Interview with: Roger Gladei, Managing Partner, Gladei & Partners

What do you see as the main points that differentiate Gladei & Partners

1) What do you see as the main points that differentiate Gladei & Partners from your competitors?

From day one (back 15 years ago) we’ve defined and posted on the web-site our value proposition. It reflects our client-centric strategy and in 2023 we’ve developed in into the new SMART model:

Strength – built on the deep expertise and long experience

Meaning – we turn our knowledge and skills into meaningful result for the client

Attitude – we take client’s needs as our own, getting into client’s shoes

Responsiveness – prompt and full reactions, but also proactive approach, anticipating the client’s needs

Technology – one click/call distance from the client, employing the modern tech tools to create value for the client.

 

2) Which practices do you see growing in the next 12 months? What are the drivers behind that?

Our agenda is driven by the client’s agenda. So, 3 core drivers are shaping our current agenda: Moldova EU planned accession, with an ambitious pre-accession calendar for the next 3 years; Moldovan judiciary reform, were we walk the talk; and increased interest of the foreign investors, on the background of robust investment climate improvements.

2024 started on a high note, the European Council having opened the EU accession negotiations with Moldova, which turned into unparallel wave of new legal reforms but also business projects.

Transposition of the EU laws, from GDPR-related to industry-specific requirements, has generated high demand for the associated legal advice and assistance, which translates into mandates for our firm, as early adopter.

Legal risk management has also generated high demand for legal services, both from SMEs and large MNEs, with growing demand for assistance in the areas like antitrust, FDI authorization, regulatory clearance, data privacy and impact assessment.

Last but not least, the ESG agenda is conquering the time and minds of the business managers and owners, who turn to seek for legal assistance from our side, as early adopters.

 

3) What’s the main change you’ve made in the firm that will benefit clients?

First, we’ve implemented the integrated (one stop shop) client service model, where the client can find all business support services in one go. We’ve established professional best friendships with reliable selected Moldovan accountants, tax advisors, property valuators, translators, notaries, court bailiffs, insolvency practitioners, so that the client doesn’t need to shop around and can benefit of our track record. We’ve also developed our best friendships with foreign, primarily EU and US, law firms, to serve the client on the regional and global markets.

Second, we’ve consolidated and deployed our internal intellectual capital, accumulated over the years, to deliver tested solutions to the client.

Third, we’ve gone proactive. Good foreign and international clients have strong internal systems and business processes, but the practice has shown that local legal risk management is the Achilles’ heel. And the price for non-compliance is too high.

 

4) Is technology changing the way you interact with your clients, and the services you can provide them?

Tech is a threat we’ve turned into an opportunity. Digital internal workflow, seamless client communication, data privacy and protection are the areas coming first to my mind when I think of recent developments. Also, we’ve gone online with business support platforms, like www.ghidulafacerii.ebrd.md (EBRD-branded portal) or www.controale.md (with the USAID support), well-received and widely-used by the Moldovan SMEs and larger businesses.

With the AI advent, our aim is to keep and enhance our authenticity and further develop an ‘acoustic’ brand.

 

5) Can you give us a practical example of how you have helped a client to add value to their business?

The above free of charge online platforms are an example. Another one is orchestrating a cross-jurisdiction team of professionals for the purpose of setting the first of its kind Moldovan investment vehicle, to bring alternative funding to Moldovan businesses. What we’ve learnt in this project is that there is no big and small when it comes to serving people.

A third example is the post-acquisition legal housekeeping. In most of the recent M&A projects (our firm has won 3 out of 4 Moldovan M&A CEELM Deal of the Year awards, including the 2023 one), the buyers retained our services after completion, not only to remedy the due diligence issues, but also to implement their group standards and Moldovan requirements, thus ensuring compliance and competitive advantage.

 

6) Are clients looking for stability and strategic direction from their law firms – where do you see the firm in three years’ time?

Stability is the by-product of strength, which is No.1 in our SMART model. Honestly, I’ve been touched to see that all the clients we invited to the 15^th year ceremony made time to come and share nice words. I feel the same professional happiness when getting to read in each new Legal 500 ranking what our clients or peers say about us. You’ll find all these sayings on our web-site, we collect them all as the primary nutrients for our future pursuit.

“I’m not only a banker as you are not only a lawyer” – I often recall this phrase a good client of ours dropped while in my office. Isn’t it an evidence of what the client expects from us, bearded soldiers in the field? Or isn’t it a spark to ignite the passion of my firm fellows, when we sit planning for the future.

Moldova has a long way ahead and so we do.