The Authority Gap: Companion Podcast

A deal does not close just because the buyer is interested. It closes when the buyer can move the decision through the internal justification path: Explainable → Defensible → Approvable. In this episode, the hosts examine the hidden burden buyers carry when recommending a consulting firm to leadership, peers, procurement, finance, or internal skeptics. The key model is simple: clarity makes the ch...

A buyer does not move from seeing your firm to choosing it in one leap. In this episode, the hosts unpack Deal Mechanics: the sequence that moves buyers from Signal, to Conversation, to Decision. The episode explains why attention is not the same as buyer movement, why good conversations can still stall, and how authority helps buyers move closer with less uncertainty.  To get the Authority Gap Re...

Buyers often decide who feels credible before your firm ever knows there is an opportunity. In this episode of The Authority Gap Podcast, the hosts unpack the buyer’s invisible shortlist: the quiet, early-stage evaluation process that happens long before an RFP, referral, or discovery call. The problem is not always that a consulting firm lacks expertise. It is that buyers cannot easily place the...

More visibility does not automatically create more demand. In this episode of The Authority Gap Podcast , the hosts unpack the Visibility Trap: why consulting firms can publish more, post more, connect more, and still fail to create serious buyer movement. The problem is not always reach. It is ambiguity. When buyers see your firm but cannot quickly understand what you stand for, why it matters, a...

New to The Authority Gap Podcast? Start here. This short introduction explains what the Authority Gap is, who the series is for, and how to use the episodes as a companion to the book. You’ll learn why many consulting firms do not lose because they lack expertise, but because buyers cannot fully recognize, trust, explain, or defend their value before making a decision.  To get the Authority Gap Re...

Strong consulting firms often assume their expertise should be obvious. Buyers do not experience it that way. In this episode, the hosts unpack the central idea behind The Authority Gap: expertise is what your firm has, but authority is what buyers can recognize, trust, explain, and choose. This is the best starting point for understanding why good firms lose deals they should win — and how author...