In this edition of Inside The Network, we sit down with Justin Hand, Managing Director at Westcove Partners, to explore his journey, the human side of dealmaking, and how healthcare and technology are influencing the next chapter of the industry.
Starting an Investment Bank, Westcove Partners, during COVID
Justin Hand has spent more than two decades in investment banking, but his career started long before Westcove’s founding. Early internships exposed him to different parts of finance — including private equity — before he realized that the pace and energy of investment banking were a natural fit for him. The fast-moving, transaction-driven work appealed to his competitive nature and ability to juggle multiple responsibilities at once.
In 2020, Justin decided to launch Westcove Partners, a healthcare-focused boutique based in Los Angeles. Launching a new firm during the pandemic was far from easy, but the disruption unexpectedly gave them the time to think strategically about what they wanted to build.
“We started Westcove in the midst of COVID, which at the time felt like a poor decision. But we quickly realized that given the initial months of no deal-flow, it took the pressure off of trying to secure mandates and allowed us to focus on how we wanted to create a differentiated firm.”
That reflection led to a clear mission: to bring the process rigor of large banks to the lower middle market, particularly in healthcare, where transactions are deeply personal.
Westcove’s services remain focused and complementary — providing M&A advisory, debt and equity capital raising, and strategic advisory within the healthcare industry. The firm’s values center on serving founder-operators, understanding the emotional pull that often comes with a liquidity event, and working closely with clients to craft a strategy that aligns with their goals.
To ensure every engagement receives the care and attention it deserves, Westcove intentionally limits the number of active transactions it takes on. This allows the team to provide the kind of personalized, high-touch advisory that has become the firm’s hallmark.
The Philosophy Behind the Work: The Human Side of Dealmaking
For Justin, the most successful investment bankers are the ones who understand that deals are about people as much as numbers. Each engagement represents years of dedication from a founder or management team, and Westcove’s role is to guide them through one of the most significant decisions of their lives.
“You’re advocating for value for them, but you’re also thinking beyond the economics — non-competes, restrictive covenants, how employees are cared for, how they’re compensated to motivate growth. There’s a personal side of connecting with people.”
He explains that this mindset defines Westcove’s culture. The firm treats every client relationship as a partnership built on trust and open communication. The goal is to ensure that beyond a strong valuation, clients also achieve outcomes that reflect their long-term priorities — for their teams, their communities, and themselves.
As Justin puts it, while technical expertise is fundamental, great communication and trust are what truly define success in this business. “While you must have the technical skills to be successful,” he says, “it’s just as important to be a good communicator and to have trust with your client.”
Investment Banking and Healthcare Trends
AI and Talent Development
When it comes to technology, Justin views AI as a tool that enhances efficiency but never replaces human expertise. At Westcove, the team uses AI to support research, analyze markets, and streamline repetitive work, freeing bankers to focus on strategy and client interaction.
“AI is making us more efficient, but I don’t think it will displace roles. You can’t grow great bankers if they never built the foundation.”
He believes that the best investment bankers still need to develop fundamentals — building models, crafting narratives, and learning how to read clients. For Justin, technology should complement, not shortcut, that learning process. Training and promoting talent from within remains a cornerstone of Westcove’s success.
Healthcare Dynamics
In healthcare, policy and regulation are constant variables that directly impact dealmaking. Westcove closely tracks legislative changes around Medicare and Medicaid reimbursement, as these often ripple through to private payers and valuations.
Despite market fluctuations and evolving policy landscapes, Justin sees significant opportunities ahead for independent and specialized firms.
“I’m a believer that there’s enough deal flow to go around. Competition should make you a better banker and a stronger team. There is a lot of opportunity over the next decade for independent bankers.”
Sales and Investment Banking: A Shared Mindset
Justin often reminds his team that at its core, investment banking is sales — not in the transactional sense, but in the way bankers must communicate, persuade, and build confidence at every stage.
He recommends Daniel Pink’s book To Sell Is Human to new hires, encouraging them to view selling as an essential skill for building trust and telling a compelling story.
He explains that from the moment a banker pitches a client, to writing the Confidential Information Memorandum (CIM), to presenting the business to buyers, every stage has a selling aspect. It’s about understanding what motivates people and presenting information in a way that connects.
“Everything we do is sales — pitching for the engagement, selling the story to the market, and guiding clients through diligence. To be successful as a banker, you have to be comfortable knowing that we are ultimately salespeople.”
Five Years with Finalis: Partnership and Performance
Westcove joined Finalis in 2020, around the same time it launched. Five years later, Justin says the partnership continues to be an important part of the firm’s ability to grow with confidence.
“Compliance is one of those things — you have to have it. Finalis has done a really good job of never being a barrier for us. They’ve been swift where we need them to be swift, and they review materials in a timely manner.”
He credits Finalis’ team for being responsive, collaborative, and solutions-oriented. For a firm that moves quickly, this efficiency matters.
“When we’ve needed to navigate challenges, they’ve been responsive and worked with us to come up with a common solution. I’m a huge proponent of Finalis as a platform. We’ve been very pleased with them for five years now.”
For Justin, Finalis isn’t just about compliance — it’s a partnership that supports independence and helps Westcove stay focused on what truly matters: clients, culture, and long-term success.
Conclusion
Justin Hand’s story is a testament to how empathy, discipline, and specialization can build a lasting firm in an ever-changing industry. From launching Westcove Partners during the uncertainty of COVID-19 to closing nearly 30 transactions in the healthcare space representing over $1.5B in Transaction Value, he and his team have proven that combining technical excellence with human connection is the true formula for success.
In an era of rapid technological change, Justin reminds us that the fundamentals of great investment banking remain the same — trust, understanding, and a commitment to people.
At Finalis, we’re proud to partner with leaders like Justin Hand and the Westcove team, who continue to shape the future of healthcare investment banking with authenticity and purpose.
Ready to grow your practice with a broker-dealer that helps you operate faster, safer, smarter, and more profitably? Contact us today.
