For any professional-services firm thinking about acquiring or opening an office overseas, Thomas G. Morgan, chairman of the management committee of Minneapolis law firm Faegre & Benson, has something to tell you: “It’s hard work, and you need to spend a lot of time integrating and developing a one-firm mentality.”
Morgan is referring to Faegre’s acquisition in April of the Frankfurt law firm Heussen. The acquisition, which added eight new lawyers, effectively doubles Faegre’s existing Frankfurt office, which first opened in 1991.
According to Morgan, Faegre had been looking to add resources in Germany in order to keep up with the demand for services from American as well as German clients. But finding the right cultural match was its first priority.
“We look for people who have worked in a collaborative environment; it’s very important how they have interacted as a team,” Morgan says. “Interpersonal skills and client service skills are the cost of entry with us. Without that, there’s no point in going further.”
That’s especially important as the firm’s London and Frankfurt office work more closely together in what Morgan describes as a pan-European practice. With its 30 lawyers in London and 17 in Frankfurt, Morgan believes the firm has enough depth to significantly grow its practice in England and Germany, as well as with inbound work from the United States. “We’re there to meet the broad-based needs of our middle-market clients and the middle-market needs of our largest clients,” he adds.
Morgan also believes that the firm’s overseas offices can have an impact the Faegre culture back here in Minnesota, since aspiring associates see some cachet to joining a firm with significant international presence. It could also lead to new Minnesota-based work. When Golden Valley–based manufacturer Pentair needed representation in Germany, it connected with Faegre’s Frankfurt office—it was the beginning of a brand-new relationships for both.
Morgan expects Faegre’s German office to add more depth to its existing areas of focus, which include mergers and acquisitions, corporate, and employment law. He hopes to see the office expand to 25 to 30 lawyers.
