World Practice Roundtable Auckland, New Zealand 24 October 2003 Marketing Your International Practice: Global Alternatives for Small, Medium, and Large.

World Practice RoundtableAuckland, New Zealand24 October 2003

Marketing Your International Practice:Global Alternatives for Small, Medium, and Large Firms

Marketing Your International Practice:Global Alternatives for Small, Medium, and Large Firms

Observations of theInternational Legal Market

Norman Clark

what our clients are telling us…what our clients are telling us…

As globalisation continues, the management of foreign legal counsel and matters is having disproportionate impact on corporate legal costs and management resources.

international legal matters

consume “substantially more” of the General Counsel’s time

are emerging in some companies as critical to business strategy

changing role of the General Counsel

increasingly require a multidisciplinary approach

Firm selection is very time-consuming and uncertain.

hardest to manage

international legal expenses since 1998

on average, have more than doubled as a percentage of all outside legal expenses

increase as high as 7x to 10x in some regions, e.g., Latin America

have become less predictable

selecting a law firm for international work

understands the company’s business goals

responsive

service quality

connected with local legal profession, government, regulatory environment, and business community

“We need a guide, not just a lawyer.”“We need a guide, not just a lawyer.”

“…the ability to anticipate and to act…”

“…the ability to anticipate and to act…”“…meet our expectations…”

“…get it right the first time…”

“…meet our expectations…”

“…get it right the first time…”

capabilities and capacity

A changing international market demands agility and reliability.A changing international market demands agility and reliability.

International clients expect enhanced resources and capabilities.International clients expect enhanced resources and capabilities.

quality standards

client management

integrated service delivery

sharing of information

“We want to see quality at work.”“We want to see quality at work.”“…especially within the firm…”“…especially within the firm…”systematic approach to client relations

systematic approach to client relationsdepthcoordinationaccountability

depthcoordinationaccountability

characteristics of a successful international legal practice

local delivery capabilities

observations…

market consolidation

advantages of the global law firms

organisation and integration

shift in business development strategies

intense focus on the firm’s top clients

more time and attention being spent on marketing to other law firms

flexible approach to relationships with other firms

Every partner must be a business developer.

understands the company’s business goalsunderstands the company’s business goals

responsiveresponsive

service qualityservice quality

connected with local legal profession, government, regulatory environment, and business community

connected with local legal profession, government, regulatory environment, and business community

capabilities and capacitycapabilities and capacity

quality standardsquality standards

client managementclient management

integrated service deliveryintegrated service delivery

sharing of informationsharing of information

local delivery capabilitieslocal delivery capabilities

market consolidationmarket consolidation

advantages of the global law firms advantages of the global law firms

organisation and integration organisation and integration

shift in business development strategiesshift in business development strategies

What are the advantages and risks that each international business development structure presents to my firm?

What are the advantages and risks that each international business development structure presents to my firm?

What are the advantages and risks that each international business development structure presents to my firm?

What are the advantages and risks that each international business development structure presents to my firm?

global law firms

law firm networks

“best friend” networks

multidisciplinary organisations

global law firms

law firm networks

“best friend” networks

multidisciplinary organisations