中国企业投资东南亚地区热情高涨，东南亚也因此成为中国律所“出海”的热门选择。

• 目前布局老挝的中国律所已超过20家
• 中老铁路等旗舰工程催生全流程法律服务需求，老挝发挥跳板作用，助力企业、律所通向广阔东南亚市场

中国企业投资东南亚地区热情高涨，东南亚也因此成为中国律所“出海”的热门选择。根据ALB的不完全统计， 2023年12月至2024年11月期间，中国律所共在东南亚开设了24家办公室。

这其中，除了泰国、新加坡等热门选项，毗邻中国的小国老挝也极受欢迎：过去12个月，泰和泰、盈科、京师、中联4家律所纷纷在此落子。

在东南亚诸国之中，老挝是个“小众”国家，且“小”体现在多方面。“老挝的面积与中国广西相当，人口略低于南宁市，GDP与广西防城港市接近。不管是中国的商业主体进行对外投资、贸易布局，还是律师行业考虑境外发展，老挝其实都非首选。” 泰和泰律师事务所合伙人、万象办公室主任张天翼律师坦言。

然而在过去不到十年间，已有十余家中国律所悄然挺进这个东南亚国家。张律师近期从老挝司法部获悉相关数据，截至目前，在老挝布局的中国律所数量已超过20家。

多重驱动

德恒律师事务所合伙人、老挝办公室主任贾辉律师长期服务于东南亚市场，他表示，老挝的吸引力很大程度上来自资源优势：“依托丰富的自然资源，老挝在矿业、能源和基础设施建设等领域存在广阔的发展空间，为中国企业提供了大量商业机遇。”

“老挝拥有丰富的矿产资源，如铜、金、铁、钾盐矿等，中国企业对此投资不断增加，深度参与矿产开发；老挝政府将能源产业作为国家经济发展的重要支柱，而中国企业重点投资水电、清洁能源、光伏项目等，参与水电站、清洁能源的建设和运营；老挝在铁路、公路、桥梁等基础设施建设方面也有很大的需求。”

贾律师表示，这些领域都需要专业的法律服务介入，中国律所可以为中国企业提供项目融资、招投标、合同谈判和签订、工程建设管理、纠纷解决等全方位的法律服务。

此外，政策红利也推动了中国律所的出海步伐。“中国政府鼓励律所到境外设立分所，而老挝是‘一带一路’建设的重点国家之一；同时，老挝对中国律所设立分支机构的法律限制少，开办成本相对较低。”贾律师说。

泰和泰的张天翼律师同样观察到，中国律所纷纷选择老挝，与该国在法律服务市场的开放程度有很大的关系：“一些东南亚、南亚国家限制或禁止外国律所在当地设立分支机构、提供跨境的法律服务。而老挝与越南等国情相似的国家，在市场准入方面更具有开放性。”

张律师及其团队已有15年涉外服务、8年深耕老挝的经验，见证了老挝法律服务市场的发展。“中国企业早已进入老挝，国家开发银行、中国进出口银行等金融机构在老挝也有很多大额项目，但在过去很长一段时间，相应的法律服务供给比较滞后，仅有零星的西方律所、本地头部律所可以响应中方需求。”

“近5到10年，老挝与中国之间的贸易、投融资活动更加频繁，中老铁路、万万高速公路、国家输电网等诸多重大项目也纷纷落地。因此，老挝既承载了存量项目，也迎来更多增量项目，对专业法律服务的需求愈发旺盛，自然吸引了更多中国律所。”张律师说。

以点带面，更多机遇

老挝的吸引力在中老铁路项目上得到集中体现。2024年12月3日，中老铁路这一标志性工程迎来开通运营三周年，自通车至2024年11月，运输跨境货物超1060万吨，货值超440亿元。去年1至11月，中国经中老铁路进出口货值达168.1亿元，同比增长42.6%。

德恒的贾辉律师表示，随着贸易往来的日益频繁，涉及贸易合同、货物运输、进出口管制、海关报关、税务筹划、知识产权保护等方面的法律问题也随之增加。“中国律所可以提供更为专业的法律咨询和服务，帮助企业在贸易过程中规避法律风险，确保贸易活动的合法性和顺利进行。”

“中老铁路也为中资企业进入老挝市场提供了更加便捷的通道，进一步推动了中资企业在老挝的投资和合作项目。律所可以在企业投资决策阶段提供法律尽职调查、投资结构设计、风险评估等服务；在合作过程中，协助企业起草和审查各类合作协议，处理合作中的法律纠纷，保障企业的合法权益。”

