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Small-business lenders are seeing an uncomfortable combination of trends.
According to a recent LexisNexis Risk Solutions study, 72% of surveyed SMB credit professionals said their institutions are expanding small-business lending, and 87% reported increased loan volume or demand during the past two years.
At the same time, 77% said delinquency rates have increased.
Perhaps the most interesting finding, however, was this: only 37% said they were very confident in their ability to identify early warning signs of deteriorating SMB credit.
That’s an important distinction.
Knowing that a business borrower is beginning to struggle isn’t the same as knowing why.
Lenders have more information about their borrowers than ever before.
Credit data, payment histories, cash-flow information, fraud tools, and increasingly sophisticated analytics can help identify changes in borrower behavior much earlier.
The industry is investing accordingly. The LexisNexis study found that 75% of respondents plan to increase investment in artificial intelligence, while 64% expect greater investment in fraud and identity tools.
Those technologies should make it easier to identify the borrowers that deserve attention.
But once the system raises a warning, lenders still have another question to answer: What’s actually happening?
A small business may be experiencing a temporary cash-flow problem. It may have lost a major customer, or operations may have slowed. Equipment securing the loan may have been relocated. Inventory may have declined. The business may have moved or closed. Or the borrower may simply have become difficult to reach.
Payment history alone cannot tell the lender which of those situations it is dealing with.
That’s where additional intelligence becomes valuable. For selected higher-risk accounts, borrower outreach or a targeted field visit can provide information that isn’t available from the loan file.
Is the business still operating at the reported location? Does activity appear normal? Is financed equipment still present? Can updated contact information be obtained? Is there an opportunity to reconnect the borrower with the lender before the situation deteriorates further?
This isn’t an argument for sending someone to every business showing the slightest sign of stress. It’s an argument for using technology to determine where human intervention can add information the technology doesn’t have.
The earlier that happens, the more options the lender may still have.
By the time a commercial loan reaches serious delinquency, the conversation may already be about collections, repossession, or recovery. But when early-warning systems identify deterioration sooner, lenders have an opportunity to understand the situation while there may still be time to work with the borrower.
That’s a different way to think about field services.
Instead of viewing field activity primarily as something that happens after a loan has gone bad, lenders can use field intelligence selectively as part of ongoing portfolio management.
To learn more about how NCCI Services helps business lenders mitigate these risks and keep business borrowers on track, reach out to us at Info@ncciservices.com.
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