Chapter 19 – Where Fatigue Is Overcome by Satisfaction
December 28, 2012 – Friday – Boston, Pearson Hardman Office – 6:17 p.m.
The floor was already quieter than usual.
The automatic lights in the reception area flickered in the late afternoon glow. The city outside was beginning to prepare for the arrival of the new year. But inside room 1207, Gustavo Silva was organizing his last notes. A binder marked with colorful post-its, stapled papers stamped "CONFIDENTIAL" and the last printed instructions from the lawyer who had been with him for months: Philip Ross.
He was alone there now, finishing his final internship report. The monitor displayed the white Word screen with the title: "Legal and Practical Reflections – Gustavo Silva – Pearson Hardman".
He was typing:
These were intense months. More than learning about Law, I learned about strategy, posture and the art of listening. Here, every word counts. Every silence is an argument. And every choice, a judgment. Thank you for everything.
Gustavo saved the file, sent it to Philip's email and stood up. He took a deep breath as he looked for the last time at the panoramic view of the city. It was as if each building reflected a part of his journey.
— "You were more than a professional experience... You were a test by fire." — he muttered to himself.
6:26 p.m. – Main Corridor – Office
As he walked towards the elevator, he heard the deep voice behind him.
— I thought you were going to leave without saying goodbye.
Gustavo turned and smiled when he saw Philip Ross, leaning against the door frame, with a cup of coffee in his hand and his tie a little loose.
— I was just trying to leave discreetly. Avoid emotional speeches.
Ross laughed with a sigh.
— You're not the emotional type. But... this was different. You're different.
He came closer and held out his hand. Gustavo shook it firmly.
"I learned a lot from you. More than your resume promises."
Ross nodded.
"That's good. Because in court, no one demands that you have memorized Blackstone. They demand courage, quick thinking, and... loyalty. You have all three."
Gustavo smiled gratefully.
"Thank you. Really."
Ross put his other hand on his shoulder for a moment.
"If you ever want to go back... Harvard doesn't last forever."
Gustavo blinked, holding back a laugh.
"Neither does the fear of hearings."
Ross turned away with a fake grunt.
"Go before I start getting sentimental."
8:01 p.m. - Walking Through Harvard Campus
Already in Cambridge, the temperature was close to -3°C. The sidewalks were covered in a thin layer of snow. Gustavo was wearing a black overcoat and gloves, his dark red scarf standing out against the whiteness around him. He walked slowly through Harvard Yard, where Christmas lights still decorated the trees.
He passed in front of the Langdell Hall library, where he had studied so many times until the wee hours. He looked at the steps where, months ago, he had read case studies while drinking coffee that was too strong to be healthy.
He stopped for a moment, looked at the overcast sky and let his mind wander. "You came here at 17, with a plan, with fear and courage at the same time. Today, you are no longer the same. You have overcome stages. You have proven to yourself that you are not just a student... but a future professional."
9:22 p.m. – Gustavo's Dormitory – Video Call with Parents
Leandro and Carla appeared on the laptop screen. Their faces illuminated by the lamp in the living room in Los Angeles.
"Son! How are you?"
"Tired... but satisfied."
— Tell us everything! — Carla asked anxiously.
Gustavo narrated in detail his last day at the office, his farewell with Ross, the report, last week's lunch with Jessica, Harvey Specter's words of encouragement, and even a witty comment from Donna Paulsen about "the power of a good tie".
Leandro, with tears in his eyes, commented:
— You built something that no one can take away from you, son. And it's only just beginning.
Gustavo smiled.
— I'm glad you supported me from the beginning. Even when I wanted to give up everything in the first few weeks.
Carla laughed tenderly:
— We knew you would go far. We just didn't know it would happen so quickly.
10:12 p.m. – Video Call with Haley
The cell phone vibrated. It was her.
— Gustavo!! Is the internship over yet?
— I'm done. Today was the last day.
— So? How are you feeling?
— Like someone ripped out my soul... but in exchange, gave me wings.
Haley laughed.
— Poetic. Dramatic. Totally you.
