We’ve often said that a focus on the balance sheet is a waste of time because of its shortcomings as a useful document. Yet lenders still rely on the information in it to make decisions. A practical example of just what’s wrong with it came up just a week or so ago. A stock exchange […]
It’s really easy to be unsuccessful – just keep on doing what you’ve been doing.
I don’t understand my clients – they don’t talk my language and I don’t speak theirs but we’re all speaking English. I have this client – actually it’s a bank – and everyone I speak to when I’m in meetings there talks in acronyms (i.e. using terms like MCQs instead of saying “multiple-choice questions” and […]
Our brains are getting us into trouble as lenders. It’s because our brains cause us to be guilty of something called anchoring and we do it all the time in lots of different situations without even being aware of it. In our role as lenders, every time a client asks for an overdraft facility […]
You must know what it’s like. You work hard on getting a deal approved for a prospective client only for them to change their mind and decide not to go ahead when you make them the offer. You feel really annoyed! The thing is to not let it show if you ever want to have […]