Despite 7 Whether approaching clients or collaborating with a Japanese firm, the principle of “sincerity before sales” is critical. Jumping too quickly to pitches or proposals may be viewed as transactional or opportunistic. Invest time in understanding their needs, sharing insights, and developing mutual respect before seeking engagement. e. Referrals Are Everything Referrals in Japan are not casual favors—they are reputational commitments. Foreign lawyers looking to win Japanese clients should seek introductions from mutual contacts who can vouch for their integrity and cultural competence. Once you receive a referral, treat it with care, and always report back to the introducer. f. Written Follow-Ups Matter After meetings, send a thoughtful and detailed follow-up email—often in both English and Japanese if possible. Japanese professionals appreciate clarity, formality, and thorough documentation. This is especially important when summarizing action items or next steps. Why All This Matters Legal services in Japan are evolving, but the essence of Japanese business culture remains rooted in respect, trust, and long-term thinking. For foreign law firms or individual counsel, succeeding in Japan requires more than subject-matter expertise—it calls for cultural insight and a deep appreciation for the Japanese way of doing business. Those who invest in the relationship, adapt their communication style, and demonstrate an ability to navigate both legal and cultural terrain will be wellpositioned to earn trust—and work— in one of Asia’s most important and discerning markets. If your firm is looking to deepen its presence or better serve clients in Japan, reach out to Nishlis Legal Marketing Japan for bespoke business development support and market insights.
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