Empire State Entrepreneurs: NY Business Law

Larry Quinn of Great Point Studios & The Golisano Institute

In this wide-ranging conversation, David Pfalzgraf sits down with Larry Quinn, one of Buffalo's most prolific behind-the-scenes forces, for a deeply personal and candid look at a career spanning city government, Manhattan real estate, professional sports ownership, the film industry, and education reform. From his early days as the youngest commissioner in Buffalo city government to co-owning the Sabres, helping build KeyBank Center, launching Great Point Studios [https://greatpointstudios.com/studios/buffalo-studios/], and now leading the charge on Tom Golisano's transformative Golisano Institute [https://golisanoinstitute.org/], Larry Quinn's story is ultimately about one thing: people. The Topics: The Golisano Institute Larry's primary focus today is the Golisano Institute, a two-year post-secondary program founded by Tom Golisano designed to bridge the gap between high school and the workforce. The program is business-focused, covering Finance, Accounting, Public Speaking, and AI, with an emphasis on real-world work experience. Students graduate within two years, paying a maximum of $18,000 in tuition, with no summer breaks. Courses are accredited by Niagara University, Daemen University, St. John Fisher, Syracuse University, and RIT. Job placement runs at approximately 90%. The institute is opening its Buffalo location this fall (September) in the renovated former Buffalo News building downtown. The facility will include a stunning 700-seat forum with a 38-foot interactive video wall, designed not just for student programming but as a community venue for corporate events and major speakers. Building KeyBank Center Larry was recruited back to Buffalo by Seymour Knox to oversee the design and construction of what is now KeyBank Center, a $97 million hard-cost project that opened in 1996. He shared a memorable opening-night story: being summoned by Nordy Knox, who stood at the top of the escalator watching fans pour in, in tears, overcome with pride for Buffalo. "Those are the things I remember most," said Larry. Buying the Buffalo Sabres with Tom Golisano Larry recounted how Carl Paladino first connected him with Tom Golisano, who was interested in saving the Sabres from relocation. After initial skepticism (Tom famously told Larry "this thing loses money every year"), the deal eventually came together in a dramatic sequence involving bankruptcy court, Adelphia Cable, the NHL, and a Sunday-night phone call from Golisano. The team was purchased in 2003, and their ownership period helped stabilize professional hockey in Buffalo. Great Point Studios Larry helped broker the partnership between Great Point Media (founded by Robbie Halmi, former head of the Hallmark Channel and producer of Lonesome Dove) and the Rich family (Rich Products) to develop a film studio on Niagara Street. The studio produced 10 movies last year, primarily Christmas films. Larry sees the film industry as "the new manufacturing": democratic, diverse, and accessible without requiring a college degree. The Future of Buffalo: Niagara Falls Power & Data Centers Larry shared a forward-looking vision around the Niagara Falls Power Project as an untapped economic engine. With AI and data centers requiring enormous amounts of power, he believes Western New York has a unique natural advantage that regional leaders should leverage, not fight. His vision: use renewable hydroelectric power as a bargaining chip to attract major tech companies and require them to relocate divisions and hire locally. On Risk and Career Philosophy Larry credits a pivotal moment at Notre Dame: a professor challenged him to spend a week at a law firm before committing to law school (he lasted one day), and it became the catalyst for a career defined by calculated risk-taking. The professor gave him a book, Outrageous Good Fortune by Michael Burke, whose philosophy of "know yourself, seize opportunity without knowing where it leads" became a guiding framework for Larry's life. Tom Golisano's Philanthropy Larry shared a remarkable story about Tim Shriver of the Kennedy family approaching Golisano at the Clinton Global Initiative with a request for $500,000 to create medical clinics for Special Olympics athletes. Golisano's response: "You think too small." He gave $25 million. The resulting network of Golisano Special Olympics clinics now operates worldwide. Highlights & Memorable Moments * The professor who saved him from law school: Assigned to interview at a South Bend law firm, Larry lasted exactly one day, and it set the course of his entire career. * Meeting the Knox family: Larry's first encounter with Nordy Knox came after being kept waiting nearly an hour for a 9:00 AM meeting. Nordy arrived furious, and the awkwardness of that moment led, serendipitously, to