Helping an International Firm establish an office in Dubai
Background:
- We had a long-standing relationship with an international law firm, not yet based in the Middle East, but with aspirations to launch in order to meet client demand.
- We provided consultancy advice in advance of the project which confirmed the firm’s view that they should centre their Middle East operations in Dubai. The firm had already identified an internal partner candidate who would be the office’s first leader.
Strategy:
- The firm was known in a number of key sectors. Our advice was to play to these strengths.
- We drew up a ‘universe’ list of the potential targets in the key areas and approached the priority partners.
- In conjunction with this, we prepared a detailed document outlining the strengths of the firm and the rationale for the project.
Challenges:
- The firm had no presence in the region.
- The market was already considered to be in danger of becoming over-saturated with previous new entrants.
- Competition for good candidates of the calibre sought was strong.
Outcome:
- Completed the search with the placement of a key partners in the areas sought.
- The partners included a team which provided access into another key Middle East jurisdiction.
- The relationship continued with building out the firm at both partner and associate level.
What we received from the firm that contributed to the success:
- Good background knowledge about the firm and its client base, plus well co-ordinated meeting processes.