Lead Counsel

In this powerful episode of the Lead Counsel Podcast, host Tom Tona of TonaLaw sits down with three of the top minds in law firm succession planning: Jonathan Hawkins, Daniel Feiman, and Ed Alexander. Together, they unpack the real-world strategies behind buying, scaling, and successfully exiting law firms. Whether you’re a solo practitioner wondering if your firm has value, or a multi-state operator eyeing your next acquisition, this episode dives deep into the hard numbers, proven frameworks, and candid advice that can make or break a succession plan. Key Highlights: The difference between a tactical acquisition (buying a book of business) and a strategic acquisition (buying a footprint, brand, or growth machine) How to value goodwill in a law firm acquisition, and why cash flow is king The truth about SBA financing for firms under $5 million, and how structure affects deal viability Common deal killers: unrealistic expectations, ego, and lack of planning Why every firm owner should plan for succession—even if they’re not ready to exit Lessons from real deals, and how successful founders transition out without regret Featured Guests: Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you. This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

How do you build, value, and sell a law firm for 8 figures? In this episode of Lead Counsel, host Tom Tona, founder of TonaLaw, is joined by succession planning experts John Hawkins, Ed Alexander, and Dan Feiman to dismantle the myths and uncover the reality behind law firm succession, valuation, and exit strategies. This powerful roundtable dives deep into the psychological resistance lawyers face around succession, the common failures of even experienced estate attorneys, and the real stories of law firms that exited for 7 and 8 figures. From internal succession structures to private equity rollups, this episode is a masterclass for attorneys who want to grow or sell their firm without leaving money on the table. Key Highlights: The biggest internal roadblocks preventing attorneys from planning for succession A real-life 8-figure law firm transaction and what made it possible The future of private equity in law and what firm owners need to know How to use alternative business structures (ABS) and multistate entities to facilitate growth or exits Valuation metrics explained: what buyers are looking for and how to prepare The truth about “second bites of the apple” in PE deals How to position your firm for acquisition—internally or externally Whether you’re years from retirement or considering a sale now, this episode delivers concrete strategies and success stories that prove your practice is a business with scalable, sellable value—if you do it right. Featured Guests: Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you. This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

Are you building a law firm that can outlive you? Or are you unknowingly putting everything at risk? In this essential episode of Lead Counsel, host Tom Tona, founder and managing attorney at TonaLaw, returns with succession planning experts Daniel Feiman, Jonathan Hawkins, and Ed Alexander to deliver the blueprint every law firm owner needs. This is not theory. This is strategy you can act on today. From real-world valuations to tactical life insurance structuring, this episode breaks down the concrete steps attorneys at any stage should take to protect their legacy, empower their firm, and ultimately walk away on their own terms. What You’ll Learn: Why most succession plans fail before they even start How to determine your “Out Number” and why it's the most freeing number you'll ever know The critical role of proper life insurance and partnership agreements How young attorneys can build with the exit in mind—starting now The Intel Model of succession and why your firm needs to plan like a tech company Red flags in valuations that buyers and sellers both miss Why estate planning, tax counsel, and a competent CPA must be at the table How to avoid the "missing middle" and secure your internal leadership pipeline Why relying on “someday” is a costly myth in law firm succession planning This isn’t just a podcast. It’s a roadmap to freedom, optionality, and generational impact. Featured Guests: Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you. This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this powerhouse episode of the Lead Counsel Podcast, host Tom Tona sits down with Michelle Dellino, founder and CEO of Dellino Family Law Group, to unpack the strategies, mindsets, and mistakes behind scaling her Seattle-based firm to eight figures in just 10 years. If you're a law firm owner looking to grow, lead, or restructure for scalability, this conversation delivers master-level insight. Michelle shares how she transitioned from criminal defense to family law, scaled her team to 16 attorneys, built sustainable systems, and navigated the mindset shifts necessary to move from managing attorney to CEO. Key SEO-optimized highlights include: How Michelle Dellino built an eight-figure law firm in 10 years The EOS operating model adapted for law firm growth Why firing herself from management was the turning point Core values that guide hiring, firing, and operations Managing people, profit, and systems through data and KPIs Using AI to scale legal operations and client service How to build a firm clients love through