In The Corner Office, we ask Managing Partners at law firms across Central and Eastern Europe about their backgrounds, strategies, and responsibilities. As sunny days recede, the fall conference season is upon us, so we asked: How do you determine which Partner attends which events?
Pal Jalsovszky, Jalsovszky, Hungary: While we are just in a transition phase, from next year each Partner will have a budget that they can allocate for international events. It will therefore fall within the competence of each Partner to decide which conference suits best the interest of their practice group. The Partner can attend the conference themselves or send other members of their group.
The choice of the most suitable conference is crucial. European conferences are more attractive – partly due to the geographical distance, partly due to the circle of attendees (for instance, we did not attend this year’s IBA conference in Mexico). We also prefer 1-2-day conferences focusing on a narrower area (private equity, arbitration, etc.) to global conferences with a huge number of delegates. Finally, we share our resources between IBA and AIJA events, the latter being a more practical option for our young talents.
Vaclav Bily, PRK Partners, Czech Republic: At PRK Partners, the decision to select the Partner who will be attending a particular conference is primarily driven by the specific legal area in which the Partner specializes. We focus on aligning conference attendance with the Partner’s field of expertise to ensure that their participation contributes to their professional growth and brings added value to our clients. This approach helps our Partners stay informed about the latest legal developments in their respective fields.
When it comes to the process, we do not follow a formal internal system where Partners must justify their attendance. Instead, the decision is typically made by the Partner responsible for that particular practice area. They assess the relevance of the conference based on its content, networking potential, and the strategic value it may offer in terms of client development and the firm’s overall positioning.
Several key factors influence our decision in selecting the Partner who will be attending a conference, including the relevance to a practice area – we prioritize conferences that focus on legal updates in the Partner’s area of expertise; strategic importance – conferences that offer substantial networking opportunities, thought leadership or business development often take precedence; firm representation – we also consider the need for the firm to be visibly represented at key industry events; Partner availability and workload – practical considerations such as the Partner’s availability and ongoing client commitments play a role.
This approach allows us to make thoughtful decisions about conference attendance, ensuring that it benefits both the Partner’s professional growth and the firm’s overall presence in the legal market.
Alex Teodorescu, Teodorescu Partners, Romania: In our case, the first question when analyzing an event is whether attending it is an opportunity for business development or for professional development for that team member.
Usually, for business development conferences, the decision tends to gravitate toward the more senior lawyers, with the possibility to also bring junior team members along as a way for them to acquire skills pertaining to networking, client and referral management, and active listening.
Another big factor here is the personality of the team member. The more extroverted types can be really good conversationalists, while the more introverted types are usually the ones that drive the conversation deeper, to maybe a technical level, while also having the capability to deeply empathize with the issues that the potential client is facing.
When making these decisions we also take into consideration the audience of the event. At Teodorescu Partners we are focused on entrepreneurs so we seek conferences addressed to this demographic.
Octavian Popescu, Popescu & Asociatii, Romania: Conferences play an important role, both in the legal and business sectors, serving as opportunities for professional development and relationship building.
In the fast-paced world we live in, remaining informed and updated about the latest industry trends, regulatory changes, and emerging challenges is essential for providing high-standard services. Thus, relevant events offer the perfect occasions for legal professionals to meet peers, company leaders, local entrepreneurs, and potential clients, fostering connections that can lead to new business collaborations.
We participate depending on every Partner’s practice area. The process of determining which Partner attends a specific conference is strategic and involves a collaborative effort. Each decision is driven by the goal of maximizing the firm’s impact and aligning with our client’s needs, depending also on the specialty area of the Partner.
At the same time, Partners propose conferences by highlighting the event’s relevance to their practice areas, client engagement potential, and how the subjects align with the firm’s major goals. This way of selecting the right events ensures that each presence is valuable.
Ultimately, attending conferences is not just about attendance, but about strategically positioning oneself and the whole team Popescu & Asociatii within the broader professional community.
