中部地区历史厚重，曾凭借雄厚的制造业在中国经济版图中占据举足轻重的位置。过去几年，中部地区借助沿海产业转移、招商引资和人才回流，实现了快速且颇具特色的发展。ALB此篇报道关注中部地区变化，以及法律服务板块迎来的机遇。
提及中部地区和其中的典型城市，如武汉、长沙、郑州、太原、南昌，各个给人敦厚稳健的印象。过去几年，借助内生和外力，上述中部城市不但增速亮眼，新兴经济板块还颇具当地特色，它们也成为了国内大型律师事务所争先设立分所、抢占市场的热门地区。
2021年，从GDP看，河南位列中部第一，排名全国第五；湖北、湖南紧随其后，其中湖北首次迈过了5万亿门槛；江西、山西则位列全国第二梯队。
在GDP增速上，中部省份表现更突出，其中湖北增速为12.9%，位列全国第一；山西、江西的经济总量虽然仍旧不大，增速则排名全国第三及第四。
优秀的城市能够为区域发展带来源源不断的活力，这点在中部地区也很明显。6月初，《第一财经周刊》发布的《2022城市商业魅力排行榜》列出了15座新一线城市，其中就包括中部地区的武汉、郑州、长沙。
一财的数据指出，武汉在疫情后的快速复苏带动了创新氛围与人才吸引力的增长；郑州持续发挥枢纽城市优势，城市快速扩张，与年轻人口增长和消费力相关的指标明显增长；长沙则表现出“网红城市”气质，受到大品牌青睐，商业繁荣带来生活方式多样性和未来可塑性的提高。
换句话说，中部新一线城市正在快速和一线城市缩短距离，这里汇聚了优质教育资源，拥有优秀的本土企业，具备活跃的商业气息和活泼的文化氛围，可贵的是，还拥有更为舒适的生活环境。
这些似乎都为中部地区法律市场的腾飞奠定了基础。
扎根中部
1993年，原本任职于湖南省高级人民法院的翟玉华律师“下海”创办了湖南天地人律师事务所，回顾过去30年，翟律师表示，天地人的发展一直是和湖南经济发展同步的。
“1993年时湖南经济还比较落后，‘十四大’召开后，改革开放的清风刮到湖南，我们于是从体制内来到了体制外。”翟律师回忆道。
1997年，天地人成为湖南第一家从合作制改为股份合作制的律所，“改制后更多律师可以成为律所股东，积极性进一步调动起来，人员和业务领域迅速增加，正好对应了当时湖南产业结构调整，从机械制造、工业转型向高科技领域发展的需要”。
2009年，在翟律师看来，天地人进入了第三个“快速发展阶段，标志性事件是对内部股份制的改革”。通过将原来固定不变的股份制改为开放、有差别、动态的股份制，“为律所发展提供了巨大活力，也对应了湖南经济进一步改革开放的精神”。
2008年，中伦律师事务所将北上广深之外第五家办公室的选址定在了湖北武汉。“中伦开拓武汉市场的时间比较早。”中伦武汉办公室主任邹明春律师介绍道，“武汉在国家战略中占有重要地位，无论中部崛起、长江经济带发展，还是中部城市圈战略，都离不开武汉；武汉的经济地位也比较强悍，武汉总是中国GDP十强城市，是首批国家中心城市，人口规模在全国也名列前茅……武汉的各种优越条件尤其是在中部地区的强势地位，满足中伦在华中布局的需要。”
德恒律师事务所来到武汉的时间也比较早。德恒武汉办公室高级合伙人王曦律师回忆说，2004年 “中部崛起”战略首次提出，德恒第二年就在武汉开设了办公室。“无论全球产业布局调整和沿海产业加速向内地转移，推动武汉产业结构升级；或是中部地区和武汉城市圈一体化加快发展，都为德恒在武汉的发展提供了机会。”
“国际航空大都市、国际物流中心、中原经济区核心增长区……郑州的头衔越来越多，并在2016年被国务院确定为国家中心城市。”
- 魏俊超，德恒郑州办公室
“公司及证券业务属于德恒传统优势业务，武汉企业数量众多，而湖北本土所不能完全满足本地企业证券市场需求，德恒武汉的设立既有助于德恒品牌的推广，又有助于培育、深耕当地的证券市场。”王曦律师补充道。
随后，2010年代初，伴随其他中部城市的成熟，德恒又先后开设了郑州和太原办公室。“2011年德恒郑州设立时，恰逢以郑州为中心的‘中原经济区’首次被写入国家文件。”德恒郑州办公室主任魏俊超律师回忆道，“这些年，国际航空大都市、国际物流中心、中原经济区核心增长区……郑州的头衔越来越多，并在2016年被国务院确定为国家中心城市，这印证了德恒当年的高瞻远瞩，也为郑州办公室未来的发展提供了更多契机。”