communication The truth about risk tolerance, burnout, and leadership in law The importance of intake systems and hiring HR at the right time Marketing strategies: referrals, SEO, content, and social media How lawyers can lead with candor, clarity, and culture Whether you're at $500K or $5M, this episode will challenge your assumptions and give you actionable tools to scale without sacrificing sanity or service. Featured Guests: Michelle Dellino Website: Dellino Family Law Group TikTok: @seattledivorcelawyer Email: michelle@dellinolaw.com Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you. This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In Episode 3 of The New Succession Planning Series on the Lead Counsel Podcast, host Tom Tona, managing Attorney at Tonalaw, dives deep into modern law firm succession planning, private equity opportunities, and how to build an exit strategy that drives long-term value. Featuring a powerhouse panel of legal and business experts—Jonathan Hawkins, Daniel Feiman, and Ed Alexander—this conversation demystifies the process of transitioning out of legal practice while maintaining profitability and legacy. Whether you're a solo practitioner thinking about winding down or a multi-attorney firm exploring acquisition, this episode outlines the legal, financial, and strategic phases of succession planning. You’ll gain clarity on the STEP model (Succession, Transition, Exit Planning), insights into private equity trends in law, and how to identify and negotiate firm valuations—plus, what makes your practice attractive (or not) to potential buyers. Key Highlights: The 3 critical components of succession planning: legal, ownership, and leadership. Understanding the STEP model: Succession, Transition, and Exit as a unified continuum. Private equity and non-lawyer ownership: what buyers are actually looking for. Valuation breakdowns: how to assess goodwill, evergreen marketing, and ongoing case generation. Why lawyers are terrible at planning for themselves—and how to fix that mindset. Real examples of deals that worked and what made them possible. Operational tips for structuring equity transitions, of-counsel roles, and retirement handoffs. The difference between an asset sale and a going concern—and how to recognize the value in each. This episode is a must-listen for lawyers, legal entrepreneurs, and firm managers aiming to future-proof their business and scale with integrity. Featured Guests: Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you. This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

  In this insightful second episode of The New Succession Planning Series on the Lead Counsel Podcast, host Tom Tona dives into the high-stakes world of law firm succession planning with renowned legal industry experts Ed Alexander, Daniel Feiman, and Jonathan Hawkins. Titled “Sushi on an Airplane” after a hilariously cautionary tale, the episode explores how seemingly small missteps—like serving sushi on a plane—mirror the blind spots that can derail a law firm’s future. Together, Tom and his guests dissect the critical signs of a fractured firm, including the absence of a “missing middle” in leadership, failed recruiting efforts, and broken internal promises. They emphasize the importance of building a bench, developing leadership pipelines, and having candid succession conversations early and often. Key Highlights: What law firms get wrong about succession and how to fix it Why a “missing middle” in firm leadership is a silent killer The importance of scalable leadership and middle management How poor communication derails succession efforts Why succession planning must be prioritized over short-term fires When to recruit your successor and whether they need to be a lawyer How strategic hiring, such as bringing on a COO or fractional CEO, can transform firm scalability Real-life horror stories of half-baked succession plans and how to avoid becoming one This episode is essential listening for law firm owners and partners thinking about long-term growth, operational scalability, and protecting their legacy. If you’ve ever said “we’ll get to that later,” this is your wake-up call. Featured Guests: Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

Why Most Lawyers Fail at Succession Planning and How to Avoid It Episode Description: In this high-impact debut episode of The New Succession Planning Series on the Lead Counsel Podcast, host Tom Tona, founder and managing attorney of Tonalaw, leads a powerhouse roundtable with three nationally respected succession planning experts: Jonathan Hawkins, Daniel Feiman, and Ed Alexander. Together, they break down why law firm succession planning often fails—and how you can protect your life's work and legacy starting today. This episode is packed with practical advice and strategic insight for solo practitioners and firm owners alike. If you're a lawyer wondering how to exit your firm profitably, protect your family, or transition out of practice smoothly, this episode is for you. Key Highlights: Why the legal industry is notoriously behind on succession planning The 3 critical types of succession every law firm must consider The psychological and financial traps that prevent lawyers from planning ahead Real-world horror stories of lawyers who waited too long Tactical advice for lawyers in their 30s, 50s, and beyond Step-by-step planning strategies from experts who’ve helped