Kostadin Sirleshtov, CMS, Bulgaria: Managing law firms is a very informal process, as all Partners are both owners of the business and fee generators (the famous producer/manager dilemma). Individual Partners are “owners” of certain parts of the marketing budget and as they are rewarded for the clients that they bring to the business, each Partner decides how to spend their allocated budget.
Furthermore, very often Partners fund their marketing spend and invest in new relationships by attending conferences. In my experience, there are various types of conferences and we like to be both speakers/attendees at those that will not charge for your attendance thus the only expenses are the traveling and accommodation costs.
The main factor for me is “sustainability” – we have established strong relationships with key conference organizers and we apply the 80/20 rule – most of the events are the ones that we have attended and spoken at for decades.
Bernhard Hager, Eversheds Sutherland, Slovakia: There are two main reasons for attending a conference. Either to acquire know-how and increase excellence or to network and meet potential clients or candidates for lateral hiring. In many cases, both reasons are given. We do not have a set system for attendance at conferences, so we decide on an ad hoc basis. Decisive factors are the potential for new clients, the quality of the conference, costs, and time of absence from work.
Ivana Ruzicic, PR Legal, Serbia: In PR Legal, we determine which team members attend each event based on their specializations and interests. We match our team members’ expertise with the topics of the conferences and encourage them to suggest events that align with their professional goals and interests.
Staying informed about developments in the legal field is essential. Attending these events helps us stay current with industry trends, share best practices, and further our knowledge and skills. We actively support team members in their pursuit of professional growth and networking opportunities, ensuring that our firm remains competitive and well-informed. This approach not only aligns with our strategic goals but also enhances our overall expertise and effectiveness in the legal sector.
Istvan Szatmary, Oppenheim, Hungary: At Oppenheim, our approach to conferences is multi-fold. These events can be sources of knowledge that we can use in our day-to-day advice, but they can also be forums for our people to demonstrate their knowledge of a particular area of law as speakers or panelists in roundtable discussions. Whether sponsored by us or not, conferences can be excellent marketing tools, allowing the firm to showcase its services to an audience. Last, but not least, they are also important networking opportunities for our colleagues.
We believe in a diverse approach: there is no one-size-fits-all approach to deciding who should attend which conferences. At Oppenheim, senior fee earners (and in exceptional cases even juniors) can attend conferences as both speakers and guests. The decision-making process therefore allows not only Partners but also all other fee earners to be involved in these activities. A separate budget is available to cover these types of costs, which we see more as an investment in the future of the firm. The process is slightly different for Partners and other fee earners, but as a rule of thumb, it is management who decides on applications. Candidates are expected to present a robust case based on pre-defined criteria. This ensures that the decision is always based on objective grounds.
Pavel Hristov, Hristov & Partners, Bulgaria: Our firm specializes in M&A and corporate mandates. All our lawyers practice in those areas. We agreed that the objectives of attending an event are, by and large: (a) demonstrating our expertise, where feasible as a speaker, a moderator, or a panelist, (b) networking, and (c) getting up-to-date with area’s or industry’s current developments and innovations. The other criteria include theme/topics, geography (domestic or international; we mostly attend events in Europe), cost, event organizers, announced speakers, and attendees. We search for and select the relevant events accordingly.
Every Partner/Counsel can propose an event that meets the objectives and ask to attend. We decide together, informally, who could achieve our goals at that particular event. Normally one Partner/Counsel per event, but depending on workload and availability, we encourage more Partners to participate.
Milos Velimirovic, Kinstellar, Serbia: Attendance at conferences is integrated into the strategic planning process of our law firm. Determining which Partner will participate in each event is carefully defined and included in the firm’s annual business plan.
Several factors guide our selection process, including event importance and scale, matching a Partner’s expertise to an event focus, ongoing client matters, and networking opportunities presented by the event. Timing, location, and workload balance are also considered to ensure efficient engagement.
