Back to newsWhy Relationships Matter When Funding Gets Harder
Relationship-led SME funding becomes even more important when markets tighten and lending decisions slow down. At OSBF, we believe funding works best when it is built on trust, openness and long-term thinking.
At OSBF, we believe funding works best when it’s built on trust, openness and long-term thinking. As a property-backed lender supporting SME businesses across the UK, we see first-hand how strong relationships help clients navigate both growth and challenge.
That belief runs through every part of our commercial finance process, from initial conversations to ongoing support and, when needed, managing more complex situations together.
Why Relationship-Led SME Funding Matters Now
In a tougher SME funding landscape, relationships can easily become transactional. We believe the opposite is true. According to the British Business Bank, access to finance is still one of the biggest challenges for growing SMEs, making strong funding relationships more important than ever. This is when they matter most.
By putting people first, staying flexible and committing to open, honest conversations, we support clients not only when business is thriving but also when circumstances change.
Funding may be driven by numbers. Successful outcomes, however, are always driven by people.
In this month’s newsletter, three members of the OSBF team share why strong relationships are fundamental to responsible lending and long-term commercial finance partnerships.
Chris Meyer, Business Development Director
“People buy from people.”
For Chris and the wider sales team, strong funding relationships begin at the very first conversation. SME finance is rarely a one-off transaction. It evolves as a business grows, adapts or faces new pressures.
“People buy from people. We work closely with clients and introducers throughout their funding journey, offering support, transparency and straightforward answers. Many funders have lost that old-school relationship approach. We prefer to act as advisors and consultants from the outset. Transparency, impartial advice and honest conversations build trust and improve outcomes in the long run. It’s a win-win.”
By focusing on long-term relationships rather than short-term transactions, we create funding solutions that evolve alongside our clients’ businesses.
Faye Waudby-Green, Operations Manager
“Responsible funding is built on trust.”
Behind the scenes, strong relationships are just as critical. Faye’s role in Operations sits at the heart of responsible SME lending at OSBF. Every funding decision considers the client’s wider business journey, not just the figures on paper.
“Strong relationships sit at the heart of my role. Responsible funding requires honesty and clarity on both sides. When I understand how each decision affects both the client and OSBF, it strengthens the deal and provides reassurance throughout the process. I work closely with clients and professional partners to ensure funding is timely, efficient and robust. When challenges arise, those relationships allow us to respond with empathy, agility and pragmatism.”
Responsible lending is not just about risk management. It is about partnership.
Julian Catchpole, Relationship Manager
“Making difficult situations as pain-free as possible.”
When a facility does not perform as expected, Julian steps in to manage the relationship during more challenging periods. His priority is to understand what has changed and identify a workable solution before a business reaches distress.
Over the years, this approach has led to creative solutions that protected both the client and OSBF. While not always the simplest route, these strategies have often resulted in full repayment without formal insolvency action, which always remains a last resort.
“The relationship often transfers to me when a client experiences difficulty and the facility falls behind expectations. My first priority is to understand why. From there, we aim to find a solution before formal action becomes necessary. Even where insolvency action is unavoidable, I work to maintain a professional and constructive relationship. My goal is always to make a difficult situation as manageable as possible.”
Relationship-Led Property-Backed Funding for SMEs
At OSBF, we specialise in property-backed lending for SME businesses. Whether funding growth, refinancing existing facilities or supporting businesses through transitional periods, our approach remains consistent. It is commercial, flexible and relationship-driven.
If you value open conversations, responsible lending and long-term thinking in your funding relationships, we would be pleased to talk.
Get in touch to explore how we can support your business this year.
Andrew Mackenzie
Managing Director, OSBF
