Developing a Profitable Practice in Asia
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Developing a Profitable Practice in Asia

Developing a Profitable Practice in Asia


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About the Book

The lucrative Asian legal market is increasingly taking on a more important role in the fortunes of western law firms. But without a clear strategy in place that reflects the unique cultural considerations of these regions, solid integration and expected rewards will not be achieved. Managing Partner's report on Developing a Profitable Practice in Asia provides concrete and definitive insights into how to successfully develop and optimise your international expansion strategies in Asian markets. Packed with key case studies, crucial information and guidance, this report will enable you to: * Gain an understanding of the key legal markets in Asia (Vietnam, China, Japan, South Korea, Hong Kong, Singapore, Indonesia, Malaysia, India, Thailand, Taiwan); * Identify the key players, investment trends and issues within these dynamic regions; * Re-examine and strengthen your market-entry strategies; * Navigate and forge successful strategic relationships; * Understand the key factors that shape the competitive context of Asian legal markets; * Enhance your firm's own competitiveness, sustainability and value; and * Optimise your firm's Asian presence by implementing a 'customised' approach. Insightful, real life case studies from both foreign and local firms in Asia are featured throughout the report. It outlines the strategies they have used to build a strong presence in these regions and advises on how to overcome the specific strategy, marketing and management challenges faced. Case studies include: * Clayton Utz - Building on opportunity to open a first overseas office; * Gall & Lane - Building a leading local dispute resolution firm in Hong Kong; * Deacons - Expanding a pharmaceutical IP practice in Hong Kong; * Harris and Moure (US) - The China law blog and the growth of a China practice; * JSM and Mayer Brown - The coming together of a US and Hong Kong law firm; * Russin Vecchi Berg & Bernstein LLP - a small US law firm with an innovative entry strategy into China; and, * Surana & Surana (India) - An uncommon law firm: principles before profits. This cutting-edge report provides the perfect combination of sound management advice and innovative ideas - it is the essential purchase for any firm serious about capitalising on the lucrative Asian market.

Table of Contents:
*Part One: Asian legal markets - Key trends and entry options *Chapter 1: The Asian legal marketChanges in the legal industry and implications for Asian practiceUse of technology by Asian law firms *The perspective of Huen Wong - President of the Hong Kong Law *Society Chapter 2: Asian market entry strategy *Entry optionsChoosing an entry strategy *Alternative and hybrid entry approachesChapter 3: Making alliances work in the Asian context *Looking for success in law firm alliancesPart Two: Key legal markets in Asia *Chapter 4: Hong KongTrends and the Closer Economic Partnership Arrangement (CEPA)Hong Kong as a strategic hub *Hong Kong as an international finance centrePractising local law *Industry clusters and emerging sectors *Alfred Ip - A litigator in a market moving towards mediation *Chapter 5: ChinaForeign law firm scopeTrends *Chapter 6: IndonesiaForeign law firm scope *TrendsChapter 7: Republic of Korea *Foreign law firm scopeTrends *Trade and FDIChapter 8: India *Trends - Winds of change *Transformation of the Indian legal sector in the last 15 years *Chapter 9: Malaysia *Foreign law firm scope *TrendsChapter 10: Singapore *Foreign law firm scope *Trends *Taylor Vinters and Keystone Law - A Cambridge-based law firm and a Singaporean law firm link up to tap emerging global opportunities *Chapter 11: Taiwan *Trends *Chapter 12: Thailand *Trends *Trade and FDI *Chapter 13: Vietnam *Conditions for setting up a foreign law firm *Luu Hoang Ha, LDV Lawyers - Perspective of a local Vietnamese lawyer Part Three: Key strategy, marketing and management issues Chapter 14: Starting a new practice in Asia *The new practice creation process *Cultural and strategic adjustment *Choosing a market/regional strategy *Chapter 15: Strategic law firm expansion in Asia *Winners and losers in internationalising professional services firms *Key factors *Developing a Profitable Practice in Asia *Chapter 16: Marketing as strategy and the integration of business development *Marketing as the key driver of firm performance *Integrating marketing, BD and fee earners *A simple model of law firm performance *Chapter 17: Management issues *Management structures *Leadership in the Asian context *Knowledge management and sharing *Partnership and remuneration considerations *Managing human resources - Integrating lawyers across offices *Chapter 18: A marketing dilemma - Aligning culture and strategy *How culture matters *How cultural variations affect business development *Chapter 19: Understanding client needs and the views of in house counsel in Asia *Key issues faced by general counsel *In house counsel characteristics *Law firm choice in Asia *Reaching in house counsel and other legal buyers *The view of an in house legal buyer within a global investment bank *Chapter 20: Relationship marketing and service quality in the Asian context *Relationship marketing - An Asian view *A note on cultural differences *Key account management - Nourishing the root system *Chapter 21: Creating value within the context of strategic alliances *Costs and benefits of alliances *Partner selection *Leading and managing for value *Chapter 22: Staffing an Asian practice - Recent history and trends *Importance of a local practice in Hong Kong *Part Four: Case studies *Case study 1: Clayton Utz - Building on opportunity to open a first overseas office *Case study 2: Deacons - Expanding a pharmaceutical IP practice in Hong Kong *Case study 3: Gall & Lane - Building a leading local dispute resolution firm in Hong Kong *Case study 4: Harris & Moure - The China Law Blog and the growth of a China practice *Case study 5: Mayer Brown JSM - The coming together of a Hong Kong anda US law firm *Case study 6: Russin, Vecchi, Berg & Bernstein LLP - Breaking into China through learning and relationships *Case study 7: Surana & Surana - An uncommon law firm: Principles before profits *Case study 8: Eversheds - A UK law firm takes an alternative route: From China then into Hong Kong and Singapore

About the Author :
Robert obert is the managing director and senior partner at SRC Associates Ltd, a Hong Kong based consulting firm that works throughout Asia with law and other professional service firms on their key strategy, marketing, internationalisation and competitiveness issues. He has consulted for some of the leading professional service firms in places such as Hong Kong, Singapore, India, Vietnam and China. He is also the author of Marketing Professional Services in Asia (Lexis Nexis 2009) which has been called A"one of the most indigenous booksA" on Asian marketing by Professor Oliver Yau, chair professor at the City University of Hong Kong. A frequent commentator on issues related to the competitiveness of professional service firms, Robert has either been profiled or quoted in publications such as the South China Morning Post, Lawyers Weekly (Aus), the Lawyer (UK), Asian Legal Business and A Plus (the magazine of the Hong Institute of Certified Public Accountants). In addition to his consulting work Robert has written numerous articles for pre-eminent publications such as the Business Times (Singapore), Hong Kong Lawyer, Hong Kong Accountant, Managing Partner magazine (UK), Singapore Law Gazette, Law Dragon (US), Australian Law Management Journal, the Lawyer (UK), Hong Kong Economic Times and the ACCA Journal among many others. He has also delivered training programmes accredited by both the Hong Kong Law Society and the Hong Kong Institute of Certified Public Accountants. Robert has a Bachelors degree from Brunel University in London and an MBA with distinction from the University of Lincoln (UK).


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Product Details
  • ISBN-13: 9781907787188
  • Binding: Paperback
  • ISBN-10: 1907787186
  • No of Pages: 229


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