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How to earn the trust of Japanese businesses: A playbook from a NY law firm

By Meca Miciano
-    May 23, 2024
Credit : GMI Post

Epstein Becker & Green (EBG), a law firm with offices in New York and other major business centers across the United States, has nurtured a deeply loyal Japanese clientele in the country thanks to its commitment to understanding differences in business culture and delivering the desired results.

Established in 1971, EBG has mastered the strategy to retain its Japanese clients. Here is their three-pronged plan.


Set up a team of experts


Epstein Becker & Green Partner Frances Green (L) and Managing Partner Ron Green (R) (Source: EBG)

Its Japanese Business Services team are specialized attorneys who travel regularly to Japan and have earned extensive experience working with Japanese clients. They are well-versed in the legal and business issues that face Japanese companies in the United States and stay abreast of emerging trends.

Their proficiency in the Japanese language and their deep appreciation of Japanese culture and customs enable them to address the unique challenges and concerns of Japanese businesses in America.


Understanding the population 


Partner Frances Green attributes the firm’s success with its Japanese clients to its dedication to knowing their culture and finding out what they need.

“I was recruited to the firm because it had a four-decade-plus relationship with the Japanese, which was begun by Ron (Green). He was one of the first American attorneys to go to Japan, be among the Japanese population, and understand that the Japanese business community wanted to integrate itself more within the U.S.,” she recalled.


Give the proper training


"Regardless of the investment, in whatever sector, we have nearly 200 lawyers dedicated to managing every aspect of the process when it comes to human capital. While many other firms have done this type of work for the Japanese, no one has done it longer than we have,” said Managing Partner Ron Green.

“We also have partners in our firm who regularly visit Japan and put on lectures on assimilation in the United States. They train rotating staff before they come here to at least lessen risks that they'll face when they build a company and manage a local workforce," he also said.

Apart from combining legal expertise with cultural insight, EBG has maintained long-term ties with Japanese clients by also customizing its services according to their unique needs whenever necessary.

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