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Market winners: How law firms can gain a competitive advantage in China

Rob Millard explores the key factors that determine law firm success in China

2 April 2012

Rob Millard explores the key factors that determine law firm success in China

Who will win the legal services game of competitive advantage in emerging markets? Will local firms sustain their client relationships or will international firms capture them?

This is the first of a two-part series exploring this topic. This first article deals specifically with China; the second will address other emerging markets.

Before the 2008 global financial crisis, the rationale for western law firms in China was clear. They focused on clients from home jurisdictions who were pouring foreign direct investment (FDI) into China. They relied upon expertise that was well beyond what the local firms could provide: entrenched relationships with western cli...

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