ELD Articles

The following ELD articles were written and edited by Leigh Dance in various publications that are distributed around the world. The articles can be downloaded by clicking on the links below.

Copyright Notice:
The following articles have been copyrighted by Leigh Dance at the time they were written and in 2007. The reproduction, modification, or distribution by whatever means of the whole or any part of any article (including, without limitation, all images, logos, graphs, charts and quotes) is strictly forbidden without specific written permission from the author.

If you are seeking permission to use any article or part of an article, please contact Leigh Dance (subject: permission request) at eldance@eldinternational.com.

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International Horizon - Future of Legal Services Report "Expert Analysis: The International Horizon" was written by Leigh Dance for Ark's Future of Legal Services report, published in November 2011. The chapter is written for law firms considering their international strategy. It takes a 30,000 foot view of a complex global landscape.
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Leadership, new regulatory environment “Leadership in the new regulatory environment. Is the CEO becoming the Chief Risk Officer?” was the topic of Allen & Overy’s Business of Law seminar in April 2011. Leigh Dance helped plan, organize and facilitate a panel of top financial services executives for a 3.5 hour discussion attended by more than 200 legal services industry leaders. This is Allen & Overy’s summary of the discussion. Download the article here: http://www.allenovery.com/AOWeb/binaries/61201.PDF
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Top of their game “Top of their game” is an article by Leigh Dance published in Legal Week, June 2011. Dance talks to four high-level female counsel about their rise to the top and the barriers they see for women in the legal profession.
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"How Low Can You Go" "How Low Can You Go" is an article by Leigh Dance published in Legal Week, January 2011. Law firms hoping for a quick return to business as usual will be disappointed as clients continue to flex their muscles, argues Dance.
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ELD Int'l 2010 Year-end Comments A 2010 review, focusing on global legal industry trends & ELD International’s projects this year. Read our perspective on how corporate counsel are reducing costs, law firms progress is changing with client demand, and new developments in how law firms are expanding internationally.
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"Chartering a New Frontier" - Legal Week, Feb 2010 "Chartering a New Frontier" is an article by Hassan Hassan, Associate General Counsel at GE Healthcare, and Leigh Dance published in Legal Week, February 2010. The article outlines the challenges facing the modern general counsel as they confront an increasingly global and risky business environment.
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"The China Syndrome" - Legal Week, Jan 2010 "The China Syndrome" is an article by Leigh Dance published in Legal Week, January 2010. The dominance of Western-trained lawyers working in global companies operating in China is ending quickly. Leigh Dance assesses the rise of the homegrown in-house lawyer.
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“The Experts Speak” – Interview in European GC, Oct 2009 “The Experts Speak” is an interview by European GC of Leigh Dance in October 2009. The publication highlights Leigh’s expertise as one of the best-known advisors of corporate legal departments worldwide. Leigh discusses the changes facing global law departments and gives her advice on the future of the industry.
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"The New Multi-Polar World" - LMA article, Oct 2009 "The New Multi-Polar World - What it Means for Law Firm Marketing" is an article by Leigh Dance published in The Journal of Legal Marketing, October 2009. Dance discusses the keys to success for global law firms operating in a multi-polar world.
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"Buon giorno, this is your wake up call" - Adam Smith, Esq. "Buon giorno, this is your wake up call" - a guest column by Leigh Dance, posted on the Adam Smith, Esq. blog on 15 June 2009. The post discusses the changing environment of the global legal services industry.
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Best Practices in Preventing Fraud and Corruption in a Global Business “Best Practices in Preventing Fraud” is a white paper prepared from a Client Summit moderated by Leigh Dance. The report details information relating to practical approaches and knowledge concerning anti-corruption jurisprudence worldwide, in an attempt to address and prevent fraud and corruption in international business. Best practices are provided in the report.
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Top Ten Ways to Reduce Your Directory Budget for 2009 "Top Ten Ways to Reduce Your Directory Budget for 2009" by Leigh Dance, gives ten valuable tips that will help your firm reduce the budget for directory spending and ensure that your investments are effective.
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Think again about globalization - Adam Smith, Esq. "Think again about globalization" - a guest column by Leigh Dance, posted on the Adam Smith, Esq. blog on 28 October 2008. The post discusses new global challenges for law firms. Download and read the blog post here.
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"Study Abroad" - Italian in-house counsel article, Corporate Counsel Magazine, July 2008 Anthony Paonita describes the growth and development of in-house lawyers in Italy. There's a new breed of Italian in-house lawyers. They're multilingual, highly skilled, and global in outlook.