德恒在太原的发展同样如此：2012年德恒开设太原办公室前后，山西作为老工业城市和资源型城市实现高质量发展的重点地区，开始快速转型升级，“对高质量法律服务的需求越来越大”，德恒太原办公室主任、山西省律师协会副会长张培义律师说，“之后十年，德恒太原在人数规模、专业、业绩、品牌、市场占有率等方面实现重大发展，在刑事辩护、企业破产、证券业务、劳资法律和政府法律服务等业务领域，为山西政治经济发展做出了一定的贡献”。
“山西作为老工业城市和资源型城市实现高质量发展的重点地区，开始快速转型升级，对高质量法律服务的需求越来越大。”
- 张培义，德恒太原办公室
拥抱新客户
中国的区域法律市场具有较大的地域性，区域律所的发展因此遵循当地经济发展规律，也一定程度受到当地经济发展程度限制，这点也体现在中部地区法律市场。不过，如上所述，过去几年中部城市发展的关键词之一就是“转型”，律所也在不断服务新产业，拓宽客户群体。
谈到中部地区普遍的经济特点，德恒南昌办公室主任肖明律师如此总结：“中部地区国有企业的经济规模相对偏大，在某些领域形成一定的垄断，政府、金融机构更青睐国有企业；与此同时民营企业规模不大，尚未形成相互协作的产业链；此外中部省份企业的省际间交往也较少。”
中伦武汉的邹明春律师对此深有感触。“武汉有着特别厚重、齐全的产业门类，谁也不能小视；但与此同时武汉在全国或全球非常突出或知名的产业似乎又比较少。相较于沿海和东部地区，武汉民营经济的发展、外资利用程度和国际化进程都有巨大提升空间，这些特点决定了武汉法律业务的类型以及相关业务的多寡。”
不过，在邹律师看来，借助武汉的“965产业集群工程”，即做优做强九大支柱产业、拓展深化六大新兴产业、谋划布局五大未来产业，武汉产业的多元化和独特性都发生着明显变化，都在重塑武汉法律服务市场。
德恒武汉的王曦律师有着类似观察。“中部省份，尤其武汉的产业正由资源依赖型集群模式向硬科技创新模式转变。”产业转型体现在律所客户群变化上，则是“光电子信息、生物医药产业客户成长速度显著，类似光电领域的烽火通信、锐科激光，生物医药领域的纽福斯、爱博泰克，都在产业集群、赛道引领上发挥了不容忽视的作用。”
“我们一直在强调更新中伦武汉的客户群，有意识地服务于更多新兴产业客户。目前新客户增长比较快的领域包括生物医药、新能源、通讯技术等。”
- 邹明春，中伦武汉办公室
敏锐感知当地产业升级并及时积累新兴领域客户，在邹明春律师看来是决定区域律所未来发展的关键。“我们一直在强调更新、升级中伦武汉的客户群，有意识地服务于更多新兴产业客户。目前新客户增长比较快的领域包括生物医药、新能源、通讯技术等等。”
邹律师特别提到了武汉两个国家级开发区带来的影响。“武汉经济技术开发区聚焦于高端制造业，光谷高新技术开发区聚焦于新兴产业，它们共同为武汉贡献了非常高的GDP。特别是光谷，可以说光谷是武汉的未来。生物医药城、人工智能城、航天城、未来科技城等各种新兴产业园区在光谷汇聚。光谷总是人满为患，充满生机……可以说，在光谷你能看到中国甚至全球最新的产业活动，在光谷你也能找到最前沿的法律服务业务。”
除新兴产业客户外，政府客户的增长速度也很快。“特别疫情之后，政府法律服务需求明显增加，工作难度也增大，经常涉及复杂的法律和社会问题。”邹律师指出，以中伦武汉为例，他们协助武汉政府处理了疫情中备受关注的华南海鲜城项目，近期又在协助政府处理一知名企业高达数百亿的债务重组项目，“这些项目通常具有突发、涉众、关乎社会或金融稳定、关乎营商环境等等特征，具有很强的挑战性。中伦都能迅速整合强大平台资源化解繁杂困局”。
客户群体的更新也发生在湖南市场。
天地人的翟玉华律师告诉ALB，伴随湖南“三高四新”战略实施、“强省会”战略提出、自贸区长沙片区落地、长株潭都市圈获批和建设等利好政策，长沙许多新产业迎来发展契机。体现在律所客户群上，“三类客户成长速度较快，一是先进制造业客户，如三一重工、中联重科、中国中车；二是自贸区客户，如雨非公司、中湘海外；三是企业合规类客户，如湘江金融科技、湖南有色集团”。