贾律师还补充道，老挝地处中南半岛中心，与泰国、越南接壤，且作为东盟成员国，享受区域自贸协定（如RCEP）红利，因此，中老两国贸易的增长还对周边国家如泰国、越南等产生了辐射效应，中国企业常以老挝为据点辐射周边市场。

泰和泰的张天翼律师指出：“中国企业和政府层面都没有把老挝看作单一国别、单一市场，而是将其视为链接更广阔国别的通道，律所的海外布局思路也与此路径相似。我们不仅提供中老双向的跨境服务，还希望并且正在践行通过单一国家的突破，实现多个国家的联动，打造覆盖东南亚、南亚的法律服务网络。”

同样，德恒在以老挝为中心筹建泰国、越南分所，“建立东南亚多国的法律服务网络，并将利用自身在老挝的法律服务经验和资源，为中资企业提供跨境法律服务，协助企业在东南亚地区协同发展”，贾律师说。

机遇挑战并存

虽然中国律所在老挝市场寻找到了新的发展机会，但不意味着他们在此没有挑战。

聚焦当前的老挝法律服务市场，张天翼律师分析道： “目前市场上大致有三股力量，第一是老挝本土律所，主要从事传统的民商事业务，面向本地公司和个人；第二是更早落子的外国律所，包括欧美、泰国、新加坡等国的律所，最有代表性的是上世纪90年代诞生于老挝的国际所DFDL；第三就是中资律所，随着多个办公室完成组建，其数量与其他外国律所的数量相差无几。整体来看，市场分布比较均衡、清晰。”

张律师预测老挝法律服务市场将在未来几年保持小幅度增长：“作为一个小国，老挝不会出现像印度尼西亚、马来西亚和泰国这样的爆炸式增长，也不会像缅甸一样出现波折、停滞甚至倒退，而是稳健地向前发展。”

贾辉律师表示，老挝的法律服务市场目前处于发展阶段。“老挝的法律体系相对复杂，法律人才相对匮乏，能够提供高质量、专业化法律服务的机构和人员有限。这为中国律所进入老挝市场提供了机遇。”他认为，在老挝市场，中国律所已经积累了一定领先优势。

2023年7月，德恒老挝办公室开业，成为德恒在东南亚布局的首家办公室；5个月后，泰和泰第二次在东南亚布点，万象办公室正式挂牌。

两家办公室均属于直营直投的运营模式，独立品牌、独立运作，并组建了国际化的团队；业务均涵盖了跨境投融资、公司治理、知识产权、企业合规、争议解决等领域；从服务时间阶段上来看，均从前期策划到后期执行，为客户提供全周期服务，确保项目安全落地、持续运营；其客户包含诸多央国企以及中国驻老挝大使馆，参与了诸多大型项目。

经过第一阶段的平稳发展，两家律所对老挝办公室都有了更高的期待和更长远的规划。

在团队建设方面，贾律师强调，德恒将致力于吸引和培养更多具有专业法律知识和实践经验的律师，特别是能够熟练运用中文、英文和老挝文的双语或多语律师。泰和泰的张律师表示，“我们很多同事有欧美留学经历，英文好已不是优势，只是基本技能。我们更强调掌握中、英、老挝三语，并熟知三种法律体系。”

在巩固现有业务领域的基础上，贾律师表示德恒将进一步拓展在老挝的业务，如数据隐私保护、环境保护等新兴领域服务，满足客户不断变化的法律需求。

“德恒还将继续深化与老挝政府部门、企业、律所等组织的合作与交流，积极参与老挝的法律建设和法律服务市场的发展，推进争议多元解决机制。”——这折射出中国律所不再仅仅是海外市场的适应者，更致力于成为当地法律生态圈中的积极成员。

谈到泰和泰下一步在东南亚的发展空间，张律师举了国际所DFDL的例子：“DFDL发展至今，已在东南亚、南亚10个国家设立办公室；而从我们这几年努力的结果来看，老挝、东南亚仍有很大的业务空间，我们认为中国律所在东南亚地区的增长是稳定的、持续的。泰和泰将坚持深耕东南亚。”

同时，张律师强调：“不同的律所有不同的国际化策略。泰和泰的策略是，只有在一个国别的市场规模、服务质量都得到保证，团队稳定成熟并有了规模后，再设立实体办公室，推动境外办公室横向协作。我们不做境外虚拟办公室，也不搞飞行办公室，我们有长期扎根当地、服务在一线的同事，将坚持自己的国际化道路，不断提升品牌和影响力。”