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The U.K. Legal Services Act Leigh Dance's article "The U.K. Legal Services Act - What impacts loom for global law firm competition?" was published in the July/August issue of ABA's Law Practice Magazine. The article provides background and an overview of the act as well as the perspectives of some respected U.K. legal industry management consultants. Download and read the article here. August 2008. Copyright � 2008 by the American Bar Association. Reprinted with permission.
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Bloom Where You're Planted Leigh Dance's article "Bloom Where You're Planted" was published as the feature of the July/August issue of ABA's Law Practice Magazine. The article focuses on the questions to be answered when a firm is expanding internationally and the ten steps necessary to make international offices bloom. Download and read the article here. August 2008. Copyright © 2008 by the American Bar Association. Reprinted with permission.
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Corporate Europe must improve compliance Leigh Dance and Bruno Cova co-authored an article printed in the Financial Times on May 26th, entitled "Corporate Europe must improve compliance." The article is an alert to European corporate executives and boards of directors to focus more seriously on responding to legal and regulatory compliance, and giving their in-house lawyers and compliance officers the access and resources to do so. Download and read the article here!
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What Clients Want 29 October 2007: Legal Times. Leigh Dance, Norm Rubenstein and Mary K Young describe what clients want and what firms have to do to thrive.
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Law Firm Ad Rules In Europe: Do’s, Don’t and “Do Differently” July 2007: Draft. Corporate procurement and purchasing managers are targeting corporate law departments in their never-ending crusade to lower costs from outside providers and suppliers. Leigh Dance discusses their new requirements and important changes in the ways corporations buy legal services worldwide.
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Top Legal Knowhow: Mi Ascolta? La comunicazione diventa piu’ importante con i clienti internazionali Top Legal Italia magazine, May 2007. Sometimes the simplest and most obvious elements of your legal service are those that put you above your competition. The most common reasons that a company substitutes one legal firm for another may not be what you would expect; Leigh Dance discusses what really matters to international clients. (Article in Italian)
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Around the World and Back with LMA May 2007: Strategies. Leigh Dance reports on her personal and professional prospective on marketing around the world and why LMA is a community that provides a homecoming for thousands of professionals worldwide.
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Love Thy Lawyer December 2006: The Wall Street Journal. Abstract: The short-term risk most likely to influence a company’s future today is legal risk and its consequences. Bruno Cova and Leigh Dance discuss how a duly empowered legal department can help directors govern better, and shield them from liability.
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How the Marketing Function Can Improve the Client Relationship June 2006: The Lex Mundi Newsletter. Leigh Dance reports on a panel discussion focused on what three experienced international corporate counsel want from their outside lawyers. Find out why the relationship matters most.
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“Walking the Enron Line” April 2006: European Lawyer. Abstract: Enron’s collapse –echoed by a succession of other high-profile European scandals – has demonstrated the disastrous consequences that create countless victims with in-house counsel often the first amount them. Bruno Cova (former chief legal advisor to Parmalat’s special commissioner Enrico Bondi) and Leigh Dance provide timely and practical tips for vigilant corporate lawyers.
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Avoiding the Road to Ruin November 2005: The Wall Street Journal. Recent financial frauds, such as Italy’s Parmalat scandal, show how fraud can lead companies and countless victims, including chief legal counsel, to disastrous ends. Here’s how general counsel can better protect their corporations – and themselves.
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Practice- and Industry-Area Marketing for the Multi-Office Firm August 2005: Strategies. The reality for most law firms today is that practice and industry groups must flex with each market—many are spread across a number of offices around the world, each with distinct market dynamics. Leigh Dance discusses the practice- and industry-area expertise and tactics necessary to manage a practice group marketing plan across multi-office firms.
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Roundtable: The Sydney Agenda January 2005: Legal Week. A recent conference with the legal counsel of more than 50 of Australia’s largest companies, gave in-house counsel Down Under the opportunity to air their concerns. Find out why managing risk and reputation, and keeping up with regulators are at the top of their agendas.
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Driving Ambitions January 2004: Legal Director. Natalie Jobling, General Counsel of Ford Credit and Leigh Dance explain how Ford turned around its use of law firms in the UK and created a simpler, more efficient preferred provider system.
