Translator：Wang Yichun

"International Vision" stands as a cornerstone of Landing Law Firm's ethos. To bolster its global aspirations, the firm organized an "International Vision" seminar in Shanghai on February 8, 2023. Distinguished guests included Wang Xinyao and Zhao Zikun from Hongkou District Bureau of Justice. Key figures from Landing, including Liu Yixing, Director of the Global Management Committee, Executive Director Yin Jun, Senior partner Li Xinli, Senior Partner Yuan Chunsong, Senior Partner Ma Gang from Urumqi Branch, Senior Partner Huang Xueshan and Zhou Shichao from Shenzhen Branch, engaged in discussions on overseas expansion, international business development, and team building.  Following the main presentations, over ten lawyers engaged in a spirited open forum, sharing insights and strategies on internationalization.

Mr Liu Yixing initiated the discussions. He remarked, "In a span of just four and a half years, Landing navigated its toughest entrepreneurial challenges. Our resilience, attributed to our founders' foresight and the unwavering commitment of every partner here, saw us through. With three years of the pandemic behind us, it's imperative we rejuvenate our efforts and stay resolute." Liu underscored Landing's strategic international moves. He emphasized Landing's distinct business acumen and its knack for tapping into opportunities in emerging markets, citing the interest of a Xuzhou-based law firm in joining Landing and the inclusion of  the Shenzhen legal team led by Huang Xueshan. Liu also spotlighted initiatives like the Landing International Center Building and the Landing International Law School. On the journey towards "International Vision," he highlighted three pillars: the essence of team synergy, the value of embracing and capitalizing on diversity, and the imperative of innovation, urging a departure from conventional paradigms.

Following Liu's insights, Li Xinli delved into the strategy for setting up and managing overseas branches. He emphasized that the foundation of these branches should be based on a clear principle: "Who invests, who shall lead, and reap the benefits." For these international branches, he outlined key criteria: they should adopt the "Landing" branding, meet a specified minimum investment, maintain a designated office space size, and ensure their legal framework aligns with local standards. A transparent selection mechanism should be in place for the primary officers of the branches. Upon submission of their strategic blueprints, a collective partner review should precede any execution. The governance of these international branches should mirror the firm's domestic subsidiary management practices. Li also advocated for the firm's policy committee to draft relevant guidelines.

Yuan Chunsong then shifted the focus to the expansion of international legal services and the evolution of the 24-hour global service in the Metaverse. She shared, "over the recent three-month market outreach, we've secured 106 potent leads, with 72 having an international dimension and 34 being domestic, spanning an impressive 30 countries and regions." Addressing challenges like market share constraints, the urgency to enhance responsiveness, pronounced work culture disparities between local and global attorneys, and the imperative to elevate client experience amidst occasional case attritions, she proposed kickstarting the establishment of global branches tailored to strategic plans and client needs. She underscored the significance of fortifying the supply chain to sustain momentum. Yuan wrapped up by indicating that the groundwork for the Metaverse Law Firm is nearly complete, with the round-the-clock service still in its refinement phase.

Ma Gang provided insights into the expansion of international legal services. He emphasized, "our mission is to legally empower every company venturing overseas." Tapping into the major client market is a prolonged endeavor, and the establishment of international offices has yielded tangible results. Moving forward, he urged reflection on three pivotal questions: Who are our clients? Why do they opt for us? What value can we offer them? On the journey of international legal expansion, he confidently stated, "Though the path may be long, persistence will prevail. Challenges may arise, but with determination, success is inevitable."

On the subject of team dynamics, Huang Xueshan drew parallels with India's growth trajectory, highlighting the inefficacy of individual efforts. Recent success stories underscore the soundness of our strategic choices. She expressed optimism about expanding into regions like India, Indonesia, and Vietnam, urging colleagues to approach overseas ventures with patience and confidence.

Attorney Zhou Shichao weighed in on the discussion, sharing his hands-on experience. He delineated three core elements of internal collaboration: client acquisition, deal finalization, and client service. "Initially, client outreach is spearheaded by non-legal team members. We've consistently pursued client engagement. Subsequently, specialized personnel strategize on deal closures. Post-finalization, there's a dedicated team ensuring the assimilation of case-related and legal expertise."

In the open discussion segment, Executive Director Yin Jun was invigorated by the discourse on international vision. He remarked, "From my perspective, Chinese enterprises possess a robust aspiration to venture globally. Even though I'm not directly involved in international affairs, I've encountered opportunities in this domain. I see immense potential in this market. Our marketing team will persistently back everyone's endeavors to expand."

Senior Consultant Ye Juan elucidated her motivation for joining Landing, resonating with and championing Landing's developmental ethos. She underscored the significance of specialized committees. Zheng Zhi, head of Landing's Hefei branch, spotlighted his focus on global markets, offering three pivotal suggestions: Firstly, regular updates for overseas branches to ensure seamless information dissemination; Secondly, collaborative endeavors in global tenders, leveraging Landing's collective strength; Thirdly, refining the systematic approach to international legal affairs. Jia Xiaohai, a distinguished partner from Landing's Japan office, reflected on collaborations with Japanese counterparts, advocating for the inclusion of local attorneys. Senior Partner Sun Yun envisioned a holistic internal supply chain and accentuated the essence of intra-office communication. Senior Partner Zhang Huan'e emphasized unwavering commitment and rigorous execution. Malaysia-based Wang Xiaofeng voiced her endorsement for inaugurating global branches. Zheng Anlai, Qian Jie, Wang Xinhao, among others, contributed their insights.

Concluding the open dialogue, Wang Xinyao of Hongkou District Bureau of Justice intimated future bolstered support for Landing's cross-border business, coupled with a comprehensive talent assessment, ensuring data acquisition to expedite future business outreach. Zhao Zikun accentuated the potency of collective synergy, discouraging solitary endeavors, and wishing Landing's continued ascent.

Wrapping up the seminar, Director Liu Yixing encapsulated his aspiration to harness the collective prowess of all partners, emphasizing a harmonized vision and concerted efforts. He unequivocally stated zero tolerance for any detrimental actions or individuals against Landing's reputation. While excellence in professional capabilities is not the sole criterion, integrity and fairness in all endeavors are paramount. The seminar, attended by over a hundred Landing associates, resonated profoundly, igniting fervor for global business expansion.