Bankers, How well do you know your customer?

How well do you really know your business customer?
Do you know any of their management besides the CEO and CFO?
Do you know who the #2 person in the business is?

I know when I was in the lending business that I often thought the CFO was the #2 person in their organization; probably because that was the person I talked with the most.When I got in to the “real world” I learned that may not be true. There are a couple others that you should know about too. The sales manager and the production manager. Depending upon who the owner counsels with most often, it will make a big difference in how they run the business.

I’d suggest you find out who has most of the owner’s attention.

It may affect your loan some day.

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