新客户外，律所业务板块的发展也和经济新形态息息相关。翟律师介绍道，伴随长沙成为“网红城市”，文娱和新消费产业在全国都很有名，天地人也服务于芒果超媒、金鹰卡通、有茶有趣、半仙豆夫等一系列“网红公司”。此外，湖南自贸区的发展刺激了“一带一路”等涉外法律服务需求的增长；智能制造业则引发了大数据及相关合规业务的发展；另外资本市场、知识产权和破产重整业务也可谓生机勃勃。
策略第一
产业发展促进当地法律服务市场成熟，进而要求区域律所脱去青涩、更新发展策略，实现“更有意识的成长”。受访律所都表示，提前思考并制定展开适合自己的发展策略，对于中部地区律所愈发重要。
中伦武汉的邹明春律师说：“律所在不同的发展阶段或面临困难环境，都需要对策略进行相应调整。目前，我们确定了以资本市场、债务重组、破产重整、基础设施、跨境投资等核心业务领域，同时辅助以知识产权、环保、税务筹划、合规等专精特新领域的发展策略。”
邹律师进一步说明了这些策略的真正含义。“一是要做有护城河的服务，中伦相当一部分业务属于这类业务，我们就把中伦的这类业务移植到武汉市场；二是为客户提供高附加值的服务或组合式业务的服务，例如‘IP+业务’，把知识产权和资本市场、国际贸易、投资并购相结合；又比如我们最近引入了‘环保+业务’，这些组合业务非常受市场欢迎。三是创新型业务，例如中伦南京办公室创新了债务重组的业务模式，而且取得了很大成功，比如三胞集团、南京建工集团等数家有全国影响的企业债务重组项目顺利实施。我们目前正和中伦南京办公室、上海办公室共同为武汉一大型公司的重大债务重组项目提供服务，非常有效。”
“当然，所有策略的有效实施，除了合伙人的专业化必须与时俱进外，不可或缺的是事务所强大的制度供给或支持，比如高效的合作机制与系统的考评制度等等。”邹律师补充说。
重视律所发展策略，也是德恒在中部地区市场的制胜之道。
德恒郑州的魏俊超律师坦言，郑州办公室初建时也面临着以民商事诉讼为主要业务内容的传统格局，但德恒郑州随后制定了“一体两翼”发展策略，即以重大民商事诉讼为一体，企业拯救与破产、公司证券为两翼，很快形成了自己的业务特色和区域优势。
如今在公司证券领域，德恒郑州“在新三板、私募基金、主板、科创板、创业板、北交所、公募REITS、区域性资本市场、地方政府专项债和PPP项目等方面实现了从传统业务向高端业务的转换”，在企业拯救与破产业务领域，则“作为河南省高院第一批具有一级管理人资质的律所，办理42起相关案件，涉及医药、医疗器械、医院、房地产等多个行业”。
清晰的律所发展策略也帮助德恒太原实现了快速增长。张培义律师告诉ALB，破产、劳资、刑事是德恒太原的主打品牌业务，“太原办公室曾协同总所拿下联盛32家企业合并重整项目并深度参与，一举打出品牌，成为太原办公室重要的品牌业务之一；德恒太原还拥有山西劳资法律服务领域最强的业务团队，我们的刑事团队也承办了令政策受贿案等有全国影响力的大要案”。
迎向挑战
快速发展的中部城市自然也吸引着外地律所品牌前来落地，根据ALB的不完全统计，全国律师执业诚信信息公示平台数据显示，目前武汉的律师事务所分所数量为78家，长沙为52家，郑州44家，太原42家，南昌则为21家。
外地品牌，尤其全国性律所品牌的进驻一定会搅动当地市场格局的变化，中部律师是否感受到竞争压力的增强，甚至“内卷”时代的到来？
对此，中伦武汉的邹明春律师指出：“市场是否内卷，可以基于客观数据判断一下。据公开数据，2021年武汉律师业总体创收和人均创收增长都超过20%，律师人数增加约5%。内卷意味着大家争抢一个没有增长或增长不大的市场，但如果市场的增长远高于竞争人数的增长，应该依旧是比较良性的市场。”
不过他坦言，“竞争也确实在加剧。有些业务以前几乎没有竞争对手，但现在要面临对手的快速成长”。
德恒武汉的王曦律师对此颇有体会，他指出，本地客户的发展情况可能会导致法律服务“内卷”加剧，例如武汉的资本市场业务，“近年来武汉的上市公司数量开始逐步落后于长沙和合肥，相对于这些地区更能迎合数字消费、新能源等创新科技行业发展契机，武汉的企业家在行业视野、对资本市场的理解上表现出一定差距”。
“我们确实有不小的压力，但本土所也在迎接竞争的到来。压力倒逼我们进一步创新管理能力和业务模式，并研发新业务、提高服务能力和品牌影响力。”
