The Relay

S3, EP 1 - Private Equity Is Entering Personal Injury Law — Here’s What It Actually Looks Like

Gabriel Stiritz — Wed, 29 Apr 2026 03:22:27 +0000

Private equity is rapidly changing the personal injury landscape — but what do these deals actually look like behind the scenes?

In this episode of The Relay, Gabriel Stiritz sits down with Chad Dudley, partner at Dudley DeBosier Injury Lawyers, to break down one of the first major MSO deals in the space.

Chad shares how his firm partnered with Uplift Investors to form Orion Legal MSO, and what law firm owners should understand about scaling, selling, and structuring partnerships.

In this episode:

What an MSO (Management Services Organization) actually is
How private equity deals in law firms are structured
The difference between selling vs. scaling with partners
How to evaluate potential investment partners
What integration looks like across multiple firms
Where the biggest growth opportunities are today

If you’re a law firm owner thinking about growth, succession, or private equity, this episode breaks down what you need to know.

S2, E17 – Gold or Fool's Gold? Finding Legal AI Tools that Really Work

Gabriel Stiritz — Thu, 22 Jan 2026 18:00:00 +0000

In this conversation, Gabriel Stiritz and Justin McCallon discuss the evolving landscape of AI in the legal sector, particularly focusing on litigation workflows. They explore the divide between firms effectively leveraging AI tools and those hesitant due to concerns like hallucinations. Justin shares insights on StrongSuit AI's approach to creating a comprehensive toolkit for litigation, emphasizing the importance of repeatable workflows and the balance between customization and standardization. The discussion also delves into the challenges of evaluating AI tools, addressing hallucinations, and future developments in AI technology for law firms.

S2, E16 – PE & PI: The Current Landscape of Law Firm Acquisitions

Gabriel Stiritz — Thu, 08 Jan 2026 18:00:00 +0000

In this conversation, Gabriel Stiritz and Tom Lenfestey discuss the evolving landscape of law firm transactions, particularly in the personal injury sector. They explore the impact of private equity on law firms, the emergence of Managed Service Organizations (MSOs), and the challenges faced by sellers in understanding their firm's value. The discussion also highlights the importance of strategic planning for law firm owners looking to navigate the changing market dynamics as they prepare for potential acquisitions or investments.

S2, E15 – Managing and Maximizing Your Referrals

Gabriel Stiritz — Mon, 10 Nov 2025 18:23:41 +0000

In this episode, Gabriel Stiritz (CEO, Lexamica) and Glen Lerner (Founder and Partner, Lerner and Rowe) explore rapid changes in the legal business landscape due to AI and market dynamics. The conversation highlights the importance of adaptation in order to thrive in this evolving environment, including the increasingly vital role of referrals as a key part of a sustainable business strategy. Gabriel also touches on Lexamica's origin story, and Glen explains his confident decision to adopt Lexamica as his firm's referral management platform. Erik Bermudez (VP of Strategic Partnerships, Filevine) hosts. Recorded at Lex Summit 2025.

S2, E14 – The Real Value of a Unified Brand with Nate Skinner

Gabriel Stiritz — Tue, 26 Aug 2025 15:49:00 +0000

In this episode of The Relay, host Gabriel Stiritz interviews Nate Skinner, Chief Marketing Officer at 8am (formerly AffiniPay), about the recent rebranding of the company and its implications for law firms and the legal technology industry. They discuss the importance of a unified brand, the value of brand equity, and the long-term impact of brand investment. Nate shares insights on how to build a memorable brand story and emphasizes the need for law firms to invest in their brand to build trust with clients. The conversation highlights the significance of understanding customer needs and the role of branding in creating a successful business strategy.

S2, E13 – The Latest on Voice AI with Ethan Hilton

Gabriel Stiritz — Tue, 12 Aug 2025 16:00:00 +0000

In this conversation, Gabriel Stiritz interviews Ethan Hilton, founder of Caseflood.ai, discussing the transformative impact of AI on the legal industry, particularly in the intake process for personal injury law firms. They explore the current state of voice AI technology, its capabilities, challenges in adoption, and the future of AI in legal decision-making. The discussion highlights the need for a balance between automation and human oversight, emphasizing the importance of understanding client needs and the nuances of legal agreements.

S2, E12 – The Capital Reality: Investor Insights on Legal Tech with Zach Posner

Gabriel Stiritz — Tue, 29 Jul 2025 17:30:00 +0000

In this episode of The Relay, host Gabriel Stiritz speaks with Zach Posner, co-founder and managing partner of The LegalTech Fund, about the current trends in legal technology, the impact of AI on the legal industry, and the future of law firms. They discuss the importance of evaluating legal technologies for long-term value, the rise of voice AI in legal intake, and the changing landscape of legal pricing. Zach emphasizes the need for law firms to adopt technology thoughtfully and to foster a culture of innovation within their teams.

