If legal expertise is the foundation, and business acumen brings relevance, then relationships are what turn both into impact. In Part 3 of our series: 9 Lessons GCs Wish They’d Known Earlier, we explore the critical role relationships play in shaping legal influence.
3. Relationships are the real currency
Legal expertise and business understanding are essential. But on their own, they are not enough.
Because in practice, legal influence doesn’t come from the advice itself – it comes from whether that advice is heard, trusted, and acted upon.
And that is driven by relationships.
Across organisations, the most effective GCs are not those who sit at a distance, waiting to be asked. They are visible, accessible, and embedded – building trust long before a legal issue arises.
“Relationships, visibility, approachability and accessibility are key.”
— Courtenay Willis, Chief Counsel ANZ, Nando’s (Australia)
When those relationships are in place, legal is brought into conversations earlier – at the point where decisions are still being shaped, rather than after they have already been made.
That early involvement is where the greatest value lies.
It allows legal to guide direction, not just assess risk.
“Strong relationships help extend the reach of the legal function, enabling others to act as your eyes and ears across the business.”
— Zaheed Hussein, Group General Counsel & Company Secretary, Institution of Engineering and Technology (UK)
Strong relationships also create scale.
A GC cannot be everywhere at once. But when trust is built across the organisation, others begin to recognise risk, seek input, and act with greater awareness—effectively extending the influence of the legal function.
At its core, this is not just about professional relationships, but human ones.
Understanding people – their pressures, priorities, and constraints – builds credibility in a way that technical expertise alone cannot.
“You don’t have to have all the answers – what matters most is being present, being trusted, and being real.”
— Do Do Chan, Associate Legal Director, Emperor Group (Hong Kong)
This is where the role of the GC continues to evolve.
From expert, to advisor, to partner – and ultimately, to someone the business trusts to navigate complexity alongside them.
Key Takeaway:
Trust is what brings legal into the conversation early – when it matters most.
This is Part 3 of our 9-part series: Lessons GCs Wish They’d Known Earlier
← Previous: The Power Of Business Acumen
→ Next: Communication Creates Influence
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