Mike Lubansky is director of consulting services at Sageworks Inc. Contact 919-851-7474 or [email protected]

Every business can benefit from having a select group of external colleagues who act as professional resources and allies. Aside from accountant, lawyer and investors, another resource that is just as important (but not always tapped) is the credit union professional. This relationship can be a critical long-term engagement for both parties–one that will hopefully last long after the first loan is paid off. By offering your services as a trusted financial adviser, not simply a lender, you’ll begin to build stronger, longer lasting relationships with your clients, the most important assets to any financial institution.

If you build a sense of familiarity with your clients, it will encourage them to think of you as a more general adviser and ask for relevant advice crafted to fit their specific business needs. Take the first step, and offer advice outside what’s expected. For example, you might offer advice regarding overall business strategy or cash flow forecasting. 

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