S2, E11 – The Power of Breaking Bread with Ken Levinson

Gabriel Stiritz — Tue, 08 Jul 2025 15:00:00 +0000

In this episode of The Relay, host Gabriel Stiritz interviews Ken Levinson, a leading personal injury attorney, about the importance of building authentic relationships in the legal field. Levinson shares insights on how intimate dinners can foster meaningful connections among lawyers, emphasizing the value of face-to-face interactions over traditional marketing methods. The conversation highlights strategies for curating these gatherings, the significance of listening, and the long-term benefits of nurturing professional relationships.

S2, E10 – Operational Excellence with John Nachazel

Gabriel Stiritz — Mon, 23 Jun 2025 19:51:20 +0000

In this episode of The Relay, host Gabriel Stiritz speaks with John Nachazel, COO of Mike Morse Law Firm, about the evolving landscape of personal injury law firms. They discuss the challenges of rising operational costs, the importance of branding versus paid advertising, and the impact of AI on legal operations. John shares insights on how law firms can navigate these changes, emphasizing the need for strong local branding and the strategic adoption of technology. The conversation highlights the significance of being a fast adopter of innovative solutions while maintaining a focus on operational excellence.

S2, E9 - David vs. Goliath: How Independent Firms Can Beat Big Money with Ben Glass

Gabriel Stiritz — Mon, 19 May 2025 06:36:00 +0000

In this episode of The Relay, host Gabriel Stiritz speaks with Ben Glass, a seasoned personal injury lawyer, about the evolving landscape of the legal industry. They discuss the impact of private equity, the importance of customer experience, and strategies for independent law firms to thrive amidst competition from larger firms. Ben shares insights on building local connections, leveraging personal stories for marketing, and the significance of trust in client relationships. The conversation emphasizes the need for law firms to differentiate themselves through unique branding and community engagement.

S2, E8 – AI Voice Agents with Chris Keller

Gabriel Stiritz — Mon, 31 Mar 2025 19:00:00 +0000

Chris Keller, of Keller Swan Injury Attorneys, shares with Gabriel how his firm is using conversational AI to solve intake challenges, reduce missed calls, and scale efficiently—highlighting real results, compliance strategies, and the future of AI-driven legal operations.

S2, E7: 4 Numbers Every Law Firm Owner Should Know with Tim McKey

Gabriel Stiritz — Mon, 24 Mar 2025 20:00:00 +0000

In this episode, Gabriel Stiritz and Tim McKey discuss the essential Key Performance Indicators (KPIs) that every personal injury law firm owner should understand. They delve into the critical metrics that determine the financial health of a law firm, including expense categories, attorney compensation, marketing costs, and profit margins. The conversation emphasizes the importance of knowing these numbers to effectively manage a law firm and adapt to changing market conditions. Tim shares insights on how different types of law firms may have varying ratios and the significance of referrals in generating high-value cases.

S2, E6: "Making The Phone Ring" Stops Working with Tim McKey

Gabriel Stiritz — Mon, 03 Mar 2025 22:00:00 +0000

In this episode, Gabriel Stiritz interviews Tim McKey about sustainable growth strategies for law firms. They discuss the importance of understanding financial metrics, the four key strategies for growth, common mistakes law firms make, and how to identify operational cracks that hinder growth. Tim emphasizes the need for effective systems and processes to handle cases efficiently and increase case value, while also highlighting the significance of client referrals and operational efficiency in achieving sustainable growth.

S2, E5: Passive vs. Active Marketing with Michael Mann

Gabriel Stiritz — Tue, 25 Feb 2025 00:30:00 +0000

In this episode of The Relay, host Gabriel Stiritz speaks with Michael Mann, lead strategist at Scale Marketing, about the transition from passive to active marketing in the legal sector. They discuss the importance of leveraging data for optimization, measuring growth, and the need for a holistic view of marketing strategies. Mann emphasizes the significance of understanding client demographics and utilizing new data sources to enhance marketing performance. The conversation also touches on the integration of traditional and digital marketing, the necessity of regular data review, and the strategies for creative testing and iteration.

