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How U.S. Companies Select International Outside Counsel

Silvia Hodges

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Foreword

International trade continues to be on the rise and U.S. businesses have never been more international than today. The vast majority of companies in the U.S. no longer compete only domestically but in the global marketplace.

According to the International Trade Administration of the Department of Commerce, U.S. global exports in 2005 exceeded US$ 904 billion - compared to US$ 583 billion ten years earlier, while imports accounted for over US$ 1,670 billion, up from US$ 743 billion in 1995 (www.trade.gov).

Such international economic activity clearly portends the increased need for overseas legal advice. U.S. businesses, like never before, have to find and select law firms in the countries in which they have operations or have import-export activity. Little is known, however, about how U.S. companies and division select their overseas legal counsel.

To shed light on this exceptionally relevant issue, ALM conducted research among corporate legal counsel.

The findings of this study will help overseas legal service providers develop more effective and efficient marketing plans that convert marketing stimuli into purchase responses from U.S. companies and also help stimulate referrals from U.S. attorneys who represent clients and often are asked to recommend overseas counsel.

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