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introductions
When are introductions
actually useful?

Introductions are useful where they solve a defined problem. They are less useful where they are made speculatively, without a clear objective, or to create the impression of momentum. In a law firm setting, the real value of an introduction is usually that it shortens the path to a competent and credible person who can help move a matter forward.

What kinds of introductions tend to help most?
The most useful introductions are usually those to:
  • 01 Local counsel in a target jurisdiction;
  • 02 Licensing or regulatory specialists;
  • 03 Banking, payments, custody or on/off-ramp providers;
  • 04 Compliance, investigations or AML professionals; and
  • 05 Accountants, auditors or tax advisers who understand the relevant business model.
How should those introductions be used?
The best use of an introduction is usually deliberate and narrow. Before making it, the client should ordinarily be clear on:
  • What question needs answering;
  • What decision depends on that answer;
  • Whether the introduction is exploratory or intended to lead to a mandate; and
  • What information can sensibly be shared at that stage.
What often goes wrong?
The most common failure is that the company hires for reassurance rather than fit. That is how businesses end up with polished candidates who interview well, sound senior, and are not actually suited to the role that needed filling.
Disputes
Licensing support in the UAE
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