← Ajax
Ajax role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
AI software that captures lawyers' work automatically so they stop losing billable time.
Who you'd be calling
Managing partners, firm administrators, billing and finance leaders, and IT or ops heads at law firms, from small to large.
Your opener
“Hi Dana, this is Sam from Ajax. Lawyers lose a lot of billable time because they forget to log it, and we help firms catch it automatically. Do you have a minute to talk about how your attorneys track time?”
Problems you solve for them
- Lawyers forget or skip logging time, so billable hours are lost
- Entering time in 6-minute chunks is tedious and eats the day
- Billing is slow and leaks revenue
Discovery questions to ask
- How do your lawyers record their time today?
- Do you think hours go unbilled because people forget or run out of time to log them?
- Who at the firm cares most about billing realization and collections?
Objections they'll throw at you
“I'm busy.”
→ Sure, I know lawyers are slammed. Can I try you Thursday morning for a quick 10 minutes?
“Not interested.”
→ I hear you. Just curious, do your attorneys ever tell you they're behind on entering their time?
“We already have time-tracking in our billing system.”
→ Makes sense. Does it fill in time for your lawyers, or do they still have to remember and type it?
“Send me an email.”
→ Happy to. Who else at the firm should I include, like billing or the managing partner?
Competitors worth knowing
Clio, Smokeball, Laurel
Interview tips for this company
- Learn 'billable hour', 'realization' and why 6-minute increments exist; lawyers sell time, so lost time is lost revenue.
- Lawyers are skeptical and protective of confidentiality, so be ready to say you'd bring in someone who can answer security questions.
Written from public information about Ajax to help you practice. Ask an insider what their role play looked like; it's the best prep there is.