How to Build a High-Growth Professional Services Firm for Private Equity Clients With Kevin White

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**********************************************************************After nearly a decade at EY advising multinational organizations on M&A, valuation, and strategy, Kevin White moved into venture capital and noticed the same challenge from the investor side: growth-stage companies needed sophisticated financial advisory without the complexity and overhead of a traditional Big Four firm. That insight led him to co-found Exbo Group in 2017. Today, Exbo has grown into a 100+ person advisory firm providing transaction services, CFO advisory, controllership, tax, and finance transformation to private equity and venture-backed businesses across the lower middle market. In this conversation, Kevin shares what it takes to build a specialist professional services firm, from finding a profitable niche and earning trust during high-stakes engagements to retaining clients beyond the initial project, scaling a high-performing team, and adapting to emerging technologies like AI. Proposed Interview Structure:1. What led you from nearly ten years at EY and time in venture capital to founding Exbo Group? What opportunity did you see that convinced you there was room for a different kind of professional services firm? 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 typically holds the decision to bring Exbo Group into an engagement? 4. Your firm has grown in a relationship-driven market. What's worked best for attracting new clients, and what can other professional services firm owners learn from your approach? Current Acquisition Channels: Podcast (guesting) Sub Question: What role do you think podcasts can play as a marketing channel for professional services firms? 5. Your engagements often involve multiple stakeholders and significant financial decisions. How do you typically build trust and guide prospects from the first conversation to becoming long-term clients? 6. Once a client starts working with Exbo, how do you make sure they continue coming back? What's your approach to building long-term relationships instead of one-off engagements? 7. As you've grown Exbo into a 100+ person professional services firm, where do you find yourself most challenged today as a founder, if at all? 8. Looking ahead, where do you see the biggest opportunities for your work over the next few years? **********************************************************Know more about Kevin WhiteWebsite Link: https://www.exbogroup.com Connect with Kevin White on LinkedInLinkedIn Link: https://www.linkedin.com/in/kevingwhite/Apply to be a guest on The Principal Podcast:https://ghapodcast.com/application-to-be-a-guest-on-consulting-leaders/