I often spend my time with decision makers to find the acceptable space between lender and client – enabling agreement to be reached and a deal to be done.

Understanding the pressures and requirements of both sides allows me to position and persuade parties to move towards a structure that works for everyone.

This becomes a genuine ‘win-win’ and whilst it may not be fashionable it is certainly a better outcome than the alternative. Because ultimately the interests of lender and borrower should always aligned – good lending decisions and appropriate repayment commitments achieve objectives for both sides – and that is a shared goal.

So my conclusion is that relevant experience from your advisor is the key to getting the right result.