hundreds of firms The truth about equity, firm valuation, and what young lawyers really want Quick Wins You Can Start This Week: Designate an inventory attorney Buy the right life insurance while you're young and healthy Start with your “Out Number” (your target income-generating asset goal) Block an hour and visualize your exit goals Engage with a proven succession planning roadmap Featured Guests: Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this powerful episode of Lead Counsel, host Tom Tona sits down with Boston personal injury attorney and author Chris Earley for a raw, unfiltered conversation about the internal journey that transformed his personal life, leadership, and law practice. Chris opens up about his new book, Scaling the Wall, a deeply honest account of overcoming childhood trauma, confronting addiction within the family, facing professional and emotional breakdowns, and emerging with a greater sense of purpose, clarity, and self-awareness. Together, Tom and Chris explore what it really means to evolve as a leader by doing the difficult internal work most entrepreneurs avoid. They talk therapy, unresolved trauma, the silent costs of hustle culture, and how breaking generational dysfunction can unlock professional success. This is not your typical conversation about building a law firm. It is about building the person who runs it. Key Highlights: Why unresolved trauma silently sabotages lawyers and entrepreneurs The connection between childhood adversity and hustle culture How self-awareness became the unlock for scaling Chris's firm Why telling your story is a superpower for brand and business growth How choosing the right spouse is one of the most important business decisions Why therapy and reflection are foundational tools for high-performing leaders What John Morgan, fireproof firms, and clarity of vision can teach every business owner The razor-thin line between success and collapse—and how to stay on the right side of it If you're a lawyer or law firm owner wrestling with growth, burnout, or the sense that something deeper is holding you back, this episode is a must-listen. Featured Guest: Chris EarleyWebsite: Boston Personal Injury Attorneys - Earley Law Group Injury AttorneysLinkedIn: Christopher Earley Book: Scaling the Wall: One Man's Journey of Healing Childhood Trauma to Find Fullfillment and Success Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this powerhouse episode of the Lead Counsel Podcast, host Tom Tona sits down with Ryan McKeen, co-founder of the Connecticut Trial Firm and founder of Best Era, to discuss how a lawyer with no major verdicts scaled his practice into a litigation powerhouse that achieved a $100 million jury verdict. This conversation is a masterclass in law firm growth strategy, business acumen, and commitment to justice. Ryan shares how he transitioned from general practice to high-stakes plaintiff's work, the importance of execution over ego, and why investing in trial education and firm infrastructure was essential to success. Key Highlights: How EOS and vision planning laid the groundwork for massive firm growth The case of Mikey Cruz: From intake to a life-changing $100M verdict Why trial readiness is the most powerful leverage in litigation How Ryan and his partner split roles to build a thriving business and trial team The difference between “trying cases” and “running a firm” Ryan's transition from practicing law to full-time legal consultant Founding Best Era to help lawyers define their destination and scale with purpose Whether you’re an aspiring trial lawyer or managing partner seeking growth, this episode is packed with actionable insights on leadership, operations, and mindset.   Featured Guest: Ryan McKeenWebsite: https://bestera.io/LinkedIn: Ryan McKeen Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this powerful episode of the Lead Counsel Podcast, host Tom Tona sits down with legendary trial attorney John Uustal of Kelley | Uustal, known nationwide for his relentless pursuit of justice and groundbreaking verdicts that have changed lives and corporate behavior. With more than two decades of courtroom experience, John shares how fearlessness, beginner’s mind, and moral clarity drive his decision-making in taking cases that others reject. John opens up about why he champions single-event litigation, how early case rejections can hide massive potential, and how to lead and inspire a firm committed to changing the world one verdict at a time. From his groundbreaking gas tank explosion cases to the high-profile $83 million verdict for Flo Rida, this episode delivers real insight into building a law firm around integrity, passion, and impact. SEO Highlights: Learn from top trial lawyer John Uustal of Kelley | Uustal How to evaluate rejected personal injury cases for success Transforming a law firm with purpose-driven litigation strategy John Uustal on the future of trial law and legal education through Trial School Insights into massive single-event verdicts, including Flo Rida and product liability cases The intersection of legal leadership, business, and life with Tom Tona of Tonalaw   Links and Social Handles Tom Tona (Host, Lead Counsel Podcast) Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy John Uustal (Founding Partner, Kelley | Uustal Trial Attorneys ) Website: https://johnuustal.com/ LinkedIn: John Uustal This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.  

