1. Develop a good Relationship
with your Bank
Brian Murphy

2. Perceptions
• Frontline Bankers are purely Salesmen and have no
influence in Decision Making
• Banks only good for Financial Transactions ie . Lend
Money and Take Deposits
• Only give Banks info about you and your business on a
need to know basis
• I am paying enough fees so let the Bank earn them

3. Credit Decisions are Based on:
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The Person
The Business
The Financials
Relationship Manager’s ability to articulate
Relationship Manager’s Recommendation

4. Key Point
• Bank / Relationship Manager has a lot
more influence than you think

5. Banks only Lend Money and Take
Deposits
• Core Business is Lending, Deposits and Cash Services
• 2nd Opinion on Local Market Issues – House Prices ,
local Business activity
• Names and contact details of Recommended local
Professionals
• Facilitiate local Corporate Events , Breakfast Meetings ,
Forums etc.
• ‘Sounding Board’ on numerous Financial / Personal
Issues

6. Key Point
• Banks Can Offer a lot more than just
Money

7. Make the Bank ask for info and ‘Drip
Feed’ it to them
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Be open , upfront and proud of your Business.
Extracting info creates scepticism and extra workload.
Need to make informed Recommendation
People deal with People
You may need a favour

8. Key Point
• You need your Bank to Understand your
Business Thoroughly

9. I’m paying My Bank enough
Fees so let them earn them
• You only get out of any Relationship what
you put into it.
• Relationship Managers are busy –
demand their attention:
• Workload split : Proactive / Reactive
• Be on their Radar

10. Key Point
• You need to take charge and have a
proactive relationship with your Bank

11. Summary
• The Banks have changed
• Use them like any Professional Service –
to your Advantage.
• Don’t let Stereotypes / Perceptions affect
your Business.