Leading German Law Firm Expands International Reach and Streamlines Proposal Process with Globality’s AI Platform
Interview with Dr. Thomas Kuhnle, Partner
Feb 25, 2019
- Can you share an overview of Luther Rechtsanwaltsgesellschaft mbH?
Luther is a full-service law firm and one of the top ten largest in Germany with a team of 380 lawyers. We have a broad international reach with offices in London, Belgium, Luxemburg, China, Singapore, and Myanmar. Our clients are mainly enterprises and organizations with revenues ranging from 50 million to 10 billion Euros. We also provide advice to governmental agencies, including public authorities and regional entities. For clients in countries where we don’t have an office, we work closely with a network of partner law firms to meet the clients’ needs. We also provide corporate services in countries where foreign lawyers are not allowed to provide legal advice, such as India, Malaysia, and Indonesia.
- As a partner at Luther, what does your role entail?
I provide corporate transaction advice on both national and international levels that ranges from the legal structure of a transaction and the due diligence review to contract negotiations and post-acquisition integration. I also advise clients on recapitalizations and crisis transactions. My clients include strategic investors from various fields, private equity institutions, family-owned businesses, and financial institutions. I also assist with privatizations and advise managing directors and management as well as supervisory and advisory board members on complicated projects and on all matters pertaining to corporate law.
- How does Luther currently reach and connect to international clients?
Most of our clients are based in Germany and have subsidiaries abroad with production facilities and offices or they export from Germany into these countries. In terms of inbound projects, we support international companies that want to enter or acquire in the Germany market. We commonly encounter RFPs for new projects, and the process can vary depending on how well the client is organized. If the company doesn’t have a well-organized RFP process, we have to draw it up on our own by requesting more details and coming up with a process. Traditionally with the RFP process, it is more difficult for us to connect with the client to define all the details in the project because there is no unique structure or platform to be used.
- How has your experience with Globality been?
Overall, we have had an excellent experience with Globality. The most compelling advantage working with Globality is that it provided a unique way for us to reach and win new clients. Globality’s AI platform helped us streamline the proposal process, understand the project needs, and create a service proposal tailored for the client.
We were able to create a company profile and put in our capabilities and experience on Globality’s platform. Everything in the platform worked well and was easily accessible. We got matched to a client who needed legal services in the EU. First, we provided a legal framework for the client to better understand what services they need. Then, using Globality’s platform, we were able to easily draw up a service proposal that met the client’s needs, and we were awarded the project.
“The most compelling advantage working with Globality is that it provided a unique way for us to reach and win new clients. Globality’s AI platform helped us streamline the proposal process, understand the project needs, and create a service proposal tailored for the client.”
- Dr. Thomas Kuhnle, Partner, Luther Law Firm