Inc. staff

Keep In Touch With Number Two

Benefits of cultivating a relationship with a junior lending officer.

 

DECEMBER 1988

A common frustration in dealing with banks comes from watching loan officers move on just as you are getting comfortable in the relationship.

While there's little you can do to prevent what sometimes seems a lemminglike migration of bankers, you can help cushion the potentially damaging blow to your business. How? Cultivate a relationship with the junior officer on your account.

"That's the person likely to be handling the day-to-day activities of your account anyway," says JoAnn Eick, assistant vice-president of Society National Bank, in Cleveland. "If a new senior officer is brought in, you'll have some continuity." And if the junior person is promoted, you'll already be a step ahead as the game starts again.

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