Pub. 12 2017-2018 Issue 3

WWW.NEBANKERS.ORG 28 H OWMANY TIMES HAVE YOU BEEN CAUGHT OFF GUARD WHEN one of the bank’s largest clients calls to give you a heads up that they are selling their business? Your mind probably goes right to the thought, “How am I going to replace this loan volume?” Following closely is the thought, “Wow, why didn’t the client ask for my advice or involvement in the process?” You are not alone. Clients often (and sometimes exclusively) enlist the help of an attorney or accountant long before anyone else in the business transition process. Perhaps they are con- cerned about alarming their credit provider due to underwriting or negotiating leverage concerns. Amore proactive stance by the high-performing community banker can benefit your client and your bank. Below are three factors bankers should consider: Gary Grote, Bridgepoint Merchant Banking DON’T MISS AN OPPORTUNITY TO HELP YOUR CLIENT (AND YOUR BANK) GET INVOLVED IN THE BUSINESS TRANSITION PROCESS