The Banker's Pocket Guide


To understand a business owner is to know that his or her company is almost as precious as a first born child. As with their own children, business owners have obsessed over their companies, seen them through tough times, and prided themselves when together they overcame challenges and grew strong.

This is the relationship of which you, as a commercial banker, hope to become a vital part. Relationships are the foundation of every lending portfolio. And business customers worth having do not generally pick mtheir lender from and ad on the back cover of the yellow pages any more than one would choose child care in that fashion.

Unfortunately, just as the relationships are built on trust, they are also based on some measure of conflict. Being part of your customer’s team means working with the business to secure the best loan package or credit facility available. Being employed by the Bank means presiding over legal documentation that is all about termination, default, and penalties.

This Pocket Guide is intended for those who understand that knowledgeof the entire transaction – from earning the business to the ins and outs of the loan documents – is essential not only to doing the job, but to doing it well. I hope you find it helpful.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Eliot Wagonheim, Wagonheim & Associates, LLC | Attorney Advertising

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