The Principal Podcast

GHA Marketing
  • 5.0 (18)
  • Business
  • Updated Weekly

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. 32m ago

    How to Win More Clients Through Better Communication With Benjamin Ball

    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 ********************************************************************** Benjamin Ball founded Benjamin Ball Associates more than 15 years ago after recognizing that even the strongest commercial ideas often fail because they are communicated poorly. Today, his firm works with private equity firms, venture capital investors, global corporates, and professional services businesses across the UK, Europe, and the Middle East. His business helps leaders turn technical expertise into persuasive communication. Whether presenting to investors, pitching new business, or leading internal stakeholders, Benjamin believes that clarity is a competitive advantage, and one that directly influences growth. In this conversation, Benjamin shares how he built a specialist advisory firm, how communication becomes a growth lever for professional services businesses, and what firm owners can learn about winning trust before they ever deliver the work. Proposed Interview Structure: 1. What got you into building Benjamin Ball Associates, and why did you decide to specialize in presentation and pitch coaching? 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 usually holds the decision to bring you in or hire your firm? 4. How has Benjamin Ball Associates consistently attracted high-value clients over the past 15 years, and what marketing approaches have produced the strongest long-term results? Current Acquisition Channels: Referral, Content, Google Ads Sub Question: What role do you think podcasts can play in helping professional services firms build authority and generate new business? 5. Selling presentation coaching often means convincing clients that better communication can change business outcomes. How do you usually bring the sale home? 6. Once you're working with a client, what's your process for ensuring they continue to see value, come back for future engagements, and build a long-term relationship with your firm? 7. Where do you find yourself most challenged right now as the founder of a presentation and pitch coaching 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 Benjamin Ball Website Link: https://benjaminball.com/ Connect with Benjamin Ball on LinkedIn LinkedIn Link: https://www.linkedin.com/in/benjaminballtraining/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Win More Clients Through Better Communication With Benjamin Ball

  2. 1d ago

    How to Build an AI Product Firm That Scales Through 0→1 Execution With Brian Ritter

    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 ********************************************************************** Everyone is talking about AI, but very few organizations know how to turn AI into products that create real business value. That gap is exactly where Brian Ritter and R2 Consulting have built their business. With more than 15 years of experience launching over 50 software platforms, Brian helps founders and enterprise leaders validate ideas, build scalable SaaS products, and navigate the journey from concept to production. His approach combines product strategy, analytics, and AI with disciplined execution. In this conversation, we discuss how to build a specialized professional services firm, earn long-term client trust, sell complex engagements, lead technical teams, and where AI consulting is headed over the next several years. Proposed Interview Structure: 1. What first led you into product consulting, and what made you decide to build R2 Consulting around helping organizations take products from zero to one? 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 makes the decision to bring your firm in? 4. How do your best clients usually find R2 Consulting, and what's been your most effective strategy for growing the firm? Current Acquisition Channels: Referral Sub Question: What role do you think podcasts play in building authority and generating opportunities for professional services firms? 5. Your engagements involve significant investment and trust. How do you typically move prospects from an initial conversation to becoming long-term clients? 6. Once you've won a client, what do you do to make sure they continue seeing value, come back for future work, and develop into long-term relationships? 7. Where do you find yourself most challenged today as the founder of a growing AI product consulting 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 Brian Ritter Website Link: https://www.r2c.io/ Connect with Brian Ritter on LinkedIn LinkedIn Link: https://www.linkedin.com/in/britter-mba/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Build an AI Product Firm That Scales Through 0→1 Execution With Brian Ritter

