What attributes should business owners look for when evaluating their primary contact?
I believe there are four major characteristics a business owner should look for in their relationship manager. He or she should be: • Knowledgeable. The banker should have a solid understanding in the products and services they are representing. They don’t have to be an expert on each product, but they should be able to explain the basics and involve an expert, as needed. More importantly, the banker should be knowledgeable in your business and be able to grasp the critical trends and developments within your industry. Also, the banker should be skilled in understanding the financial industry. As financial and economic markets shift, you should find a banker who can provide relevant and timely financial recommendations. • A team leader. You should be able to rely on your banker to ‘quarterback’ a team effort. Your banker should introduce you to the key players who impact your business, including the relationship manager’s boss, the credit officer and even the bank’s president. It is es
