As part of the Core Market Lending division under Revenue, Business Banking builds relationships and provides exceptional client service to small business owners. Small businesses are defined as those whose sales is under $4 million and whose total company debt is less than $1.25 million. Business Banking has a diverse range of clients who include small, independent, and often family-owned businesses; lawyer’s offices (though typically not large law firms); small retail shops, such as clothing and record stores; and other types of small businesses.

These bankers function as point-persons in their client relationships and assist with deposit and lending needs. They also refer clients to other Capital City partners when appropriate.

It is important to point out that business bankers are not just lenders; in fact, you might consider them full-service relationship bankers who help clients with their needs. This includes checking accounts, loans, merchant services, credit cards, and payroll in addition to other products and services.

Knowing that building relationships is key to success, business bankers make a determined effort to stay in regular touch with their clients. Aside from strengthening and growing their existing client relationships, this also helps business bankers find referrals for new clients. This process often involves calling clients, visiting clients at their office or place of business, and asking about their needs. 

The key here is listening: if you listen to a client’s story, you can find the gaps to offer them the products and services they need.

The most important thing to remember about making referrals to Business Banking is to get the client or prospect to the right department the first time. The more times a future client is passed around, the more likely we are to lose them to the competition. Know your departments and refer, refer, refer. Below are some sample referral scenarios for Business Banking.