What are the most significant cases or transactions that your legal team has recently been involved in?

COFCO International is continuously strengthening its position in Brazil and we have been involved in a vast number of significant matters. I would highlight the STS11 port terminal project. In March of 2022, COFCO International won a 25-year concession for a new agriculture solid bulk terminal, set to be the largest in the Port of Santos. It was a very challenging project, considering that we had only 27 days between the publication of the bidding notice and the auction at B3. Thus, we had less than one month to review the terms of the concession, conduct a risk assessment in parallel to the economic and feasibility analysis, and obtain all needed approvals. We created a specific group to study all aspects of the modelling presented by the government. The group deepened all the evaluations and studies in a short time frame, which allowed the company to prepare for its participation in the auction.

Once fully operational in 2026, the STS11 terminal will expand the company’s own port capacity in Brazil to 17n tons with two exclusive berths and support company plans to increase exports from the country. As part of the lease agreement, COFCO International will invest BRL765m in the modernisation and expansion of the terminal.

How do you suggest in-house lawyers build strong relationships with business partners?

First, understand your business. I know we hear this everywhere, but I mean that in-house counsels should go beyond simply learning about the company´s business. My advice is to develop a deep understanding of the company strategy, industry, trends, threats, and competitors. Take a tour of the facilities and walk the floor, observing processes in action. Schedule 1:1 meeting with the business leaders and subject matter experts and listen to them attentively.

Second, be collaborative and built trust within the organisation. When business partners realise that their corporate lawyers can provide them with creative legal solutions in a timely manner, the legal department will be perceived as a trusted advisor and high value-added contributor. It is important to note that value creation usually requires a balance between business goals and risk management.

Third, remember that empathy can break down walls and built bridges. Understand the perspective of your clients and especially their pain points. That is usually where legal can be of special assistance. Ask questions, know what their goals are, as well as their ideas and needs.

Last, focus on effective communication. Speaking (and writing) in a clear and concise manner, avoiding legalese, and bringing a business standpoint, whenever possible, can change the old view that lawyers are complicate. In addition, do not forget to communicate with your business partners regularly, what is crucial to build a channel with an open dialogue.