Home > Uncategorized > Asset financing. Too flash?

Asset financing. Too flash?

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At a recent get together of a (very decent) lender’s “business development managers” and brokers, I was again struck about one of the biggest issues the invoice and asset finance sector faces.

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To put it bluntly and at the risk of offending some, too many particpants come across as the everyones worst estate agent nightmare. There is also the dismal laddish posturing with the attendant body language. Not that this applies to everyone of course, but its prevalent

I believe this matters. The lenders are sometimes still living in the world of hard selling facilities to borrowers. Admittedly this is less noticable than in times past but the attitude  still resonates with businesses many of whom remain hostile to debtor finance.

The industry needs a shift in attitude. The best business development managers are effectively advisors and partners to the clients. Of course, its my role to manage this relationship and it is vital because debtor finance is so vital to the businesses success of failure as well as being an ever shifting profile

The flash salesman might work fine when leasing a photocopier or buying some fringe product such as employee insurance but when imposed on the possibly the most vital decision a business may make then it is illustrative of the continuing disconnect between businesses and lenders.

 

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