There's no question that, for most businesses in need of cash, the relationship with the bank is the one that matters most. So what do they do to manage that relationship? We surveyed companies across the country with sales of $1 million to $15 million to see how they keep lenders abreast of what's happening in their businesses. A sampling of their responses is shown below.



Company
Frequency of communication
What it sends
How long with bank
MARKETING COMMUNICATIONS Lenexa, Kans.

Controller: weekly; CEO: 3 to 4 times/year

Yearly balance sheet

21 years

MORTGAGE AND FINANCIALEncino, Calif.

Every two weeks

Quarterly P&L projections

6 months

BRADLEY CO.Cleveland

CFO: monthly; CEO: twice/year

Monthly sales and accounts receivable; yearly balance sheet

4 years

MOOSE'S WELDING & CONSTRUCTION Lyman, Wyo.

Monthly

Both balance sheet and P&L, 3 to 4 times/year

6 years

CONTINENTAL HEALTH PROMOTION Richmond, Va.

Every 3 months

Yearly P&L and income statement; new sales information

7 years

AC TECHNOLOGY Uxbridge, Mass.

Twice/week by phone; twice/year in person

Monthly sales and expenses; audited annual P&L

5 years

-- Researched by Christopher Caggiano and Michael P. Cronin