19 ASIAN LEGAL BUSINESS CHINA • 亚洲法律杂志-中国版 WWW.LEGALBUSINESSONLINE.COM/CHINA BROUGHT TO YOU BY HAN KUN LAW OFFICES 王哲 汉坤律师事务所合伙人 jason.wang@hankunlaw.com Having worked in places such as Beijing and Hong Kong, Jason Wang of the Shenzhen office of Han Kun Law Offices boasts extensive experience of practicing in areas such as capital markets, listing, venture capital and private equity. Outstanding performance has won Wang praise from clients, making him one of the winners of 2024 ALB China Regional Ranking: South China Client Choice. Wang shares with ALB the essential skills and approaches for gaining client trust. Cultivating systems thinking and grasping the big picture With an increasing number of Chinese companies going global, Wang believes that having systems thinking is a must for providing legal services for clients’ legal needs for overseas expansion. “It is both a trend and a necessity for Chinese businesses to venture abroad. However, going global is a broad concept where even within the same industry, one client’s business goals, cultural perceptions, location choices for business development and global strategies differ almost completely from another,” says Wang. “Therefore, lawyers must start from a comprehensive understanding of a client’s business intent so as to establish a framework for legal services. The China practice experience of European, US and other international firms that have previously supported multinational companies to invest in China is precisely the reference for Chinese firms in growing their international practice of support Chinese clients to expand globally today.” “Many times when going global, clients only see one particular point, but behind that point often lie matters that clients have not thought of, such as legal and compliance requirements, policy judgments, administrative procedures and the degree of cooperation from local intermediaries.” Wang emphasizes that the advice given by Chinese lawyers must be localized instead of “China-focused”. “For regions not covered by a firm’s office network, there must be ability to find trustworthy local lawyers and other intermediaries to work with to solve clients’ problems.” He points out that the most important thing for lawyers in advising clients in their overseas expansion is to have a deep understanding and tracking of matters such as cross-border tax planning, banking/foreign exchange, immigration law, import and export controls, mainstream cross-border equity structures, and the latest investment policies of major economies. “We need to update clients’ outdated ideas but also dissuade them from dangerously testing legal boundaries.” Mastering rules and making rigorous predictions Wang similarly has many thoughts on overseas capital markets. “Overseas capital market projects can almost be understood as referring to capital market projects in the US or Hong Kong. They are the mainstay. Whether stocks or bonds, the difference between the capital market and the investment market lies in rules and regulation.” “At any stage of a project, ensuring that clients understand applicable rules thoroughly and do not encounter ‘surprises’ from regulators is the minimum required of lawyers. Chinese lawyers must thoroughly understand the regulatory rules of the securities regulators and exchanges in Hong Kong and the US regarding matters of Chinese law. Familiarity with rules enables lawyers to make predictions, and having predictions makes it possible to avoid ‘crossing the river by feeling the stones’”. Wang emphasizes that “in actual work, right from the beginning of a project, we should work backwards from the completion date to set work standards and arrangements to ensure that the timeline is feasible, the conclusions are reliable, and any difficulty is addressable.” Becoming well-rounded “GBA experts” In the next phase, Wang believes that it is necessary to firmly seize opportunities on the legal services market of the Greater Bay Area. “The GBA is not simply a geographical concept. It is an economic region concept which has the most potential of integrating providers of legal services from the Mainland, Hong Kong SAR and overseas into one single project. Lawyers should pay attention to the impact of, and the guiding role played by, Hong Kong and Macau capital market rules, family offices, talent attraction, financial licenses and financial product innovation on Mainland enterprises and entrepreneurs, especially those from Guangdong. Mainland lawyers in the GBA should aim to be well-rounded ‘GBA experts’ instead of knowing only limited areas.” Wang adds that for legal services, the GBA will undoubtedly be headquarters economy and GBA clients will undoubtedly be headquarters clients. “Lawyers who can win greater trust from clients will be those who are qualified and have worked in multiple jurisdictions, who are well-versed in different culture of the GBA, and who are able to meet the legal needs of corporate headquarters.” 树立系统思维，深度追踪规则，高质量服务境外项目 ——专访汉坤律师事务所王哲律师 Providing quality services for overseas projects with systems thinking and rules tracking — Interview with Jason Wang, Han Kun Law Offices 来自汉坤律师事务所深圳办公室的王哲律师有着丰富的执业经 历，曾在北京、香港等地工作，在资本市场和上市交易、风险投资 和私募股权投资等业务领域积累了大量经验，以出色的业绩赢 得客户点赞，当选2024 ALB China 区域市场排名：华南地区客 户首选律师。他与ALB分享了获得客户信赖的必备技能与思路。 系统思维 把握全局 中国各类企业“出海”已成为潮流，王哲律师认为，为客户出 海的法律需求提供服务必须有系统性思维。 “中国公司出海既是趋势也是必然。出海是一个笼统概念， 即使同一个行业内，每一个客户出海的商业目标、文化认知、展 业布局地点选择、全球战略都几乎完全不同，”王律师说，“因此 必须从全面理解客户的商业意图开始，建立法律服务框架。当 年陪伴跨国公司来中国投资的欧美和国际律师事务所的中国 业务，恰恰是今天中国律师陪伴客户走出去的国际业务的经验 参考。” “出海中很多情况是客户只看到了一个点，背后往往隐藏 着客户没想到的法律合规要求、政策判断、行政程序、当地中介 机构配合度等事项。”王律师说，中国律师的建议必须本地化，而 不能中国化。“对律所分支机构无法覆盖的区域，必须有能力找 到值得信赖的当地律师和其他中介机构配合解决客户的问题。” 王律师指出，最为重要的是在出海服务中必须对跨国税筹、 银行/外汇业务、移民法律、进出口管制、跨国股权的主流结构安 排、主要经济体的最新投资政策有深入的了解和跟踪，“既要更 新客户的过时想法，又要劝阻客户对法律边缘的危险性试探。” 吃透规则 严谨预判 王律师对海外资本市场也有诸多观察和思考。“境外资本市 场项目几乎可以直接理解成美国或者香港的资本市场项目，这 是主流。无论是股还是债，资本市场区别于投资市场的标志就是 规则和监管。” “在项目任何阶段，保证客户不会吃不透规则、不会遇到监 管部门的‘惊喜’，是律师站好岗的及格线。中国律师要就中国法 律事项吃透香港和美国各证监会、交易所的监管规则。熟悉规则 就能预判，预判就能避免摸着石头过河。”王律师强调，“在具体 操作中，从项目起始阶段，就要以完成日的状态倒推工作标准和 安排，确保时间表可行、结论可靠、疑难杂症可处理。” 成为“湾区通” 对于下阶段，王律师表示需牢牢抓住大湾区法律服务市场。 “大湾区不只是一个地理概念，也是最有机会把中、港、境 外法律服务提供者融合在单一项目中的经济区域概念。应该重 视港澳的资本市场规则、家族办公室、人才引进、金融牌照、金 融产品创新对内地、尤其是广东企业和企业家的影响和指引意 义。大湾区的内地律师应做‘湾区通’，不能知点不知线，知线不 知面。” 他补充道，对法律服务而言，大湾区必将是总部经济，大湾 区客户必将是总部客户。“更能赢得客户信赖的律师将是拥有多 地律师资格和法律工作经验、深谙湾区文化、具备对接总部法律 需求能力的律师。”
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