The Perfect Client

The Perfect ClientThe BH Capital Ltd (BHCL) model is simple. Affiliates around the US and Canada screen the prospects and after they have passed muster, BHCL connects them to the world of structured finance. It’s a simple yet elegant model as one of the BHCL affiliates has said. There is more to this process as from time to time BHCL may participate in the financing, equity or both. And there is a lot of mileage to get to the finish line. But in essence we are constantly in search of the perfect client. Most of the time we are successful but occasionally we get a stinker. For the most part we love working with our clients and being successful on their behalf.

Terry Suitt – A Master at Scrubbing

One of our affiliates who has been with BH Capital Ltd for over five years, is very good at scrubbing the prospect and his/her proposed transaction down. His name is Terry Suitt. He has a mountain of finance experience and is a good overseer of both marketing and client management. I decided to ask Terry to be on Just Ask George Radio and explain the process he uses to find the perfect client. I found several of his perspectives interesting. I also found that he spends most of his time listening.  A key ingredient.

Not Everyone is Suited to Becoming a BH Capital Ltd Client

I wanted the public to know that not everyone is suited to becoming a BH Capital Ltd client. In fact it is a very small percentage of the total prospects that are ultimately  submitted by the BHCL affiliates. There is a cost to forming capital and not everyone has the resources to do that.  Those prospects are not suited to becoming a BHCL client. Also the management juice  has to be present to run the business or projects they seek to fund. Funding some is only a formula for future complications. In short a prerequisite is the skills, energy and sophistication to run and influence a company to prosper. In some cases the client just may need time to simmer. That is also taken into consideration. But let’s listen to how Terry surveys the landscape for the Perfect Client!
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We Connect the  Perfect Clients to the Perfect Institutional Finance Resource

As you can Terry is a seasoned hand. He is a very good judge of character. A key requirement in the scrubbing process. He is also very patient. But as you can see not everyone is in fact suited for the BHCL process. Forming capital is complex. It is the new and more popular wave of funding American enterprise. Syndication has been around for a long time as you will read in this article but it is really grabbing hold. Everyone in the structured finance world wants to get on board. But not every institution is suited for the system. So there you have it.  We select the Perfect Clients and we connect them to the perfect institutional finance resources and in some cases that is BH Capital Ltd itself. It’s not a perfect world but we do try to find the perfect client!

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George Lovato, Jr. is President and Principal of BH Capital Ltd., Merchant Banker, Consultant, Author and Lecturer. Happily married for over 30 years to his childhood sweetheart Gale, they live nestled in the shadows of the Sandia Mountains in Albuquerque with their six hounds.

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