Larry being recruited to build KeyBank Center. * Nordy Knox in tears on opening night (1996): Standing at the top of the escalator, Nordy pulled Larry in for a hug, overcome with pride for the city and the memory of his brother Seymour. "I'm emotional talking about it," Larry admitted. * Tom Golisano's negotiating style: After Larry secured 2 or 3 of Tom's 5 demands from the NHL to close the Sabres deal, Golisano gave him a hug and said, "Atta boy. I never thought you'd get any of them." Then: "I guess we own a hockey team." Followed immediately by: "There's only one problem... I don't like hockey." * $500,000 vs. $25 million: Tim Shriver asked Golisano for half a million. Tom told him he was thinking too small, and wrote a $25 million check. * "You think something's too crazy? Find out anyway." Larry's philosophy on opportunity, illustrated through the story of how Great Point Studios came to be despite his initial skepticism. Key Takeaways * Relationships outlast results. The buildings, the arenas, the studios: Larry remembers the people, not the concrete. Every great project he's been part of was defined by the quality of the team and the relationships built along the way. * Risk is the price of opportunity. Opportunities are never clear or guaranteed. Larry was taught early to embrace uncertainty, and it's a mindset that took him from Buffalo city hall to Manhattan real estate to professional sports ownership. * Buffalo has untapped leverage. Natural resources, renewable energy, a lower cost of living, and an emerging film industry give Western New York real competitive advantages, but they require bold regional leadership to unlock. * Real philanthropists don't just write checks. They create systems. What separates Tom Golisano is that he doesn't just fund ideas; he funds the infrastructure and execution behind them. The Golisano Institute is a perfect example: visionary, fully funded, and built to produce measurable workforce outcomes. * Workforce development is economic development. Larry's involvement with the Golisano Institute reflects his conviction that building human capital (not just attracting companies) is the path to sustained regional growth. * The film industry is the new manufacturing. Accessible, diverse, and year-round (especially with the rise of streaming), Buffalo's film economy offers broad employment opportunities tha...

Ben Burge & Matt Miller of Rupp Pfalzgraf LLC

In this episode of the Empire State Entrepreneurs and New York Business Law Podcast, host David Pfalzgraf is joined by two of Rupp Pfalzgraf's own: Matt Miller, Practice Area Leader of the Labor & Employment group, and Ben Burge, M&A attorney and the firm's General Counsel. Together, they pull back the curtain on how Rupp Pfalzgraf has navigated AI adoption, from early experimentation to building out a full internal task force, weekly training sessions, and hiring in-house data engineers to build proprietary tools. The conversation is equal parts honest and practical, touching on what went right, what was scary, and what business owners of any size should be thinking about right now. Recorded live at Incept's podcast studio, The Vault, in Buffalo, NY. Show Notes The Moment It Clicked – Ben's "Deep Research" Walk Ben's entry into AI wasn't strategic; it was accidental. During COVID, he was out for a morning walk with ChatGPT open on his phone, working through a thorny question about who legally owns medical records produced by a physician. He hit the deep research button by mistake. When he got back from the walk, a 25-page, single-spaced memo with citations was waiting for him – work that would have taken him and a couple of associates several days. He admitted he didn't check all the citations (an early lesson in hallucinations), but the experience made clear that something fundamental had changed. The Moment It Clicked – Matt's Hour with Tony Rupp Matt traces his AI awakening to a five-minute check-in with Rupp Pfalzgraf managing partner Tony Rupp that turned into an hour-long conversation. Rupp's passion for the topic made it land differently; Matt recognized immediately that this wasn't a passing trend, and walked back to his desk ready to start experimenting. Building the Foundation: Survey First, Strategy Second Both Matt and Ben emphasized that Rupp Pfalzgraf's structured approach started with a simple internal survey – asking employees what AI tools they were already using on their own. The results surprised leadership and gave them a real baseline: which platforms were in use, how often, and for what purposes. From there, the firm made deliberate decisions about which tools to standardize on, what enterprise-level accounts to establish (with appropriate confidentiality and security provisions), and how to build a shared strategy from the ground up. The AI Task Force & Weekly Breakfast Sessions Rupp Pfalzgraf formed