Summer Signals: Six questions with Fairway’s team on the trends shaping client conversations

Welcome to Summer Signals, our new Q&A series exploring the trends and client conversations shaping the months ahead.
Across the series, we’ll be asking people from across Fairway the same six questions to uncover what they’re seeing in the market, where clients are facing challenges, and what advisers should be thinking about.
First up, we have Sara de Sa Leao, Head of Fairway Madeira, as she discusses the growing interest in well-governed, substance-led structures within the EU, and why clear purpose, coordinated advice and strong governance matter more than ever.

What’s one thing you’re seeing more of from clients or advisers at the moment?

We are seeing a significant increase in enquiries from internationally mobile individuals, entrepreneurs and advisers looking for well-governed, substance-based structures within the EU, particularly those considering relocation to Portugal or establishing operations through Madeira’s International Business Centre (MIBC).

What’s driving that trend?

A combination of factors is driving this demand, including increased global tax transparency, regulatory scrutiny and changing tax regimes across multiple jurisdictions. Clients are increasingly seeking solutions that offer stability, access to the European market and long-term sustainability, while ensuring compliance with evolving international standards.

What challenges does it create for clients?

The main challenge is navigating an increasingly complex regulatory environment. Clients often need to consider immigration, tax residence, corporate structuring, substance requirements, governance and ongoing compliance at the same time. Many underestimate the importance of early planning and coordinated advice across multiple jurisdictions.

How should clients or advisers be thinking about it?

Clients should take a long-term and holistic approach rather than focusing solely on immediate tax outcomes. The most effective structures are those that align with commercial objectives, personal circumstances and succession planning goals, while being supported by genuine economic substance and robust governance.

What’s one mistake or misconception you often see in this area?

One common misconception is that structures which worked historically can simply be replicated today. The regulatory landscape has changed significantly, and successful international structures now require real decision-making, operational activity and demonstrable substance rather than relying solely on legal form.

How can Fairway help?

Fairway helps clients and their advisers navigate these complexities by providing integrated corporate, fiduciary, accounting, governance and relocation support. With local expertise in Madeira and an international perspective, we help clients establish practical, compliant structures that support their long-term personal and business objectives.