Know Your BDM: Paul Howard, Cambridge and Counties Bank

How many brokers and broker firms do you cover in your role?

My region is the south west and Wales for introducers, although we are not postcode tied from a deal perspective. During the last two years I have had positive conversations and approaches from just over 100 brokers/firms, out of which, I have completed deals for 56.

How do you successfully organise and deal with business on a daily basis?

Experience is key. I came into the job role with 25 years’ worth, the majority of which was in commercial and corporate lending. Since being with CCB I have considered more cases than in the previous 25 years. This assists me in prioritising and efficiently reaching solutions on new deals as well as ones being progressed to completion.

What issues come up time and time again?

Dealing with ‘wrinkles’ in secured business lending is our speciality so I am used to having to cope with a variety of surprises. However, I would say one area that springs to mind is ensuring that both bank panel and client solicitors work together to get the job done as quickly and painlessly as possible.

What do you wish brokers understood about your job?

The added value in the experience that myself, my team and the bank brings to a deal not only to make it work at the start but can also push it through to completion. Our lending criteria may be on paper similar to other lenders but it’s what is not written down that is the critical part.

What do you think is the most important attribute in a good BDM?

A quick response, even if it is a ‘no with reasons’. I also believe it is critical to build up trusted relationships with introducers so that they have confidence that if they send a case through to us, the individual has the knowledge to deliver a fast and correct answer.

When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?

Email is always a good way as I endeavour to always respond back as quickly as possible, usually within hours. Paul.howard@ccbank.co.uk. Alternatively, I have an experienced BDM Nigel Key as well as a support officer within the office that can be contacted on 0117 332 0735.

If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?

Clearly defined explanations of the rules in plain English with plenty of notice of any changes.

What was your motivation for choosing business development as a career?

I didn’t actually choose the career in business development, it choose me. I like building relationships and analysing propositions. In my previous roles people considered me to be successful at attracting new business, this ultimately led down the BDM path some time ago. Good thing as I really enjoy it.

How do you establish and maintain a good relationship with brokers?

Trust is a key element. I ensure that they know that I will do my upmost to deliver the best result for their client, and that I have the skills to do this. I cut to the key issues and hopefully do it with a sense of humour. Going out for the occasional social helps as well.

And how do you establish and maintain good relationships internally?

I visit the head office of the bank at least once a month to ensure that I have strong relationships with internal departments especially credit. This also helps to ensure that I can have an input on the direction of the bank and changing appetites. I appreciate that it takes a team to ensure that I can deliver our front line promises, and maintaining these close working relationships is essential.

What’s the strangest question you’ve ever been asked?

I was once asked very politely via letter to lend on a former public house that had been turned into a gentlemen’s establishment and that the certain aids such as swings, ropes etc. were critical business assets as they had to satisfy their customer’s needs. The answer was a no, but it did make me smile.

And finally, what did you want to be growing up?

I always imagined running my own business. I’ve not achieved that, although there are elements in my role within Cambridge & Counties Bank that come close, and I also get to assist people who do run their own businesses.