First foreign partner at a Japanese law firm
Opportunity
A new law was coming into effect from April 1, 2005 which would allow Japanese law firms to directly hire foreign lawyers as partners without the need to establish a tokutei kyodo jigyo (joint enterprise office).
The change in law would allow Japanese firms to more aggressively market their services to foreign companies abroad who were looking to invest in Japan. This had traditionally been an area of strength for foreign law firms with offices in Japan.
With a highly regarded foreign partner onboard, a Japanese law firm could build a top class foreign legal team that would work seamlessly with the firm’s Japanese lawyers. This would allow the firm to offer a truly integrated legal service to their clients, both in Japan and internationally.
Zensho Action
Surveying the legal market in the spring of 2004, Zensho identified a client firm that was in a position to benefit from the upcoming regulation change. Zensho then approached with a proposal to consider hiring a senior foreign lawyer as a partner.
While initially skeptical, the client began to see the tremendous value such a move could generate - especially if they were the first in the market to take advantage of the regulatory change. They accepted Zensho's proposal, and agreed to begin the search.
Zensho worked closely with the client to pinpoint the qualities of a successful new hire. Leadership ability and excellent legal skills were important, but the candidate also needed deep ties with, access to, and knowledge of the Japanese legal and business community. A strong reputation would be essential for credibility both in Japan and overseas. Another key element was the candidate's willingness to market the firm, as one of their roles would be to proactively attract new business. And most of all, the client wanted a new partner with passion for the job, someone they could count on to drive the growth of their practice for many years to come.
Zensho started the process by orienting the client to the challenges of the search. This was a first for the legal industry in Japan, and would require a pioneering attitude from everyone involved. Integrating a foreign partner into a Japanese law firm would create further stresses. However, Zensho recruiters emphasized these hurdles could be overcome with creativity, patience, and flexibility on both sides.
With a clear picture of the client's job requirements, culture, and workplace style, Zensho moved to contact potential candidates. "A good lawyer" was just the start. A careful understanding of the candidate’s ambitions, goals and motivations - that is, the timing in their career and progress towards their personal goals - would determine success or failure in this exacting search process.
In time, a suitable candidate was located. In addition to meeting all the job requirements, the candidate was very excited to explore the idea further. Before being approached by Zensho, she had not considered such a career move. She was pleasantly surprised that the opportunity was even possible.
The candidate entered into talks with the client, and numerous discussions and negotiations followed. Zensho played a pivotal role in ensuring that each party’s expectations and concerns were communicated effectively and that an avenue for discussion was always open to keep the process moving.
Results
The client and the candidate came to mutually agreeable terms, and the candidate joined the firm as a partner on April 1, 2005 - the first foreign partner of a Japanese law firm in Japanese history. Shortly afterwards, when Zensho spoke with both client and candidate, we were pleased to learn that the new partner had already begun to generate significant value for the firm and all sides were viewing the new partnership as a great success.
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"Zensho anticipated that upcoming legal industry regulatory reforms could provide an opportunity for our firm... Their market knowledge and initiative resulted in a hire which is attracting new business we otherwise would not have had."
Managing Partner, leading domestic law firm
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