Law firm hiring expert, Jay Henderson, joins us today as we continue our Spotlight on PILMMA series.
Having the right people in place makes all the difference when it comes to scaling your law firm. Obviously, each role requires a different skillset. Beyond that, each person has unique requirements to keep them performing at an optimal level. This can include management style, motivations, and overall corporate culture.
In this episode we discuss:
The benefits of assessments prior to making hiring decisions
The “Road to Money” process that helps unlock big profits
Identifying revenue gaps that can be addressed through better hiring and management processes
This episode and the next several will feature PILMMA speakers in our “Spotlight on PILMMA” podcast series.
Visit Jay Henderson online here: https://www.jayhenderson.org/.
We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/.
See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/.
Transcript:
Lindsey:
Welcome to the Personal Injury Marketing Minute, where we quickly cover the hot topics in the legal marketing world. I'm your host, Lindsey Busfield.
One of my favorite quotes is hire hard, manage easy. This is such a simple concept, but makes a world of difference in the long-term operations of your business.
The same is true whether managing a CEO agency, law firm, or even a Dairy Queen. You simply cannot thrive as a business.
Without having the right people in place doing the things that need to be done. We are continuing our Spotlight on Pilma series with hiring expert Jay Henderson:.
At the upcoming Pilma conference, Jay will be discussing how law firm owners can earn new profits by unleashing higher performance from their people.
Thank you so much for joining us today, Jay.
Jay Henderson:
My pleasure. Thank you.
Lindsey:
Well, tell us a little bit about yourself and about your hiring agency.
Jay Henderson:
So, I'm in Raleigh, North Carolina. As I have just learned, you're right up the street from me, which is awesome.
And I've been helping law firms for about 15 years make excellent hiring decisions. You know, get the best people in the door that they can.
Avoid the problems. That's really where you start. If you can avoid the problems, you're going to default straight into a better team immediately.
Right? So, yeah, working with law firms for about 15 years. And speaking of Pilma. But I got into working with law firms because of Ken Hardison.
So that has been a great, great connection and relationship. I consider Ken a good friend. In fact, he's from Raleigh.
So I met him in Raleigh. So that's that, you know, outside of business. So that's how that worked. But yeah, so it's a lot of fun.
I love working with my law firm clients. I pretty much only focus on working with law firms. And that's it.
Lindsey:
That's great. Yeah, we just had Ken on the show a couple of weeks ago. And what a great guy.
He's got some great vision and a huge heart for helping out attorneys, clearly, as you do as well. And so what is it about the legal profession that drew you in and made you want to focus on that for hiring purposes?
Jay Henderson:
Well, it was a pretty selfish decision, actually. I, well, 2008, 2008. In 2009, I was doing a lot of management consulting work with Cisco Corporation.
They happen to have a big campus, as you know, right up the street from us. And so then the economy sort of went sideways, as we all know, a little bit.
And I stepped back and I asked, where am I unique and different, where I can add value in the world and be super helpful?
And in fact, Ken and I were sitting right here in this office, and we were talking about the different industries that are struggling and what people are going to do to, you know, pivot, which was a big COVID word.