give the people what they want.
Presenting the wrong information or information in the wrong way can negatively impact outcomes when raising debt. Borrowers should give lenders what they need to come to a sound decision.
If you read a book on sales techniques or negotiating tactics, you'll learn it doesn't matter what you want - what matters is enabling your counterpart to come to a conclusion on their own. Give your lender the information they need to come to their conclusion.
How you package and present your information matters. Common borrower tendencies to avoid include:
Burying key lender considerations. Instead, bring to the forefront information on essential items for lenders to consider in evaluating lending money to your company.
Overwhelming with unnecessary information. Instead, focus on data that is important to lenders (e.g., detailed financial statements, historical performance, etc.).
Restricting important information. Instead, be receptive to information requests - they are a natural part of the lender's discovery process (not intended to be a burden).
Showing up empty-handed. Instead, put yourself in a position of strength by demonstrating you know what you are doing.
The Uncommon Borrower gives their lender what they need - they 1) show up with the necessary information neatly packaged, 2) call out and provide support for key lender considerations (in advance), and 3) approach collaboratively (don't overwhelm, confuse or restrict - understand what they are evaluating).
*See the below Underwriting Information Checklist as a starting point.