Partner and Head of International Linsay Leslie discusses why independent law firms must promote and grow their international profile
Independent law firms from around the world were out in force at this year’s IBA annual conference in Toronto, where MD Communications launched our latest report Navigating Global Growth: a playbook for international law firms.
One-to-one conversations and panel takeaways at the conference told the story of a fast-changing international legal landscape underpinned by shifting trade dynamics, ever-evolving client expectations, private equity investment, and the ongoing impact of AI – not only on the practice of law, but also the business of law.
Reinforcing the findings of our report, independent law firms are thriving in this increasingly interconnected legal landscape. They form a critical force in the legal sector, where the combination of deep domestic law and market expertise, carefully curated cross-border relationships, and agility often outweighs the value of sheer size of bigger firms for clients.
Can independent law firms grow their international presence?
Capturing the ingenuity and resilience of independent law firms across 10 jurisdictions, our report is based on research and interviews with leading lawyers and industry leaders across the world. It provides a clear message: global growth today isn’t about office count, it’s about trust, agility, quality of relationships, and laser focus on client needs.
“In an increasingly interconnected legal landscape, the opportunity for law firms of all sizes to compete internationally has never been more compelling, nor more achievable.”
Mickael Laurans, Head of International at the Law Society of England and Wales
Our report lays out some compelling key findings:
- 91% of independent firms say many international clients become repeat clients
- 62% win clients who previously worked with international firms in their jurisdiction.
As a former lawyer and law firm MBD Director, what stands out for me is the impact and value for clients of the collaborative, global networks curated by their independent law firms. Supporting a client’s international business (whether established or growth in new markets) requires the right support in relevant jurisdictions. Global firms may have a presence (office or desk) in a target jurisdiction, but this is not always the most effective domestic legal support.
How can independent law firms complete with global firms?
As with all aspects of firm growth, there are a range of strategies and tools. We work closely with independent firms around the world helping them to develop and implement the right strategy and delivery tactics for their firm and their clients. However, there is a common factor.
A recurring theme and discussion point at the IBA Annual Conference in Toronto was the impact of AI, which is levelling the playing field when it comes to technical and sector expertise and market knowledge. What does this mean for the sector and what is the impact for independent firms growing their book of international work?
Human relationships become the differentiator, with clients and the firms you collaborate with. Summing this up from the client perspective, Jeff Davis, General Counsel, Ontario Teachers’ Pension Plan provided the afterword to our report and said:
“One of the critical roles that I, and other general counsel bring, is rooted in knowing which firm is best suited for the work at hand. For organisations with needs as complex as ours, that often means working with a combination of global firms, national and regional specialists and independent practices. Whatever the mix, what matters most is that our firms excel at collaboration – with us, as clients, and with each other.”
About Navigating Global Growth
Our new international report, Navigating Global Growth: A Playbook for Independent Law Firms, explores how independent firms are reshaping cross-border collaboration. Drawing on global interviews, the research reveals that trust, agility and strong relationships – not scale – are the true drivers of international success.
