businesses at scale gave her a unique perspective on what creates sustainable performance inside organizations. That experience led her to launch Sama, a coaching platform designed to help organizations improve leadership capability, employee engagement, and business performance through measurable coaching outcomes. At a time when buyers increasingly demand proof of impact, Sama has built its reputation around demonstrating real results rather than simply delivering programs. In this conversation, we'll discuss how Myra transitioned from investor to founder, what she's learned about building a professional services business, how she wins and retains enterprise clients, and why the future of leadership development will be shaped by data, accountability, and measurable impact. Proposed Interview Structure: 1. You spent years in private equity and venture capital before founding Sama. What motivated you to make the leap from investing in businesses to building one yourself? 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 who typically holds the decision to bring Sama in and invest in coaching programs? 4. How do clients typically find Sama, and what's worked best for generating trust and attracting new business in what has become a very competitive market? Sub Question: You've invested heavily in webinars, thought leadership, and educational content. What role do you think podcasts can play in helping professional services firms build authority and win new business? 5. Many enterprise engagements involve multiple stakeholders, long buying cycles, and competing priorities. How do you typically move prospects from an initial conversation to becoming a client? 6. Once a client starts working with Sama, how do you build long-term relationships, demonstrate ongoing value, and create the kind of results that keep clients coming back? 7. As the founder and CEO of Sama, where do you find yourself most stuck right now, if at all? 8. Looking ahead, where do you see the biggest opportunity for executive coaching and leadership development over the next few years? ********************************************************************* Know more about Myra Khanna Website Link: https://sama.io/ Connect with Myra Khanna on LinkedIn LinkedIn link: https://www.linkedin.com/in/myra-khanna-24172714/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    30 Min.
  4. Build a Professional Services Firm Through Trust, Relationships and Leadership With Farid Mohsini

    vor 2 Tagen

    Build a Professional Services Firm Through Trust, Relationships and Leadership With Farid Mohsini

    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 ********************************************************************** Farid Mohsini's path into business leadership started long before launching Unit 7 Consulting. After entering the workforce through the mortgage and real estate industries, he developed a deep appreciation for communication, client relationships, and the discipline required to build a successful business career. Following a life-changing move to California, Farid studied theology, deepened his leadership philosophy, and later helped launch a nonprofit organization focused on creating sustainable businesses that served local communities. Those experiences shaped his belief that strong businesses are built on trust, service, and long-term relationships. Today, as CEO of Unit 7 Consulting, Farid works alongside major organizations in the Orange County market while continuing to focus on leadership, business development, and creating meaningful impact through business. This conversation explores what it takes to build a professional services firm that clients trust and continue to come back to. Proposed Interview Structure: 1. What got you into business leadership and eventually led you to build and lead Unit 7 Consulting? 2. What specific problem are you helping clients solve today through Unit 7 Consulting, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who typically holds the decision-making power when it comes to bringing your team in? 4. How do new clients usually find you, and what has worked best for generating opportunities and building credibility in the market? Current Acquisition Channels: Cold outreach Sub Question: Podcasting has become a popular way for professional services firms to build trust and authority. What role do you think podcasts can play in helping firms grow? 5. Many professional services engagements involve multiple stakeholders and a long decision-making process. How do you typically build trust and turn opportunities into signed clients? 6. Once you've won a client, how do you make sure they continue to see value, stay engaged, and develop into long-term relationships? 7. As CEO of Unit 7 Consulting, where do you find yourself most challenged right now when it comes to growing the business or leading the firm? 8. Looking ahead, where do you see the biggest opportunities for consulting and business leadership over the next few years? ********************************************************************* Know more about Farid Mohsini Website Link: http://www.unit7inc.com/ Connect with Farid Mohsini on LinkedIn LinkedIn link: https://www.linkedin.com/in/farid-mohsini-bb924128b/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    32 Min.
  5. How to Turn Compliance Into a Strategic Advantage for Professional Services Clients With Lee Bryan

    vor 3 Tagen

    How to Turn Compliance Into a Strategic Advantage for Professional Services Clients With Lee Bryan

