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.

• 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.

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.

• 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.

Ali Katz Founder of the New Law Business Model and Eyes Wide Open Collective

• Website: www.newlawbusinessmodel.com

• LinkedIn: Ali Katz

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.

Jenn Gore has done something most lawyers will never do, monetized her law practice via an equity sale. 

In this game-changing episode of the Lead Counsel Podcast, host Tom Tona reconnects with powerhouse attorney Jennifer Gore, now Partner at Sweet James Atlanta, to reveal the personal and professional transformation that led her from leading a multi-million dollar Georgia-based PI firm to merging with one of the newest and most dominant national law brands in the country.

In a candid and revealing conversation, Jenn shares how she navigated a major business merger, overcame personal upheaval including divorce, and redefined her identity as both a legal entrepreneur and leader. This is not just a story about business—it’s a masterclass in resilience, introspection, and embracing scale.

Listeners will discover:

• Why Jen chose to merge her thriving law firm with Sweet James via a partial equity sale

• The mindset shifts that made growth and partnership possible

• Lessons in leadership, change management, and post-merger adaptation

• How to build a law firm that's acquisition-ready

• The power of brand, culture fit, and collaboration in scaling a legal business

• The role of AI in driving operational excellence

• Personal insights into divorce, reinvention, and overcoming limiting beliefs

This episode is essential listening for any attorney, law firm owner, or entrepreneur ready to scale, collaborate, and reimagine what’s possible in law and life.

Jennifer Gore Attorney & Partner at @Sweet James Georgia/East Operations, Founder of @Atlanta Personal Injury Law Group.

Website: https://sweetjames.com/ LinkedIn: Jennifer Gore

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 Podcast, host Tom Tona of TonaLaw and co-host Charley Mann of Law Firm Alchemy tackle the future of the legal profession, breaking down the transformative forces reshaping law firms today. This deep-dive conversation explores the convergence of artificial intelligence, private equity investment, and law firm consolidation, offering actionable insights for law firm owners determined to thrive in a rapidly evolving market.

From Tom’s hands-on use of custom GPTs for legal operations, HR, marketing, trial prep, and demand writing, to his candid stories of leveraging AI to cut down legal workflows from hours to minutes, this episode delivers practical strategies for modernizing your law practice. You’ll hear how leading attorneys are integrating AI into cross-examination prep, appeals work, and trial strategy — while navigating the critical balance between technology and human expertise.

This episode also explores the rise of non-lawyer firm ownership, private equity rollups, and the operational challenges of midsize firms caught between staying small or scaling up. If you’re a law firm owner wrestling with how to future-proof your practice, this conversation provides both inspiration and a clear-eyed view of the road ahead.

Key highlights include:

• How Tom Tona built 30+ custom GPTs to run different parts of his firm

• Why AI is a competitive advantage for law firms — and how to start using it

• The risks of “middle-market” law firms during the current wave of consolidation

• How private equity is targeting personal injury and other high-margin practices

• The leadership mindset required to adopt new technologies without losing human connection

• Strategic insights on whether to scale, sell, merge, or stay solo in the evolving legal landscape

Have questions for Tom and Charley? Future episodes will answer listener questions on compensation, marketing, mergers, and more. DM them on social media or send your questions to the contact info below.

This is Episode 6 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, and 5 on Charley Mann’s podcast, while Episodes 2 and 4 are on this podcast. Make sure to also subscribe to both feeds.

• 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.

What does it really take to lead a successful law firm? In Episode 4 of our special series collaboration between the Lead Counsel Podcast and They Don’t Teach This in Law School, hosts Charlie Mann and Tom Tona, unpack the transition from managing to leading—and how emotional intelligence, intentional growth, and self-awareness are the real tools of successful law firm leadership.

This episode explores:

• The distinction between leadership and management and why both are misunderstood in the legal industry.

• How micromanagement stems from fear and unresolved trauma.

• Building a leadership mindset through coaching, books like First, Break All the Rules and Buy Back Your Time, and frameworks such as EOS and DOD (Definition of Done).

• Why open-heartedness and emotional regulation are essential for high-level leadership.

• Strategies for creating a firm culture rooted in autonomy, mentorship, and sustainable growth.

• The journey of becoming a “leader of leaders” and preparing your team for exponential scale.

Whether you're a solo attorney looking to grow or a firm owner scaling a 40-person practice, this candid, insightful conversation offers practical and philosophical guidance on becoming the leader your law firm deserves.