We emphasize Partners’ participation in industry groups and sector specialization. Client relationships are key – Partners with established relationships with clients are not just their legal support but also business partners. By assigning the right Partner to a suitable event, we strengthen our presence in key industries, cultivate essential relationships, and ensure our clients receive relevant and timely legal support.
In collaboration with Partners, our marketing and business development team is instrumental in researching and gathering information that is crucial to making these decisions. They evaluate which events offer the best potential for business development, relationship-building, and industry trend insights.
Ultimately, our approach focuses on coordinating presence at international conferences in cooperation with other Kinstellar firm-wide Partners.
Vedran Lalicic, Lalicic & Boskoski, North Macedonia: We recognize the importance of carefully selecting which Partners attend conferences to ensure that our client’s needs are best served and that our firm continues to grow and strengthen its expertise. The process for deciding which Partner attends a particular event is both structured and collaborative. Each decision is made based on the specific expertise required by the event’s focus, aligning with our goal to offer specialized and targeted representation.
While we do not have a formal process where Partners must build an internal case for their attendance, we ensure that the decision is driven by practicality and strategic fit. The Partner in charge of the relevant practice area usually makes the final decision, considering who has the most relevant experience and best represents the firm’s capabilities in that domain. Factors such as expertise, the potential for networking, and the Partner’s ability to translate the event’s benefits into actionable strategies for the firm are key considerations.
This approach ensures that our Partners are not only equipped to maximize the value of each event but also enable the distribution of cases to the right team members with the necessary skills and knowledge to handle each legal matter effectively.
Nenad Cvjeticanin, Cvjeticanin & Partners, Serbia: Our methodology for determining which Partner will attend a conference is a strategic and structured process, ensuring alignment with our firm’s goals and client needs.
We begin by matching the conference’s focus with the expertise of our Partners. For example, if the conference centers on intellectual property, the Partner leading that practice area is considered first. We also evaluate whether key clients are attending or if the conference aligns with their interests, potentially selecting a Partner who manages those relationships.
Partners interested in attending submit a brief proposal to the Partner in charge of the relevant practice area. This proposal outlines the conference’s relevance, expected benefits (networking, knowledge acquisition, client engagement), and how attendance aligns with our firm’s strategic goals. After that initial step, the relevant practice area head reviews these proposals, considering the firm’s overall strategy, budget, and client priorities. In the following days, the Partner provides a detailed report or presentation to the firm, sharing key insights, contacts made, and potential business opportunities. We also organize internal sessions where the attending Partner shares acquired knowledge with other Partners and associates, ensuring the entire firm benefits.
At the recent ECTA conference in Antwerp, one of our Partners had the opportunity to engage in meaningful discussions on the latest developments in intellectual property law. The event provided valuable insights into current trends, and it allowed our firm to strengthen relationships with key international clients. Additionally, the Partner gained firsthand knowledge of cutting-edge strategies in IP protection, which will further enhance our practice and client service.
Finally, at the end of each year, we review the outcomes of conference attendance to assess if goals were met and whether our process requires adjustment.
Christoph Mager, DLA Piper, Austria: We have a structured and well-established internal process in place that is used to select which Partner of the firm shall take part in which specialist event of lawyers or business events. All, the relevance of the respective conference for the respective specialist area and the Partner’s individual expertise and background as well as his client and/or sector focus are taken into account. In addition, the geographical distribution of clients of the relevant Partner and the firm’s growth objectives play an important role in the decision as well.
In some cases, there is a formal process in which Partners need to justify their participation, emphasizing their role in the specific area or sector as well as describing the networking potential and business development, all of which shall be in line with the firm’s strategic goals. In the following, the respective Practice Group Leader, who is responsible for the particular area of expertise and wants to ensure the greatest added value for the firm and its clients, decides on who shall attend at which conference or event.
Through this structured approach, we ensure within DLA Piper Austria that our Partners are represented at the most important events and conferences for us and by that have the chance to actively contribute to and drive the further development of our firm.
This article was originally published in Issue 11.9 of the CEE Legal Matters Magazine. If you would like to receive a hard copy of the magazine, you can subscribe here.