  3. 2d ago

    How to Build a Professional Services Firm Around Trusted AI With Danny Goh

    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 ********************************************************************** Many organizations have access to powerful AI tools. Very few know how to deploy them in environments where accountability, governance, and trust are non-negotiable. Danny Goh has spent the past decade helping banks, financial institutions, governments, and global enterprises adopt AI that can withstand real-world operational and regulatory demands. As Founder & CEO of Nexus FrontierTech, he has built an AI research company serving organizations including HSBC, UBS, MUFG, Toyota, and major government agencies across Europe and Asia. Beyond running his firm, Danny teaches entrepreneurship and AI at Oxford Saïd Business School, ESCP, and École des Ponts Business School. He is also co-author of The AI Republic and Becoming AI Native, where he explores how organizations can combine artificial intelligence with human expertise to create businesses that are more adaptive, scalable, and resilient. Proposed Interview Structure: 1. You've built companies, written books, and advised some of the world's leading institutions on AI. What originally led you to build Nexus FrontierTech and focus your career on enterprise AI? 2. What specific problem are you helping your clients solve today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who usually holds the decision to bring your team into an organization? 4. How do your best clients typically discover Nexus FrontierTech, and what's been most effective in building credibility and attracting enterprise business? Current Acquisition Channels: Cold outreach Sub Question: What role do you think podcasts can play as a marketing tool for founders and leaders of professional services firms? 5. Winning enterprise clients often means navigating long sales cycles and multiple stakeholders. How do you typically build trust and bring those opportunities across the finish line? 6. Once you've delivered results for a client, how do you keep them coming back and build long-term relationships that continue to grow over time? 7. As the founder of an AI company operating in such a rapidly evolving market, where do you find yourself most challenged right now, if at all? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? ********************************************************** Know more about Danny Goh Website Link: https://nexusfrontier.tech/ Connect with Danny Goh on LinkedIn LinkedIn Link: https://www.linkedin.com/in/dannygoh/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Build a Professional Services Firm Around Trusted AI With Danny Goh

  4. 5d ago

    How to Build a Firm Buyers Want With Kristi May

    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 ********************************************************************** Many founders think about selling only when they're ready to exit. Kristi May believes that's too late. The businesses that command the highest valuations are intentionally built years in advance through strong operations, healthy financials, and systems that don't depend on the founder. As Owner of J&E Business Group, Kristi helps business owners buy, grow, and sell their companies through business valuations, brokerage, operational consulting, marketing strategy, and financial planning. Her work helps founders increase business value while creating companies that are easier to scale and lead. Drawing on more than two decades of leadership experience across real estate, healthcare, pharmaceuticals, and professional services, Kristi brings a practical perspective on building businesses that are both successful today and transferable tomorrow. Proposed Interview Structure: 1. What got you into consulting, and how did that eventually lead you into business brokerage and helping owners buy, grow, and sell their companies? 2. What specific problem are you helping your clients solve today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who usually holds the decision to bring you in or hire your firm? 4. You've built your business across consulting, brokerage, and real estate. How do clients typically find you today, and what's worked best for attracting new business that leaders of professional services firms can learn from? Current Acquisition Channels: Referral, Webinars, Cold outreach Sub Question: You've recently started appearing on podcasts yourself. What role do you think podcasting plays as a marketing tool for professional service firms? 5. Buying or selling a business is rarely a quick decision. How do you guide prospects from the first conversation through to becoming a client and ultimately closing the deal? 6. Once you're working with a client, what's your approach to delivering results, building trust, and creating long-term relationships that keep clients coming back and referring others? 7. As you've expanded from consulting into business brokerage and real estate, where do you find yourself most challenged today as a business owner, if at all? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? ********************************************************** Know more about Kristi May Website Link: https://jebusinessgroup.com/ Connect with Kristi May on LinkedIn LinkedIn Link: https://www.linkedin.com/in/kristin-may/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Build a Firm Buyers Want With Kristi May

  5. 5d ago

    How to Build an AI Services Firm Clients Trust for Long-Term Growth With Stephen Sklarew