- 翟玉华，湖南天地人律师事务所
有时候，过热的市场也可能引发问题。例如德恒郑州的魏俊超律师指出，受郑州法律市场发展影响，“一部分律所通过仅收取人头费、座位费，不重视内部风控来吸引律师加入；部分法律咨询服务公司挤占正规法律服务机构的生存空间……这些现象应当引起重视”；德恒太原的张培义律师也坦言，近年山西法律市场出现几家人数200人左右的规模所，但由于过度重视人数扩张、规范管理跟不上，已经出现投诉骤增和利冲严重的现象，而“德恒太原从设立之初就重视风控和规范管理，有效防范了风险，确保了稳健发展”。
至于外地律所品牌的加速落地是否会给本土品牌带来危机感，作为中部律所的代表，天地人的翟玉华律师指出：确实会有冲击，但品牌大所的经营模式也有助于提升本地法律服务质量。“我们确实有不小的压力，但到目前为止，外来所在长沙设立的分所还没有对本土所形成压制，原因是本土所也在迎接竞争的到来。”他说，“压力倒逼我们进一步创新管理能力和业务模式，并研发新业务、提高服务能力和品牌影响力。”
邹明春律师对此的看法则是“外地所到武汉来的数量还不够，尤其是国内头部所来的太少，外国所则一家都没有……他们的到来会带来新的理念、新的业务，会激活相关市场，会促进交流，会提升地方律师行业整体业务技能，提升律所管理水平。外地所的到来乍看是竞争有限的市场，其实是无限扩大了相关市场。武汉是包容的城市，武汉是敞开怀抱欢迎他们的到来”。
邹律师举出了中伦武汉自身的例子，武汉办公室创办以来，一直严格按照中伦一体化要求发展，其实质就是把中伦完整的制度、体系与机制等等在武汉落地生根发芽，并由此取得了各种业务数据在武汉常年名列前茅的好成绩。“我们和地方所关系也非常融洽，我们会毫无保留地和他们分享最新理念、最新动态、最新方法与业务技能等等，甚至会向他们输出人才。整个律师行业的共同发展才是我们的目标。”
下一步发展
以武汉为代表的中部市场的下一步发展与年轻律师的成长密不可分。邹明春律师对未来信心满满，这也部分源自本地法律人才结构的优化。邹律师告诉ALB，武汉作为法学教育重镇本身就不缺乏优秀法律人才，近年从一线城市回流的律师在增多，持有国外律师牌照的律师回归也变得平常，这些都保障了优秀法律人才的供给。“武汉总人口去年居然增加了120万，说明武汉具有吸引人才的底气与能力。”
“武汉的城市宣传语是：‘每天不一样’，武汉的巨大变化在让人感同身受的同时，也逐渐演化成了城市吸引力。”邹律师笑道，“坦白讲，以前在招聘过程中看到条件特别好的孩子，我会建议他们到一线城市或海外去发展，生怕耽误了他们。但现在一切都变了，武汉也能给予优秀的年轻人无与伦比的职业机会、也能为他们创造足够高的成长空间。”
“武汉本地的高端法律服务的数量比不上一线城市，但满足本地从事高端法律业务的法律人的需求肯定是绰绰有余。”邹律师如此思考年轻人在武汉市场的成长，“我们不仅要给年轻律师提供从事高端法律服务业务的机会，而且要高效地提升他们的业务技能、拓展他们的视野，更为重要的是要帮助年轻律师做好职业规划，克服成长道路上的各种困惑，为他们的成长、也是为地方律师业的持续发展，打造良好环境。”
境内外人才回流也是德恒近年在郑州市场观察到的现象和意图抓住的契机，有优秀人才打底，德恒郑州给未来设定了清晰的发展图谱，“一是大力拓展基础设施建设、创新驱动、现代产业体系、生态环境治理等业务，增强上述业务中高附加值法律服务领域的竞争力；二是依托中欧班列、河南自贸区郑州片区，发展跨境电商、物流、投资并购业务；三是加强与国企、央企驻豫子分公司的合作，继续拓展企业拯救与破产业务、拓展企业合规等新型业务，增强在‘国家队’法律服务领域的竞争力”，魏俊超律师说。
作为本土律所的代表，天地人希望借助中部崛起，未来实现在更大地域范围内的发展。“我们会先在省内做好，未来分所基本覆盖湖南的13个地级市。下一步，伴随品牌影响力的积累，以及客户‘走出去’步伐的加快，我们有计划将品牌拓展到全国，希望在十年内成为一家全国性、甚至全球性的律师事务所。”翟玉华律师说。
“但我们不会为了扩展而扩展。”翟律师补充道，“每一步都要脚踏实地、稳步前行。”
