← PointOne
PointOne 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 passively captures lawyers' time and reviews bills, so firms bill more of the work they do.
Who you'd be calling
Managing partners, firm administrators, CFOs and billing or finance heads at law and professional services firms.
Your opener
“Hi [Name], this is [You] from PointOne. I know I'm interrupting your day. We help firms capture time that attorneys never get around to logging, and I wanted to ask how timekeeping works at your firm. Got a minute?”
Problems you solve for them
- Lawyers forget or skip logging time, so revenue is lost
- Manual timekeeping wastes billable hours
- Bill review is slow and error-prone
Discovery questions to ask
- How do your attorneys track time today?
- How much work do you think goes unbilled?
- How long does bill review take before invoices go out?
Objections they'll throw at you
“I'm busy.”
→ No problem, I'll keep it short. When would be a better 10 minutes this week?
“Not interested.”
→ Fair enough. Is that because time capture is working well for you already?
“We already use time tracking software.”
→ Good. Do your lawyers actually log everything in it, or do they reconstruct their time at the end of the week?
“Send me an email.”
→ Sure. Would it help most to see how it affects revenue, or how it affects attorney workload?
Competitors worth knowing
Laurel
Interview tips for this company
- Understand billable hours and how lost time turns into lost revenue. That's the core pitch.
- Expect partners to worry about privacy and attorney pushback. Practice a calm answer to both.
Written from public information about PointOne to help you practice. Ask an insider what their role play looked like; it's the best prep there is.