revolver: TSL GUEST COLUMN

For lenders and their clients, the financial crisis underscored the power of relationships. Facing economic pressures, middle-market clients found out whether or not their lenders understood their businesses and could provide support during stressful times. For bankers striving to attract and retain customers and win referrals, execution has become the new watchword. Execution is not just about getting to the closing table; it's about demonstrating clear communication, timeliness and reliability. Building internal relationships can be challenging. The first requirement is to invest time in getting to know internal partners, their strengths, weaknesses, goals and objectives. Second, remember that intentional and attentive listening is essential to developing enduring relationships. Third, work with other leaders and managers to promote respect among individuals and teams.