受访者介绍：

杨琳 Yang Lin

盈科国际创始合伙人、全球合伙人、全球董事会执行主任

Founder of Yingke International, Global Partner and Executive Director of Global Board of Directors at Yingke Law Firm

李正 Li Zheng

中国区董事会主任、中国区执行主任、盈科北京执行主任

Head of the Board of Directors of China, Executive Director of China, Executive Director of Beijing Office of Yingke Law Firm

Q

ALB：盈科不仅在国内拥有许多分所，还积极地走向海外。过去的一年里，盈科的国际化发展面临着怎样的挑战？盈科国际又采取了怎样的措施？

杨琳主任：由盈科发起成立的“盈科全球法律服务网络”是第一家由中国律所主导的国际律所网络，设立初衷是为了服务“走出去”的中国企业，助其解决在开展国际业务的过程中遇到的法律问题。在过去的十年中，盈科与盈科全球网络成员律所紧密合作，为多家中资企业境外事务和外国企业在华事务提供跨法域、跨语言、跨文化的专业、高效法律服务。2020年，全球笼罩在疫情的阴影之下。尽管如此，盈科并没有停止国际化的脚步，而是继续深入、稳步迈进。在2020上半年，盈科国际继续在全球范围之内精选顶尖的律所加入网络。目前我们的网络已经覆盖了83个国家，143座国际城市。随着我国“一带一路”进程加快，越来越多的中国企业不仅走向世界，而且要在当地生根落户、开拓当地市场、成为真正国际化的企业。自2019年开始，盈科在允许外国律师事务所设立的国家中优选重点国家设立直营律所，目前在美国、韩国、澳大利亚、柬埔寨、哈萨克斯坦、吉尔吉斯斯坦和乌兹别克斯坦均已完成注册，加之以前成立的盈科蒙古和盈科阿联酋，盈科已经在9个国家拥有直营律所。盈科的理念是“全球视野，本土智慧”，而“本土智慧”不仅指中国智慧，盈科也非常重视“本土化”，即当地的信息、人脉、知识、经验，因为这对于企业客户和个人客户都具有重大意义。盈科国际未来还将继续推进网络和直营分所的扩展、盈科国际平台的建设，提供更专业、优质、高效的法律服务。

Q

ALB：在规模化发展的道路上，盈科在过去几年经历了怎样的过程？总结出哪些成功经验？

李正主任：去年12月，盈科在国内有74家分所、8862名律师，而截至今年10月底，这两个数字分别增长至83家分所、10097名律师。在迅速的规模化发展过程中，我们经历了从“筑巢引凤”到“引凤筑巢”的转变，也就是说，在前期，我们先建立起分所，再招聘律师，而现在，我们先找到当地的优秀律师作为当地股权合伙人，再建立分所。这样的转变也更有力地说明了律师对盈科模式的认可，律师加盟盈科的主动性和积极性。

之所以能够实现如今的规模，是因为我们贯彻了三项“坚持”：一是坚持以律师为本的基本原则，只有专业的律师才是律所的核心竞争力。二是坚持为律师提供性价比最好的服务，我们一直致力于为律师提供最好的服务。三是坚持律师事务所的“家”文化建设，努力把律所建设成为“律师的精神家园”通过共同认同的文化来凝聚人心。

Q

ALB：盈科近期举办律师突破万人庆典，在这样一个里程碑式的时刻，请分享一下，为什么盈科能够吸引众多法律人才？在人才培养和团队管理方面又有怎样的策略？

李正主任：盈科能够吸引超过万人的法律人才要归功于三大效应。一是盈科的平台效应。目前，我们在国内有83家分所，在这样一个大平台上，律师能够进行有效的专业协同，从而更好地服务客户；第二，黑洞效应。我们越来越深刻地意识到，法律市场中的竞争，在更大程度上是律所间的资源竞争。对于律所来说，平台越大，就越能形成黑洞效应，将更多的资源整合进来；第三，动车效应。目前采取全国一体化直投直管的管理体制，在全国形成了矩阵式管理。总所和每一个分所都有健全的公司化运营治理机构，总分所之间联系更加紧密，共同朝着大目标前进，就像动车一样，从车头到每一截车厢都能拥有强劲的动力体系。正是因为这三大效应，我们的律师在自己专业领域内的能力得到了无限拓展，客户满意度、信赖度高，从而吸引了更多人才的加入。

