Relationship-led lending is making a comeback. How will this affect your business?

Brokers are becoming growth partners for SMEs

The numbers don’t lie: according to The National Association of Commercial Finance Brokers (NACFB) 2024 Impact Report, 67 per cent of all SME finance transactions are now being facilitated by brokers. 

How much is that worth? £26.5 billion out of a £38 billion market handled by NACFB members alone. This figure tells a story about how small and medium-sized enterprises are accessing the capital they need to thrive.

The statistics point to SMEs needing more guidance in a market that is growing more complex. The days of business owners going to their bank asking for money (and accepting the bank’s answer one way or another) are almost completely over. SMEs are increasingly leaning on their relationships, particularly with brokers, to help them make the deals they need to grow. What does this trend tell us about the future of finance?

The rise of relationship-led lending: unpacking the shift

Several factors are working together to make funding a habitat in which brokers can thrive. First, the funding landscape has evolved dramatically, becoming much more complex: SMEs can tap into a diverse range of products, from asset finance and bridging loans to intricate working capital solutions, government grants and R&D tax credits. Navigating this complexity alone can be daunting and brokers provide the expert guidance needed to identify the most suitable options.

The next factor is appetite. While high street banks are showing renewed interest in SME lending, their risk appetite can still be frustratingly conservative. Brokers can connect SMEs with lenders in their wider network who have specific mandates and a greater understanding of niche sectors or unique business models. The NACFB report cites 33 per cent of deals involving specialist lenders and 28 per cent involving challenger banks, demonstrating the value brokers bring in accessing a broader spectrum of capital providers.

Risk is, however, omnipresence in lending. Lenders, whether traditional or alternative, want to deploy capital efficiently and with confidence. Brokers act as gatekeepers, working with SMEs to prepare robust applications, understand their financial position and present a compelling case. By pre-vetting applications, brokers help to de-risk the deal for lenders, making them more likely to approve funding. The fact that 83 per cent of NACFB Patron lenders have expanded their broker panels and 67 per cent have increased their broker-facing teams underscores this growing reliance on the broker network.

Finally, there is the human factor. While technology plays a growing role in finance, human judgement remains vital, especially when assessing the nuances of an SME’s potential. Brokers bring industry knowledge, understanding of lender criteria and the ability to articulate a business’s story beyond the numbers. As Jim Higginbotham, CEO at NACFB rightly stated: 

“The future belongs to relationship-led lending. Brokers should not just be seen as intermediaries – they’re growth partners.” 

The headlines and conversation may have all been about AI and technology, but to over-emphasise a purely algorithmic approach at the expense of the human decision-makers behind the scenes would be to miss the bigger picture.

What this means for SMEs, Brokers and Lenders

This shift towards broker-led lending has significant implications for all stakeholders:

SMEs will be able to access a wider range of funding options, expert guidance in navigating complex products and a higher likelihood of securing the right finance at the right terms. A strong broker becomes a trusted advisor and a genuine growth partner, not just someone who facilitates an introduction. Brokers are increasingly playing a broader advisory role, helping SMEs identify savings in areas including insurance, energy and FX, which can significantly strengthen their overall financial position and borrowing power.

Brokers have a significant opportunity to solidify their position as essential partners for SMEs. By expanding their product knowledge, deepening their understanding of various lending criteria and embracing technology to streamline processes, brokers can unlock new revenue streams and build stronger, more valuable client relationships. The increasing complexity of the market and the demand for expert guidance create a clear opportunity for brokers to demonstrate their value.

Lenders who cultivate a strong broker network will have efficient access to a pipeline of “money-ready” businesses, reducing their acquisition costs and improving the quality of applications. By collaborating effectively with brokers, lenders can tap into a wider market segment and deploy capital more strategically.

How Swoop empowers the future of relationship-led lending

At Swoop, we understand the power of connection and the critical role brokers play in the SME finance ecosystem. Our Swoop Broker Suite and platform are specifically designed to empower both brokers and SMEs in this evolving landscape.

For brokers, Swoop provides:

• Access to a vast network of lenders and funding options, including traditional banks, challenger banks, specialist lenders and alternative finance providers.
• Streamlined application processes and powerful tools to efficiently manage client needs and track deals.
• The ability to offer a wider range of services, including support with grants, equity and other financial solutions, expanding their value proposition to SMEs.

For SMEs, Swoop offers:

• A central platform to explore various funding options and connect with experienced brokers who understand their specific needs.
• Increased transparency and access to a wider range of potential lenders, beyond their traditional banking relationships.
• Support in preparing strong applications and navigating the complexities of the funding process.

The rise of broker-led lending is a testament to the enduring value of human expertise and strong relationships in the ever-evolving world of SME finance. As the market continues to change, Swoop’s platform is playing a crucial role in empowering brokers and SMEs alike, ensuring that businesses have the support they need to access the funding that fuels their growth and drives the economy forward.