Banks don’t always know who owns the small businesses they serve—which poses problems of legality, security and profitability.
Serving small businesses effectively requires business practices, organizational constructs, and value propositions targeted to this particular market segment.
Small business lending requires a strategy that enables you to clearly define and measure success.
Banks that want to participate in small business lending should understand how asset-based lending differs from uncollateralized consumer lending.
Banks that have been innovative in designing new products for small businesses say they first ascertain the real needs of those customers.
While there is no “secret sauce” to success in banking small business, focusing on several discrete activities and getting them right will move you in that direction.
Banks that truly want to ‘walk the walk’ in small business banking need to do the analytical and structural work crucial for success.
Analytically-driven marketing support can help banks generate new business loans without having to add new bankers.