In 2016, I lead a team that executed a multi-channel campaign for HSBC in an effort to highlight their support of women in finance. The campaign included video content, social media activations, and a sit-down interview I conducted with Cate Luzio, global head of multinational corporate banking for HSBC. The article was distributed within the weekend edition of USA Today and further promoted across the bank’s social channels.

Cate Luzio is no stranger to obstacles. Tasked with building businesses in China from the ground up, one of Luzio's first jobs introduced her to a completely unfamiliar culture. She has since worked in dozens of countries, creating and nurturing relationships for some of the most recognizable brands in the world, including JPMorgan Chase and Bank of America. Now at HSBC in a global role, she hopes to provide young bankers with the guidance they need to set their careers in motion. I sat down with Cate in the heart of Manhattan to hear her advice for thriving in and out of the office.

1. Walk it off

“My dad has had a huge part to play in my success. As an athlete, growing up he would say ‘if you fall, walk it off.’ I remember that every day. If you fail, brush yourself off and do it again. Women think that if you make a mistake, you won’t live it down. Forget it and walk it off. No one is batting a thousand.”

2. Grab the wheel

“After the first six months on a job, it’s my rule to sit down with my manager and say, ‘I’m a driven person and these are my career aspirations. I need to know what you see in me and what your plan for me is.’ A lot of people are afraid to have an open dialogue with their managers, but you have to. They are a critical part of your network and your success. When you’re up for a promotion or a new role, this is the group that can vouch for you. If you don’t have that open dialogue, you don’t control your own career.”

3. Laugh loud and often

“You have to have a sense of humor. Last week we had a management committee dinner, and I invited the men at the table to a women’s event we were having. One of them jokingly asked when we were going to create a men’s club. I responded, ‘This is it, you’re in it already — it’s called a bank.’ They laughed, but they also showed up to the event. Humor helps balance those serious, uncomfortable conversations.”

4. Know your number

“At a point in my career, I went into my manager’s office ready to ask for a raise. I had this whole story about why I deserved a raise, and my boss cut me off within a minute and asked, ‘What’s your number?’ I was so ready for him to say no that I hadn’t even considered it. Sometimes as women we tend to think we have to justify ourselves. Instead, lead with, ‘Here’s what I think I deserve to be paid.’ But be prepared with why you deserve it.”

5. Work harder

“One of them jokingly asked when we were going to create a men’s club. I responded, ‘This is it, you’re in it already — it’s called a bank.’”

“My operating model is work hard and then work harder. You have to be prepared to work harder when you take risks. I can set a goal, but I know that I have to work harder to get past that goal. You may have to put in extra work and time to take on those challenges.”

6. Network, network, network

“Building a network is critical, but you have to work at it. Take the time to get to know people and their culture, and give them an opportunity to talk about themselves. Networking is not about you, it’s about the other person. I manage teams in more than 44 countries, but I take time to get to know my teams because it keeps an open dialogue and benefits the business. If people don’t know you, they're much less likely to go above and beyond. For me, 2016 marks the year that I have visited 100 countries, and still the most exhilarating part of my travels is the people I meet while on the road.”

7. Use LinkedIn wisely

“Provide context when you use LinkedIn. For example, a sophomore at my alma mater recently sent me a LinkedIn request asking me to get involved with a mentoring program for women in finance. Of course I accepted her request and agreed to help because she was open, showed initiative and wants to lead others. That’s a great way to use LinkedIn. She provided context as to why she was trying to connect and now she’s building her network at the age of 20.”

8. Take it personally

“You have to have a good time to keep from burning out. Be open. Show your personal side. Let people get to know the real you. Don’t be afraid to talk about lighter things like what to wear to work. I really like to play with fashion, it helps me have fun inside and outside of work, but also to feel confident when presenting and meeting with clients. When people see your softer side they are able to connect at a different level.”

9. Be patient

“We've all heard that patience is a virtue, but I really am a true believer that no matter what industry, we have long careers ahead of us. It’s tough, but be patient. Listen. Learn. Learn a lot. In time, that hard work and all those efforts pays off. I promise.”

10. Call your mom

“Whenever I make a decision in my career, or anything for that matter, I talk to my mom. She has no idea what I really do, but she’s pragmatic, experienced and she’s raised three successful children. She is a really good person to bounce ideas off of and always keeps me grounded. She’s also my best friend and mentor.” ■