Merger-mania: the truth behind the trends
As law firms face increased competition, pressure to lower fees and wider economic uncertainty, Andrea Delay, Head of Professional Services at Barclays, explores the potential behind the growing trend for consolidation and mergers.
The re-emergence of the legal community’s ‘mega-merger’ – in the form of the three-way tie-up between CMS, Nabarro and Olswang – has served to refocus attention on consolidation in a competitive sector facing downward pressure on fee income.
But in reality, despite these occasional unions, the legal landscape has not changed too dramatically in the past decade or so – notwithstanding the arrival in England and Wales of the ABS newcomers, the Alternative Business Structures that came in under the Legal Services Act of 2007.
However, anecdotal evidence suggests many firms across the sector are currently involved in merger discussions.
The market drivers
As Brexit and the political and economic changes in the US and Europe unfold over the coming months and years, ‘uncertainty’ remains the watchword. This has made it very difficult for a number of law firms to forecast and budget. But for the fleet of foot, opportunity knocks.
Many larger firms are either looking to expand their existing international reach or are considering building out an overseas presence and will turn a merger to their advantage. This, I believe, stems from the need to better service clients, where the trend, demonstrated by Barclays’ own procurement of legal services, is to achieve greater efficiency and focus on improving relationships.
In this context, a merger can help maintain a firm’s position. Not only does it remove one competitor, it can also provide economies of scale. Perhaps most importantly though, it facilitates the filling of any geographic or service gaps.
A warning
The obvious caveat in all this is that mergers are complex, time-consuming and expensive undertakings, not all of which are successful. Many opportunities in the current landscape which would be considered low-hanging fruit have already been taken, leaving some of the more challenging options.
If they do go the course, there will likely be a duplication of property (a long lease held by one firm may even sink a deal) and personnel. There will also be systems and processes to integrate, along with client management.
So, while an immediate post-merger increase in fee income is to be expected, it is unlikely that there will be a commensurate rise in profit. In the UK legal sector, PwC has shown in its Law Firms Survey 2016 that fee income per chargeable hour has seen an average decrease of 4.0% reported by the top 51-100 firms1.
UK profit margins were down by up to 1.4% across the top 100. Deteriorating net profit margins have, according to PwC, “been driven by higher staff costs, either as a result of increased headcount or increases to base salaries”. This is against a backdrop of lower than average utilisation, increasing margin pressure and an aggressive ‘more-for-less’ mentality on the part of the client – none of which are going away any time soon.
New money
It may not just be coincidence, then, that as the price of re-energising a firm post-merger becomes clearer, some £500m of external investment – mostly private equity – has been injected into the legal sector. In 2015, LegalWeekreported that commercial law firm Gateley became the first UK practice to go public, raising more than £30m as it listed on London Stock Exchange’s AIM2. That being said, although there is increasing appetite for PE firms to invest in the legal sector, I believe IPOs will remain few and far between as the need is rare for such large sums to be raised, even when investing to grow and compete.
Partnering for success
The bank’s role in the legal sector is built on relationships, mutual trust and understanding. Service provision ranges from everyday transaction banking and funding of partner capital, working capital lines and fixed asset spends, to a business advisory and funding capacity in the merger process. As law firm mergers are cashless, the funding typically covers the realisation of synergies between the two firms.
The UK banking market is competitive for partner capital and working capital funding. Incoming PE money is all about putting in equity whereas banking is a debt play. However, PE investment will change the structure of the law firm and, as banks, we will need to adapt and review, on a case-by-case basis, our debt offering. To do so we will work to understand the strategy and drivers of the investor and how the firm will take this forward.
Responding to change
I believe that cost pressures are set to continue as clients seek greater savings, and the general economy remains fragile. There will be further commoditisation of certain services such as conveyancing and will-writing too as technology comes to the fore.
Further market consolidation is the likely response. As this gathers pace, the gap between the progressive and the resolutely traditional will widen and success may hinge on the wise selection of bedfellows.

The views expressed in this article are the views of the author alone and do not necessarily reflect the views of the Barclays Bank PLC Group nor should they be taken as statements of policy or intent of the Barclays Bank PLC Group. The Barclays Bank PLC Group takes no responsibility for the veracity of information contained in the third party guides or articles and no warranties or undertakings of any kind, whether express or implied, regarding the accuracy or completeness of the information given. The Barclays Bank PLC Group takes no liability for the impact of any decisions made based on information contained and views expressed. Barclays is a trading name of Barclays Bank PLC and its subsidiaries. Barclays Bank PLC is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority (Financial Services Register No 122702). Registered in England. Registered number is 1026167 with registered office at 1 Churchill Place, London E14 5HP. December 2016.
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