In this transformative episode of Lead Counsel, host Tom Tona, founder and managing attorney of Tonalaw, sits down with Brazilian Jiu-Jitsu world champion and instructor Emerson Souza. Together, they explore the unexpected parallels between martial arts and the business of law. This conversation uncovers how Jiu-Jitsu's principles of humility, honesty, resilience, and focus have fundamentally shaped Tom's leadership style and the growth of his firm, Tonalaw. Whether you're a business owner, legal professional, or someone seeking personal growth, this episode delivers actionable insights on: Cultivating a growth mindset and humility through daily discipline Why fear is a powerful motivator for personal transformation How emotional intelligence and people-reading sharpen leadership Building businesses and lives by design, not default The power of relentless focus and process-driven thinking Why ego is your enemy in law, life, and the gym How Jiu-Jitsu teaches leadership, empathy, and confidence Featured Guest: Emerson Souza Website: https://www.emersonsouzabjj.com/ Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.  

In this powerful takeover episode of the Lead Counsel Podcast, host Tom Tona hands the mic to returning guest and Florida criminal defense attorney Adam Rossen. Together, they unpack transformational lessons learned during their summer travels through Europe, most notably at John Fisher's Mastermind in Portugal. This episode is a candid exploration of work-life harmony, law firm leadership, and personal growth that will resonate with attorneys and business owners alike. Key Highlights: Unplugging to Reconnect: Tom shares how completely disconnecting from work for 17 days helped him reset mentally, physically, and spiritually—and how this break surprisingly strengthened his law firm. Operational Mastery: Both Tom and Adam reveal why most law firms struggle with operations, the dangers of mislabeling team roles, and how to transition from middle management to true executive leadership. Let Go to Gain Control: Learn how Tom relinquished control of day-to-day operations and used the distance to spot inefficiencies, strengthen accountability, and build a stronger management team. Perspective Through Travel: From scenic beaches in the Algarve to intimate mastermind dinners, discover how travel brings fresh insight and clarity to your business and personal life. Family, Presence, and Saying Yes: Hear how Tom deepened his relationship with his teenage daughter and embraced unforgettable family experiences through the power of saying "yes." Mindfulness, Equanimity, and Dessert: With humor and wisdom, Tom reflects on parenting, self-discipline, and the joy of indulging in European sweets—all while maintaining a mindful, present approach to life. Whether you're a law firm owner, entrepreneur, or someone striving for better balance, this episode is packed with actionable insights and relatable stories to inspire your next move. Featured Guest: Adam Rossen & Rossen Law Firm Website: www.criminallawinternships.com LinkedIn: Adam Rossen Firm Website: www.RossenLawFirm.com Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

The discussion in this episode brings together highlights from our three past episodes featuring powerhouse personal injury attorney, business coach, and author Jenn Gore on the Lead Counsel podcast hosted by Tom Tona, founder and managing attorney of TonaLaw. In this riveting episode, Jenn and Tom dive deep into what it takes to move beyond the grind of solo practice and build a scalable, sustainable, and sellable law firm in today’s hypercompetitive legal market. Jenn opens up about launching her own law firm while raising a newborn, the pain points of growing under the $10M mark, and the intentional decision-making that led her to join forces with Sweet James—a national PI powerhouse. You’ll hear exactly how she transformed her legal business from a solo shop into a growth engine primed for acquisition, what she learned about culture fit during mergers, and how embracing AI and automation reshaped her firm's operations from the inside out. Tom and Jenn also share their playbooks on: How to avoid building yourself another job (and build a business instead) Creating a firm that can run without you (even while on maternity leave!) Key steps to prepare for merger or acquisition Leveraging coaching, masterminds, and mentors for exponential growth Why AI-native firms will dominate the next decade in personal injury The overlooked power of going outside your market for strategic advice Whether you’re a solo practitioner, managing partner, or simply a lawyer who wants more freedom, scale, or clarity—this is a must-listen. Featured Guest: Jennifer Gore  Attorney & Partner at Sweet James Georgia/East