Spencer Fane has had a busy decade. In that time it’s expanded well beyond its Kansas City roots to make inroads in Colorado, Texas and Florida, developing strength in the Southeast and the Southwest along the way. The firm’s gross revenue has nearly quadrupled as it’s charted that geographic growth, hitting $188.6 million in 2021.

For managing partner Pat Whalen, the firm’s growth is a demonstration of its commitment to following its clients, as well as a testimony to its talent-centered approach. In this interview, Whalen discusses the value proposition offered by many firms in the Second Hundred, the potential for escalated pricing pressure as the market shifts, and getting the most out of everyone in his organization. This conversation has been lightly edited.