本文根据战略研究的理论研究成果，结合笔者执业实践，从银联律所面对的
内外环境分析入手，总结出银联律所的机遇与挑战，优势和劣势。然后对银联律
所可能采取的竞争战略逐一分析，认为现阶段银联律所只能采用“适当专业化”
集中型战略发展路径。在选择专业化方向和细分市场上，笔者运用目标市场定位
的 GE 矩阵分析法，确定银联律所应自我定位于“中小企业非诉法律服务专家”，
专注于为长株潭地区的中小型企业提供日常深度类、投融资、兼并收购类的法律
服务。最后，以战略绩效管理工具的平衡计分卡思想作为银联律所“适度专业化”
战略执行的框架，从财务、客户、内部流程、学习与成长四个向度出发构建了 12
个战略目标和 7 个具体行动方案，并提出组织和分配制度的改革应作为战略实施
的组织保障。
本文系统辨证地分析了银联律所市场竞争现状，制定了恰当的战略措施，希
望能对正处于转型和探索期的银联律所提供战略方面帮助和指导，促进银联律所
发展壮大；也希望对发展水平和行业环境相似的中西部其他律师事务所提供参考
和借鉴。
关键词：律师业；适度专业化；集中型战略；长株潭地区中小型企业非诉法律服
务专家；律所的组织和分配制度改革
Abstract
As the social and economic progress and people’s increasing awareness of the
law, the lawyer in China has been made great progress. However, the competitive
environment of the lawyer becomes worse and worse. The Hunan Yinlian Law Firm
(short for “the HYLF”) had ever made brilliant achievement. Now, it had lost its
influence on the lawyer gradually under the new competitive environment.
This paper analyzes the macro-environment and the inside of the HYLF based on
the strategic theory and combined with the author’s practice. The paper forwards the
HYLF’s strategic choice, i.e. “the limit professionalizing”. Finally, this paper
proposes the projects using the Balanced Scorecard ideas. The paper establishes 12
strategic objectives and 6 specific actions from the financial, customer, internal
processes, learning and growth areas, and suggests the reform program about the
organizational structure and distribution mechanism.
This paper systematically and dialectically analyzes the HYLF market situation,
and develops appropriate strategic measures. On the one hand, the author hopes his
research may provide the guidelines and feedbacks for the YLLF’s reform. On the
other hand, the author is also likely to play a role in those law firms’ reform who
locate in the undeveloped central or western regions.
Key words: the Lawyer; the Limited Specialization; the Non-litigation Legal
Services Expert for the Small and Medium-sized Enterprises
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