5 steps to building a strong banking relationship

The next few years seem fraught with economic uncertainty. In times like this, a strong banking relationship is critical. It is critical for securing loans and for establishing and maintaining lines of credit. Relationships are not built overnight. Here are the steps you need to build a good relationship with a bank.

1. Select a regional or community bank

The first step is to identify the right bank. The national banks are difficult for a small business to personalize. They are large corporations with revolving doors at most of the positions where you are likely to engage a banker. By contrast, the executives in a regional or community bank are likely to remain in place over time. Plus, the bank is focused on and completely invested in the community where it operates.

2. Open a business account and introduce yourself to the bank leader

When you open a business account, ask to speak to the branch manager. If he’s not present, arrange for a time to meet. When you meet, introduce yourself and give an elevator pitch explanation of your business. For example, you might say that you own a five-year-old plumbing company that focuses on residential and light commercial service and name the communities in your service area. Tell the banker that you would like to establish a long-term relationship with his or her bank. Ask if he would like to sit down to discuss your business strategy and review your financials. Of course, he will.

When you meet, bring your business plan if you have one. If not, bring your balance sheet, income statement, and cash flow statement. Be prepared to describe your customer base to the banker, stating your target demographic, who many customers you served in the past 12 and 24 months, and your average ticket. Review your financials and explain your growth plans, including any obstacles you anticipate.

After you have reviewed your business, ask the banker about the services the bank offers that you should be aware of. Try to give the bank more business. For example, if the bank offers merchant services, consider moving yours to the bank if they can get competitive with your current provider. If you have a note on your building, give the banker the opportunity to match your rate.

3. Go inside the bank to make deposits

Whenever you need to make a deposit, do it personally. Do not delegate this. Do not use an app. Do not use the drive through. Walk into the bank, stick your head in the executive’s office if they door is open, just to say hello. In addition, talk to as many bank employees as possible. You want to be viewed as familiar, comfortable, and reliable. This will make you trustworthy. Besides, every bank employee is also a potential customer.

4. Attend bank sponsored events

Make sure you are on the bank’s email list. When the bank hosts local events, attend them. Community and regional banks often sponsor events as well as hosting things like customer appreciation days. These are opportunities to further build your relationships with the bank employees.

5. Share your quarterly financial statements

It is very important to share your quarterly with your primary contact. Every quarter take your balance sheet and income statement for the quarter and year-to-date to the bank and spend a few minutes reviewing company performance, opportunities, and challenges.

Even if you have a bad quarter, take the financial statements to the banker. Remember, bankers value transparency and it gives you credibility. Besides, many bankers can offer useful insight that might help you improve.

If you anticipate needed a loan in the next year, raise the issue with the banker. Do it far in advance of when you need it and identify any issues you should address prior to formally requesting the money.

These five steps are simple and easy to do. Unfortunately, few plumbing contractors put forth the effort. Be one of the few who make the effort.