Beyond Expertise: The Skills That Transform Lawyers, Bankers, and Consultants Into Industry Leaders

Beyond Expertise: The Skills That Transform Lawyers, Bankers, and Consultants Into Industry Leaders

This is part 1 of the 2-part series of exploring "Signature skills" that elevate lawyers, wealth managers, doctors and consultants - any profession where establishing authority, credibility and unique branding takes you to another level in your career


What’s the one skill that your legal or financial education never taught you, but could be the key to standing out in today’s global market?

As someone who transitioned from private banking into coaching, I’ve seen firsthand that success in law, banking, and consulting hinges on more than technical expertise. It wasn’t the solutions I presented that left a lasting impression on clients—it was the personal connection, the small moments of trust built over a shared glass of wine, or an insightful conversation about their passions.

These moments stem from what I call “Signature skills”—the often-overlooked abilities that elevate you from a service provider to a trusted advisor. They’re vital in international contexts, where relationships, trust, and cultural understanding matter as much as your legal or financial expertise.

Why Peripheral Skills Matter More Than Ever

It’s no secret that delivering on your core responsibilities is just the start. Today’s clients—especially those involved in cross-border transactions—expect more than competence. They expect creativity, foresight, and a partner who can navigate complex relationships and cultural nuances.

Personal Story: Let's time travel back to the 2008 ??

When I first started in private banking, I was still an awkward, somewhat arrogant but mostly clueless kid-adult in her 20s. I first figured that success was just about knowing the numbers, so naturally I poured myself over obtaining as many certifications, learning courses and diplomas as much as possible to close this gap. Unfortunately, there was just no way I could compete with seasoned private wealth managers who spent years building their trust among clients, seen market cycles decades before I had and just seemed to command trust based on their age & physical appearance. In addition, they just seemed so much more polished and put together in everything than I did ??

This complex got me contemplating on where I could have an edge over my peers. Banking; much like being a Lawyer or a Doctor is about building relationships based on trust. I had to figure out a way where my existing and potential clients could see what I could offer outside of what every other private banker could offer - Their trusted advisor.

For international lawyers and consultants, the same applies. Your clients don’t just need legal advice—they need someone who can help them understand the landscape across borders. The ability to anticipate client needs, navigate cultural subtleties, and offer personalized experiences makes you indispensable in today’s market.


So how did my "Signature Skills" work for my own banking career?

Looking back, I realize the most important tools in my career weren’t things I learned in a classroom. Here are a few examples that became critical in building strong client relationships:

  • Cultural Fluency: When working with international clients, I had to quickly adapt to diverse cultural expectations. It wasn’t enough to be an expert in finance—I had to understand the social and cultural cues that guided our interactions.

???? Example : Private Bankers often have their own "Client Portfolio", which are their funds they are responsible for. When venturing out to establish a solid foundation for my "portfolio", it was quite competitive, as I wasn't the only bank nor banker seeking funds to manage. I thought about client profiles that my competition wouldn't dream of approaching: There was a group of Korean clients, all of them affluent immigrant entrepreneurs, who were often overlooked due to their infrequent visits to the bank in person (they were working during banking hours). They also managed high cash deposits and since no one had bothered to talk to them (assuming there would be a language barrier), this proved to be my blue ocean. When I had calculated the total of their participation in my client portfolio, this amounted to over $25 Million in deposits and investment vehicles purchased.


  • Storytelling: It’s not just about what you’re offering; it’s about how you present it. Clients respond to narratives that connect with their personal or business goals, not just raw data.

???? Example : (preface) I am what most people call in Mexico a "Chismosa" ??. I AM the person who will eavesdrop to my neighbors quarrel and take pictures of car accidents in case someone may need it as evidence. Now, the upside to this tendency is that I am attuned and observant. After observing my clients in meetings and shared meals, I was able to put together a personalized sales pitch of recommended products that would appeal to them the most. Instead of making small talk around the weather, I would often ask them their thoughts on current events and grow curious about what they would be concerned about. This level of attention is what most clients are dying for - but often do not receive as most of us have forgotten to stay present and pay close attention.


  • Wine Expertise: This may sound niche, but knowing wine allowed me to connect on a deeper level with clients who valued high-end experiences. Instead of sitting awkwardly at lunches & dinners, I shared things I had learned about wines to not only establish rapport, but also to instill a sense of authority as I was decades younger than my clients. Wine tastings became an unexpected but powerful way to build rapport and strengthen relationships.

???? Example: Hosting mini wine-tasting experiences during client dinners became one of my signature moves. But what truly set me apart wasn’t just the tasting itself—it was the personal touch. I’d make a mental note of the wines clients raved about and later surprise them with that exact bottle, along with a carefully chosen companion bottle they might love. This small, thoughtful gesture quickly became a hallmark that even my senior colleagues couldn’t replicate. What made it memorable wasn’t just the wine; it was the emotional connection. Clients would share these bottles at home or during their own business meetings, and inevitably, I became the topic of conversation. Suddenly, I was at the center of their social circles. This simple act of generosity wasn’t just about leaving an impression—it subtly built a sense of obligation and reciprocity. Before I knew it, potential clients felt compelled to entrust me with their business, as if the personal bond we’d created left them with no other choice.

These skills were crucial for building lasting client relationships and setting myself apart from others. They helped me create experiences that clients remembered long after our formal business was concluded.

Why You Need These Skills Now

If you attended the IBA Conference in Mexico City recently, you’ve likely heard about the major shifts in the global legal market. But what’s often missing from these conversations is the importance of relationship building. Your technical knowledge gets you in the door, but your peripheral skills are what will keep clients coming back.

In international law or consulting, your personal brand is just as important as your legal or financial acumen. Trust, adaptability, and the ability to offer a bespoke client experience will make the difference between a one-time transaction and a long-term relationship.

In Part 2, we’ll explore specific "Signature skills" you can develop to elevate your career and personal brand. Whether you’re a lawyer, consultant, or banker, these are the tools that will make you stand out in any market.

Closing Reflection:

How can you make sure your clients see you as more than just another professional? What peripheral skills do you already possess, and how can you sharpen them to create lasting connections?

Stay tuned for Part 2, where we’ll break down practical strategies to make this happen!

Yours Truly,

Coco

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