Banking relationships are usually marathons, not sprints. They take training, endurance, and oftentimes, a whole lot of patience to get to the finish line!
While closing a loan is an important milestone along the way, it shouldn’t be the end of the conversation. After years in banking, I learned that one of the biggest missed opportunities isn’t winning the loan; it’s what happens after it closes. The first 60 to 90 days are often the ideal time to deepen the relationship, capture deposits, and position yourself as a trusted advisor rather than simply a lender.
Why? Because you already have your new client’s attention. They’re implementing the plans discussed throughout the lending process, adjusting their financial operations, and often more open to conversations about improving efficiency than they will be a year later.
The bankers who consistently grow relationships recognize that the post-close period isn’t the end of the sales process; it’s actually the beginning. And with Industry Intelligence from Vertical IQ, you can make every follow-up conversation during that crucial 60- to 90-day period more relevant, insightful, and productive.
Revisit their financial story
The financial projections used during the underwriting process shouldn’t be forgotten once the loan funds. A follow-up meeting 60 days after closing provides a great opportunity to compare expectations with reality. Has revenue tracked as expected? Are receivables turning over as projected? Has inventory grown faster than anticipated? Are cash flow needs different than originally planned?
Then up the ante. Instead of looking only at the company’s financial statements, use the Financial Benchmarks section of the Industry Profile on Vertical IQ to compare the business against its industry peers.
- If accounts receivable days exceed industry norms, you have an opportunity to discuss collections improvements or receivables solutions.
- If payables differ significantly from peers, treasury services may help improve working capital.
- If excess cash is building on the balance sheet, it may be time to discuss deposit strategies or higher-yield savings options.
Financial Benchmarks from Vertical IQ help move the discussion beyond reviewing numbers to identifying opportunities that strengthen the client’s overall financial position in the long term.
Turn an operational check-in into a treasury conversation
Most lenders schedule a post-close check-in with new clients to ensure everything is progressing smoothly. That’s important, but it shouldn’t be the only objective of that touchpoint. Use the meeting to understand how the business is operating day to day.
- How are payments being collected?
- How are vendors being paid?
- Are manual processes creating inefficiencies?
- Is the business managing cash as effectively as it could?
Vertical IQ’s Treasury Management Prep Sheets can be integral during the check-in, providing industry-specific terminology, covering profit drivers, and highlighting common cash management challenges businesses face.
So rather than leading with products, you can have thoughtful, tailored discussions that naturally uncover a business’s treasury opportunities. What’s more, those conversations feel consultative because they’re centered on improving the client’s operations, not simply upselling additional services.
Shift the conversation from borrowing to growing
Once operations have stabilized, business owners often begin focusing on what’s next. Maybe cash balances are stronger than expected. Maybe expansion plans are accelerating. Or perhaps they’re beginning to build reserves for future equipment purchases or acquisitions. This is the perfect time to discuss deposit products, liquidity strategies, and cash management solutions that support those future goals.
Vertical IQ’s Call Prep Questions chapter includes targeted working capital questions that can help guide these relationship deepening conversations. Rather than jumping straight to product recommendations, these industry-focused questions encourage business owners to think about future cash needs, seasonal fluctuations, and growth plans.
The result is a more meaningful conversation and recommendations that align with the business owner’s long-term objectives.
Every industry has different needs
One of the biggest advantages of using Industry Intelligence from Vertical IQ is that it enables you to keep every post-close conversation and touchpoint industry-specific.
A chemical manufacturer manages working capital differently than a childcare center. A masonry contractor faces different cash flow challenges than a law firm. Seasonal businesses require different deposit and treasury strategies than companies with steady year-round revenue. Vertical IQ equips you with current industry trends, financial benchmarks, and operational insights that help tailor every conversation to the client’s business.
And a business owner will no doubt recognize the difference between generic advice and industry-specific financial guidance. Showing up prepared, armed with Industry Intelligence, demonstrates that you’ve invested time in understanding their business, not just their balance sheet.
The real relationship starts after the loan closes
All relationships need to be nurtured, whether personal or professional. That’s why the best banking relationship managers don’t wait until the next lending opportunity to reconnect with clients. They stay engaged, continue providing value, and proactively look for ways to help businesses operate more effectively. And the 60- to 90-day post-close window offers one of the best opportunities to do exactly that.
So, closing the loan isn’t the finish line; it’s the starting point of becoming your client’s trusted advisor and primary financial partner. And by effectively using Vertical IQ’s Industry Intelligence, you can transform each routine follow-up meeting or call into a strategic advisory conversation that strengthens the relationship, uncovers deposit opportunities, and reinforces your value long after the loan closes.
Start perfecting your post-close process and bringing in more deposits with Industry Intelligence from Vertical IQ! Request a demo today.
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