洪祖运纽约演讲：中国法律市场的潜力与外资律(4)

第二部分

200亿规模的北京、上海法律 [本文来自：www.11jj.com]

服务市场，上演着“双城记”效应 [好文分享：www.11jj.com]

Tale of the Two Cities: Beijing and Shanghai

Beijing and Shanghai each has a legal services market size over 3 billion USD

北京在律师和律所基础较大的情况下，依然保持了规模上较大的增长。当然在总人数上，规模化律所都给北京与上海两地的人数做了巨大贡献。上海的创收增速更快，在人均创收上的优势更为明显。

According to the tables in slides, it is clear that the number of lawyers and firms in Beijing and Shanghai has maintained significant growthrate even with a large base. Big laws have contributed a lot to the large total number of lawyers in Beijing and Shanghai. Compared with Beijing firms, Shanghai firms have a higher growth rate in total revenue and an even greater advantage in terms of revenue per lawyer.

我们认为，上海相较于北京有更多外资律所办公室入驻的原因可能有三：

We think that there are 3 reasons why more foreign law firm"s representative offices are located in Shanghai than in Beijing.

1、上海毗邻东海出海口，有天然海运优势，国际贸易、海商海事方面的法律服务需求较多；

First, Shanghai locates at the Yangtze River estuary place, the shore of the East China Sea, and a natural port city calls for legal services for international trades and maritime issues.

2、上海作为国际金融中心和中国的经济中心，其务实的海派文化氛围浓厚，开放性和包容性使其具备了较强的吸引力，加之上交所的设立，使其在资本市场、跨境并购等业务领域具有得天独厚的优势；

Second, as the international financial center and China"s economic center, Shanghai has a unique culture. The openness and inclusiveness of Shanghai make it appealing to business entities. The establishment of the Shanghai Stock Exchange highlights its advantages in areas including capital markets and cross-border M&A.

3、受国家政策扶持，上海自贸区对外业务开展更为便利优厚。

Third, thanks to relevant favorable policies, Shanghai has a Free-Trade Zone which makes it more convenient for foreign entities to conduct business here.

当然，我们猜也有可能是相较于北京，上海的空气质量要稍好一些。

Also, Shanghai has a much better air quality than Beijing.

第三部分

外资律所

何以在中国占据一席之地？

How Can Foreign Law Firms Maintain Competitive in China?

虽然外资所不能聘用中国执业律师以及不能从事中国法律业务，一部分国际客户无需在通过外资所代表处来管理中国法律业务，在一定程度上限制了外资所在中国的发展，但我们认为，中国法律市场仍有外资所发展的机遇。

There are restrictions for foreign law firms to carry out legal services business in China. They cannot practice PRC law. PRC-qualified lawyers they employed are not permitted to give formal advice on PRC law issues. Therefore, foreign law firms in China can"t even fully serve their international clients. But we think there"re still opportunities for foreign law firms in China.

对于外资所而言，首先要在中国法律市场上找准自身的定位和核心，与亚太乃至全球的战略相吻合，并能适应中国的商业文化环境。

Foreign law firms must quickly learn and adapt themselves to China’s social context and business culture and find their particular position and core business in China’s legal market, which should be in line with its Asia-Pacific or global strategy.

时至今日，在中国法律市场上，已经不乏“懂法律，懂中国，懂经济，懂外语”的人才，找到适合的人才开疆拓土是外资所在中国市场能够长远立足的关键。

Nowadays it"s not too difficult to find someone who is able to understands the legal, economic, social contexts and speak good English. Foreign law firms must find the right person to lead their business in China.

中国第一梯队的律所已经具备直接为国际客户提供法律服务的能力，而且得到了客户的认可。中资所的崛起确实会与外资所构成直接的竞争。但也有许多外资所找到了与中资所合作的模式，并且发展良好。

Also, foreign law firms must properly understand and deal with the rapid rise of their Chinese counterparts. Top Chinese firms now have the ability to provide quality legal services for international clients. There will certainly be more direct competition. But many foreign law firms have already found their own way to deal with it.

03

中国的国际战略下外资律所 

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