In January, I shared four tips for banks to consider when considering whether to enter into a new fintech partnership. How about the other half of that relationship? If you work for a fintech company, let me give you my perspective as a banker who has worked with many of them.
Cultural Alignment: This is probably one of the most important considerations for both parties. If you’re in the early stages of growth, you’re probably used to making decisions quickly, collaboratively and doing it without much red tape. For that reason, you probably consider most bankers to be seem slow-moving by comparison. First, I’d say that understanding the regulatory environment in which banks operate may alleviate some frustration. (There are often good reasons for banks to operate with caution. See tip number four, compliance buy-in, from my January article.) However, that doesn’t mean you should settle for a partner that doesn’t understand your culture—or worse yet, has established one that is at odds with yours. Look for a bank that’s responsive, allows you access to key decision makers, is open-minded to your ideas and commits itself to finding ways to make things work.
Strategic Fit:If you’re able to “check the box” on cultural alignment, you’ll want to consider strategic plans. Make sure you understand a few critical issues: How does this relationship fit into your strategic plan? Do you understand how the bank sees your service or technology fitting into its strategic goals? Exploring these questions helps lay the foundation for a mutually beneficial partnership. If you’re setting out to create a specific product or service, go past the initial implementation phase and consider sharing roadmaps with your potential bank partner. Just as it is important for us to understand where you’re looking to take your company over the next six to 24 months, it is important for you to know where the bank is headed and understand our approach to executing projects—both with the partnership and with other key initiatives.
Compliance Expertise: Look for a partner that not only has deep knowledge of the regulatory field, but is willing to work with you to navigate it. Having the compliance talk early on allows you to test if the bank is one that can help you avoid potential compliance headaches down the line, is willing to help develop alternatives where appropriate, and is genuinely invested in the success of the partnership.
Business Terms: If you have found a bank partner that is both culturally and strategically aligned with your company and has the right mindset when it comes to risk management, the discussions around business terms—while critically important—should fall into place rather easily. Beware of a contentious, back-and-forth negotiation; at this point both organizations should be in agreement around what success looks like. While it is important for you to establish an agreement that allows you to achieve your goals, remember that is exactly what your bank partner is looking for as well. Having a “we’re in this together” mentality also helps. You have a great idea to bring to market and an innovative team to make it happen. Your bank partner provides industry experience, a charter, access to a balance sheet and FDIC coverage—all of which will be valuable (and depending on your business plan, potentially necessary) contributions that will prove to be even more important down the road.
Keeping a few of these concepts in mind as you approach your next business development meeting with a potential bank partner will increase the likelihood that you will have a successful experience.