S2, E4: Solo - The Pre-Litigation PI Life Cycle

Gabriel Stiritz — Mon, 17 Feb 2025 18:00:00 +0000

In this conversation, Gabriel Stiritz provides an in-depth overview of the operations of personal injury law firms, focusing on the client journey from initial contact through to case resolution. He discusses the importance of understanding the operational flow, the client intake process, medical management, and the negotiation with insurance companies. The conversation highlights the evolving landscape of law firm operations, particularly with the integration of technology and AI.

S2, E3: Billing Subscription Model with Mathew Kerbis

Gabriel Stiritz — Mon, 10 Feb 2025 20:00:00 +0000

In this episode, Gabriel Stiritz interviews Mathew Kerbis, founder of the Subscription Attorney, discussing the innovative subscription billing model for legal services. They explore the benefits of this model, including predictable revenue, efficiency, and improved client relationships. Mathew shares insights on the challenges faced by lawyers in adopting this model and the potential of AI to enhance legal services. The conversation also addresses the access to justice gap and the need for a shift in the legal profession towards more affordable and accessible services.

S2, E2: Maximizing Client Communications, Digitally, with Matt McClelland

Gabriel Stiritz — Wed, 05 Feb 2025 17:15:00 +0000

In this conversation, Gabriel Stiritz and Matt McClellan discuss the evolving landscape of legal technology and the changing expectations of consumers in the legal field. They explore the importance of effective communication, client education, and the integration of video content to enhance client experience. The discussion highlights the need for law firms to adapt to modern consumer behaviors and expectations, emphasizing the significance of a client-centric approach in legal services.

S2, E1: Solo - FCC 1-to-1 Consent

Gabriel Stiritz — Mon, 20 Jan 2025 21:00:00 +0000

In this episode, Gabriel Stiritz discusses the upcoming FCC one-to-one consent rules that will significantly impact how personal injury law firms manage marketing and client communication. The conversation covers the implications of these rules, the necessary technology updates, and best practices for compliance to ensure a smooth transition by the January 2025 deadline.

Episode 14: Online Reviews with Andrew Stickel

Gabriel Stiritz — Mon, 13 Jan 2025 23:00:00 +0000

Episode 13 - The Power of Showing Up with Seth Price

Gabriel Stiritz — Mon, 06 Jan 2025 21:00:00 +0000

In this episode of The Relay, host Gabriel Stiritz interviews Seth Price, founder of Price Benowitz and BluShark Digital Marketing. They discuss the importance of networking, the value of showing up at conferences, and how to balance business responsibilities with relationship building. Seth shares his experiences in leveraging interpersonal connections for business growth and the role of curiosity in creating opportunities. The conversation also touches on the implementation of the EOS framework for effective business management and the strategic approach to attending conferences.

To purchase "Traction" by Gino Wickman and learn about the EOS framework click here.

Episode 12: 2024 Year In Review with Mathew Kerbis

Gabriel Stiritz — Mon, 30 Dec 2024 20:08:40 +0000

In this episode, Gabriel Stiritz and Mathew Kerbis discuss the transformative impact of AI on the legal profession, particularly for personal injury law firms. They explore various AI tools, including Paxton, and their ability to enhance efficiency and productivity. The conversation also delves into the future of agentic AI, which promises to automate tasks and reduce workloads for lawyers. Key takeaways include the importance of leveraging AI for better outcomes and the need for law firms to adopt these technologies to stay competitive.

Episode 11: Maximizing Case Values Thru Case Rankings

Gabriel Stiritz — Mon, 23 Dec 2024 14:00:00 +0000

In this episode of The Relay, Gabriel Stiritz interviews Chad Dudley, managing partner of Dudley Debosier Injury Lawyers, about innovative approaches to law firm management, particularly focusing on case ranking systems. Chad shares insights from his extensive experience consulting with personal injury firms, emphasizing the importance of identifying high-potential cases and implementing a structured evaluation framework. He introduces the Pareto Point Analysis, which helps firms understand their case distribution and revenue generation. The conversation highlights the critical role of skilled attorneys in maximizing case value and the necessity of a systematic approach to case evaluation.

Episode 10: Is TV Dead or Dying?

Gabriel Stiritz — Mon, 16 Dec 2024 15:00:00 +0000

In this conversation, Micki Love from CJ Advertising discusses the evolution of legal marketing, emphasizing the enduring importance of TV advertising while also exploring the rise of digital and influencer marketing. She highlights the need for law firms to adapt their strategies based on market demographics and the competitive landscape. Love shares insights on how new firms can build their brand recognition and navigate the complexities of modern advertising, including the challenges posed by rising costs and market saturation.