a cross-functional AI Task Force drawing people from all levels of the firm. Regular brainstorming sessions identified inefficiencies where AI could create immediate ROI – particularly finding where high-value employees were spending time on low-value, automatable tasks. The firm also launched weekly Friday breakfast sessions where attorneys and staff shared use cases, explored new tools, and workshopped prompting techniques. Ben led a session specifically on prompt quality, making the case that how you ask matters as much as what you ask. Going All In: Hiring Data Engineers One of the more surprising moves the firm made was hiring multiple in-house data engineers – a significant departure for a law firm. Rather than simply purchasing licenses for off-the-shelf platforms, Rupp Pfalzgraf saw an opportunity to build proprietary, customized tools tailored to their specific workflows. Current custom builds include automated subpoena generation and document request tools, freeing up attorneys and paralegals from non-billable, repetitive work. The data engineers attend every AI Task Force meeting and take direct requests from lawyers, paralegals, and firm leadership. Measuring ROI – And Why It's the Wrong Question (For Now) When pressed on return on investment, Ben pushed back on the framing. Direct proportional ROI is hard to calculate when the gains are distributed across dozens of people doing their jobs faster and better. The better question, he argued, is whether you're maximizing the highest and best use of each person's time – a phrase David uses often with the firm. The firm has made the conscious decision to invest ahead of measurable returns, betting that productivity gains and revenue upside will compound over time. Quality Control: Accountability Doesn't Come with the Output A key theme that emerged in both the formal interview and the post-recording discussion: AI gives you an answer, not accountability. Ben and Matt both stressed that the output needs to be owned by the person who generated it. Matt described his approach to reviewing work from junior attorneys – he can tell when AI was used, and rather than penalizing it, he asks pointed questions: Why is this argument here? How does this fit the overall strategy of the case? Did you actually read through what it generated? The goal is to build judgment in younger lawyers, not just efficiency. AI and the Future of Recruiting Both guests expect the profile of entry-level professionals to shift meaningfully. Real-world work experience before law school is already attractive; Ben predicts it will become more so as AI handles more of the mechanical drafting work – leaving judgment, client relationships, and strategic thinking as the differentiators. Matt noted the challenge facing employers in hiring: writing samples may be AI-generated, and interviewers need to be more probing and observational than ever. He also flagged that AI-based applicant screening tools are a growing area of concern in labor and employment law. Five Years Out: Evolve or Die Neither Matt nor Ben expects AI to replace lawyers in the next five years. But both were clear that the firms and professionals who aren't actively building a strategy right now are already behind. Matt compared the current moment to earlier technology inflection points – computers, email, online legal research – where every professional services industry had to adapt or get left behind. The difference now is the pace; what changed over decades in previous cycles is happening in months. Key Highlights * Ben's accidental deep research moment: A 25-page memo on a question that would have taken days, generated during a 20-minute walk. The citation hallucinations were a lesson; the productivity revelation was immediate. * "AI can give you an answer. It can't give you accountability." – Ben Burge * Hiring data engineers at a law firm: A bold move that reflects the firm's ethos of thinking differently and investing in what others won't. * Prompt engineering matters: Not a buzzword – the quality of what you put in directly determines the value of what comes out. Ben led an entire internal training session on it. * The Tony Rupp BlackBerry analogy: If you're not intentionally investing in something this revolutionary, you're already way behind. * Quality control as mentorship: Matt's framework for reviewing AI-assisted work from junior attorneys is really a framework for developing professional judgment in the next generation. * The Friday breakfast sessions: A low-lift, high-impact format any business could replicate to build internal AI fluency. Key Takeaways - Start with a survey. Before building any AI strategy, find out what your people are already using. You'll be surprised – and you'll have real data to work with. - Establish security before scale. Enterprise accounts, confidentiality provisions, and data ...