ALB REGIONAL REPORT: CENTRAL CHINA
The central China region is steeped in history, and was once an economic heavyweight thanks to its strong manufacturing industry. Even though it had lost its sheen in the interim, the region has seen its fortunes revive recently thanks to a variety of factors, including positive government policies. And this has led to increasing opportunities for the legal services sector.
Central China and its main cities such as Wuhan, Changsha, Zhengzhou, Taiyuan and Nanchang, give an impression of simplicity and laid-back life. But appearances can be deceiving; in the past few years, these cities have not only achieved outstanding growth rates, but also made their mark in emerging economic sectors. They have also become popular destinations for large domestic law firms to set up offices and compete for market share.
In 2021, in terms of GDP, Henan province ranked first in the central region and fifth in the country, followed by Hubei and Hunan, with Hubei crossing the 5 trillion yuan ($743 billion) for the first time. Meanwhile, Jiangxi and Shanxi ranked in second tier nationwide.
In terms of GDP growth rates, provinces in the central region performed even better, with Hubei clinching the top spot in the country with a growth rate of 12.9 percent. Although the economic volume of Shanxi and Jiangxi remains relatively small, their growth rates ranked third and fourth nationwide.
Fast-growing cities in turn generate momentum for regional development, which is also evident in the central region. The Ranking of Cities’ Business Attractiveness in China 2022 released by local financial media Yicai in early June lists 15 new Tier 1 cities, including Wuhan, Zhengzhou and Changsha in the central region.