    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 ********************************************************************** Lee Bryan is the founder and CEO of Arcus Compliance, a regulatory strategy firm that helps companies gain and maintain market access across the UK and European Union. Working with businesses in sectors ranging from cosmetics and personal care to novel nicotine products and consumer electronics, Lee specializes in helping brands navigate increasingly complex regulatory environments. What makes Lee's approach stand out is his belief that compliance should not be treated as a legal checkbox. Instead, he teaches companies how to use regulatory strategy as a competitive advantage. Through his ARC Methodology, Lee helps businesses build systems that strengthen trust, reduce risk, and support long-term growth. In this conversation, we explore how Lee built a highly specialized professional services firm, how he attracts and retains clients in a technical industry, and why the future of compliance consulting may be shaped as much by technology and AI as by regulation itself. Proposed Interview Structure: 1. What got you into consulting, and how did that journey eventually lead to founding Arcus Compliance? 2. What specific problem are you helping clients solve today, and why is solving that problem so important to you personally? 3. Who are your ideal clients today, and who typically holds the decision to bring you in and hire your team? 4. How do clients typically find you, and what's worked best for attracting new business in such a specialized and highly regulated industry? Current Acquisition Channels: Referral, Content, Webinars, Podcast (guesting), Speaking engagements, Cold outreach Sub Question: What do you think about podcasts as a marketing tool for professional services firms and subject matter experts? 5. When a prospect realizes they may have a compliance or market access challenge, how do you guide them through the buying process and ultimately win the engagement? 6. Once you're working with a client, how do you make sure they continue seeing value, keep coming back, and build a long-term relationship with your firm? 7. As you've grown Arcus Compliance, 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 regulatory strategy, compliance, and market access over the next few years? ********************************************************************* Know more about Lee Bryan Website Link: https://arcuscompliance.com/ Connect with Lee Bryan on LinkedIn LinkedIn link: https://www.linkedin.com/in/leejohnbryan/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    38 Min.
  6. How to Build a Firm That Survives Industry Change and Creates Recurring Revenue With Kevin Price

    vor 3 Tagen

    How to Build a Firm That Survives Industry Change and Creates Recurring Revenue With Kevin Price

    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 ********************************************************************** Most business owners experience one major market shift during their career. Kevin Price has successfully navigated several. Since founding AccuCode in 1995, Kevin has consistently evolved his business ahead of changing customer demands. What began as a reseller of barcode technology grew into a diversified technology services company with SaaS offerings, managed services, field service operations, and enterprise mobility solutions. For founders, managing partners, and CEOs of professional services firms, Kevin's journey offers practical lessons on innovation, recurring revenue, client retention, and building an organization that remains relevant as industries change. We'll explore how he identifies opportunities, scales new business models, and leads growth over the long term. Proposed Interview Structure: 1. What got you into entrepreneurship, and what led you to start AccuCode from your basement back in 1995? 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 who typically holds the decision-making power to bring AccuCode in and engage your team? 4. Over the years, what have been the most effective ways you've attracted new clients and grown the business? Current Acquisition Channels: Referral, Content Sub Question: Many professional services firms are investing in thought leadership and podcasting. What role do you think podcasts can play in building trust, authority, and new business opportunities? 5. Enterprise technology and services often involve long sales cycles and multiple stakeholders. How do you typically move opportunities from an initial conversation to a signed engagement? 6. You've maintained client relationships across decades of industry change. How do you retain clients, keep them coming back, and build long-term partnerships instead of one-time engagements? 7. After building and scaling multiple successful businesses, 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 opportunities for enterprise technology, SaaS, and business automation over the next few years? ********************************************************************* Know more about Kevin Price Website Link: http://www.accucode.com Connect with Kevin Price on LinkedIn LinkedIn link: https://www.linkedin.com/in/kevinpriceaccucode/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    34 Min.
  7. Scale a Firm by Turning Human Connection Into a Competitive Advantage With Dani Klein Modisett

    vor 3 Tagen

    Scale a Firm by Turning Human Connection Into a Competitive Advantage With Dani Klein Modisett