而在人才培养和团队管理策略方面，我们采取以下几点：首先，盈科给予青年律师宽广的施展舞台和充分的成长空间。作为一个非常具有包容性的平台，我们一直不拘一格、大胆使用人才，只要优秀的年轻律师有着想要有所作为的激情，盈科就会提供这样的机会；其次，我们注重培养律师专业服务能力的提升。在盈科，我们提供内部培训，并且通过国际律师学院、各个专业委员会、专业部门等模块共同提升律师的专业能力。再次，重点引进优秀专业人才。专业律师的吸纳，尤其是在某一专业领域里已经十分优秀和成功的律师的横向引进，对我们的专业化建设来说是至关重要的，因此我们在这方面也制定了相应的优惠政策，为其加盟盈科提供有利条件。

Q

ALB：随着规模得到不断扩展，盈科在品牌建设方面又有怎样的策略?

李正主任：盈科对自身的品牌定位可以概括为：争做头部律所、打造精英律师、实现顶级办公、建设人文盈科。为了树立和维护这样的律所形象，首先，我们无论是总部还是分所都充分意识到品牌建设的重要性。第二，我们坚持党建引领，以党建引领所建，又以所建促进党建，相辅相成。第三，我们注重与媒体的合作，既包括报刊、杂志等传统媒体渠道的宣传，还与时俱进，与抖音、头条等新兴媒体开展合作，从多个方面树立盈科律师的专业形象。第四，我们还积极投身公益事业：与全国妇联合作，成立反校园欺凌基金；在疫情期间我们为湖北的医院、敬老院捐赠善款和物资；平时我们还走进社区，提供免费的法律服务咨询等，这些都体现出盈科律师对社会的责任担当。

Q

ALB：未来，盈科在规模化发展的道路上还将有怎样的计划？

李正主任：国家刚刚制定了2035年的远景规划。随着我国律师行业在全面依法治国大环境背景下的快速发展，盈科也会跟上行业发展的脚步，一道为推动中国的法治进程做出应有的贡献。因此，我们首先会继续深化全国范围内的布局，争取在全国GDP百强城市都设立分所，以便为客户提供更好的服务。同时，在海外布局方面，我们也响应国家“一带一路”的号召，致力于建设起真正的全球一体化模式下的律师事务所。

Q

ALB：Having set up many branches in China, Yingke is actively expanding overseas. What challenges are facing Yingke in the process of going global during the past year? And what measures has Yingke adopted to respond to those challenges？

Yang Lin: Founded by Yingke Law Firm, the Yingke Global Legal Service Alliance is the first international law firm alliance led by a Chinese law firm. The Alliance is established with a view to serving Chinese companies that "go global" and help them solve problems in the process of their international business development. Over the past decade, Yingke Law Firm has worked closely with the member law firms of the Alliance to provide cross-jurisdictional, multi-language, and cross-cultural professional and efficient legal services for many Chinese-funded companies in their overseas businesses and foreign-funded companies in their businesses in China. Yingke continues to push forward its globalization progress amid the COVID-19 pandemic this year. In the first six months of 2020, Yingke International continued to select top-tier law firms around the world to join the Alliance. Now the Alliance is comprised law firms located in 143 cities of 83 countries. With the accelerated progress of the Belt and Road initiative, more Chinese companies are going global; not only that, these companies also work to take root and develop in the local markets, and become real multinational companies. In 2019, Yingke started to select key countries to set up law firms directly operated by Yingke. So far, we've completed law firm registration in the United States, South Korea, Australia, Cambodia, Kazakhstan, Kyrgyzstan, and Uzbekistan. With the previously established Yingke Mongolia and Yingke UAE, Yingke now has directly-operated law firms in nine countries. Yingke's philosophy is "global vision, local wisdom", while "local wisdom" not only refers to Chinese wisdom, but also means "localization". Yingke attaches great importance to localization, that is, local information, connections, knowledge, and experience, because these are of great significance for corporate clients as well as individual clients. Yingke International will continue to promote the development of the Alliance and directly-operated branches, and the construction of Yingke International platform, so as to provide more professional, high-quality and efficient legal services.

Q

ALB：What has Yingke experienced over the past few years on the path to scaling up? What does it take to make the scaling up successful?

