We asked CMS partners from Asia, Europe, Africa and Latin America about staying connected in the new business environment, maintaining client relationships and insightful projects.
Publication
10 Jan 2022 ·
Bosnia and Herzegovina
What is the best way to stay connected to the issues that affect your clients?
Although LinkedIn and Twitter can be useful, I think the best way is still to meet with my clients and ask them what is going on in their businesses.
Which connections in your life have enhanced or progressed your career the most?
Fighting against Chinese imitation products for a medical device client in eight different countries. It was great to see how well the CMS team worked together, and sharing our knowledge helped us to get the imitation products off the market fast.
FaceTime or face-to-face?
Although technology is a big part of my practice, I have to go for face-to-face here. FaceTime is great to stay in touch but it is no substitute for sitting down with someone and having a chat.
What is the best way to stay connected to the issues that affect your clients?
Frequent and direct contact is at the core of client relationship management and is probably the best way to stay connected to the issues that our clients face. Keeping track of what is happening around us is equally important. For a wider perspective, mobile news apps are a great help on a daily basis. Monaco is a small place, so I also make sure to keep abreast of local concerns by reviewing the local press and getting out there to social events.
Which connections in your life have enhanced or progressed your career the most?
I’m a social being, and as such, I feel enriched by social contacts. Human encounters are always full of surprises, wherever and whenever these might occur. The many connections that I have made throughout my life have made me the person that I am today.
FaceTime or face-to-face?
Face-to-face is essential. As lawyers, part of our role involves listening carefully to our clients and reading between the lines. Many messages come through non-verbal communication.
What was the most interesting crossborder, cross-discipline project that you were involved in?
I am often involved in arbitrations where the seat of the arbitration is different to the country in which the project is located and/or the governing law of the dispute. I was involved in an ICC arbitration relating to a large project in Saudi Arabia that involved a contract which was subject to English law. It was particularly interesting because a lot of the issues in the dispute ultimately related to the socio-economic factors that influence the construction industry in Saudi Arabia and are similar in the wider Gulf region.
Which person would you most like to connect with today or in history?
It’s hard to pick just one person but right now I would really like to meet Jacinda Ardern. She seems to be very likeable, a brilliant communicator and an impressive leader. She seems like the type of person you could have an easy conversation with and learn a lot from.
FaceTime or face-to-face?
Always face-to-face, if possible. But in the current world we live in, Zoom and phone calls are the only option. So much of our communication is through our body language and voice intonation which makes seeing and speaking to clients essential for proper communication. I’m often conscious of the fact that sending emails with legal and contractual advice can come across as mechanical and unlikeable. But apart from anything else, being able to meet someone in person, or at least see someone’s face, is just a far more engaging experience.
.jpg?v=2)
What was the most interesting crossborder, cross-discipline project that you were involved in?
Recently, the Intellectual Property & Digital Business Team in Spain worked on two very interesting cross-border, cross-discipline projects. For one, we travelled to the European Court of Justice in Luxembourg at the end of January to defend one of the biggest Spanish media companies against the claims of two Collective Managing Societies. In the other, we are assisting a Japanese multinational in a litigation project that involves a wide range of IP issues including patents, trademarks, designs, copyright, unfair competition, counterfeiting and parallel imports. This will most likely be one of the most challenging cross-discipline projects I have ever had to face.
Which connections in your life have enhanced or progressed your career the most?
One of the biggest advantages of CMS is the contact with colleagues from other offices and jurisdictions, which enhances and allows me to make progress in my own professional career.
FaceTime or face-to-face?
I have always considered myself a faithful defender of face-to-face interactions because of the benefits they bring (including more direct and effective communication, the personal component, non-verbal cues). However, it is undeniable that FaceTime is indeed a very useful tool in our daily life, helping us stay connected for work and collegiality when distance is unavoidable. It’s been particularly good during the COVID-19 crisis, where in addition to our daily team meetings, we are also enjoying our ‘IPéritif’ calls on Fridays.
What is the best way to stay connected to the issues that affect your clients?
I am in touch with clients regularly via email, calls or face-to-face meetings. Additionally, online news allows me to stay on top of any issues relevant to their business.
What was the most interesting crossborder, cross-discipline project that you were involved in?
We worked on a major transaction regarding the transfer/sale of non-performing loans (NPLs), as part of a banking/finance project. We were also involved in the acquisition of one of the largest media groups in CEE as part of an M&A project.
FaceTime or face-to-face?
FaceTime as well as face-to-face meetings in my opinion are the best way to connect with the client. This allows me to seek clarification from clients directly, as well as to connect with them and get to know them in person rather than purely via emails.
What is the best way to stay connected to the issues that affect your clients?
Keep yourself informed about the sector and its business. Your best source of information remains the client. It’s important to discuss general developments and challenges in their business with them as well as any legal challenges they face. Getting to know your client and their sector helps you shape your opinions and advice in a more pragmatic manner.
Which connections in your life have enhanced or progressed your career the most?
Besides close friends and family, it is the people who I view as mentors who have instilled in me the confidence and strength to progress my career. In addition, long time clients have championed me along the way.
FaceTime or face-to-face?
A combination of both. Current technology allows for efficient virtual meetings. However, I do believe that, to enhance a connection with the client, face-to-face contact is required. It is my experience that clients are more likely to provide you with the sensitive details of a case in a personal meeting.
What was the most interesting crossborder, cross-discipline project that you were involved in?
Between 2016 and 2017, China Fishery Group, one of the world’s largest producers of fishmeal and fish oil, filed several bankruptcy (Chapter 11) petitions in New York, among other jurisdictions. One of the group’s holding companies is the owner of main assets which are located in Peru. This is the first and biggest cross-border insolvency case in Peru. Our team is advising the Trustee (manager) appointed by the US Court in this case, dealing with relevant local and US bankruptcy issues, several corporate matters related to the case, the sale of several assets and the sale of the company, as well as tax and litigation matters. The following jurisdictions are involved: Denmark, Hong Kong, the Netherlands, Panama, Peru, Russia, Singapore, Spain, the UK and the US (New York).
Which connections in your life have enhanced or progressed your career the most?
Clients, partners, peers and colleagues. Each one of them has encouraged me to accept new challenges that go beyond my comfort zone and expertise. They have also given me the opportunity to work in the institutional development of the firm, leading to a better understanding of the legal business. Furthermore, studying and working in New York helped me understand how to work internationally and how to manage cross-border cases. Travelling and meeting other lawyers who practise in other jurisdictions greatly expanded my network of international contacts.
Which person would you most like to connect with today or in history?
I would have loved to meet Hannah Arendt (1906–1975), a German, Jew, writer, politician and philosopher. She was an exceptional woman and, in her time, influenced government and political matters. She also developed various political theories linked to totalitarianism. Nowadays, we can connect with her through her main writings that include The Origins of Totalitarianism, The Human Condition and Crises of the Republic.
What is the best way to stay connected to the issues that affect your clients?
Stay tuned and be curious all the time. I try to understand the business environment, their market, competitors and challenges. I believe that our role is to help clients achieve their business goals.
Which connections in your life have enhanced or progressed your career the most?
Family, friends and my mentors.
Which person would you most like to connect with today or in history?
Hannah Arendt; if not available Hillary Clinton; if not available Richard Branson. Some people need no introduction…
Related Experts
Filter
