How to Scale a Specialized Firm Through Deep Industry Expertise With James Harris

From The Principal Podcast · 28:15

Show by GHA Marketing

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**********************************************************************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 ShowsSub 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?**********************************************************Know more about James HarrisWebsite Link: http://www.highimpactanalytics.comConnect with James Harris on LinkedInLinkedIn Link: https://www.linkedin.com/in/james-harris-a777055Apply to be a guest on The Principal Podcast:https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/

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