She appeared with her face free of makeup, hair down, lying on the bed, wearing a baggy sweatshirt.
— I'm proud. Like, really. Do you know why?
— Why?
— Because you didn't get lost. Even with all the prestige, you're still Gustavo who believed in me, who helped the store, who listens when I complain that my new fabric supplier cheated me...
— Did that happen again?
— Long story. But I'll tell you later. Today is about you.
Gustavo smiled, feeling a silent peace.
— Haley... I really wish you could have seen it. How surreal it was.
— I saw it. Even from here.
They were silent for a few seconds, sharing that moment without needing any more words.
Gustavo opened his digital notebook, where he often wrote about the most memorable days.
12/28/2012 – Pearson Hardman – last day.
Ross called me "different". Jessica left doors open for me. Harvey looked at me with respect. Donna warned me about ego. And I... saw myself clearly for the first time. I am not just a law student. I am a future lawyer. A strategist in training. And above all... I am still the son of my parents and the friend of the girl who believed in me before any degree. That is what anchors me. That is what drives me.
He closed the notebook, turned off the light, and lay there, listening to the distant sound of the wind hitting the window.
Chapter 20 – The Return and New Conquests
January 2, 2013 – Los Angeles International Airport – 1:47 p.m.
The sky over Los Angeles was clear as if even the weather knew someone important was back. In the main lobby of LAX, Gustavo was pulling his black suitcase with wheels with his right hand while carrying a leather backpack on his back. He was wearing a dark polo shirt, jeans, and white sneakers, but what caught the most attention was his genuine, relaxed smile. Finally, he was back.
— "Son!!"
The voice of Carla, his mother, echoed like music amidst the hubbub of tourists and travelers. She ran toward him and hugged him tightly, as if she hadn't seen him in years.
— "Hi, mom... I missed you so much!" — Gustavo said, with tears in his eyes.
Right behind him came Leandro, his father, a little more restrained, but visibly moved.
— "Wow! My Harvard doctor!" — she joked, pulling her son into a big hug.
Gustavo smiled broadly. He was back to his roots. The city where it all began, where his plans were drawn up and where he was now reaping the rewards.
— "The trip was long, but good. All I wanted was to eat my mom's food."
Carla laughed.
— "I already left your favorite lasagna in the oven."
3:22 p.m. – Silva's House
The family house was modern, spacious, with large glass windows and a perfectly manicured garden. Inside, minimalist furniture contrasted with colorful paintings, chosen by Carla during her travels around Europe.
Gustavo entered his room, now renovated. The new bed, with blue bedspreads and matching pillows, law books stacked on the shelf and a picture frame with an old photo: him, Haley, Alex and Luke, in the Dunphy garden.
— "Wow... how nostalgic."
He sat down, looked out the window and sighed deeply. He felt a good feeling in his chest. Of conquest. Of home.
6:03 p.m. – Dunphy House
As usual, the Dunphys had prepared a warm welcome. Claire had opened a bottle of white wine, Phil was already rehearsing jokes for Gustavo's arrival, and Luke made a point of showing off his new sneaker collection. Alex was waiting for him with a Kafka book in his hand, while Haley... was in the kitchen, finishing assembling a charcuterie board.
Gustavo walked in through the front door and was greeted by a joyful chorus:
— "Guuustaaavo!!!" — Phil and Claire shouted in unison.
Haley turned around quickly and smiled brightly upon seeing him. Without thinking much, she ran up to him and hugged him tightly.
— "Man! I miss you so much!" — she said, pulling away a little to analyze him. — "You look... different. More serious."
Gustavo laughed.
— "Harvard's fault."
Phil appeared at the side, with a plate of cheese in his hand.
— "I heard you're a star in Law now... can you get me out of some traffic tickets?"
Gustavo blinked.
— "Only if you pay me in magic tricks."
Laughter filled the room. It was as if no time had passed.
After dinner which involved a mess with Claire's oven and a spilled wine by Luke Haley and Gustavo went off to talk in the backyard.
She sat on the wicker outdoor couch, covered in a beige blanket. The sky was clear, starry, and the air had that cool breeze typical of a Californian winter.
