New Zealand law firm branches into Middle East

Kensington Swan will be the first New Zealand law firm to operate in the Middle East and the Abu Dhabi branch will also be the firm’s first offshore office.

Wayne Mikkelsen, New Zealand Trade and Enterprise’s Trade Commissioner in the Middle East, says setting up an office in the region is often a critical step for companies wanting to develop sustainable and profitable business in the Middle East.

“As well as demonstrating commitment, it makes it easier to build and maintain relationships and extend into secondary markets in the wider Middle East region that are difficult to access and service from New Zealand.

“For New Zealand, having an additional Kiwi company with a presence in the UAE will further deepen the strong and diversified trade relationship that exists between our two countries.”

Kensington Swan partner Quentin Lowcay, who will head the Abu Dhabi office, says the firm has been working with clients in the UAE for the past five years in areas including consulting, outsourcing and regulation as well as procurement and sourcing services.

The company didn’t choose the market but followed clients who were getting established there and needed legal services. Over time, Mr Lowcay says, Kensington Swan has seen significant potential to expand its business in the UAE.

“It’s a very relationship driven business. We’ve spent a lot of time developing relationships with Emirati organisations in recent years but, ultimately, you need to be on the ground. If you’re not present there is a danger the work will go elsewhere.”

The firm completed a rigorous process to gain permission to open the branch, including submitting a detailed application and taking part in an in-depth interview to confirm that the business was viable and committed to the UAE.

Mr Lowcay says New Zealand’s business culture produce’s firms that are well placed to succeed in the Middle East.

“New Zealand is a competitive environment and you have to work hard to earn and retain work. As a result we value our relationships and actively look after them and that goes down well in the Gulf States.

“New Zealand firms are also well regarded for their ability to adapt their solutions to deliver the right kind of local results.”

NZTE was pivotal in helping Kensington Swan with advice about the UAE market, set-up options and introductions to local contacts. Mr Lowcay says support from government agencies like NZTE is especially important in the Middle East where government plays a crucial role in business and the economy.

“NZTE was very supportive and played a key role in lending credibility to our services offering, and we were able to reciprocate by supporting NZTE initiatives and offering assistance to their clients. It is a two-way street. We wanted to support our New Zealand government initiatives and the government was able to assist us in our plans,” says Mr Lowcay.

Kensington Swan’s Abu Dhabi office is expected to open early in 2010 and will be staffed by a team of five lawyers.

“We will be open for business in time to help New Zealand with its export-led recovery,” says Mr Lowcay.

More information:

www.kensingtonswan.com