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Abstract: On December 28, 2018, the launching ceremony of the Beijing Docvit (Jinan) Law Firm's landing trial operation was held on the 17th floor of the International Wealth Financial Building. Founding Partner and Director of Beijing Docvit Law Firm, Mr. Liu Guangchao, Chairman of the Green Law (International) Alliance, Mr. Zhang Yaxing, Co-Chair of the Green Law (International) Alliance, and Managing Partner of Beijing Docvit Law Firm Xu Ms. Qi, Senior Partner, Party Branch Secretary Shi Guanghu, Senior Partner Qiao Zhaojun, Song Jianxun, Cui Zhidan, Partner Zhang Shijun, Lawyer Wang Yong, Hou Xinkai, Director of Business Management Mr. Hu Chun, Career Ms. Liu Linwei, Director of the Development Center, attended the ceremony.

Mr. Wang Yong, lawyer of Beijing Docvit Law Firm, delivered a keynote speech.

Good afternoon, everyone, I am honored to be a representative of Docvit fto come to Jinan to meet with you. I will introduce myself briefly. I graduated from Shandong University Law School with a master's degree in 12, so Jinan is also a city full of stories and memories for me. So I had to know that Docvit came to Jinan to open. When I am here at the branch, I am excited.

The first part: choose Jinan, raise the sail of the road

Why choose Jinan

1. Jinan's geographical location is very good. As a provincial capital city, there is a capital economic circle in the north and a Yangtze River Delta economic circle in the south. The east and west connect the Shandong Peninsula with the Central China region. It is an important meeting point on the Bohai Rim region and the Beijing-Shanghai economic axis. Regional central city.

2. In 2017, Jinan's GDP growthfrate was 8%, and the legal service market business fee was 1.407 billion yuan, an increase of 24.5% over the previous year. The business situation grew strongly. In addition, in 2018, the State Council officially approved the "General Plan for the Construction of a New and Old Kinetic Energy Conversion Pilot Area in Shandong Province". Jinan is one of the pioneers and pioneers. We believe that the future can be expected.

The second part: based in Jinan

As for how to create a Jinan branch, we believe that the next work should be carried out closely to the needs of customers. The legal services we provide must make customers feel more secure, more identifiable and more responsive.

 (1) How to make customers feel more secure

1. To talk about security, we must first talk about customer needs. Customer needs have three aspects: professional needs, business needs and political needs.

The professional demand means that lawyers must have the ability to handle this legal business. Generally speaking, "you can do this business." That is, you can solve the problem, and the solution provided is optimal and efficient.

The business requirement is that the lawyers handle the legal business in accordance with the customer's conditions, which is what you do for this business. How to make customers feel that you are doing the right thing? First of all, the law firm brand needs industry recognition, giving customers a reason for cooperation; secondly, the quotation should be reasonable, so that the customer cost can be controlled; finally, the cooperation between the two parties should be pleasant and the communication should be smooth.

The political demand is that the client is handing over to the law firm's business, and the law firm must ensure that there are no procedural flaws and no risk of conflict of interest. Most importantly, the lawyers and law firms involved in the service must prove that they can be trusted by the customer.

2. In response to the above three needs of customers, we have concluded how the law firm can do to make customers feel more secure.

In order to meet the professional needs of customers, the law firm must establish a stable and professional team, must have comparative advantages in the professional field, and must have service guarantee mechanisms and measures.

In order to meet the political needs of customers, the law firm must have a mature customer development system, must have strict conflict of interest inquiries, and must have systematic occupational risk prevention.

The above summary is relatively clear, I will not repeat them one by one. What I am talking about is how our Jinan branch is facing the above-mentioned customer demand.

1. Adhere to moderate scale. Because of the specific customer base and specific business, a certain size is indeed a basic guarantee. Because of the scale, there are enough partners, there are enough business areas, there is a stable team supply, and there is a system of business carrying capacity, so insisting on moderate scale is to give customers a basic sense of security.

2. Adhere to integrated management and team services. All of our partners, all lawyers, in specific cases and projects, as long as the client needs, must unconditionally form a team. Only in this way is the responsibility for the greatest sense of customer safety. For example, I have participated in a project of a legal advisory unit. At the end of the year, we have to give legal services bill to clients. By combing the work report, we found that we have seven partners and more than 30 lawyers throughout the year. Home customers have provided services, and they have received high praise from customers. Only by adhering to integrated management and team-based services can we mobilize so many resources to provide services to customers.

3. Adhere to the business executive partner system. While emphasizing integration and teamwork, we must insist on having a business executive partner for each business. Each case or project team must be composed of a business executive partner, a sponsoring lawyer, and an auxiliary team. And the business executive partner is responsible for the life of the supervisor, regardless of whether the source of the case is his or her own.

