Pitch Perfect

Positioning yourself with your prospective funders has always been important but never more so than now. Banks are, by and large, looking for reasons not to lend rather than in the good old days (possibly never to return) when you knew who to approach and you could line up several options.

Only a select number of banks are actually looking for new business and, where others are lending it, it’s tending only to be to their existing customer base. Don't assume that an existing relationship will automatically make the pitch any easier or convertible, the words “caution” and “to the wind” will never feature in the same sentence uttered by a bank manager ever again.

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