Li Zheng: In December 2019, Yingke had 74 branches and 8,862 lawyers in China; as of October this year, we have 83 branches and 10,097 lawyers domestically. During the rapid expansion, we experience a change "building a nest to attract phoenixes" to "attracting phoenixes building the nest together with us". In other words, in the early stage of expansion, we followed the pattern of setting up a branch first, and then hiring lawyers. What we do now is that we first contact good local lawyers and invite them to be the equity partners of the branch we intend to build, and then start setting up the branch. This change shows that Yingke's operation model is well recognized by lawyers, and in fact very attractive to them, too.

I'll attribute our success in expansion to three "adherings": (1) Adhering to the lawyer-oriented principle; We believe that lawyers with strong expertise are the core competitive edge of law firms; (2) Adhering to the principle of providing lawyers with the best cost-effective services; We've been committed to providing lawyers with the best services; and (3) Adhering to the culture construction of a "home-like" firm. We've been making efforts to build a cohesion culture to attract and retain talent, and make the firm the lawyers' "spiritual home".

Q

ALB：Yingke recently held a ceremony to celebrate the firm hires more than 10,000 lawyers. At this milestone moment, would you share with us why Yingke is able to attract so many legal talents? What are Yingke's strategies for talent training and team management？

Li Zheng: Yingke is able to attract more than 10,000 legal talents because of three major effects: (1) the platform effect. We now have 83 branches in China, creating a sizeable platform where lawyers collaborate effectively to better serve clients; (2) the black hole effect. We become more aware that competition in the legal market is, to a greater extent, competition for resources among law firms. A larger platform may facilitate the formation of a black hole effect, bringing in and integrating more resources for the firm; and (3) the "high-speed rail" effect. At Yingke, we implement a nationwide integrated management system featuring direct investment and direct management, forming a matrix management model throughout the country. We can compare this management system to a high-speed train – the locomotive and each compartment have their own power system – under which, the headquarters and each branch office have their own sound corporate operation and governance organizations, enabling closer connection between the headquarters and branch offices, so as to move forward together toward the same big goal. Because of these three effects, our lawyers are able to thrive and excel in their practicing areas. With high customer satisfaction and trust, we can attract more talents to join us.

Regarding talent training and team management strategies, we adopt the following measures. First, at Yingke, we create an inclusive environment and platform for young lawyers to grow – we encourage young lawyers to have the passion to make a difference, and give them opportunities to pursue and fulfill their dreams. Secondly, we focus on cultivating lawyers' professional service capabilities. We provide internal training for lawyers; and meanwhile, we use the International Lawyers College, various professional committees, professional departments and other program to help lawyers improve their expertise and professional skills. And thirdly, we stress on introducing outstanding professionals. We believe that attracting lawyers with profound expertise to join us, especially those who are already very good and successful in some practicing areas, is vital to our professional construction. Therefore, we have also formulated corresponding preferential policies in this regard, and offer favorable conditions for them to join Yingke.

Q

ALB：While continuously scaling up, what strategy does Yingke take for brand building？

Li Zheng: Yingke's brand positioning can be summarized as: being a top-tier law firm, training elite lawyers, building top offices, and building the firm with a strong culture. To establish and maintain the image of such a law firm, first, both the headquarters and branches are fully aware of the importance of brand building. Secondly, we adhere to the Party's leadership and guidance in the construction of the firm, and meanwhile intensifying the Party construction through construction of the firm. Thirdly, we cooperate with the media, including traditional media such as newspapers and magazines, as well as emerging media such as TikTok and Toutiao, to build the professional image of Yingke lawyers. And finally, we attach importance to the fulfillment of the corporate social responsibility and actively participate in public welfare activities, such as cooperating with the All-China Women's Federation to establish an anti-school bullying fund; during the pandemic this year, we donated funds and supplies to hospitals and nursing homes in Hubei Province; and we also provide free legal services and consultation to communities.

Q

ALB：What is Yingke's future plan for expansion？

Li Zheng: An ambitious 15-year blueprint China Standards 2035 plan is set to release this year. With the rapid development of China's legal industry in the context of promoting the rule of law in the country, Yingke will keep up with the trend, make due contributions to cause of the rule of law in China. Therefore, first of all, we will continue to optimize our domestic overall arrangement and try to set up branches in the top 100 Chinese cities by GDP, so as to better serve our clients. In terms of overseas expansion, we'll, according to the spirit of the Belt and Road initiative, step up efforts to build a law firm under a truly global integration model.