Pa. Firms Can’t Take ‘Field of Dreams’ Approach to Growth

April 15, 2014 – In The News
The Legal Intelligencer

Mark Silow was quoted in The Legal Intelligencer article, "Pa. Firms Can’t Take ‘Field of Dreams’ Approach to Growth." Full text can be found in the April 15, 2014, issue, but a synopsis is noted below.

While many Pennsylvania law firms have focused their growth initiatives outside of the state, attempting to capture market share by opening offices in new cities, recruiters caution that firms will need to tailor their approach if they wish to be successful.

Some firms operate under the theory that for the most part new office expansion should follow a firm’s clients and its business. Fox Rothschild has almost always taken the opposite approach however.

"I can't tell you that we ever entered a market because of a particular client or a particular industry," Fox Firmwide Managing Partner Mark Silow said. "We've entered the market because we met new people."

Silow said some markets aren’t a fit for Fox, as they don’t support a certain billing structure or may not have a large enough talent pool.

According to Silow, the most important thing is showing potential laterals that the firm is there to stay.

"There is some skepticism when you come into a new market and you don't have a specific client or industry you are going out to service, but the biggest hurdle is appreciating our level of commitment," he said.