Operations, Founder of @Atlanta Personal Injury Law Group. Website: https://sweetjames.com/ LinkedIn: Jennifer Gore Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this insightful solo episode of the Lead Counsel Podcast, host Tom Tona, founder and managing attorney at Tonalaw, takes listeners behind the scenes of what truly drives law firm success: operations. Fresh off a closed-door legal mastermind event in Florida, Tom breaks down the often-overlooked yet critical role of law firm operations, exploring what it is, why it matters, and how top-performing firms leverage it for explosive growth. Whether you’re a solo practitioner scaling your firm or part of a multi-practice operation, this episode sheds light on key operational roles like COOs, legal ops directors, and practice group managers—and why investing in these areas directly impacts profitability, efficiency, and client satisfaction. Key Highlights: What “operations” really means in a law firm setting Defining the hierarchy: COO vs Director of Legal Ops vs Practice Group Managers Real-world examples of how ops reduce time on desk and increase collections Understanding ROI for high-level operators in legal settings Adapting to AI, automation, and data-driven decision-making Why client experience is the new legal differentiator When your firm is ready for strategic operational hires Lessons from Fortune 100 and Fortune 25 COOs and legal masterminds Whether you're looking to streamline billing, improve team structure, or incorporate AI into your legal tech stack, this episode gives you the framework and foresight to build a scalable, efficient law firm. Your Host: Tom Tona is a seasoned attorney and founder of Tonalaw, a New York-based personal injury law firm that has been trusted by attorneys across the U.S. for high-quality case referrals since 2001. Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this solo episode of the Lead Counsel Podcast, host Tom Tona shares a behind-the-scenes look into his intensive preparation and participation in a legal mastermind retreat he headed off to in West Palm Beach. This closed-door mastermind, facilitated by seasoned business coach and EOS implementer Sarah Frasca, brings together top-tier law firm owners for deep strategic discussions that result in powerful revelations and tangible growth for TonaLaw. Tom unpacks the mindset shifts, operational changes, and financial breakthroughs that emerge from his mastermind preparation—including how his firm is currently at a triple digit percentage increase in profit margin year over year. He explores the critical concepts of "positive turnover," right person right seat analysis, going AI native, scaling without proportional expense, and what it means to be a CEO in the trenches of law firm leadership. Highlights Include: A 3X increase in profit margin and what drove it How full financial transparency can transform leadership and growth The importance of marketing diversification across firm verticals Real-world impact of EOS systems and mastermind accountability Lessons in scaling through systemization and strategic talent placement Deep dive into why client experience is now the ultimate differentiator The role of feedback, vulnerability, and peer accountability in leadership Whether you are a law firm owner, entrepreneur, or leader looking to take your business to the next level, this episode delivers real insights, strategies and tactics. If you’ve ever wondered how high-level legal masterminds function and what tangible benefits they offer, this candid episode offers an unfiltered view into the process and results. Your Host: Tom Tona Founder & Managing Attorney, TonaLaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

Welcome to another powerful installment of the Lead Counsel Podcast, hosted by Tom Tona, founder and managing attorney at TonaLaw. In this collaborative episode with They Don’t Teach This in Law School, Tom and his co-host Charley Mann tackle real questions from attorneys around the country, diving into what it takes to build, grow, and sustain a successful law firm. If you're an attorney or law firm owner seeking guidance on growing your legal practice with intentionality, you're in the right place. What You'll Learn in This Episode: LinkedIn Strategy for Lawyers: Tom shares why he uses LinkedIn Sales Navigator and how integrating tools like Shield AI App help maximize engagement and analyze post performance. Learn why bots and AI-sounding messages are killing trust and what truly authentic connection looks like in today’s legal marketing landscape. KPIs and Growth Metrics for Law Firms: Discover how Tom tracks key performance indicators for both personal and professional growth. He dives into weekly, monthly, and yearly firm objectives, and