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. 21h ago

    How to Scale a Niche Professional Services Firm With Garth Larson

    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 ********************************************************************** 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? ********************************************************** 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/

    How to Scale a Niche Professional Services Firm With Garth Larson

  2. 4d ago

    How to Make Your Firm Indispensable to Clients With Louise Cantrill

    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 ********************************************************************** 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? ********************************************************** 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/

    How to Make Your Firm Indispensable to Clients With Louise Cantrill

  3. 4d ago

    How to Scale a Firm Without Becoming the Bottleneck Through Delegation With Tricia Sciortino

    Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! (https://ghapodcast.com) Want to solve Branding and Lead-Gen for good for your B2B Business? Download our Completed Playbook for FREE: https://ghapodcast.com/b2b-podcasting-secrets-pod ********************************************************************** For 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? ********************************************************** 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/

    How to Scale a Firm Without Becoming the Bottleneck Through Delegation With Tricia Sciortino

  4. 4d ago

    How to Stay Relevant for 30+ Years in Professional Services With Damian Goldvarg

    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 ********************************************************************** 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? ********************************************************** 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/

    How to Stay Relevant for 30+ Years in Professional Services With Damian Goldvarg

  5. 5d ago

    How to Build Authority and Win More Clients Through PR With David Barkoe

    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 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? ********************************************************** 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/

    How to Build Authority and Win More Clients Through PR With David Barkoe

  6. 5d ago

    How to Turn Client Relationships Into Repeat Revenue With Nick Boulton

    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 ********************************************************************** 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? ********************************************************** 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/

    How to Turn Client Relationships Into Repeat Revenue With Nick Boulton

  7. 5d ago

    How to Build a Proactive Advisory Firm That Clients Keep Coming Back To With Michael Coronado

    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 ********************************************************************** 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? ********************************************************** 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/

    How to Build a Proactive Advisory Firm That Clients Keep Coming Back To With Michael Coronado

  8. 5d ago

    How to Make Your Firm Hard to Replace With Molley Ricketts

    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 ********************************************************************** Molley Ricketts has spent more than 20 years in recruiting, workforce strategy, and professional services. In 2015, she founded Incipio Workforce Solutions, where she and her team help organizations tackle challenges across recruiting, HR outsourcing, employer branding, leadership development, employee retention, workforce alignment, and organizational change. What makes Molley’s journey especially relevant to professional services leaders is the evolution of Incipio beyond solving one-off recruiting problems. The firm works as a strategic workforce partner to clients across industries including healthcare, manufacturing, hospitality, and financial services, combining specialized expertise with longer-term client relationships. Molley is also Co-Founder of WorkMatch, an AI-powered hiring platform designed to improve how employers and essential workers find the right fit. Alongside running her businesses, she is an international best-selling author, keynote speaker, and host of The Workforce Therapy Files. In this conversation, we’ll explore how Molley built Incipio, how the firm attracts and wins clients, how she turns engagements into long-term relationships, what it takes to lead and grow a services business, and where she sees the next opportunities for her firm. Proposed Interview Structure: 1. You spent years in recruiting and managed services before starting Incipio in 2015. What made you decide to build your own professional services firm, and what did the early version of the business look like? 2. What specific problem are you helping clients solve through Incipio today, and why does solving that problem matter so much to you personally? 3. Who are your ideal clients today, and who inside those organizations usually holds the decision to bring Incipio in or hire your firm? 4. How do your best clients typically find Incipio today, and what have you found works best for consistently building trust and generating new business for the firm? Current Acquisition Channels: Referral Sub Question: You also host The Workforce Therapy Files. How has podcasting fit into the way you build your personal brand and the Incipio brand, and what do you think other professional services firms can learn from it? 5. When a potential client comes to you with a workforce problem, what does your sales process look like from that first conversation to getting them comfortable enough to trust Incipio with the engagement? 6. Once you win a client, what do you do to make sure they keep coming back, expand the relationship, and see Incipio as a long-term partner rather than a firm they hire for one isolated project? 7. As the founder of an established professional services firm, where do you find yourself most challenged right now when it comes to growing Incipio, if at all? 8. Looking ahead, where do you see the biggest opportunity for your work over the next few years? ********************************************************** Know more about Molley Ricketts Website Link: http://incipioworks.com Connect with Molley Ricketts on LinkedIn LinkedIn Link: https://www.linkedin.com/in/molleyricketts Apply to be a guest on The Principal Podcast: https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

    How to Make Your Firm Hard to Replace With Molley Ricketts
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5
out of 5
19 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
    643
  • Rating
    Clean
  • Copyright
    © Copyright 2026 GHA Marketing
  • Show Website
    The Principal Podcast

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