This is Episode 4 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 on Charley Mann’s podcast, while Episode 2 is on this podcast. Make sure to also subscribe to both feeds.

• 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 must-listen second installment of the collaborative podcast series between Lead Counsel and They Don’t Teach This in Law School, hosts Tom Tona and Charley Mann dive into one of the most taboo yet essential topics in law firm ownership—money.

If you're a law firm owner constantly asking, “Where the hell did all my money go?”, this episode is your roadmap to finding the answers.

Tom unpacks his utilitarian philosophy on money, treating it as a resource rather than a status symbol. He and Charley explore how financial psychology, identity, and emotional self-awareness shape the financial decisions law firm owners make. Together, they debunk the myth of "not being a numbers person," emphasize the importance of financial literacy for business owners, and discuss how to align spending with long-term goals rather than short-term gratification.

• The difference between gross and net revenue and why gross revenue is a vanity metric.

• Common financial pitfalls law firm owners face, from over-hiring to emotional spending.

• How identity, confidence, and emotional intelligence directly impact financial decision-making.

• Why every dollar you spend should contribute to long-term return on investment.

• Real-life stories from successful and struggling law firm owners that reveal the psychology behind money.

• The importance of delayed gratification and how personal financial choices can make or break your firm’s growth potential.

• What a P&L and time audit can reveal about your true business identity.

If you're ready to stop playing defense with your finances and start thinking like an investor, this episode is your wake-up call.

This is Episode 2 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 Episode 1 on Charley Mann’s podcast and subscribe to both feeds.

• 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, Founder and CEO of TonaLaw, is joined by Tom Lenfestey, Founder and CEO of The Law Practice Exchange, to explore one of the most critical—and under-discussed—topics in the legal profession: Succession planning and law firm sales and acquisitions.

With a unique blend of legal and financial expertise, Lenfestey shares how he turned a personal revelation into a national platform for buying, selling, and valuing law firms. Together, the two Toms dig into the deep-rooted fears lawyers face around loss of control and the legacy they leave behind, offering practical insights and action steps for any attorney thinking ahead about their firm's future.

• Why law firm succession planning is the legal industry's next frontier.

• What makes a law firm sellable—and how to properly value it.

• How to build systems that reduce owner dependency and increase market value.

• The psychological barriers attorneys face when preparing to exit.

• How The Law Practice Exchange has created a dynamic marketplace for buyers and sellers of law firms.

• How younger attorneys can enter the market faster by acquiring an existing firm.

• The importance of business valuation, deal structuring, and planning early (ideally before age 60).

• Real-world stories of attorneys who exited successfully—and what they did right.

Whether you're building your firm for a future sale or considering your first acquisition, this episode is a must-listen for attorneys who want to treat their practices like the businesses they are.

Tom Lenfestey Founder & CEO, The Law Practice Exchange Website: https://www.thelawpracticeexchange.com LinkedIn: Tom Lenfestey

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.

On this episode of Lead Counsel, host Tom Tona welcomes Mary Ellen O’Connor, founder of O'Connor Law PLLC, a premier New York workers' compensation and Social Security disability law firm. Together, they dissect the complex intersections between personal injury and workers' compensation claims and provide actionable insights for attorneys and injured clients alike.

Whether you're a law firm handling injury cases, a solo attorney looking to grow your practice, or someone recently injured on the job or in an accident, this episode is a must-listen.

• How Workers' Compensation and Personal Injury Claims Intersect Understand the differences, overlaps, and when dual claims apply. Tom and Mary Ellen break down work-travel-related accidents, third-party claims, and construction site injuries.

• Why “Staying in Your Lane” Matters Both guests emphasize the importance of legal specialization and how general practice attorneys may unintentionally harm their clients' outcomes in highly specialized areas like comp or PI.

• The Real Deal on Workers' Comp Payouts Mary Ellen explains how compensation is calculated using state-set schedules and breaks down common myths, including why workers' comp isn't nearly as lucrative as some might think.

• Understanding Social Security Disability Claims Learn about timelines, eligibility, and why SSD is not an entitlement, but a right earned through years of work and contributions.

• Practical Advice for Legal Professionals From lien management to Medicare Set-Asides and settlement planning, discover why multi-disciplinary coordination is crucial in modern injury law practice.

• Who Can Sue Employers and When? Delve into the exclusive remedy rule and its exceptions, including claims involving uninsured employers and specific municipal workers.