According to the ranking, these new Tier 1 cities are rapidly narrowing the gap with traditional Tier 1 cities. These central China cities boast high-quality educational resources, top local enterprises, an active business environment and a lively cultural atmosphere. What is most valuable is that they also provide a more comfortable living environment.
All these traits seem to have laid the foundation for the take-off of the legal market.
ROOTED IN THE CENTRE
In 1993, Zhai Yuhua, who was working for the Hunan Provincial High People's Court, decided to go into private practice and co-founded Hunan Tiandiren Law Firm. Looking back on the past three decades, Zhai says that the development of Tiandiren has always been in tandem with the economic development of Hunan.
"Hunan's economy was still relatively backward in 1993. The 14th National Congress of the Party blew the breeze of reform and opening up to Hunan, and we moved from the public sector to private practice," recalls Zhai.
Tiandiren became the first law firm in Hunan to change from the cooperative model to the joint-stock cooperative model in 1997. "The restructuring further mobilized the enthusiasm of lawyers, and the number of team members and business areas increased rapidly, which corresponded to the needs of adjustments to Hunan's industrial structure at that time which was a shift from machinery manufacturing and industrial transformation to the development of high-tech fields."
According to Zhai, Tiandiren entered a "rapid development stage" in 2009, which was highlighted by the reform of the internal shareholding system. This reform "injected great vitality in the firm's development, and was also aligned with the spirit of further reform and opening up of Hunan's economy".
In 2008, Zhong Lun Law Firm opened its fifth office in Wuhan, Hubei. "Zhong Lun started relatively early in exploring the market in Wuhan," says Zou Mingchun, director of Zhong Lun's Wuhan Office. "One reason is because of the important position Wuhan occupies in the national strategy. Wuhan’s strong economic foundation also makes it possible for the regional office to meet Zhong Lun's high requirements on total revenue and per capita revenue."
"In recent years, Zhengzhou has earned more and more titles, and was identified as a national central city by the State Council in 2016."
- Wei Junchao, DeHeng (Zhengzhou) Law Offices
DeHeng Law Offices was another early arrival in Wuhan. Wang Xi, senior partner of DeHeng (Wuhan) Law Offices, recalls that DeHeng opened shop in Wuhan in the year immediately following the announcement of the 'Rise of Central China Plan' in 2004. "Be it the accelerated transfer of coastal industries to the hinterland, or the accelerated development of the Wuhan City Circle, they all provided opportunities for DeHeng's development in Wuhan."
In the early 2010s, as other central cities matured, DeHeng opened offices in Zhengzhou and Taiyuan. "When the Zhengzhou office was established in 2011, the 'Central Plains Economic Zone' centered on Zhengzhou was mentioned in national documents for the first time," recalls Wei Junchao, director of DeHeng (Zhengzhou) Law Offices. "In recent years, Zhengzhou has earned more and more titles, and was identified as a national central city by the State Council in 2016, which provides more opportunities for the future development of the Zhengzhou office."
The same holds true for DeHeng's development in Taiyuan. Around the time when the Taiyuan office opened in 2012, Shanxi began rapid transformation and upgrading. "The demand for high-quality legal services was growing," says Zhang Peiyi, director of DeHeng (Taiyuan) Law Offices. "The Taiyuan office achieved significant development in terms of headcount, practice areas, performance, branding, market share, etc. over the past decade, contributing to the political and economic development of Shanxi in the fields of criminal defence, enterprise bankruptcy, securities business, labor law and government legal services."
- Zhang Peiyi, DeHeng (Taiyuan) Law Offices
EMBRACE NEW CLIENTS
China's regional legal markets have strong territorial characteristics. As a result, the development of regional law firms follows local economic development trends, and is also, to a certain extent, limited by the degree of local economic development. This phenomenon is also reflected in the legal market in the central region. However, with "transformation" being one of the key words for the development of central cities in the past few years, law firms are constantly serving new industries and expanding their client bases.
Speaking of the general economic characteristics of the central region, Xiao Ming, director of DeHeng (Nanchang) Law Offices, summarizes: "The economic size of State-owned enterprises in the central region is relatively large, even forming a certain monopoly in some fields. At the same time, however, private enterprises are not large in scale and have not formed any collaborative industrial chain. In addition, inter-provincial exchanges among enterprises in the central region is lacking."
