Help borrowers compete against larger competitors

Description

Abstract: Faced with one or more well-funded, bigger competitors, a small or midsize enterprise (SME) may feel pressure to borrow money to fend them off. Its loan application may create a compelling case for debt. This article suggests that, before submitting the package to the loan committee, lenders need to take the time to ask four critical questions about the SME’s competitive landscape, including determining what drives the SME’s customer acquisition and attrition.