Episode 9: Cybersecurity 101 for Law Firms

Gabriel Stiritz — Mon, 18 Nov 2024 14:00:00 +0000

In this conversation, Gabriel Stiritz and Foster Davis discuss the critical importance of cybersecurity for law firms, particularly in the context of rising data breaches. They explore the current landscape of cybersecurity, the challenges faced by small- to medium-sized law firms, and the necessity of understanding one's cybersecurity posture. The discussion emphasizes the value of penetration testing and hiring professionals to assess vulnerabilities, as well as the importance of having insurance and a solid IT management strategy. The episode concludes with actionable takeaways for law firm owners to enhance their cybersecurity measures.

Episode 8: Marketing Your Firm with Gary Sarner

Gabriel Stiritz — Fri, 01 Nov 2024 20:10:15 +0000

In this episode, Gabriel Stiritz interviews Gary Sarner, founder of ROI 360+, about innovative marketing strategies for personal injury law firms. They discuss the importance of traditional media, the introduction of new marketing technologies, and the significance of branding and communication in client retention. Gary shares insights on audience targeting and the effectiveness of intent-based marketing, emphasizing that a strong brand is essential for law firms to compete in today's market.

Episode 7: Telemedicine in PI | Oct 28, 2024

Gabriel Stiritz — Mon, 28 Oct 2024 23:33:00 +0000

In this conversation, Gabriel Stiritz and Dave Francolini discuss the integration of telemedicine into personal injury law practices. They explore how telemedicine can bridge treatment gaps for accident victims, enhance client retention, and improve overall satisfaction. The discussion covers the operational workflow of telemedicine services, the cost structure for law firms, ethical considerations, and the future of telemedicine in the legal field. Francolini shares insights on the current adoption rates among law firms and the potential for telemedicine to transform client interactions and treatment processes.

Episode 6: Open Sourcing Law with Mike Lissner

Gabriel Stiritz — Thu, 10 Oct 2024 04:48:00 +0000

Offshoring (with Ethen Ostroff)

Gabriel Stiritz — Thu, 26 Sep 2024 07:47:00 +0000

In this episode of The Relay, Gabriel Stiritz interviews Ethen Ostroff about outsourcing for law firms. They discuss the benefits and challenges of outsourcing, the importance of clear task delegation, and how to integrate outsourced staff into the firm's culture. Ethen shares his experience with outsourcing in his own law firm and provides practical tips for maximizing the effectiveness of outsourced staff. The conversation highlights the value of outsourcing for revenue generation, cost savings, and improving efficiency in law firms.

Sell Your Law Firm (with Tom Lenfesty)

Gabriel Stiritz — Thu, 12 Sep 2024 07:43:00 +0000

Tom Lenfestey, founder of the law firm Practice Exchange, discusses the buying and selling of law firms. He explains that the Law Practice Exchange is a marketplace for buying and selling law firms, with the goal of normalizing the process and helping law firm owners monetize the value they have built. Lenfestey shares that there are more buyers than sellers in the market, with personal injury firms leading in activity. He also discusses the valuation approaches, including revenue, market comparables, and EBITDA. The typical multiples for EBITDA in the personal injury space range from 2.5 to 3.5. Lenfestey advises law firm owners to get their financials, systems, and brand in order, know the value of their firm, and plan their timeline for selling. He also highlights the importance of addressing seller emotions and finding the right buyer who values the seller's contribution.

The State of AI in Case Management (with Nathan Morris)

Gabriel Stiritz — Wed, 21 Aug 2024 15:25:09 +0000

In this episode, Gabriel Stiritz interviews Nathan Morris, co-founder and chief culture officer of Filevine, about the state of AI in case management. They discuss the limitations and hype surrounding AI, as well as the current state of AI in law firms. They also explore the importance of using AI as a tool and the need for guardrails to reduce errors. Nathan emphasizes the value of tying AI models to ground truth and the significance of data sets in AI applications. They also touch on the impact of AI on the legal profession and the need for law firms to adapt and embrace AI technology.

Mining for Conflict (with Mary Ellen Murrah)

Gabriel Stiritz — Thu, 15 Aug 2024 16:15:00 +0000

Mary Ellen Murrah, Chief Strategy and Marketing Officer at Vista Consulting, discusses the importance of mining for conflict internally within an organization. She emphasizes the need for leaders to listen to and elicit complaints from their team members, as well as create a culture of psychological safety. Gabriel Stiritz, the host, highlights the value of asking pointed questions and encouraging open and honest communication. Vista Consulting helps law firms with culture issues and provides recommendations to improve psychological safety within the organization.

Process Before Technology

Gabriel Stiritz — Thu, 01 Aug 2024 08:00:00 +0000