According to Zhong Lun’s Zou, however, with the help of the clearly-planned "965 Project", that is, developing nine pillar industries, six emerging industries and five future industries, industries in the central region represented by Wuhan are undergoing transformation in terms of diversity and uniqueness.
"We have been emphasizing the renewal of our client base. New clients are growing rapidly in areas including biomedicine, new energy vehicle and communications technology."
- Zou Mingchun, Zhong Lun Wuhan Office
Zou believes the key to the future development of regional law firms is their ability to be keenly aware of local industry upgrades and to quickly accumulate clients in emerging fields. "We have been emphasizing the renewal of Zhong Lun Wuhan's client base. At present, new clients are growing rapidly in areas including biomedicine, new energy vehicle and communications technology."
Zou also highlights the influence of the East Lake High-tech Development Zone. "We keep saying: the East Lake High-tech Development Zone is the future of China. When you go there, it is always crowded, with biomedical city, artificial intelligence city and aerospace city... It can be said that China's and even the world's latest economic sectors can all be found in the Zone. Therefore, the most cutting-edge legal services in China can also be found there."
Apart from clients from new industries, government clients are also growing rapidly. "Especially since the pandemic, the demand for government legal services has become very large and the requirements have become very high." Taking Wuhan as an example, Zou mentions that the firm has assisted the Wuhan government in carrying out innocuous treatment of the Huanan Seafood Wholesale Market, which attracted much attention during the pandemic.
The Hunan market is also witnessing a growth in client base.
Zhai from Tiandiren shares with ALB that with the implementation of supporting policies in Hunan, such as the "three highlands and four new initiatives" strategy, the "strong provincial capital" strategy, the establishment of the Changsha Free Trade Zone and the construction of the Changsha-Zhuzhou-Xiangtan metropolitan area, many new industries in Changsha have ushered in development opportunities. In terms of law firm client base, "three types of clients are growing rapidly: advanced manufacturing clients such as Sany Heavy Industry, Zoomlion and CRRC, free trade zone clients such as Sino-Shine, and corporate compliance clients such as Hunan Nonferrous Metals Group."
In addition to new clients, the development of a firm's practice areas is also closely related to the new economy. According to Zhai, with Changsha becoming an "Internet celebrity city" and as its entertainment and new consumer industries are well-known across the country, Tiandiren also serves many "Internet celebrity companies" such as Mango Excellent Media, Golden Eagle Cartoon Media, bubble tea company ARTEASG and Chinese Tofu Magician. In addition, the development of the Hunan Free Trade Zone has stimulated demand for foreign-related legal services such as those relating to the "Belt and Road Initiative", while smart manufacturing has driven the development of big data and related compliance services.
STRATEGY FIRST
Industrial development leads to the maturity of local legal service markets, which in turn requires regional law firms to become more sophisticated and achieve "more conscious growth.” The firms interviewed all point to the increasing importance for law firms in the central region to think ahead and make development strategies that suit them.
Zou was appointed director of Zhong Lun’s Wuhan Office in 2018. "After many discussions, we decided to focus on three major areas of capital market, bankruptcy and reorganization, and international business, supported by specialized areas such as intellectual property, tax and compliance."
Zou sums up Zhong Lun Wuhan’s strategy as "first, to provide services that have entry thresholds; second, to provide clients with high added value, or portfolio services, such as 'IP + services'; and third, to continue providing innovative services."
Focusing on development strategies is also the key to DeHeng's success in the central region.
Wei of DeHeng Zhengzhou concedes that the Zhengzhou office was also following the traditional pattern of focusing on civil and commercial litigation when it was first established, but the office later formulated the development strategy of focusing on major civil and commercial litigation, supported by corporate rescue and bankruptcy, as well as corporate securities businesses, and quickly created its advantages.
A clear development strategy has also helped DeHeng Taiyuan achieve rapid growth. According to Zhang, bankruptcy, labor and criminal law are the key strength of the Taiyuan office. "The Taiyuan office has worked with the head office to win major merger and reorganization projects and participated deeply in those projects, instantly building a reputation for us. We also have the best team for labor legal services in Shanxi, and our criminal law practice has also undertaken major cases of national influence such as the bribery case of Ling Zhengce."