introduces meaningful metrics like unwanted turnover and client satisfaction to track organizational health. People-First Culture in Law Firms: Tom opens up about the emotional toll of scaling too fast and losing touch with firm culture. He candidly shares how a painful wake-up call led him back to his core values. Learn how to rebuild culture intentionally and why “caring at scale” is essential for long-term success. Advertising and Marketing in High-End Legal Practices: This episode covers a listener-submitted question on advertising a high-end family law practice without violating client privacy. Tom discusses alternatives to traditional case-result marketing and emphasizes the importance of hiring a fractional CMO to help map out detailed marketing funnels and strategies. The Role of Masterminds and Event Funnels in Legal Growth: Why masterminds and intentional event planning can exponentially increase referrals, and how to repurpose content from CLEs and panel presentations for brand development. Embracing Pain as Growth: Tom and his co-host reflect on the brutal but necessary growing pains of entrepreneurship, emphasizing resilience, humility, and the discipline to keep showing up.   Links and Social Handles Tom Tona (Host, Lead Counsel Podcast) Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy Charley Mann (Host, They Don’t Teach This in Law School) Website: https://www.lawfirmalchemy.com LinkedIn: Charley Mann This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this powerhouse episode of the Lead Counsel Podcast, Tom Tona of Tonalaw is joined by Charley Mann of They Don’t Teach This in Law School, for a candid, tactical conversation about one of the most impactful – and often painful – aspects of scaling a law firm: hiring the right people at the right time. Why This Episode Matters: If you're a law firm owner, partner, or legal entrepreneur navigating the chaos of team-building, this conversation dives into the real-world hiring struggles and strategies that have shaped Tonalaw’s growth into a leading New York personal injury firm. From the early hires to creating a pod model, to understanding the market value of roles, Tom and Charley dissect the evolution from generalist staff to seasoned specialists, all while addressing the human (and emotional) costs of growth. Key Highlights for Legal Professionals and Entrepreneurs: Mindset Shifts: Why your discomfort with HR and hiring might be a learned limitation—and how to reframe it. Practical Hiring Frameworks: Understand how to define roles, allocate budgets, and determine market value before hiring. First Hire Mistakes & Solutions: Tom shares what he’d do differently if he started TonaLaw today. Generalists to Specialists: How your hiring strategy must evolve as your firm scales from solo to multi-seven figures. Fear and Investment: Why hiring isn’t about what you can afford, but what you’re afraid of. Org Charts vs. Accountability Charts: A smarter way to define and distribute responsibility in your law firm. Training and Onboarding: Why skipping this phase will sabotage even your best hires. Using Fractional Talent: How to access top-tier training and management without full-time overhead. This is essential listening for attorneys, managing partners, and growth-minded firm owners who want to build resilient, high-performing teams that drive long-term success. Links and Social Handles Tom Tona (Host, Lead Counsel Podcast) Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy Charley Mann (Host, They Don’t Teach This in Law School) Website: https://www.lawfirmalchemy.com LinkedIn: Charley Mann This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this high-impact collaboration between The Lead Counsel Podcast and They Don’t Teach This in Law School, hosts Tom Tona and Charley Mann tackle a fundamental pain point for every legal professional: time management. Drawing from personal experience and hard-earned lessons, Tom and Charley dive into how their approaches to time have evolved—from chaotic calendars and overloaded inboxes to streamlined systems that actually work. This episode doesn’t just scratch the surface; it delivers actionable strategies designed for law firm owners, entrepreneurs, and anyone feeling like they're losing control of their schedule. What You’ll Learn: Why traditional time management systems often fail lawyers How to design your own sustainable time management style The value of 90-day frameworks and accountability structures The truth behind the myth of multitasking How to identify and delegate energy-draining tasks Why environmental and emotional management is central to productivity The life-changing impact of removing email from your phone Tools like Panda Planner, time and energy audits, and Focus Lock that actually work Highlights for Legal and Business Growth: Time management for law firm owners Productivity hacks for busy lawyers Delegation strategies in law practices Building law firm systems and scaling operations Entrepreneurial mindset in legal leadership Law firm growth strategies through operational control Links and Social Handles Tom Tona (Host, Lead Counsel Podcast) Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy Charley Mann (Host, They Don’t Teach This in Law School) Website: https://www.lawfirmalchemy.com LinkedIn: Charley Mann This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

