‘You've got to go where the clients are’: HFW talks expansion

BY RANAJIT DAM

Earlier this year, international law firm HFW hired three new partners in Singapore as it continued the steady growth of that office. The firm has also been expanded in Asia generally, after entering into alliances with firms in Singapore, China and Indonesia in 2015, 2016 and 2017, respectively. Ranajit Dam speaks to Richard Crump, HFW’s global senior partner, Mert Hifzi, the firm’s Singapore office head, and Australia managing partner Gavin Vallely on the expansion strategy so far, and what the next few years hold.

ALB: Aside from bulking up the Singapore office, HFW has also been expanding in the Asia-Pacific through alliances. How would you describe the overall strategy for HFW in the region, and what's been driving it?
Crump: We are a global, sector-focused law firm. Our strategy is to be the world's leading firm across our six key industries: commodities, aviation, shipping, construction, insurance and energy. A key part of that strategy has been building capability in the major international centres for each of those sectors. The Asia-Pacific region has been a significant driver of growth for global businesses, so it's also been an area of significant growth for us. With trade moving east, particularly in China, we need to have expertise and scale across the region to provide the best service to clients who are themselves expanding and growing in these areas.

Hifzi: You can’t expect the client to come to where you are; you've got to go to where the clients are. You've got to go where the work is and you really need to be on their doorstep. So, it just made a whole heap of sense for us to be expanding in this region. The opportunities are huge and unlike some of the more mature jurisdictions, where it’s highly competitive and the relationships are very institutionalized, Asia provides opportunities because it’s a very dynamic, growing market. The fact that relationships are less institutionalized means that people are ready to embrace change and look at different factors. This all creates opportunity for law firms.