From Bate Stamps to Billion Dollar Deals

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Most consultants learned about legal services in business school. I learned it on a Xerox 1090 machine in 1997.
Back when "going digital" meant scanning paper instead of photocopying it, I was the guy selling Copy-Label-Copy job, making the copies, and Bate stamping them.  My clients reached me on a beeper, and I had to memorize their phone numbers to know who was calling when I called them back on my flip phone. Talk about dinosaur technology!

But here's what those early days taught me: the legal services industry isn't just about technology—it's about understanding the real operational challenges that keep founders up at night. I've lived through every wave of transformation, from paper-based processes to AI-powered eDiscovery platforms, and I've been in your seat at every stage of growth.

Twenty-some years later, I've been part of scaling companies from startup to $1.8B, and the view is definitely better up here. But I never forgot what it's like in the trenches.

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Over 25+ years, I've learned that especially for smaller companies, relationships, coaching, mentoring, and motivation matter more than just KPIs and EBITDA spreadsheets. The nuances that generic consultants miss:

• How to position for acquisition vs. becoming the acquirer

• What buyers actually look for in legal services investments

• The critical difference between founder-dependent operations and scalable businesses

• Why operational discipline creates premium valuations in consolidating markets

• I've also had the opportunity to work globally, spending extensive time in Europe and understanding cross-border legal services culture—something few in our industry can claim.

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THE PERSONAL SIDE:
Here's what drives me beyond business: Family comes first, always. My entire family lives here in Colorado—my two grown children, my mom, brothers, sister, nieces, nephews, and most importantly, my grandson (who's definitely the boss around here!). Actually, my daughter telling me I was going to be a grandpa was the catalyst that got me to sell everything and move from California to Colorado. Best decision I ever made.

When I'm not helping legal services companies scale and position for premium exits, you'll find me playing competitive tennis, golf, coaching basketball and tennis, mountain biking, hiking, and enjoying all the incredible outdoor opportunities that only Colorado can provide.

Fun fact:  I've actually traveled to more countries outside the US than states here in the US—which comes in handy when working with global legal services operations and understanding international business culture.