By David Munro (auth.)
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Extra info for A Guide to SME Financing
More on that later. 7 Credit Reports Bankers familiar with commercial lending in the United States will have seen the sort of detailed credit reports produced by reporting agencies such as Dun & Bradstreet. Typically, several years of financial statements are available, along with a multitude of ratios, reference checks on management, bank relationships, and so forth. ) Central Banks often maintain a credit registry, in which negative information is kept on record and made available to lenders.
Elements in the application form will lead to more extended discussion of the kinds of considerations outlined above, during the course of which the Loan Officer should be able to develop an appreciation for how “on top of her business” an applicant appears to be. It is important that the Loan Officer allow the applicant to speak, and listen carefully to her plans to make the firm grow and prosper. Signs of problems that need to be confronted immediately may also appear during the interview: The Loan Officer should be quick to ask pertinent questions if the applicant expresses concern over supplier performance, customer loyalty, the firm’s location, or registration or regulatory difficulties, to provide only a few examples.
Here’s why: Despite a borrower’s best intentions, if his Business Plan is flawed, the firm may not be able to meet its goals and generate enough cash from operations to retire the loan. The technology cannot aid the banker in assessing how much to lend—what scenarios (expanded sales) will enable the borrower to repay and the likelihood of these scenarios taking place. Having read of the program’s success, one nevertheless wants to know what the default rate was—in other words, how “success” is defined.
A Guide to SME Financing by David Munro (auth.)