Growing businesses: how to use your banking relationship manager

Chloe Vernon-Shore, Partner in Michelmores’ Commercial team, recently met with Rachel Rowling, a Senior Relationship Manager in Arbuthnot Latham’s Tech and Innovation Team, for a brief Q&A to learn more about what a bank’s relationship manager does and how clients looking to grow their business can get the most out of them.

• You recently joined Arbuthnot Latham’s Tech and Innovation Team as a Senior Relationship Manager. How did you get here?  What have you done in the past?

I have worked in the banking sector in various roles for the past ten years. Before joining Arbuthnot Latham, I was a Relationship Manager at HSBC Innovation Banking (formerly SVB), covering early-stage businesses that were pre-seed through to Series A, spanning across all sectors.

• What does your role typically involve?

Every day is different. Speaking with clients is a top priority. Conversations vary, but ultimately, we speak about aspects relevant to their business and financial goals. For example, on the same day, I may talk with one client about their fundraising strategy and another about their treasury plan. I also work with other ecosystem players to curate events supporting startup founders’ journeys. So, my typical day can be a mixed bag.

• If I had recently started a business, what shall I be asking my Relationship Manager to get the best out of our relationship?

My number one advice for founders: Your commercial banking relationship manager is a great resource; get them to work for you. Their primary function is to make your business banking simpler. Run every query about your funding and finance past them. Second, commit to regular check-ins. Your relationship manager will have a vast network, so if you are facing a specific challenge, they will likely have seen it before. Raise it with them; they can point you in the right direction.

• What do you enjoy most about your role?

I am fortunate to interact with founders who are building businesses to tackle global problems. I enjoy every moment I spend with them and their teams. Our conversations are not just about their banking. I hear about their motivations and why they do what they do. Understanding how they aim to solve big problems and their ingenuity and determination to make it happen often leaves me in awe.

Chloe Vernon-Shore specialises in advising early-stage technology businesses. Should you have any questions about this article or are looking for advice, please do not hesitate to contact Chloe.