Jack O'Donnell of O'Donnell & Associates, LLC

In this episode of the Empire State Entrepreneurs and New York Business Law Podcast, host David Pfalzgraf sits down with Jack O'Donnell [https://www.linkedin.com/in/jack-o-donnell-70369227/], founder and managing partner of O'Donnell & Associates [https://odonnellsolutions.com/], a Buffalo-based government relations and lobbying firm with offices in Albany, Rochester, and New York City. Jack shares a candid look at his journey from Buffalo public schools to the halls of Albany, the deals that shaped his career, and why he believes Buffalo's best days may still be ahead. Recorded live at Incept's podcast studio in Buffalo, NY. Show Notes Buffalo Roots & Family Legacy Jack grew up in Buffalo attending Buffalo Public Schools through eighth grade before going on to St. Joe's High School. He comes from a family deeply embedded in public service. His father retired as a New York State Supreme Court Justice, and his mother blazed a trail as the first woman to serve as U.S. Attorney for the Western District of New York, later working in the Obama administration. Early Career: From Campaign Trail to the Statehouse After graduating from Canisius College in 1996 - the same year as the presidential election - Jack passed up a planned career with U.S. Immigration Services and instead rode to the Democratic National Convention in Chicago, handed out paper resumes on the convention floor, and landed a job on the Clinton-Gore reelection campaign. His direct supervisor was Bill de Blasio; his deputy was Karen Hinton (now Karen Hinton Keo, current Secretary to the Governor of New York). From there, Jack spent 18 months driving across New York State promoting a then-little-known congressman named Chuck Schumer. When Schumer won his Senate seat, Jack made the deliberate choice to stay in Buffalo rather than follow the campaign to Washington - a decision he credits as formative. Over the next decade, Jack worked as a political operative and campaign strategist for a who's-who of New York State Democratic leadership, including Eliot Spitzer, Hillary Clinton, Kathy Hochul, and Andrew Cuomo, earning him the unofficial title of "Upstate Sherpa." Health Challenges & Reinvention In the midst of his political career, Jack faced a serious health crisis that required an organ transplant, an experience that nearly cost him his life. The ordeal introduced him to Upstate New York Transplant, where he formed meaningful relationships, including with David's late mother, and eventually redirected his path back to law school. He spent seven years completing his JD, graduating in 2010 after petitioning to return following his illness. From Politics to Lobbying Jack registered as a lobbyist for the first time in 2008, initially resistant to the idea. He eventually recognized that lobbying offered the parts of government work he found most energizing, brokering large, impactful projects, without the door-knocking and constituent service elements he found less fulfilling. Starting O'Donnell & Associates...Right Before COVID In November 2019, Jack left his position at an established lobbying firm to launch O'Donnell & Associates. Four months later, COVID hit. He was frank about the fear of running a business with no formal training, but credits the crisis with proving the value of his relationships. Clients and officials needed informed navigators more than ever. Current Work & Clients Today, O'Donnell & Associates works across healthcare, economic development, finance, and cultural institutions. Current and recent engagements include: * Alstom (train manufacturer, Hornell, NY): Helped secure a nearly $3 billion Amtrak contract for next-generation trains, leveraging relationships with both Governor Cuomo and Senator Schumer - two leaders famously at odds. Those trains now run between Boston and New York City. Most recently, helped Alstom secure a $3 billion MTA subway car contract. * M&T Bank: Facilitating strategic introductions and relationship-building as M&T expands into the Bronx, connecting the bank with key city and state officials. * Buffalo Zoo, Albright-Knox Art Gallery (AKG), Niagara Aquarium: Advocating for cultural institutions Jack views as critical economic drivers for Western New York. * Downtown Buffalo Development: Working with a developer on office-to-residential conversion legislation, sponsored by Majority Leader Crystal Peoples-Stokes, modeled on programs that have succeeded in New York City. The Monday Morning Memo O'Donnell & Associates produces