Documentary trade sits at the heart of international commerce, where precision, rules, and risk management determine whether transactions succeed or fail. For SMEs, navigating letters of credit, guarantees, and export risk can be the difference between sustainable growth and costly disruption.
Domenico Del Sorbo has spent more than 26 years operating at this intersection. Since founding Studio Del Sorbo in 1999, he has built a practice dedicated to advising, training, and supporting SMEs in documentary trade finance – helping them translate complex ICC rules into workable, compliant processes. His career reflects a progression from hands-on, empirical experience to a highly structured, standards-driven approach shaped by international training, certifications, and deep engagement with ICC frameworks.
Working closely with exporters, banks, and trade professionals in Italy and abroad, Domenico focuses on prevention rather than correction: structuring transactions correctly from the outset, aligning Incoterms® rules with payment terms, and eliminating discrepancies before documents ever reach a bank’s desk.
In this interview, he shares practical insights from real cases, reflects on how standards and digitalisation are reshaping daily trade workflows, and outlines the skills SME-focused practitioners will need as trade finance continues to evolve.
Inside the role: Advising SMEs on documentary trade
Building, sustaining, and scaling an expert practice
Looking back over 26+ years – from launching Studio Del Sorbo in 1999 to today – what key moments or mentors most shaped your approach to trade finance, and how has your role evolved within the industry?
During the first ten years of my professional career, my approach to trade finance was largely empirical and not very structured. I had a basic understanding, but I lacked comprehensive knowledge of the ICC rules. I strongly felt the need to enhance my expertise and to adopt a more scientific, methodical approach.
I therefore began attending training programmes offered by Coastline Solutions/ICC, and later by the ICC Academy, The London Institute of Banking & Finance, and eBSI Export Academy. These experiences enabled me to build solid technical and specialised skills that shaped my perspective on trade finance. They also allowed me to offer high value-added training and advisory services, and to gain strong recognition both in Italy and abroad.
I would mention two people in particular as mentors: Gary Collyer and Kim Sinberg, whose publications and personal support were instrumental in my professional development.
Certified Trade Finance Professional (CTFP)
When a new SME approaches you, what does your first 48-hour diagnostic look like – from risk screening to a concrete action plan?
Typically, an SME reaches out to me for specialised support in training, the management of letters of credit, or the enforcement of bank guarantees. In the initial stage, I assess the company’s level of knowledge and its working methodology.
My work becomes much more effective when the organisation demonstrates a solid foundational understanding and a structured, accurate operational approach.
Which payment risks recur most for SMEs, and how do you tailor solutions without over-engineering the process?
The most common payment risks for SMEs typically involve non-payment or delayed payment. This is often caused by a poor assessment of the buyer’s reliability, or by unbalanced payment terms.
Another recurring issue is the limited understanding of risk-mitigation tools such as letters of credit, standby LCs, bank guarantees, or credit insurance. As a result, many small and medium-sized enterprises export relying solely on trust-based relationships.
My approach is to simplify without oversimplifying. I always start by analysing the company’s actual risk exposure and operational context, then design solutions that are proportionate to its size and management capacity.
The goal is to develop practical, sustainable, and easily understood tools that enhance payment security – without over-engineering the process or creating unnecessary complexity.
Modernising trade finance: Standards, systems, and skills
How should leaders evolve capabilities as rules and tech change?
How have updates like eUCP and eURDG and wider adoption changed your approach to document examination and dispute prevention?
The introduction of electronic document presentation has not significantly changed the way I work, for two main reasons.
First, electronic presentations still account for only a small fraction compared with paper-based ones. Second, regardless of the mode of presentation, my role remains the same: to prepare fully compliant documents, whether electronic or paper.
Ultimately, the format may change, but the approach does not – accuracy, consistency, and a strong knowledge of ICC rules remain the key to preventing discrepancies and disputes.
You run professional trainings. What is your best advice for non-specialists in finance/sales becoming competent LC/guarantee users?
There are three key pieces of advice I would offer.
First, to develop true expertise in trade finance, you need to undertake a comprehensive learning journey lasting at least three to five years, combining study, practice, and continuous professional development.
Second, it is essential to understand the rationale behind the ICC rules – their spirit and underlying logic – rather than simply knowing their wording.
Third, precision and a “surgical” approach are critical for success in trade finance. Every detail can make the difference between a compliant presentation and a discrepancy.
Where do you see the biggest skill gaps today and what kind of training closes them fastest?
In my view, the biggest skill gaps today are found in the corporate sector. Many companies regularly use trade finance instruments, but without a proper understanding of the ICC rules that govern them. To help close this gap, I recommend online training programmes offered by leading, internationally recognised providers.
Certified Trade Finance Professional (CTFP)
Standards and credentials in practice
How do certifications change decision-making?
You have an impressive stack of certifications. How have your credentials changed the way you structure transactions?
My certifications have significantly reshaped the way I structure transactions. Before obtaining formal qualifications, my approach was mainly empirical. Today, I apply a more analytical, rules-based methodology that combines ICC standards, risk assessment, and operational efficiency.
These credentials have helped me move from a “case-by-case” perspective to a structured, preventive approach – one that anticipates potential discrepancies, optimises documentation flow, and supports full compliance from the very beginning of a deal.
Which framework from these programmes do you use most with SMEs?
With SMEs, I most frequently apply ICC frameworks because they provide clear, universal reference points for documentary compliance and risk mitigation.
However, I adapt these to the SME environment by simplifying the language, focusing on practical risk awareness, and integrating checklists and templates that make complex standards accessible to non-specialists. This balance between rigour and usability is what helps SMEs operate more confidently in international trade.
How has the Certified UCP 600 Specialist (CUCP-S) qualification improved the quality of your work with SME clients – in terms of clearer guidance, fewer discrepancies, or faster, cleaner presentations?
The CUCP qualification has significantly enhanced the quality and precision of my consultancy work. It enables me to provide SMEs with clearer and faster guidance when structuring letters of credit, helping to reduce discrepancies and shorten turnaround times.
Because the programme focuses heavily on real-case scenarios, I have become more effective at identifying potential issues before documents are issued – leading to cleaner presentations and smoother negotiations with banks.
In short, CUCP has strengthened my ability to translate complex UCP 600 principles into practical, zero-error processes tailored to SMEs.
Certified UCP 600 Specialist (CUCP)
The road ahead
Where are opportunities for the next generation?
Looking 3-5 years out, where do you see the biggest opportunities for SME-focused trade practitioners, and what skills should they practice now to be ready?
In the next three to five years, the biggest opportunities are likely to come from digital trade transformation – particularly the adoption of electronic documents (eUCP, eURC) and data-driven compliance. Trade practitioners who understand both the technical and regulatory sides of digitalisation are likely to be in high demand.
SME-focused professionals should start building skills in document digitalisation, fintech integration, and sustainable trade finance, while maintaining a strong grounding in traditional trade instruments. The strongest profile will combine technical literacy, regulatory awareness, and the ability to educate and support clients.
What regulatory or market shifts will most change daily workflows and how should SMEs and banks prepare?
The most impactful shifts are likely to be driven by digital trade legislation, such as the UNCITRAL Model Law on Electronic Transferable Records (MLETR), and the gradual acceptance of electronic bills of exchange and bills of lading. These developments will change document management and compliance verification processes in a fundamental way.
SMEs and banks should prepare by adopting hybrid workflows that can handle both paper-based and electronic documents, and by training staff to interpret and validate e-documents correctly.
Early adopters are likely to gain advantages in efficiency, cost reduction, and transaction transparency.