Episode 8 of the Lead Counsel podcast, in collaboration with They Don’t Teach This in Law School, delivers a masterclass in growing a law firm that lasts. Hosted by Charley Mann (Law Firm Alchemy) and featuring the raw and insightful Tom Tona (TonaLaw), this final installment of the Q&A series dives deep into what it really takes to scale a firm with precision, purpose, and profitability. Whether you're a solo attorney or running a multi-million dollar operation, this episode offers practical guidance on law firm branding, budgeting for growth, and managing dual practice areas. Tom’s candid revelations and Charley’s strategic frameworks make this episode an essential blueprint for any attorney looking to elevate their business. Key highlights include: Brand Building from the Ground Up: Learn how to craft a unified brand across community, city, and state without outspending the competition. Marketing Strategy and Spend: Discover how to reverse-engineer your marketing budget based on growth goals and why consistency beats flash. Balancing multiple practice areas: Insight into managing cash flow by leveraging practice diversity and what happens when one area gets neglected. Data Infrastructure Demystified: How Tom uses tech and leadership structure to drive accountability and performance through KPI dashboards. Handling Legal Growing Pains: Real talk on common pain points, team management, and protecting your firm. The CEO Hat: Why firm owners must embrace tough decisions and the messy reality of leading a law practice. Podcast Series Information: This is Episode 8 in an exclusive 8-part series shared across the Lead Counsel and They Don’t Teach This in Law School podcast feeds. For a full understanding of the journey, make sure to listen to Episodes 1, 3, 5 and 7 on Charley Mann’s podcast, while Episodes 2, 4, 6 and 8 are on this podcast. Make sure to also subscribe to both feeds. Links and Social Handles Tom Tona (Host, Lead Counsel Podcast) Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy Charley Mann (Host, They Don’t Teach This in Law School) Website: https://www.lawfirmalchemy.com LinkedIn: Charley Mann This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

In this episode of Lead Counsel, host Tom Tona, CEO and founding attorney at TonaLaw, welcomes trailblazing legal entrepreneur Ali Katz to unpack the raw truth behind building a sustainable and scalable business. Ali shares the deeply personal and strategic journey that led her from bankruptcy to running a multi-million dollar legal training and licensing company supporting over 700 law firms nationwide. This conversation is an essential masterclass for any attorney on the path from solo practitioner to seven or eight figures—and beyond. The episode dives deep into: Why $10 million is the new $1 million in law firm revenue benchmarks How to navigate the “cracks” between financial growth stages The critical importance of upgrading financial systems at each growth phase Avoiding "money dysmorphia" and reclaiming time, energy, and attention What to do when your leadership is tested—firing your C-Suite, surviving payroll crises, and rebuilding better Creating resilient business models that won't be replaced by AI Whether you're stuck at $500K or scaling toward $10M, this episode offers real-world tools to confront the financial, operational, and emotional challenges that come with ambitious legal entrepreneurship. Featured Guest Ali Katz Founder of the New Law Business Model and Eyes Wide Open Collective Website: www.newlawbusinessmodel.com LinkedIn: Ali Katz Your Host: Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy This podcast is sponsored by TonaLaw. Attorneys, are you looking for a trusted partner for your New York personal injury referrals? Since 2001, TonaLaw has been the go-to New York personal injury law firm for attorneys and law firms across the United States. At Tonalaw, we pay legal fee participation to referring attorneys in all jurisdictions where it's permitted. Refer us a case today and experience the TonaLaw difference. Call us now to discuss how we can work together at 833-TONALAW or visit us at tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.