a weekly publication recapping key developments in Albany, Washington, and local government. The memo has won awards and is read widely among elected officials and policy leaders across the state. AI, Advocacy & the New York RAISE Act Jack shared his firm's work on the New York RAISE Act, which requires large AI companies (those spending millions developing frontier models) to maintain documented safety plans and bear legal responsibility for their systems. He pushed back on what he characterized as misleading opposition from major tech companies, calling the law a reasonable guardrail; not a threat to startups or innovators. Jack also touched on how digital tools, including geofenced advertising targeting state capitol visitors, have become part of sophisticated advocacy campaigns, while cautioning that relationships and personal judgment remain irreplaceable, especially in bill drafting where changing two words can determine whether a company thrives or is regulated out of existence. Buffalo's Future Jack is optimistic about Buffalo's trajectory, pointing to: * A new mayor representing the city's first true "change election" since 1977 * Strong leadership at the city's cultural institutions * Legislative momentum behind downtown residential conversion projects * Growing statewide recognition of Buffalo's potential from Albany and NYC Fun Facts * Jack published a book, Bitten by the Tiger, about William Sulzer - the only New York Governor ever to be impeached - available on Amazon. * In 1996, Jack qualified for the U.S. Olympic sailing trials, though the team did not ultimately compete. Key Highlights * "We can get government moving faster, but that's not the same as moving fast." Jack's honest take on the pace of public sector change. * The Alstom Deal: Navigating a near-$3 billion federal contract while managing a famously hostile relationship between two of New York's most powerful political figures. * Staying in Buffalo: Turning down a path to Washington to invest in a community many of his peers were leaving. * Organ Transplant: A life-altering health crisis that reshaped his personal and professional path. * AI in Government: Firsthand account of educating legislators on frontier AI models and the RAISE Act. * "Intelligence guided by experience": The firm's philosophy, and how it plays out in weekly intelligence briefings and client strategy. Key Takeaways 1. Relationships are the foundation of advocacy. Knowing the players (and being trusted by them) is what separates effective advocates ...

Dan Magnuszewski & Nicholas Barone of Radial Ventures

Building Buffalo's Startup Ecosystem From Open Coffee Clubs to ACV Auctions with Nick Barone & Dan Magnuszewski In this episode of Empire State Entrepreneurs, David Pfalzgraf sits down with two of the driving forces behind Buffalo's thriving tech and startup scene - Nick Barone and Dan Magnuszewski, [https://www.linkedin.com/in/magnachef/] co-founders of ACV Auctions [https://www.acvauctions.com/] and partners at Radial Ventures [https://www.radialventures.com/]. Nick and Dan trace their paths from early grassroots "Open Coffee Club" meetups in 2009 to co-founding ACV Auctions, the digital automotive auction platform that went public in March 2021 after just six years and explosive 350% year-over-year growth. Along the way, they share candid stories about selling a house with a one-year-old at home, landing their first investors, and scaling from three people to over 2,000 employees. But this episode is about more than one company's success story. Nick and Dan dig into what happens when a community decides to turn a happy accident into a repeatable system. They discuss the 43 North Foundation - built in part from the economic windfall of ACV's exit - and its four pillars: talent development, corporate connectivity, brand building, and the venture studio model powering Radial Ventures. Their message is clear: Buffalo doesn't need Silicon Valley. It needs intentional collaboration, no-ego partnerships, and a long-term commitment to building the ecosystem from the ground up. Whether you're an entrepreneur, a corporate leader, or simply someone who cares about the future of business in Western New York, this conversation is full of hard-won lessons and real optimism about what's being built right here in Buffalo. • Nick Barone and Dan Magnuszewski share how Buffalo's startup scene grew from informal Twitter meetups and coffee shop gatherings in    2009 into a structured, thriving tech ecosystem • The origin story of ACV