    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 ********************************************************************** Artificial intelligence is transforming every industry, yet many organizations remain stuck in endless pilots that never create meaningful business impact. Stephen Sklarew has spent nearly a decade building Synaptiq.ai into a firm that helps organizations bridge that gap through practical AI strategy and implementation. Rather than leading with technology, Stephen focuses on aligning business objectives, people, data, and processes before introducing AI solutions. His team has delivered successful engagements across healthcare, legal, logistics, financial services, technology, and government, helping more than 100 organizations generate measurable ROI. In this conversation, we explore what it takes to build a successful AI professional services firm, how to win executive buy-in, why long-term client relationships matter more than one-off projects, and where the biggest opportunities lie for firms serving enterprise clients over the coming years. Proposed Interview Structure: 1. You spent years leading product organizations before founding Synaptiq.ai. What led you to build your own AI professional services firm, and what opportunity did you see that others were missing? 2. What specific problem are you helping your clients solve, 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 makes the decision to bring Synaptiq.ai in? 4. How do your best clients typically discover your firm, and what marketing strategies have consistently generated the right opportunities that other professional services firm leaders could learn from? Current Acquisition Channels: Referral Sub Question: You've built the "Raise Your AIQ" newsletter and consistently educate the market. What role do you think podcasts play as a business development tool for professional services firms? 5. Enterprise AI engagements often involve multiple stakeholders, long buying cycles, and significant investment. How do you build trust throughout that process and ultimately win the engagement? 6. Once a client starts working with Synaptiq.ai, what do you do to build long-term relationships, retain clients, and become their trusted advisor over time? 7. As you've grown Synaptiq.ai over the past several years, where do you find yourself most challenged today as the leader of a professional services firm, if at all? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? ********************************************************** Know more about Stephen Sklarew Website Link: https://www.synaptiq.ai/ Connect with Stephen Sklarew on LinkedIn LinkedIn Link: https://www.linkedin.com/in/sklarew Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Build an AI Services Firm Clients Trust for Long-Term Growth With Stephen Sklarew

  6. 6d ago

    How to Win Better Clients Through Better Questions With Josh John

    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 ********************************************************************** Josh John is Head of Operations and Co-Facilitator at Creative Business Council, where he leads peer advisory groups for owners, CEOs, and operational leaders in the trades and manufacturing industries. His work focuses on helping leadership teams improve communication, strengthen operations, and make better business decisions through structured peer collaboration. Rather than positioning himself as someone with all the answers, Josh has built his business around asking better questions. His philosophy,"Around Me, People Win", has helped clients uncover hidden opportunities, improve profitability, strengthen leadership teams, and create businesses that rely less on the owner and more on effective systems and people. For founders and leaders of professional services firms, this conversation offers practical insights into building trust, facilitating meaningful client relationships, creating recurring value, and standing out in a crowded advisory market. Proposed Interview Structure: 1. What got you into consulting and facilitation, and how did that journey eventually lead you to Creative Business Council? 2. What specific problem are you helping your clients solve, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who is usually the decision-maker when it comes to bringing you or Creative Business Council in? 4. How do your best clients typically find you, and what's worked best for attracting the right clients that other professional services firm leaders could learn from? Current Acquisition Channels: Referral, Podcast (guesting), Podcast (hosting), Speaking engagements Sub Question: What role do you think podcasts can play as a marketing channel for professional services firms? 5. Professional services often involve long sales cycles built on trust. From the first conversation to becoming a client, what does your sales process typically look like? 6. Once someone becomes a client or joins one of your peer groups, how do you make sure they continue seeing value, keep coming back, and build a long-term relationship with you? 7. Where do you find yourself most challenged right now as you continue growing your advisory business and Creative Business Council, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Josh John Website Link: https://creativebusinesscouncil.com/ Connect with Josh John on LinkedIn LinkedIn Link: https://www.linkedin.com/in/josh-john308/ Links referenced during the conversation: The Marketing Roulette - https://creativebusinesscouncil.com/resources/marketingroulette/ The CBC Blueprint - https://creativebusinesscouncil.com/blueprint/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Win Better Clients Through Better Questions With Josh John