— "So... the store is booming." — she said, trying to hide her pride.
Gustavo's eyes widened.
— "Really? What do you mean booming?"
— "Like... I sold a thousand pieces last month. A thousand! And I have over 90 thousand followers on Insta. I'm getting requests for collabs with influencers. A Korean brand wants to partner up."
Gustavo looked at her in silence for a moment. Then he stood up and bowed dramatically.
— "Congratulations, entrepreneur Haley Dunphy."
She laughed, throwing a pillow at him.
— "You helped, right? It all started with that investment, remember?"
— "I just gave him the push. The talent was yours."
She was silent for a moment, looking at the dim lights of the garden.
— "Gus... I'm thinking about opening a physical store. Small. In a cooler neighborhood, like Silver Lake or Echo Park."
Gustavo nodded slowly.
— "I think it's an excellent idea. But you have to have inventory control, logistics, customer service, a commercial location..."
— "That's why I wanted your help. And your father's, of course."
Gustavo looked at her affectionately.
— "You know we'll support you. And if we're going to invest more, we'll do it the right way. Business plan, risk analysis, net profit projection..."
— "Wow... Harvard really had an effect."
Gustavo smiled.
— "Actually, it's just because I believe in you."
She blushed slightly.
— "Thanks, Gus."
They were silent for a few seconds, listening to the muffled sound of the TV in the distance and Phil's laughter coming from the living room.
9:32 p.m. – In the car with his parents, heading home
— "So, son, did you like dinner?" — Carla asked, in the front seat.
— "It was great. Hailey is going through an incredible phase. Her store is doing really well."
Leandro nodded, saying intently.
— "We should schedule a meeting to talk about this business. Maybe connect her with our accounting team."
— "That's exactly what she needs," Gustavo said. "She has charisma, style, fashion sense. She just needs a solid financial foundation."
— "Like her father," Carla commented, and everyone laughed.
Gustavo looked out the window. The city was still pulsating. Even after a tough year, he felt like it was all worth it.
11:01 p.m. – In the bedroom, reflecting
Gustavo lay down on his bed and opened his cell phone. He scrolled through old photos, videos of moot courts, selfies with Ross and Donna, images of Harvard covered in snow.
But he stopped at one image: Haley smiling, with a rack of clothes behind her, at the beginning of the online store. A simple caption: "Starting small, but with a big dream."
He smiled.
"We grow up. Life changes. But certain people... continue to be our home."
He closed his eyes. His head was full of ideas. His heart was full of gratitude.
Chapter 21 – Expansion
January 7, 2013 – 9:12 a.m.
On the light wood table on the porch of the Silva house, a light breeze passed through the bamboo leaves and gently shook the papers organized by Gustavo. A pen, laptop, printed charts, a colorful Excel spreadsheet and a map of Los Angeles with pink markings highlighted the possible locations for the new store.
Haley arrived punctually, wearing a light floral dress and holding a tablet. Her hair was tied in a casual bun and her eyes were shining with anticipation.
"Good morning!" she said, with that enthusiasm that only someone passionate about a project can demonstrate.
Gustavo stood up to greet her with a hug.
"Good morning, entrepreneur."
She laughed.
"Stop calling me that... I'm nervous."
— "Don't worry, my dad is calmer than most investors out there. He'll just want to understand the model, risks, projections... that kind of thing."
— "Wow, that really helps to calm down." — she replied ironically, sitting down.
Minutes later, Leandro Silva appeared through the glass door, wearing a light blue dress shirt folded at the elbows and beige pants, with an iPad in his hand and reading glasses hanging from his collar.
— "Good morning, young people!" — he said, sitting down. — "Ready to talk business?"
— "Very ready!" — Haley replied, more courageous than she felt inside.
Hailey began by summarizing the online store's trajectory: it was launched with Gustavo's help, had constant growth on social media, gained a loyal customer base of 18 to 28 year olds, and reached 95 thousand followers on Instagram, with a thousand items sold in the last month.
