Interview with: Roger Gladei, Managing Partner

What do you see as the main points that differentiate Gladei & Partners from your competitors?

From day one (18 years ago) we’ve defined and posted on the web-site our value proposition. It reflects our client-centric approach and we’ve further developed in into the brand SMART model:

Strength – unique blend of in-house (previous experience of the founding partners) and independent (all current firm members) legal experience

Meaning – we turn our knowledge and skills into meaningful solutions for the client

Attitude – we take the client needs as our own, getting into the client’s shoes and looking beyond the horizon

Responsiveness – prompt reaction, proactive approach, anticipating the client needs

Technology – one click/call distance from the client, employing the modern tech tools to create value for the client, getting used to but not used by AI.

 

Which practices do you see growing in the next 12 months? What are the drivers behind that?

Three core drivers are shaping our current agenda: Moldova EU scheduled accelerated accession, with an ambitious reform calendar for the next 2 years; Moldovan judiciary reform, were we walk the talk; and increased interest of the foreign investors, on the background of stable political situation and robust investment climate improvements.

Notably, in 2025-early 2026 we’ve already witnessed a shift from the previous ‘wait-n-see’ to a robust ‘jump on the chance’ approach from the foreign investors, driven by the EU soon accession, new opportunities (green energy auctions, tax regimes, infrastructure projects, etc.) and irreversibility of the judiciary reform (thus, more legal certainty and business protection). More M&A deals, larger Eurobond issuances and increased appetite of foreign financiers for Moldovan projects have translated into a steady workload and increased demand for our firm lawyers.

Another work stream is driven by the good clients’ compliance and risk management requests, in data privacy, product placement, antitrust, FDI authorization, regulatory clearance and compliance, and consumer protection. The long-lasting and constructive relations we’ve built with regulators and supervisory agencies have been translating into open dialog, dispute prevention and resources saving.

Last but not least, the ESG agenda is conquering the agendas and minds of executives and business owners, who turn to seek for legal assistance from our side, as forerunners.

 

What’s the main change you’ve made in the firm that will benefit clients?

 First, we’ve set in motion the integrated (one-stop-shop) client service model, where the client can find all business support services in one go. This was achieved by developing a web of professional best friendships with reliable Moldovan accountants, tax advisors, property valuators, translators, notaries, court bailiffs, insolvency practitioners, judiciary experts, so that the client doesn’t need to shop around and can benefit of our professional network, securing the same high standards. On the other side, whenever a Moldovan client would expand overseas, we can liaise with one of our foreign best friend law firms, both in EU, US, Asia or other continent, offering the benefit of the proven synergies.

Second, with the recent internal promotions, including at the partner level, we’ve upgraded the client service, shortening the response time and securing full-time contact with the senior lawyer in charge.  This has required the next level upgrade, but the client satisfaction fuels our sense of achievement and service.

Third, we’ve deployed our institutional memory and knowledge to help new clients, using the lessons learned from the old clients to help the new ones. It’s really a win-win and bi-directional process, forging our relations with in-house lawyers and bringing new clients.

 

Is technology changing the way you interact with your clients, and the services you can provide them?

Tech is a threat we’ve aimed to turn into opportunity. Digital internal workflow, seamless client communication, data privacy and protection are the areas coming first to my mind when I think of recent developments. Also, we’ve gone online with business support platforms, like www.ghidulafacerii.ebrd.md (EBRD-branded portal) or www.controale.md, well-received and widely-used by the Moldovan SMEs and larger businesses.

With the AI advent, our sustained effort is to keep and enhance the human authenticity and develop an ‘acoustic’ brand. It’s fair to recognize that the AI assistance has dramatically increased in the recent year, hence the challenge of properly riding it.

 

Can you give us a practical example of how you have helped a client to add value to their business?

The above free of charge online platforms are an example. Broader, we’ve come much closer to start-ups and new ventures, helping them to ride the legal waves, scale up and mature. Yes, it may be a hectic work in the first place (pro bono is not exactly friendly to your cash flow) but it pays out eventually.

Another example is putting together and offering to good clients a full-fledge data protection framework, including DPO function. Primarily business-oriented, Moldovan clients are sometime slow to grasp and comply with the new GDPR-driven requirements, facing the risk of new gargantuan legal fines. Here we come to the rescue, banking of the prior experience developed with the EU originating solid clients.

A third example is the post-acquisition legal housekeeping. In most of the recent M&A projects, the buyers retained our services after completion, not only to remedy the due diligence issues, but also to implement their group standards and Moldovan requirements, thus ensuring compliance and competitive advantage.

 

Are clients looking for stability and strategic direction from their law firms – where do you see the firm in three years’ time?

Stability is the by-product of strength, which is No.1 in our SMART model. Honestly, I feel proud when a client goes beyond the legal request and seek for our advice on broader strategic matters. I’m yet to learn the recipe of such approach (my 30 years of experience or the embedded knowledge and skills we’ve developed as a team), but that’s indeed give you the confidence of a bearded soldier who is called to stand by the client interests.

I’ve also been touched year by year to read the nice words of appreciation our clients give us in the Legal 500 rankings. You’ll find all these sayings on our web-site, these are the jewelleries in our professional diadem and the nutrients for our future pursuit.

“I’m not only a banker as you are not only a lawyer” – I often recall this phrase a good client of ours dropped while in my office. Isn’t it an evidence of appreciation but also of the trust I’ve referred above? Or isn’t it the spark igniting the passion of my fellows and keeping it alight when we burn the midnight oil?