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10 Things We’ve Learned From U.S. and European In-House Counsel October 2003: Strategies. A snapshot of what Leigh Dance and Deborah McMurray have learned after two years of “Counsel to Counsel” forums with senior in-house lawyers from leading corporations in the U.S., Canada, Europe and Asia. Dance and McMurray provide an insight of the leading trends and challenges of U.S. and European in-house counsel.
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When the Going Gets Tough September 2002: Legal Week. The complex business of managing a law department, particularly for global companies, becomes even more complex when the economy slows, often forcing companies to consolidate or change their business models. Leigh Dance discusses how corporate counsel must respond creatively and proactively to ensure that even under tough circumstances, quality does not lag.
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It’s Who You Trust July 2002: Legal Week. Corporate counsel all over the world are struggling with the same issues: How to find and effectively manage external lawyers across borders and how to obtain top-quality legal advice around the world for a reasonable price. Leigh Dance shares some tips on how to effectively deal with these issues.
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Why International Offices Often Fail June 2002: The Law Marketing Portal. The positive feelings at the launch of an international office often turn sour by the first year when performance has fallen short of unrealistic projections and office costs are high. The author draws from experience to recommend how to avoiding the mistakes others have made.
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Preferential Treatment June 2002: Legal Week. Leigh Dance reports on a recent Martindale-Hubbell Counsel to Counsel Conference, where seventeen high-level corporate counsel discussed partnering with in-house counsel. Five themes emerged revealing how law firms can get the most out of their partnerships.
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Keeping a Watchful Eye June 2002: Legal Week. Leigh Dance reports on a recent Martindale-Hubbell Counsel to Counsel Conference, where seventeen high-level corporate counsel discussed partnering with in-house counsel. Five themes emerged revealing how law firms can get the most out of their partnerships.
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The Information Exchange June 2002: Legal Week. Senior corporate counsel from the Asia Pacific legal departments of a wide mix of western and eastern companies recently met to discuss how they are managing to meet expectations under the tough conditions of the Asian legal industry. Leigh Dance reports on their expectations from law firms that they work with.
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Close to the Heart May 2002: Legal Week. Leigh Dance reports on a recent Martindale-Hubbell Counsel to Counsel Conference, where seventeen high-level corporate counsel discussed partnering with in-house counsel. Five themes emerged revealing how law firms can get the most out of their partnerships.
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“Life after Enron” March 2002: Legal Director. Leigh Dance considers the impact of the Enron scandal on the current environment for in-house counsel in the US. The fallout from the high profile corporate collapse of Enron provides both an opportunity for power and influence and a challenge of increase accountability for in-house lawyers in the US
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Conducting Market Research Across Borders February 2002: Strategies. Law firms are doing very little international research compared to clients in other sectors; however, it can be one of the most valuable forms of marketing investment. The author discusses the types of international market research a law firm can invest in as well as the tools for basic research across borders.
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Climbing the Corporate Ladder July 2001: Legal Director. US general counsel are strides ahead of their UK counterparts when it comes to climbing the corporate ladder. Leigh Dance looks at why upward mobility matters and how US lawyers are making their mark as senior executives in the business world.
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The Asian Challenge July 2001: Legal Week Leigh Dance reports on the issues discussed at a recent forum in Tokyo where senior corporate counsel from 20 multinationals discussed best practices for dealing with the wide mix of cultural and business styles in Asia and suggested strategies to effectively delivery internal legal advice and services.
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International Rescue April 2001: Legal Director. Globalization is driving business trends and increasing the need for local legal advice in many jurisdictions around the world. As a result, US in-house counsel are sourcing lawyers able to work in an international environment and often beyond US borders. Leigh Dance provides insights into what law firms are looking for.
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New Skills for New Business November 2000: Legal Week. In-house lawyers advising new economy businesses can no longer rely on the skills required of a traditional corporate counsel. Leigh Dance discusses the new skills required from in-house counsel ranging from flexibility required when dealing with non-linear implementation of numerous projects, to the judgment needed when dealing with distinctive cultures where legal structures have no existing precedent.
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International Marketing: Strategize Globally, Implement Locally October 2000: Strategies. Crafting your firm’s expansion path and international practice requires analysis of both macro trends driving the globalization of legal services, as well as marketing locally, according to micro or local trends. The author discusses these trends and goes on to present the toughest challenges of local marketing in foreign environments.
