Martin I. Estner, Senior Counsel
E-mail: miestner@rfglawyers.com

Small Business

On the practice of Business Law: "I concentrate my practice in helping owners of small and medium-sized privately owned businesses, particularly those that are looking to manage the next phase of their development. It is my responsibility to help them analyze the legal and business risks and benefits to alternatives such as changing or adding a location, adding executive personnel, obtaining additional capital, acquiring or merging with a related small business, or putting an ownership transition plan into effect. And I have the demonstrated experience and capability to provide the legal services to effectuate their decisions in a way that reduces risk, improves success, and increases the value of the company.” Attorney Estner has a recognized expertise in successfully negotiating solutions to legal problems. “I approach all matters by first listening carefully to the client and accurately framing the problem. Too many lawyers start developing solutions before they truly understand the problem. Even though in the broad sense a client’s problem may appear to be something I have handled before, I believe that patiently listening to and questioning the client inevitably leads to some unique information needed to accomplish a successful outcome.” “At the same time, I understand that, in particular, business clients are looking for straight answers and straight action. Time is one of the things business clients value as part of service delivery. They often do not want, and do not need, long-winded explanations. They want answers; and I provide them.” “Once the client’s real needs are identified, framing the problem can be accomplished more easily and more accurately. Then it is time to apply creativity, negotiating skill, and a tenacious commitment to achieving desired results. Good negotiated solutions often require that the involved parties learn how to expand the universe of possibilities. I call this developing an ‘abundance mentality.’ I believe that there is room in most negotiations for each party to come away genuinely satisfied with the result. My motto is eighty percent of success is merely persuading people to do what they ought to do. Managing the negotiation process is the key to helping all involved parties understand one another’s needs, the interests that must be satisfied, and the issues that are at hand. Attorney Estner has practiced law in the Boston area for more than thirty years. He is an active member of the Massachusetts Bar Association, and has served on its Small Business and Entrepreneurship Committee. He also has served as a board member or principal for numerous community and religious organizations. He has lectured and published on various topics in his areas of expertise. He is a cum laude graduate of Suffolk University Law School where he was Executive Editor of the Law Review. His undergraduate degree is from the University of Massachusetts, Amherst. Article: Negotiating Bank Loans, by Martin I. Estner, Esquire

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