Barcelona annual report
from local businesses , but the market is “ the world ” and it is not sustainable to think purely locally , argues José María de Paz , partner at Pérez-Llorca . Meanwhile , Santiago Torent , partner at Lener , says that banks are still in the process of clearing up their balance sheets and that this is generating a lot of work for law firms . He adds that the real estate market has “ reignited ”, though warns that there is a need to “ keep focused as there is still a lot of work to do related to the crisis ”.
Bros says the Spanish market is quite stable and , in recent years , there has been a new wave of foreign law firms coming into the market . “ There should be a role for every type of firm , but it ’ s essential to know the client because you will be working with your client everywhere in the world ,” he adds . Doce says firms need to be able to invest in people and training , as well as in technology : “ Law firms have to do things differently , we have to guarantee the same level of service everywhere .” He adds that some clients are driving fees down . “ Some big clients are trying to get good services at a low price .”
‘ Scary ’ internet platforms The way big corporations hire lawyers is changing , says De Weest Prat . “ Some US corporations have internet platforms where law firms make an offer for work ; that will come to Spain – this is an opportunity to change the way business is done ,” he adds . However , there will always be a place for personal relationships between lawyers and their clients , argues De Paz . “ There is still room for
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There is room for lawyers to get to the position of trusted adviser , However , you must move to highlycomplex matters to preserve profitability .
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José María de Paz Pérez-Llorca lawyers to get to the position of trusted adviser ,” he adds . “ However , you have to move to highlycomplex matters to preserve profitability as commoditised work will lose profitability – knowing your client is key .”
Clients using internet platforms to tender for work is “ scary ”, according to one partner . He adds that innovation in the legal profession quickly becomes standardised and that breaking out of that cycle “ requires firms to make a lot of investment in terms of time , as well as money ”. However , the partner also says that , when dealing with a law firm , clients want to deal with a “ human being they can really trust ”.
Not all legal work will be
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We have to be humble , we have to talk their [ tech industries ’] language – legal services are not special , it is just another economic industry .
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Ramon Faus Andersen Tax & Legal
standardised , lawyers say . “ You sometimes need 120 lawyers to merge two financial entities and small firms can ’ t compete ,” one partner says . “ Additionally , highly-skilled lawyers are needed when conflicts arise – trust is important , in conflicts you have to manage human expectations in the negotiation process .”
The personal touch Though firms need to invest in technology , clients want a personal and direct contact , says Viola . “ We have alliances in other countries – the alliance works , the client doesn ’ t know the lawyer in the other jurisdiction ,
we don ’ t put them in direct contact with the other lawyers , clients prefer to go together with their trusted lawyer ,” he adds . One partner remarks that while clients expect him to coordinate
42 • IBERIAN LAWYER • March / April 2017 www . iberianlawyer . com