In today's market, your sales/ origination team needs to be the front line of defense. They must have a deep understanding of guidelines and intellectual curiosity to dissect that information before that deal hits the pipeline.
Here are the key areas sales/ originators should focus on:
Profitability - Is the deal profitable for the borrower/ sponsor? Margins have gotten thinner, so if an originator doesn't know how to pencil a deal to help the deal will or won't make money, what value is the originator bringing?
Documentation - Do you have a clearly defined process to deal submission and review before moving that deal into an operational review? An originator needs to analyze the collateral as well as the sponsor.
Ownership - Do you have the right compensation structure that provides incentives for originators to take on an ownership mentality and drive the right deals into you shop?
To read the full article, click the link here:
By Dana Georgiou
Private Lender, The Official Magazine of AAPL
Spring 2023 (Q2), p.24-26
Published on April 6, 2023