  7. Aug 18

    How to Build a Cybersecurity Firm That Clients Trust With Zach Fuller

    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 ********************************************************************** Many professional services firms focus on delivering technical expertise. Zach Fuller has built Silent Sector around something bigger: helping clients use cybersecurity as a strategic business advantage. As Managing Partner of Silent Sector, Zach works with mid-market organizations that need to meet growing cybersecurity and compliance demands while continuing to scale. Rather than simply providing security assessments or technology recommendations, his team helps organizations build mature security programs that create trust, reduce risk, and open the door to larger enterprise opportunities. Before founding Silent Sector, Zach served as a Green Beret in the U.S. Army's 7th Special Forces Group, where leadership, adaptability, and mission execution were non-negotiable. Those same principles now shape how he leads his firm, develops his team, and builds long-term client relationships in an increasingly competitive professional services market. Proposed Interview Structure: 1. You had a unique journey from serving as a Green Beret to building a cybersecurity consulting firm. What got you into professional services, and how did that transition happen? 2. What specific problem are you helping your 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 Silent Sector in? 4. Cybersecurity is a crowded market. How do your best clients typically find you, and what's worked best to attract new business that other professional services firm leaders could learn from? Current Acquisition Channels: Referral, Content, Google Ads, Podcast (hosting), Speaking engagements Sub Question: You've been a podcast guest and regularly share thought leadership. What role do you think podcasting plays as a marketing tool for professional services firms? 5. Professional services often involve multiple stakeholders and long sales cycles. From the first conversation to getting executive buy-in, how do you typically bring those opportunities across the finish line? 6. Once a client starts working with Silent Sector, what do you do to make sure they continue seeing value, keep coming back, and build a long-term relationship with your team? 7. As you've continued growing Silent Sector, where do you find yourself most challenged today as the leader of a growing professional services firm, if at all? 8. Looking ahead, where do you see the biggest opportunities for cybersecurity consulting over the next few years? ********************************************************** Know more about Zach Fuller Website Link: https://www.silentsector.com/ Connect with Zach Fuller on LinkedIn LinkedIn Link: https://www.linkedin.com/in/fullerz Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Build a Cybersecurity Firm That Clients Trust With Zach Fuller

  8. Aug 18

    How Professional Services Firms Can Turn AI Into a Competitive Advantage With Chad Sanderson

    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 ********************************************************************** Every professional services firm is asking the same question: how do we turn AI into real business value instead of another software expense? Chad Sanderson believes the answer has far less to do with the technology itself and far more to do with how firms lead, make decisions, and capture organizational knowledge. As Co-Founder of DeepHumanX, Chad helps organizations rethink how humans and AI work together. Rather than focusing on prompts or individual productivity, his approach centers on enabling leadership teams, redesigning workflows, and building organizational intelligence that compounds over time. For founders and managing partners, this conversation offers practical lessons on building a stronger firm in the AI era, one where expertise scales, institutional knowledge becomes a competitive advantage, and transformation extends well beyond technology adoption. Proposed Interview Structure: 1. You've spent decades helping organizations improve sales, leadership, and transformation. What first led you into professional services, and what eventually inspired you to build DeepHumanX? 2. What specific problem are you solving for clients today, and why is solving the AI investment-impact gap something you've become so passionate about personally? 3. Who are your ideal clients today, and who typically makes the decision to bring DeepHumanX into the organization? 4. How have you built awareness and credibility for DeepHumanX, and what marketing strategies have generated the highest-quality opportunities? Current Acquisition Channels: Referral, Content, Podcast (hosting), Speaking engagements, Cold outreach Sub Question: You've hosted successful podcasts yourself. What role do you think podcasting can play in building authority and creating opportunities for professional services firms? 5. Enterprise transformation often involves multiple stakeholders and long buying cycles. How do you build trust throughout that process and ultimately win the engagement? 6. Once a client starts working with DeepHumanX, how do you continue delivering value, create long-term relationships, and generate repeat business? 7. As the founder of a rapidly growing AI enablement firm, where do you find yourself most challenged today, if at all? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? ********************************************************** Know more about Chad Sanderson Website Link: http://www.deephumanx.com Connect with Chad Sanderson on LinkedIn LinkedIn Link: https://www.linkedin.com/in/chadsanderson/ Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How Professional Services Firms Can Turn AI Into a Competitive Advantage With Chad Sanderson
See All (529)

5
out of 5
18 Ratings

About

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.

Information

  • Creator
    GHA Marketing
  • Years Active
    2023 - 2026
  • Episodes
    529
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 GHA Marketing
  • Show Website
    The Principal Podcast