Auctions — how a chance conversation led to co-founding one of Buffalo's biggest startup success stories,    culminating in a 2021 IPO • What it really takes to go all-in on a startup: selling your house, ditching a steady income, and betting on yourself with a one-year-old at home • How ACV scaled from 3 employees to over 2,000, achieving 350% year-over-year growth — and what that kind of hypergrowth actually feels    like from the inside • The founding and vision of the 43 North Foundation, and how the ACV exit created resources to invest back into Buffalo's next generation of.    entrepreneurs • A breakdown of 43 North's four pillars: talent development, corporate connectivity, storytelling/brand building, and the venture studio model • Inside Radial Ventures — a hands-on venture studio that lets founders keep their day jobs while an experienced team builds the company    alongside them • Why Nick and Dan believe collaboration, not competition, is the key to sustaining a healthy startup ecosystem • The importance of corporate engagement in the startup world — and why Buffalo's established companies have a critical role to play in what    comes next • Practical wisdom for first-time founders: why there's no parachute, how to learn from failure, and why showing up to the community early    matters more than you think

Empire State Entrepreneurs: Season 2 Best Of

As Season Two comes to a close, Empire State Entrepreneurs takes a step back to reflect on the conversations, insights, and moments that defined the past nine episodes. This special best-of episode brings together standout clips, along with several never-before-heard moments, from business owners, creatives, technologists, and community leaders who shared candid perspectives on building, protecting, and growing businesses in New York State. From the evolving role of AI in traditionally conservative professions, to the parallels between entrepreneurship and filmmaking, to hard-earned lessons about passion, purpose, and sustainability, these conversations highlight the realities behind success—not just the headlines. Whether you’ve followed the podcast all season or you’re joining for the first time, this episode offers a thoughtful look back at the ideas that resonated most and the lessons worth revisiting as we look ahead. Episode Highlights & Key Themes The Practical Reality of AI in the Legal Profession Guests discuss how AI is already reshaping legal work—not by replacing judgment, but by automating time-intensive tasks like citation checks, legal research validation, and brief review. The takeaway: meaningful AI adoption happens in small, deliberate steps, not by handing over full decision-making. Old Technology, New Audiences From vinyl records to high-end audio systems, what was once considered legacy technology is finding new life with younger generations. The tactile, intentional experience of music - paired with the accessibility of streaming - has become a bridge between generations and a reminder that innovation doesn’t always mean abandoning the past. Entrepreneurship Through a Creative Lens Filmmaking is framed as entrepreneurship in its purest form: assembling teams, managing capital, competing across markets, and building something larger than yourself. The conversation highlights Buffalo’s growing creative economy and the persistence required to build sustainable ecosystems outside traditional hubs. The Power of a Clear Creative Foundation A decades-old creative brief remains the guiding force behind award-winning work, underscoring the value of clarity, discipline, and consistency. Tools and trends change, but a strong foundation continues to drive results. Innovation That Creates Jobs and Communities From AI-driven construction platforms to solar technology and semiconductor innovation, guests reflect on how venture-backed ideas scale into real-world impact; creating jobs, attracting talent, and strengthening regional economies. Arts, Education, and Lasting Impact Arts education programs demonstrate how confidence, communication, and collaboration can transform young people in a matter of weeks. These experiences reinforce the role of business and community leaders in creating access and opportunity. Passion Isn’t Enough...And That’s Okay One of the season’s most reflective moments challenges the “follow your passion” narrative. Sustainable success lives at the intersection of passion, competence, and compensation—an insight especially relevant for founders navigating career pivots and new ventures.