TAKING ON CHALLENGES
The fast-developing central cities naturally attract law firms from other regions to come. According to incomplete data from ALB, the National Lawyer Credit Information Publicity Platform shows that there are currently 78 law firm branch offices in Wuhan, 52 in Changsha, 44 in Zhengzhou, 42 in Taiyuan and 21 in Nanchang.
Are lawyers in the central region feeling the heat in the face of intensive competition?
In Zou’s opinion, "whether the market is overly competitive can be judged by numbers. In 2021, the total revenue and per capita revenue of Wuhan's legal industry both increased by more than 20 percent, and the number of lawyers increased by 5 percent. As long as revenue growth is faster than growth in the number of lawyers, it is still a market of benign competition."
He admits, however, that "competition is indeed intensifying. Some businesses used to have almost no competitor, but now we are facing the growth of competitors."
- Zhai Yuhua, Hunan Tiandiren Law Firm
Sometimes, an overheated market can also cause problems. For example, Zhang says that in recent years, there have been several law firms with around 200 people in Shanxi’s legal market. However, the over-emphasis on headcount expansion and the inability to keep up standardizing management have resulted in a spike in complaints and serious conflict of interest.
As to whether the accelerated influx of non-local law firms will cause a sense of crisis among local firms, Zhai of Tiandiren, as a representative central law firm, says: "We do face a lot of pressure, but so far, the offices established in Changsha by non-local firms have yet to suppress local firms. This is because local firms are prepared for such competition."
According to Zou, "the number of non-local firms coming to Wuhan is not large enough. In addition, there are too few top domestic firms coming to Wuhan, and none of the foreign firms has come...Their arrival will not chip away market share. On the contrary, they will bring about innovation of ideas, new practice areas, and upgrading of local lawyers' professional skills."
Zou cites Zhong Lun’s Wuhan office as an example. Since its establishment, the Wuhan office has been strictly following Zhong Lun's requirements on professional development, and its per capita revenue always ranks first in Wuhan. "I have a very good relationship with local firms, and share my ideas and even skills with them without reservation. However, some changes are determined by the system."
NEXT STEPS
When it comes to the next stage of development of the central market, Zou is full of confidence, which is partly because of the optimization of the local talent structure. Zou shares with ALB that there is no shortage of outstanding legal talents in Wuhan. In addition, in recent years, graduates and young lawyers from Tier 1 cities and even overseas have been returning, which has further boosted talent supply.
"There was a time when the slogan for Wuhan's development was: 'Every day is different'. Such speed has indeed enhanced the city's attractiveness," Zou says with a smile, "Before 2015, when I saw particularly outstanding candidates during the recruitment process, I would recommend them to go to Tier 1 cities for fear of hampering their career advancement. Now times have changed, and what young people can enjoy in Wuhan may be no less than Beijing, Shanghai, Guangzhou and Shenzhen. "
The return of domestic and overseas talents is also what DeHeng has observed in the Zhengzhou market in recent years. With top talents as the foundation, DeHeng Zhengzhou has set a clear development roadmap for the future. "First, we will vigorously develop infrastructure construction, modern industrial system, and ESG practice. Second, we will develop cross-border e-commerce, logistics, investment and mergers and acquisitions by relying on the China Railway Express and the Zhengzhou area of the Henan Free Trade Zone. Third, we will strengthen cooperation with the Henan-based branches of State-owned enterprises and central enterprises, and expand corporate rescue and bankruptcy, corporate compliance and other new practice areas," says Wei.
As a representative of local firms, Tiandiren hopes to ride on the rise of Central China to achieve development in larger geographical areas in the future. "We will consolidate our lead within Hunan first. Going forward, our branches will largely cover 13 prefecture-level cities in Hunan. As our brand influence grows and the pace of expansion of our clients accelerates, we have plans to expand the brand to the whole country and hope to become a national or even a global firm in ten years," says Zhai.
"But we will not expand for the sake of expansion," adds Zhai. "Every step must be down-to-earth and solid."
