Having access to money means having access to your banker. Knowing that person is a critical key to that access.

When selecting a banker, a business owner should look locally, advises Cherie Cloud, Manager of Olympia Federal in Belfair. She also believes seeking a small bank will benefit you by way of a relationship with a person, as opposed to one with a corporation. Cloud explains that most banks offer the same products, so service will make the difference.

A good banker will ask you many questions about your business and your needs. Honest communication is essential, says Dave Johnson, President and CEO of Westsound Bank in Bremerton. “Allow the banker to be proactive instead of reactive,” he continues. Your banker should have an awareness of what is happening in the business cycle. “Sometimes we can be problem-solvers,” he explains.

Johnson says a banker should visit your site to understand your situation. “Educate your banker to the nuances of your business,” he says.

Another point Johnson makes is to be sure you are dealing with “a decision-maker, not an order-taker.” When you have a need, you don’t want someone who has to go into the back office and come back with a counter-offer from an invisible source.

Don Vatne, Assistant VP at Timberland Bank in Silverdale, asks if it is a small, homebound business, or much larger? Is it a start-up, or a well-seasoned business?

He says the relationship begins with your deposit account and grows from there. When the time comes that you need to borrow money, the more information you can supply, with backup paperwork, the better.

Business customers are a growing percentage of Timberland’s customers. Vatne stresses that banks, like any other business, need customers to survive so be wary of any bank that makes you feel unimportant.

Vatne believes that once a relationship is established with a specific banker, when that person retires or transfers, your trust level of the bank itself should easily transfer to another banker in the institution.

Sharing another opinion, Pete Douvis, VP and Manager at Kitsap Bank in Port Orchard says he’s had people follow him personally from one institution to another. Once the business owner has trained and educated a banker about their business, presuming the banker remains local, that is a good plan. In selecting a banker, Douvis recommends looking for stability and longevity.

Douvis refers to the banker as one of the assets of a business. A good banker can help make you successful, he says.

Team Leader Aida Shenkel at Key Bank of Belfair says when you first walk in the bank, before they know you at all, they should look you in the eye, shake your hand, and show you that people are important. If you don’t get that feeling, Shenkel says, walk out!

She says an essential part of the paperwork to bring to your bank is your business plan. This is another way for the banker to see the big picture through your eyes, and to discern what needs the bank might be able to meet.

Shenkel says for help with a business plan, contact SCORE (Service Core of Retired Executives) in Bremerton.

In addition to the nuances and trends that impact your business niche, there may be things happening locally that a bank headquartered out-of-state may not understand. Westsound’s Johnson uses the example of the impact when US Navy ships are out at sea. Recently, some 5,000 residents were absent, but what local bankers knew was that these folks were going to return.

“Local knowledge is invaluable in dealing with local businesses,” Johnson states.

Randy Ross, VP and Manager of Business and Professional Banking at American Marine Bank in Silverdale, says, “Never give your banker any surprises.” This shows respect for the banker, that you would confide even your difficulties and concerns. “In an established relationship, you should feel free to run ideas by your banker,” he continues.

Ross says it is better to invite your banker to coffee or lunch, or to set up an appointment, than just drop by. However, the longer the relationship, the more you’ll know what’s acceptable.

You need to be comfortable enough to ask “any question – even the stupid ones,” Ross says, as that’s how you can learn.

A good banker knows his or her limits, and will make professional referrals, such as to an accountant or an attorney, if warranted.

One caution from Ross is that when it feels like the banker is running your business, then he or she has crossed a line. However, the banker should be self-assured enough to be able to bluntly tell you, “I don’t like where this is going.” If you respect your banker, give serious consideration to this caution.

When the time comes that you need money, you will be glad of the mutual trust and respect you have developed over time.