4. Adhere to the mandatory specialization of division of labor and cooperation system. We stipulate that partners can only choose one main and one auxiliary two professional directions, and the over-range must cooperate. In the case of cooperation, we are divided into case source partners and responsible partners.

5. Adhere to the construction of information technology. It took us two years to build our own VIT system, including instant messaging, which not only facilitates business and management, but also guarantees the security of customer information.

6. Quality supervision and risk control system. We must have a three-tier quality monitoring and risk control system of the business management department, business department and firm. It is not only an internal risk control measure, but also a security protection for customers.

7. Adhere to the self-relief system and industry security system. The risk guarantee system is established within the law firm, and the industry also has compulsory practice liability insurance, which is to provide lawyers with practice guarantees and also boost confidence in the client's entrusted business.

To sum up, the customer's sense of identity is reflected in the word-of-mouth effect, cooperation experience, cultural concept, and overall identity of the law firm. How can we make the customer more agree with the law firm? We believe that we need to do the following three things:

1. Do yourself, make a difference, and form a core competitiveness. All law firms can be recognized by customers, and they must be differentiated and have their core competitiveness. Scale is competitive, professionalism is competitiveness, and service is more competitive.

2. It is to persist, persist, and persist, to be able to withstand loneliness, and to believe in the objective laws of the market. Lawyers are first and foremost craftsmen who need to prove themselves with classic works, while classic works take time and need to be focused. At the same time, lawyers must learn to promote, but cannot be superstitious in propaganda, otherwise it may be famous, but it will be difficult to last.

3. Lawyers must protect the legitimate interests of customers on the basis of complying with industry rules. This is the basis for obtaining customer recognition. Some lawyers and law firms have such problems. They may not be professional issues, not scales, brand issues, but such principled issues.

(3) How to make customers feel more

What the client asks the lawyer to get, carefully pondering, nothing more than the following four, the problem is solved, the purpose is achieved, the risk is circumvented, and the benefit is protected. Then we are lawyers or law firms, and all work must be carried out around the customer's sense of acquisition. We believe that there are three main levels:

1. From a conceptual point of view, the law firm is not a teaching institution or a research institution. The client asks the lawyer not for face, nor for learning, but for solving the problem. The lawyer’s obligation is to solve the problem for the client, the obligation of the law firm. Create and integrate all conditions and resources for lawyers to solve customer problems.

2. From the system point of view, it is necessary to establish six mechanisms: service guarantee mechanism, team cooperation mechanism, quality supervision mechanism, resource integration mechanism, customer feedback mechanism and technological innovation. Only by establishing the above-mentioned mechanism can the lawyer's behavior be under the supervision and guidance of the law firm, and the customer's sense of satisfaction can be satisfied.

3. From the perspective of measures, we must set up quality and risk committees, establish difficult cases and major project mutual assistance mechanisms, and realize service visualization through our I-Green Law system. Customers can access lawyer files and work records online.

This part is to respond to the main purpose of this sharing. What kind of law firm do we want to make in the Jinan branch? What is the guiding ideology? That is, we have to be a valuable law firm, valuable to our clients, valuable to lawyers, and valuable to the industry.

It is valuable to customers. Many of the previous ones are mainly to meet the needs of customers, so that customers feel that Docvit Jinan Branch is a law firm with a sense of security, identity and sense of acquisition. The goal of value.

It is valuable to lawyers. We promote not only the scale of the law firm, but also the development of the brand. We value the growth of lawyers. Docvit platform is willing to give every like-minded lawyer the greatest help to realize the value of being a lawyer. As for my own example, I am very fortunate to be in the lawyer industry. The first law firm to join is Docvit. On this platform, I not only completed the transition from a trainee lawyer to a professional lawyer, but also completed a lawyer assistant. Go to the lawyer and go to the rank of the competent lawyer. At the same time, it is also included in the Dow's future partner training program. Docvit has a comprehensive training system for future partners. Whether it is professional, business or management, it will give you the opportunity to hone and grow. There are still a few lawyers who have grown up with me. I am not an orphan. Therefore, I really feel that as long as you are willing to pay and are willing to grow together with Dow, this platform will only give you more, this is my true feeling.

It is valuable to the industry. From the beginning of its establishment in 2003, Docvit insisted on the development of corporatization. It is the pioneer of the corporatization of the firm and the advocate of the firm's corporate system. In 2017, we launched the “Power of Mechanisms” to explore the management model of the exchange firm. This year, we launched the “Professional Power” campaign, which has been held for nearly ten seasons. In addition, this year we also released the private equity industry legal health index, the insurance industry legal health index and the central enterprise (A share) listed company legal health index, which are the signs that Docvit is leading the innovation and development of this industry. Therefore, Docvit Always struggling to become a valuable law firm.