What does an SME owner want from a business lender?

• Money
• One that understands my business
• A relationship

This has never changed in market research replies seen over 60 years, the good news is that all three are inextricable from any IF/ABL relationship.

But the IF/ABL label? Technically correct from inside the industry goldfish bowl but for the prospective client looking in?

Does IF/ABL excite? IFFIE? ABLE? Time for a better generic label?

Most of you now embrace the wider lending possibilities offered by the debenture, even if only to ease some headroom, if not specifically lending to non-IF assets, though many of you now do too.

Your arrangements all offer the three desired features, so play them up.

All-asset plus = AA+   Synonymous with a quality rating and a bonus +

You need to understand the client’s business to lend it money. The relationship is essential to both parties. Running an SME and many of you independent CEOs are doing just that, is a lonely job.

Our press campaign should make no mention of IF/ABL, nor invoice finance in isolation, which has been kicked around by the press for the 60 odd years I have been in the business. We want SME owners with, or contemplating, business borrowing secured only by their personal guarantee, to be aware that they have options.

You get one chance to make a first impression. All Asset + has positive overtones and does what is says on the tin, inside the goldfish bowl too.

To combat bad business borrowing SME owners need to be made aware of the existence of better alternatives.