伴随进驻老挝的中国律所数量持续增加，两位律师也感受到了相关法律服务竞争的日益激烈。不过，张律师呼吁对此保持开放心态：“竞争一定会有，我们欢迎良性竞争，希望和更多同行把中国律师的专业和实力、坚韧的精神带到老挝来，树立中国律师在国际舞台上的良好形象。”

Small Country, Big Opportunities

• Over 20 Chinese law firms have established presence in Laos 
• Flagship projects like China-Laos Railway generate demand for comprehensive legal services
• Laos serves as a springboard for firms to access broader Southeast Asian markets

Chinese enterprises are increasingly investing in Southeast Asia, making the region a hotspot for the overseas expansion of Chinese law firms. According to ALB's statistics, Chinese law firms opened 24 offices in Southeast Asia between December 2023 and November 2024.

Beyond popular destinations like Thailand and Singapore, Laos - a small, mountainous, landlocked country bordering China - has emerged as a favoured choice. In the past 12 months, at least four firms - Tahota, Yingke, Jingsh, and SGLA - have established offices there.

Among Southeast Asian nations, Laos is relatively small in multiple aspects. “Laos has an area comparable to China's Guangxi region, a population slightly less than Guangxi’s Nanning city, and a GDP on par with Guangxi's Fangchenggang city. Whether for Chinese businesses planning overseas investment and trade layout, or law firms considering international expansion, Laos is hardly the first choice,” admits Zhang Tianyi, Partner and Director of Vientiane Office at Tahota Law Firm.

Yet, over the past decade, more than a dozen Chinese law firms have entered this Southeast Asian nation. Zhang recently learned from Laos’ Ministry of Justice that over 20 Chinese law firms have now set up operations in Laos.

Multiple drivers

Jia Hui, partner and director of the Laos office at DeHeng Law Offices, who has long served the Southeast Asian market, explains that Laos's appeal largely stems from its resource advantages: “With abundant natural resources, Laos offers vast potential in mining, energy, and infrastructure construction, providing numerous business opportunities for Chinese enterprises.”

“Laos possesses rich mineral resources including copper, gold, iron, and potash. Chinese enterprises are increasingly investing in and deeply participating in mineral exploitation. The Laotian government prioritizes energy as a pillar of economic development, while Chinese companies focus on hydropower, clean energy, and photovoltaic projects, participating in the construction and operation of hydropower stations and clean energy facilities. Laos also has substantial demand for infrastructure like railways, highways, and bridge.” 

Jia emphasizes that these sectors all require professional legal services, where Chinese law firms can provide comprehensive legal support for Chinese enterprises, including project financing, bidding, contract negotiation, construction management, and dispute resolution.

Policy incentives further drive this expansion. “The Chinese government encourages law firms to establish overseas branches, and Laos is a key partner in the Belt and Road Initiative. Meanwhile, Laos imposes fewer legal restrictions and lower costs for foreign law firms to set up offices,” says Jia.

Zhang Tianyi from Tahota also observes that Laos’ openness in legal services is a critical factor: “Some Southeast and South Asian countries restrict foreign law firms from opening branches or offering cross-border services. Laos, like Vietnam, maintains a more open market access policy.”

With 15 years of foreign-related service experience and eight years of intensive work in Laos, Zhang and his team have witnessed the evolution of Laos’ legal market. “Chinese enterprises entered Laos early on, and financial institutions like China Development Bank and Export-Import Bank of China have many large-scale projects there. However, legal service provision lagged for years, with only scattered Western or top local firms meeting Chinese clients’ needs.”

“Over the past five to ten years, trade and investment between Laos and China have intensified, with landmark projects such as the China-Laos Railway, Vientiane-Vang Vieng Expressway, and national power grid being implemented. Laos now hosts both existing and new projects, fueling demand for professional legal services and attracting more Chinese firms,” Zhang adds.

Expanding opportunities beyond borders

The appeal of Laos is epitomized in the China-Laos Railway project. By Dec. 3, 2024 - the third anniversary of its launch - the railway had transported over 10.6 million tons of cross-border goods valued at more than 44 billion yuan ($6.08 billion). From January to November 2024, China’s imports and exports via the railway surged 42.6 percent year-on-year to 16.81 billion yuan ($2.32 billion).

DeHeng's Jia Hui notes that growing trade has increased demand for legal services in areas like contracts, logistics, customs, tax planning, and intellectual property. “Chinese law firms can provide more professional legal consultation and services, helping enterprises avoid legal risks and ensure the legality and smooth operation of trade activities.”

