needs the expertise of somebody else,
they’re not going to think, “Who have
I met?” They’re going to think, “Who
can I trust to bring into this transaction,
because I’m not only bringing them in
to solve a problem, I’m also exposing
them to my client.” That means the only
way you’ll get hired and get those calls
is to know everybody, not just meeting
them at an event, but actually getting
to know them so they know when they
call you and bring you in on a deal,
you’re going to be the right person and
you’re going to be part of the team.
And you have to do the same thing.
Whenever I know I need to make a
recommendation for any client for any
transaction, I’m going to refer them
to somebody I know in TMA, first and
foremost, every single time. You could
be the smartest insolvency professional
in the entire country, but if no one
knows you and no one trusts you,
you’re not going to get the business.
Another thing, you have to be
comfortable selling yourself, walking
into an office and telling a committee
of people that you will perform and
that you are the person they need
to hire unequivocally. If you do not
exude confidence, you will not get
hired. If somebody literally has a
multimillion-dollar problem, they’re
going to hire the person who says, “I
can do it.” That’s just the way it is.
A lot of people have a problem with that
because they feel they’re boasting or
being egotistical, but if you’re truthful
and you know for sure that this is
something you can do, you need to
tell them. If it’s something you can’t
do, you need to be honest and say,
“This isn’t a transaction for me.” If it is,
you have to go for it, 100 percent.
Q What are you passionate about outside the office?
I absolutely love to
cook. That gets back to that idea of
taking an idea and making it happen.
It’s pulling a bunch of pieces together
and bringing it together and then
giving it everybody. “This is what I
created. I hope you enjoy it.”
I love to grill, love to cook. Whenever
I have time, I’ll go down to Eastern
Market in D.C. or over to the wharf
and buy a whole fish, buy all types of
ingredients. I love to go to different
markets and look for unique foods
that I can figure out how to cook.
Q What might people who only know you in your professional capacity
be most surprised to learn about you?
A lot of my clients are my
friends. On Facebook nowadays, they
can see what you’re doing when you’re
not working. There aren’t many secrets
left. Certainly those who know me know
that my wife Katie and I are together
constantly and that whenever I have
time off, we’re doing weekend trips,
we’re going out to nice dinners. I’ve been
very fortunate to be in a relationship
where I just absolutely love spending
every moment I can with my wife. She’s
my best friend, and we have a fantastic
The other thing I guess that people
don’t know about me is I just
absolutely love my ‘80s music. I’m
one of those 40-somethings that still
listens to the music from the ‘80s.
Q What were some of your favorite groups?
The Smiths, The Cure,
and the Talking Heads.
continued on page 50
Apply and learn more at
Become a CTP or CTA
Showcase your knowledge, integrity, and experience
in the corporate restructuring profession by earning
your Certified Turnaround Professional (CTP) or
Certified Turnaround Analyst (CTA) designation.