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Taking First Steps Toward International Practice February 2000: Marketing for Lawyers. Law firms are suddenly starting to realize that clients are demanding international capabilities from the law firms that serve them, so international expansion is quickly becoming top priority—even if the firm has no intention to open foreign offices. Leigh Dance reviews important steps toward developing an international practice.
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International Law Firms on the Grow: Partners Share Perspectives January 2000: Strategies Information gathered at a recent international legal services conference in London, where participants represented a broad cross-section of today’s legal community, provide an illuminating summary of the issues law firms face regarding international expansion. Topics include cross-cultural mix of law firms, globalization, optimal office size and branch office management.
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Global Avenues December 1999: Legal Business. A report on what’s new with growth strategies of international law firms, the focal point of The 2nd Annual ELD International Conference. Some of the most respected names in legal services in the UK and on the Continent participated in the conference leading to a number of surprising conference findings – all discussed in this article.
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Going Global: How to Compete with MDPs November 1999: Marketing for Lawyers. Law firms expanding internationally should be worried about the far-reaching role of MDPs (multidisciplinary partnerships) and start to compete more effectively. Leigh Dance describes how law firms can compete with MDPs by becoming ambassadors to businesses, offering integrated services across borders and forming alliances with other firms.
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What’s Hot in Marketing in Europe September 1999: Strategies. Unlike their continental European counterparts, law firms practicing through the UK are using innovative, sophisticated tactics to successfully market their firms. Leigh Dance reviews the marketing trends and the techniques that could prove successful for your US firms.
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Going Global: Being There Isn’t Good Enough August 1999: Marketing for Lawyers. Many law firms practicing “international law” are filled with lawyers that have no concrete understanding of their international capabilities or offices, leaving them unable to take advantage of many client development opportunities. The author Dance discusses how your law firm can capitalize on these opportunities.
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Going Global: Don’t Send the Wrong Message June 1999: Marketing for Lawyers. As law firms all over the world are “going global” it is paramount to build an international positioning by using marketing tools effectively and by communicating global capabilities. Leigh Dance describes some simple tips to communicate that you and your firm “think” and “operate” internationally.
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In Buffalo or Budapest, the Same Issues Arise: Making the most of your branch offices April 1999: Marketing for Lawyers. There is a simple and foolproof method for evaluating the future success of a branch office and it all comes down to a local office “plan” or reason for being. No matter where the local office is located, successful expansion requires a plan. Leigh Dance discusses issues that come with expansion, including issues involving the head office and problems of scale.
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U.K. Firms Shedding National Identity As Global Markets Consolidate February 1999: Of Counsel. A roundtable discussion of major issues affecting UK and US law firms including the invasion of American law firms in the UK and whether or not they are successful, the first major transnational law firm mergers. Participants in the discussion included a number of prominent lawyers, consultant Leigh Dance, editors, and recruitment directors.
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Making the most of your London office November 1998: MPF Review. The invasion of American law firms in the UK comes with many questions about how foreign firms with a limited presence can compete against the biggest and best U.K law firms. Leigh Dance reports on the recent ELD conference where international law firms, shared their secrets on maximizing the potential of their London offices -- with tips on how to recruit and retain top English law talent, gain visibility in this crowded marketplace and more.
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London the 'Capital' of European Union October 1998: Marketing For Lawyers. Abstract: US firm leaders looking at growth in the London market must understand the business dynamics fueling the prosperity of US legal practices in London. The author discusses factors driving the growth and prosperity of US firms in this highly competitive yet promising market and issues to consider in deciding whether your firm should have a London presence.
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Adding Value: Making Marketing Work in Your International Office: March 1994: Law Marketing Exchange. Abstract: Working effectively as a marketing director for law firms that have offices in multiple countries can be baffling, given the many challenges and obstacles that come with working across borders. Leigh Dance shares some vital tools for working effectively internationally, touching on topics such as knowing the fundamentals of the legal profession in local terms and using information as a bridge.
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The Approval Process: Marketing Your Marketing December 1992: Law Marketing Exchange. Law firm marketing professionals are often restricted in their roles; they need to know how to build their capability and their success story at the law firm by selling what they do. Leigh Dance shares her experience and tips on how to propose new ideas and win management approval and commitment.
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ELD Articles
ELD Articles
In-house Counsel As Corporate Police?
In-house Counsel As Corporate Police? Around the world, corporate counsel work hard to balance roles of valued business advisor and legal policeman.
Lawyers Roles Around the World
Lawyers Roles Around the World Business may be global, but the law and professional rules for legal advisers varies country by country.