— "I have an 18% repurchase rate, which means customers keep coming back. And now, several girls ask if they can try things on in person... that's why I came up with the idea of a physical store."
Gustavo watched her talk with pride. Leandro took notes in silence.
— "Ok..." — his father said, after hearing everything. — "And why now? Why open a physical store if the online store is doing well?"
Haley took a deep breath.
— "Because fashion is an experience. People want to touch, try, talk to someone. And also because I want to consolidate the brand as something real, not just digital."
Leandro nodded, satisfied with the answer.
— "And who is your target audience?"
— "Mainly women aged 18 to 30. Young, college students, influencers, modern mothers. Fresh, casual and accessible style."
Gustavo opened his notebook and projected the spreadsheet on the shared screen of the external TV on the balcony.
— "We analyzed the areas in LA with the most traffic from young people and the presence of creative brands. We chose three neighborhoods: Silver Lake, Echo Park, and Venice."
— "Venice is very touristy." — Leandro commented. — "Are you targeting regular customers or occasional customers?"
— "Regular customers." — Hailey immediately responded. — "People who know the brand and want to come back."
— "Then Echo Park might be better." — Leandro said. — "The rent is lower than Silver Lake and it has a more engaged audience."
Gustavo showed the costs:
Echo Park: $2,800/month, 70m² store, close to cafes and art schools.
Silver Lake: $3,500/month, same size, but with direct competition.
Venice: $5,000/month, tourist spot, but doesn't cater to the store's loyal audience.
Leandro crossed his arms.
— "Do you have the initial capital for renovation and inventory?"
Haley looked at Gustavo.
— "Gus told me that... you could invest."
— "Yes." — Gustavo replied. — "The idea is to do it like in the first phase. An angel investment, in exchange for a symbolic percentage of the company, which can be compensated with equity in the future."
Leandro thought for a few seconds.
— "Well... that changes things. I'm willing to invest. But I want Hailey to have a trustworthy accountant, a cash flow consultant, and to sign a contract for quarterly reporting."
Haley's eyes widened, but she nodded.
— "Of course. I want to do everything right."
— "And I want you to have a mentor in physical store management. It's not like digital. You deal with suppliers, replenishment, display windows, losses."
— "I would love that."
Carla appeared with a tray of coffee, rolls, and fruit. The conversation was now flowing more smoothly.
— "So, Echo Park?" — Gustavo asked.
— "Yes." — Haley said. — "I can already see myself painting the walls, choosing the storefront..."
— "The opening date?" — Leandro asked.
— "End of March, if everything goes well."
— "Then we already have a schedule." — Gustavo said, picking up a piece of paper. — "January: signing the contract. February: renovation and inventory. March: training, marketing and soft opening."
Leandro nodded.
— "I'll ask our legal team to prepare the investment contract and the lease agreement. Accounting can take care of the financial plan. But you guys are the ones leading the project."
Gustavo and Hailey exchanged a knowing look. They were really doing this.
12:30 p.m. – End of the meeting
Haley stood up with a different energy. She hugged Leandro with sincere affection.
— "Thank you. Really."
— "You have vision and passion, Haley. That's worth more than any MBA."
She smiled, with tears in her eyes. As she left with Gustavo for the garden, she took a deep breath.
— "I don't think I've ever felt so grown up."
— "Welcome to the world of bills and contracts." — Gustavo said jokingly.
She patted him lightly on the shoulder.
— "But if it's with you around, it doesn't seem so scary."
He looked at her for a few seconds, then said:
— "You have everything it takes to be one of the greats. And I'll be here — or at Harvard, or wherever — always helping you."
Later – Message in the Dunphy family group
Haley: "Meeting with Gus's dad was AMAZING! We're opening the store in Echo Park!!!"
Phil: "My baby girl is going to take over the fashion world!!"
Claire: "So proud. I can help with organization ideas."
Luke: "I'll help if you have a Star Wars t-shirt."
Alex: "Congratulations, Haley. Just don't forget to register the trademark with the USPTO."
Haley looked at the screen and smiled. Life finally seemed to fall into place.
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