    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 ********************************************************************** Dani Klein Modisett is the Founder and CEO of Laughter On Call, a company that helps organizations create stronger connections through laughter, communication, and psychological safety. Drawing on more than 25 years in comedy, speaking, and teaching, she has transformed an unconventional idea into a sought-after professional services business. The company began with a deeply personal challenge. While caring for her mother during Alzheimer's, Dani witnessed firsthand how laughter could create connection where traditional approaches often failed. That experience became the foundation for a business that now serves corporate teams, healthcare organizations, educational institutions, and Fortune 500 companies. In this conversation, Dani shares what it takes to build a differentiated services firm, earn trust with enterprise clients, retain long-term relationships, and grow a business around a mission that genuinely improves people's lives. Proposed Interview Structure: 1. What got you into building Laughter On Call, and how did your mother's Alzheimer's journey ultimately become the foundation for a professional services business? 2. What specific problem are you helping clients solve, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who typically holds the decision to bring you in or hire your team? 4. How do clients typically discover Laughter On Call, and what has worked best for building awareness and generating opportunities as you've grown the firm? Current Acquisition Channels: Referral, Content, Google Ads, Speaking engagements Sub Question: Many professional services firms are investing in podcasting today. What role do you think podcasts can play in building credibility, trust, and new business opportunities? 5. Your offering is unique compared to traditional consulting or training services. How do you communicate the business value, overcome skepticism, and ultimately win new clients? 6. Once a client hires Laughter On Call, how do you ensure they keep coming back? What's your approach to delivering results, building trust, and creating long-term client relationships? 7. Where do you find yourself most challenged right now as the founder and CEO of Laughter On Call, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************************* Know more about Dani Klein Modisett Website Link: http://www.laughteroncall.com/ Connect with Dani Klein Modisett on LinkedIn LinkedIn link: https://www.linkedin.com/in/dani-klein-modisett-5316b018/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    40 Min.
  8. How to Become a Trusted Advisor to the World's Largest Companies With Nathan Rosenberg

    vor 4 Tagen

    How to Become a Trusted Advisor to the World's Largest Companies With Nathan Rosenberg

    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 ********************************************************************** Few consultants spend decades advising some of the world's largest organizations while continuously growing their influence and client relationships. Nathan Rosenberg is one of them. As the Founding Partner of Insigniam, Nathan has helped senior executives tackle complex challenges involving leadership, culture, strategy, innovation, and organizational performance. His work has focused on helping leaders produce results that traditional consulting approaches often fail to achieve. In this conversation, we explore how Nathan built a firm trusted by enterprise leaders, how he approaches client acquisition and retention at the highest levels of business, and what professional services leaders can learn about creating lasting value for clients in an increasingly competitive market. Proposed Interview Structure: 1. What first attracted you to consulting, and what led you to build a career focused on helping leaders and organizations achieve breakthrough results? 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, and who typically holds the decision to bring Insigniam in and hire your team? 4. You've built relationships with some of the world's largest companies over several decades. How have you historically attracted new clients, and what marketing lessons can other professional services firm leaders learn from your experience? Sub Question: What do you think about podcasting as a marketing and relationship-building tool for consulting and professional services firms? 5. When you're working with CEOs and executive teams on major engagements, how do you typically move from an initial conversation to winning the business? 6. Many firms can win a client once, but keeping them for years is much harder. How have you built long-term client relationships, and what do you do to ensure clients continue coming back? 7. After building and leading consulting firms for decades, where do you find yourself most challenged or stuck today, if at all? 8. Looking ahead, where do you see the biggest opportunity for leadership and organizational performance consulting over the next few years? ********************************************************************* Know more about Nathan Rosenberg Website Link: http://www.insigniam.com/ Connect with Nathan Rosenberg on LinkedIn LinkedIn link: https://www.linkedin.com/in/nathanowenrosenberg/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    30 Min.
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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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  • Erstellt von
    GHA Marketing
  • Jahre aktiv
    2023 - 2026
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