At the ELF General Meeting in Vienna on 30 January 2026, members attended an engaging presentation on GrowDACH+ – A Partnership Model for Cross-Border Growth by external speaker Tsvetoslava Kapatsinova. Drawing on her experience supporting Central and Eastern European (CEE) companies expanding into the DACH region, she shared practical insights on how European law firms can create joint client value through strategic partnerships.

Tsevetoslava Kapatsinova emphasized that companies rarely fail because of their product or ambition, but often due to lack of preparation for new markets. She highlighted common challenges in cross-border expansion, including regulatory compliance, employment law, contracts, governance, tax, and local market adaptation, stressing the importance of having partners who understand both the local specifics and the broader expansion strategy.

Through examples of CEE scaleups and SMEs entering Austria and other EU markets, she illustrated how careful market testing, phased incorporation, and scaling with interim country managers can reduce risk, minimize costs, and accelerate growth. The presentation also demonstrated how law firms can support these journeys by providing coordinated legal guidance, contributing to big-picture strategy, and enabling smoother entry into multiple markets.

The session provided actionable lessons on avoiding common mistakes such as incorporating too early or too late and lacking a clear expansion plan. It offered ELF members valuable insights into how strategic partnerships and coordinated support can help clients succeed in cross-border growth.

A special thank you to Tsvetoslava Kapatsinova for sharing her expertise and practical experience with ELF members, providing inspiration and guidance for future cross-border initiatives.