H Data Is the New Oil HOW BANKS CAN USE DATA TO MAKE BETTER LENDING DECISIONS By Charles Groome, VP of Growth, Biz2X Here’s how lenders can tap into the wealth of data now available through the cloud and open integrations to deliver the customer experience their clients deserve on every loan application. Data and Credit: How To Grow Lending in 2024 Lending has long been the foundation of the banking industry. However, the way that loan applications are evaluated and underwritten by traditional lenders has failed to strengthen this foundation. Traditionally, banks have relied heavily on historical data and manual underwriting processes to assess creditworthiness and credit risk rating. But such methods often fall short in providing timely and accurate insights into a borrower’s financial health. And in a fast-moving economy, this approach to underwriting often carries hidden risks. This is especially true when the client is a small business where reliable information is hard to come by and business conditions are changing almost every week. In an era where information moves at the speed of light, banks must commit to using the best information available to make loan decisions. It may now be the best way for them to grow. The Challenge of Stale Data in Traditional Lending In the traditional lending system, banks frequently grapple with the challenge of building a credit history for a business borrower. Often the best traditional underwriting strategies depend on information that has aged, such as old tax returns or financial statements. It’s not uncommon for banks to keep their customers waiting for weeks or months in a bid to gather and analyze this historical data thoroughly. Certainly, this can be warranted, especially for larger loans. But there’s a hidden risk that too many lenders are missing when they allow this process to become the rule for all loans: poor customer experience. The drawback becomes particularly evident when there are large shifts in the economy. Think back to the early months of the COVID-19 pandemic. How would a 2018 tax return help you figure out if a business was going to go bust or gangbusters in response to a novel pandemic in 2020? In situations like these, as well as in many day-to-day credit transactions, traditional underwriting techniques fail to take account of information that could be used to better qualify a client. Why Should Banks Be Concerned About Stale Data? If lenders want to grow in the future, they must be concerned about the limitations of traditional lending methods. Delayed decision-making hampers the ability to seize timesensitive opportunities. In dynamic markets, businesses often require quick access to capital to respond to emerging trends or challenges. Many of a lender’s best customers are those who received an extension of credit that helped them capitalize on a market opportunity. To find growth, lenders must be able to find opportunities like these and fund them. A business that may be a good credit risk based on two years of filed tax returns might not be a good risk going forward or may not be able to sustain the proposed debt service based on forward-looking trends. Lenders that fail to price risk accurately will inherently limit their own growth potential. The result can be both missed opportunities for the bank and, on the other side of the equation, a denial of financing to deserving businesses. Colorado Banker 10
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