“The railway also facilitates market entry for Chinese investors, spurring more projects.  Law firms assist with due diligence, investment structuring, and risk assessment during enterprise investment decision-making stages. They also help enterprises in drafting and reviewing cooperation agreements, handling legal disputes, and protecting the legal rights.”

Jia adds that Laos, located in the center of the Indochina Peninsula and bordering Thailand and Vietnam, benefits from regional free trade agreements (like RCEP) as an ASEAN member. Growth in China-Laos trade radiates to neighboring markets, with Chinese enterprises often using Laos as a base to reach surrounding markets.

Tahota's Zhang Tianyi points out: “ Chinese enterprises and government don't view Laos as a single country market, but rather as a gateway connecting to broader markets. Law firms mirror this approach - our cross-border services extend beyond China-Laos linkages, aiming to build a pan-regional legal network across Southeast and South Asia.”

Similarly, DeHeng is planning to establish branches in Thailand and Vietnam with Laos as its centre. “We’re building a legal service network across multiple Southeast Asian countries and utilizing our experience and resources in Laos to provide cross-border services for Chinese enterprises, assisting their coordinated development in Southeast Asia,” says Jia.

Opportunities and challenges

Despite opportunities, challenges persist.

Zhang Tianyi analyzes the current Laotian legal market: “There are currently three main forces in the market. First are local Laotian firms, mainly handling traditional civil and commercial matters for local companies and individuals. Second are early foreign entrants from Europe, America, Thailand, and Singapore, with DFDL, an international firm established in Laos in the 1990s, being most representative. Third are Chinese law firms, which now have similar numbers to other foreign firms. Overall, the market distribution is relatively balanced and clear.”

Zhang predicts steady, moderate growth for Laos in the coming years: “As a small economy, Laos won't experience explosive growth like Indonesia, Malaysia, and Thailand, nor will it face setbacks, stagnation, or regression like Myanmar, but rather develop steadily forward.”

Jia Hui notes that Laos's legal services market is still developing. “Its legal system is relatively complex, legal talent is relatively scarce, and there are limited institutions and personnel capable of providing high-quality, specialized legal services. This presents opportunities for Chinese law firms.” He believes Chinese law firms have already gained a foothold here. 

DeHeng established its Laos office in 2023 as its first Southeast Asian branch, and five months later, Tahota established its second Southeast Asian presence with the Vientiane office's official opening.

Both offices operate under direct investment and management models with independent branding and operations, and have built international teams. Their services cover cross-border investment and financing, corporate governance, intellectual property, corporate compliance, dispute resolution, and other areas. Both provide full-cycle services from initial planning to final execution, ensuring projects' safe implementation and sustainable operation. Their clients include many state-owned enterprises and the Chinese Embassy in Laos, and they have participated in numerous large-scale projects.

After the first phase of steady development, both firms have higher expectations and longer-term plans.

Jia emphasizes that DeHeng will focus on attracting and cultivating more lawyers with professional legal knowledge and practical experience, especially those proficient in Chinese, English, and Lao. Tahota's Zhang states, “Many of our colleagues have studied in Europe and America; English proficiency is no longer an advantage but a basic skill. We emphasize mastery of Chinese, English, and Lao, along with familiarity with three legal systems.”

While consolidating existing business areas, DeHeng will expand its services, including emerging fields like data privacy protection and environmental protection, to meet clients' evolving legal needs.

“DeHeng will continue to deepen cooperation and exchanges with Laotian government departments, enterprises, law firms, and other organizations, actively participating in Laos's legal construction and legal market development, promoting diverse dispute resolution mechanisms,” says Jia. 

Tahota's Zhang cites the example of international firm DFDL: “DFDL has now established offices in 10 countries across Southeast and South Asia. Based on our efforts in recent years, there's still significant business potential in Laos and Southeast Asia. We believe Chinese law firms' growth in Southeast Asia will be stable and continuous. Tahota will persist in developing deeply in Southeast Asia.”

Meanwhile, Zhang emphasizes: “Different law firms have different internationalization strategies. Tahota's strategy is to ensure market scale and service quality in one country, wait for the team to stabilize and mature with scale, before establishing physical offices and promoting cross-border office collaboration. We don't create virtual overseas offices or flying offices. We have colleagues who are deeply rooted locally and serve on the frontline. We will maintain our path and continuously enhance our brand and influence.”

Both lawyers acknowledge the intensifying competition brought by Chinese firms’ expansion. However, Zhang advocates an open mindset: “Competition is inevitable, and we welcome healthy competition. We hope to work with more colleagues to bring Chinese lawyers' professionalism, capability, and perseverance to Laos, establishing a positive image of Chinese lawyers on the international stage.”