The objectives of business development calls and credit investigations are to determine if an applicant initially qualifies for a loan and, if so, to gather information for financial analysis and other subsequent steps in the commercial lending process. This Dry Supply case illustrates this point.

Anne Schippel, a business banker for State Bank, begins with an initial meeting with a commercial customer named Dry Supply. Soon after the introductions, Kaitlyn Nieson, owner of Dry Supply, announces she would like to borrow $60,000 to purchase three delivery vans (the loan request).

While Schippel would be reckless to extend such a sum of money just for the asking, her bank is in the business of making loans, and every loan request is considered, whether from a long-time customer or a complete stranger. As we have emphasized in the Commercial Lending Decision Tree, it is important to screen the applicant at the early stages to prevent the business banker from spending time on opportunities that have a low probability of being approved within the bank.

Because continuing business development calls are the next (sometimes initial) stage of the commercial lending screening process, Schippel's first responsibility is to get to know Kaitlyn Nieson. Once she has done this, Schippel may, if warranted, continue with the Commercial Lending Decision Tree.

1. Create five questions that Schippel should ask Dry Supply during the initial meeting.

2.  After obtaining this information, along with other data, Schippel has a decision to make. Should he continue with the lending process?