• Insider Tips for Providers Chasing Compensation Payments Explore the HP1 process and challenges in collecting unpaid workers' comp bills, particularly from large entities like the City of New York.

This episode is a powerful knowledge resource for injury law professionals and clients seeking clarity in a complex legal landscape.

This podcast is sponsored by TonaLaw. Lawyers, Are you looking for a trusted partner for your New York personal injury referrals? Since 2001, Tonalaw has been the go-to personal injury firm for attorneys and law firms across the U.S. We pay legal fee participation to referring attorneys in all jurisdictions where permitted. Refer us a case today and experience the TonaLaw difference.

Call us at 833-TONALAW or visit tonalaw.com. Mention Lead Counsel and you’ll speak directly with Tom.

Host: Tom Tona

• Website: tonalaw.com

• LinkedIn: Tom Tona

• X: @NYPITrialGuy

Guest: Mary Ellen O’Connor

• Website: nyworkerslaw.com

• Email: [email protected]

• LinkedIn: Mary Ellen O’Connor

In this powerful and deeply introspective episode of Lead Counsel, host Tom Tona, founder and managing attorney at Tonalaw, sits down with his long-time friend and fellow law firm leader, Bill "The Lawman" Umansky, to explore a transformative topic: what happens to your leadership legacy when team members leave your firm?

From million-dollar verdicts to zero-dollar losses, from surprise exits to long-standing professional relationships, Tom and Bill open up about the emotional rollercoaster of law firm leadership. This conversation goes beyond traditional office culture and dives into the often-overlooked emotional, psychological, and strategic aspects of team exit transitions. The episode centers around one compelling theme: "building the bridge before and after someone leaves your firm."

Listeners will gain practical tools and philosophical insights into:

• The Three Phases of Employee Relationship Building: Recruiting with intention, leading with authenticity, and separating with grace.

• Processing Fear and Loss in Law Firm Leadership: Emotional intelligence as a cornerstone of sustainable success.

• The ROI of Emotional Investment: How post-exit relationships can become future business development channels or lasting friendships.

• Leadership Mistakes to Avoid: Burning bridges, trash talk, and reactive behavior during exits—and how to rise above it.

Whether you're an attorney, law firm owner, or business leader, this conversation offers timeless lessons on emotional mastery, organizational culture, and personal growth.

This podcast is sponsored by Tonalaw. Are you an attorney 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 U.S. 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 at 844-TONALAW or visit tonalaw.com. Mention Lead Counsel when you call and you'll get directly connected with Tom.

Host - Tom Tona

• Website: tonalaw.com

• LinkedIn: Tom Tona

• X: @NYPITrialGuy

Guest - Bill Umansky ("The Lawman")

• Instagram: @billisthelawman

• LinkedIn: Bill "The Lawman" Umansky

On this episode of the Lead Counsel Podcast, host Tom Tona dives deep into one of the most complex and overlooked aspects of personal injury law: lien resolution and settlement planning. Joining Tom is Jason D. Lazarus, Esq., founder of Synergy Settlement Services and a nationally recognized expert in lien resolution, Medicare Secondary Payer compliance, and special needs settlement planning.

If you’re a personal injury attorney, legal professional navigating post-settlement challenges, or personall injury client looking to better understand liens and your case this episode is essential listening. Jason shares his unique perspective, both as a legal expert and as someone who personally experienced the aftermath of a catastrophic injury. Together, they unpack critical insights on dealing with ERISA, Medicare, Medicaid, and private insurer liens, as well as compliance strategies that protect client benefits and law firm liability.

Key Highlights:

• How Synergy helps trial attorneys outsource complex lien resolution efficiently

• The risks of mishandling Medicare Advantage plans and the importance of expert identification

• Real-world examples of how lien errors delay settlements and increase liability

• Understanding Medicare Set-Asides (MSAs) and why they matter in today’s legal landscape

• Why lien resolution is now a profitability and compliance issue, not just a legal formality

• The importance of outsourcing vs. building internal post-settlement departments

• Jason’s own injury experience and how it fuels his mission to help others through Synergy

• Insights into the books The Art of Settlement and Litigation to Life

Guest Links:

• Synergy Settlement Services: www.partnerwithsynergy.com

• Jason’s Book Site: www.jasondlazarus.com

• LinkedIn: Jason Lazarus

Follow Tom Tona on Linkedin. 

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 U.S.

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 844-TONALAW or visit us at www.tonalaw.com. Mention "Lead Counsel" when you reach out, and you’ll get connected directly with Tom Tona.