Shawbrook Bank re-imagines intermediary relationships
Shawbrook Bank has started 2020 by re-shaping its approach to working with commercial finance introducers in the asset finance market.
Appointing Glen Christie-MacAllan to the role of director of intermediary business, Shawbrook is shifting its focus towards closer partnerships with selected introducers as it seeks to respond to changes and direct feedback from the wider market.
As a specialist lender, Shawbrook is seeking to leverage its ability to deal with more complex cases that require a collaborative approach between the client, introducer and funder – an approach that goes beyond tick boxes and pure automation.
Recognising the role its partner intermediaries play in sourcing new funding opportunities, Shawbrook’s re-shaped support team will focus purely on converting proposals using an intelligent blend of technology, human experience and specialist knowledge. With a focus on consistency, continuity and certainty, more business customers will get the asset finance solution they need.
Planned investment in technology will serve to support this approach with new systems currently in development to support the newly re-organised intermediary business team.
Chris Richold, managing director of Asset Finance at Shawbrook, says:
“Shawbrook already supports thousands of UK SMEs with a range of asset finance products. Since joining the Bank last year I’ve been impressed with our ability to take a thoughtful approach to proposals. Listening to our partners and the wider market, we know that clarifying our appetite and achieving the very highest service levels is paramount. So working more closely with our partners and focusing on customers that do require intelligent and thoughtful analysis, I believe we’ll play a valuable role in a mixed panel of funders – I don’t want us to be your primary funder, but I do want to be your go-to specialist for those good quality customers that deserve better than an automated ‘No’.”
Glen Christie-MacAllan, director of intermediary business says:
“We’re introducing this new partnership strategy to deliver better funding decisions and outcomes for great UK SMEs who aren’t benefiting from the general march towards full automation. We want to work much more closely with like-minded intermediaries who are looking for the right solution for their client – not simply the fastest decision. We’ve re-organised the team to reflect the role we play as a funder alongside an intermediary partner and our investment in technology this year will enhance the human touch, not replace it.
“It’s crucial that we come together under mutually beneficial partnerships moving forward. By strengthening our relationships in this way, more SMEs will benefit from the value that brings – the shared specialist knowledge of experienced asset finance professionals working side-by-side for the benefit of your business.
“As a specialist, our ambition for Shawbrook is to be the best at what we do in the market rather than necessarily the biggest.”
