36 Asian Legal Business | February 2025 ability to provide solutions, rather than just brand recognition.” Beyond understanding regional client needs, local firms must maximize homegrown resources. Jiang cites Hangzhou’s focus on innovation industries, which has led T&C to strategically serve companies in pharmaceuticals, hightech, and data sectors. Wang of Fadedongheng highlights the advantage of deep local knowledge. “Regional firms have a stronger grasp of industry structures, local policies, and business environments. In government procurement or investment projects, they better navigate bureaucratic procedures and communication, reducing costs and inefficiencies,” he says. Adapting to economic shifts is also key. Jiang notes that T&C has expanded its intellectual property practice in the past two years, recruiting lawyers with experience at major tech firms and establishing a dedicated digital economy legal service team. Wang echoes this move. “To compete with national firms, local firms must proactively build or expand specialized teams.” Fadedongheng is targeting emerging fields such as fintech, data compliance, ESG, and cross-border investment by recruiting top talent and forming deep partnerships with specialized teams. At ZHH, Zheng underscores the increasing complexity of economic activity and the need for a structured approach. The firm has expanded its practice areas into 13 specialized business centres, providing partners with systematic training and skill development. Alongside business expansion, cost efficiency has become a pragmatic focus. “In the current economic climate, cutting unnecessary expenses is crucial,” Zheng admits. Since the pandemic, ZHH has adhered to a no-layoff policy, choosing instead to scale back spending on major business events, office renovations, and new branches in high-cost regions. Growth vs brand Despite rising market pressures, local firms continue to seek expansion opportunities. ZHH, for example, remains committed to measured growth, recently establishing a branch in Laos. “We received approval last December and plan to support Chinese enterprises in their global expansion,” says Zheng. Zheng acknowledges that some local firms are aggressively scaling up in response to increasing competition. However, he urges caution. “At ZHH, we prioritize brand and service quality over sheer size. If a firm grows through loose affiliations rather than integrated management, maintaining service consistency becomes nearly impossible. How can such a model sustain long-term brand development?” Jiang echoes this sentiment. “A law firm is either progressing or falling behind. We have already established offices in Beijing, Shanghai, Shenzhen, and Ningbo, and we are exploring other key cities. National expansion is inevitable for us.” However, he stresses that “a firm’s core strength lies in its expertise and talent. As we scale, we must ensure our service quality and reputation remain aligned.” Yao shares another approach. “We have set up six branches in Shiyan, Xi’an, Shanghai Pudong, Zhengzhou, Wuhan East Lake High-Tech Zone, and Kokdala in Xinjiang. These offices offer differentiated legal services to meet the needs of diverse industries and regions.” Despite increasing competition, Jiang remains optimistic. “Pressure is good—it drives change and progress. The key is how we adapt.” He also believes the current phase is a period of adjustment between national firms and regional markets. While aggressive pricing strategies by national firms may initially disrupt local markets, clients will eventually recognize that low fees often come at the cost of quality. “Over time, regional markets will return to a state of healthy competition,” he predicts. 如今，在区域性法律项目的招投标名 单中，越来越多出现了名称中带有“北 京”“上海”字样的竞标律所。“某家市 属国有企业的常年法律顾问项目，一 下子来了十几家律所竞标，且基本上 都是规模大所——包括总部位于北京、 上海的律所。”一位工作于长三角地 区某市的律师告诉ALB，“竞争可以用 ‘惨烈’来形容。” 疫情后经济复苏曲线波折，促使更 多律所到新市场寻找业务机会，北京、 上海两地律所开设分所的数量可以作 为佐证：根据上海律协的数字，2024 年上海律所在外省市设立分所数量达 111家，同比增长20%以上；根据全国 律师信息平台，仅在7个核心外省市， 北京律所在过去一年中就新设了91家 分所。 ALB的报道则记录了15家律所在 2024年开设的20家新分所，他们都是 品牌大所，选择的布局地则从东北到西 南，遍布全国。 借助总分所的整体业绩、完善的网 络布局、更灵活的费用模式，尤其品牌 大所，他们在业务下沉过程中给区域法 律市场带来了“碾压式”的影响；不过区 域律所的管理者也告诉ALB，压力引发 变化，新的竞争态势正要求他们更加擅 用本土智慧、强化战略思维。 浙江、江苏：从人才到业务的全面交锋 在杭州及浙江市场，当地头部律所天 册律师事务所的管理合伙人蒋国良律 师告诉ALB，来自北京、上海的全国性 律所参与本土项目竞标的现象确实在 过去两年愈发明显，直接原因在于他 们相继开设了杭州办公室，“到目前 为止，几乎所有品牌大所都已经落地 杭州”。 竞争表现最突出的是国有企业、金 融机构的法律项目。“它们通常涉及招 投标程序，更适合全国性律所利用整个 事务所的资源、背景、能力展开竞争。” 在南京和江苏市场，法德东恒律师 事务所管理合伙人王磊律师坦言：“过 去两年，我们明显感受到北京、上海等 全国性律所对江苏本地项目的关注度 不断提升。”其中竞争感受最明显的是 三类业务：一是新兴领域，例如知识产 权和反垄断；二是金融证券、资本市场 业务；三是伴随越来越多江苏企业涉足 海外市场，所产生的跨境并购和国际化 法律事务。 在与全国性大所直面竞争的过 程中，王律师特别感受到对方的优势 。 “首先是人才与专业分工更为精细化， 特别是在细分领域的律师储备更加充 Regional market
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