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True leaders advocate not just for their companies, but for the entire commercial equipment finance and leasing industry. They recognize that their success is deeply intertwined with the success of others. Ours is a tightly woven community—one where professionals compete fiercely, yet support one another even more fiercely.
What allows originators to thrive isn’t just their relationships with clients—vendors and end-users—but also the bonds they build with funding partners, association contacts, service providers, and yes, even direct competitors. These connections form the backbone of our industry.
I recall an originator who was devastated after losing a major deal to a competitor. “Disappointed” doesn’t quite capture it—he was furious. When I suggested he call his competitor to offer congratulations, he was stunned. But he followed through.
That call led to a lunch. The lunch led to understanding. And understanding led to a long-standing, mutually beneficial relationship between two professionals—and their companies. They discovered that while there were minor overlaps, their goals, credit profiles, and capabilities were distinct. Over time, they referred deals to one another, collaborated on projects, and shared best practices. They celebrated promotions, supported each other through challenges, and yes—competed head-to-head when the moment called for it.
But they always learned from one another. And they became stronger, more effective professionals because of the relationship they chose to build.
The commercial equipment finance and leasing industry is stronger because of the relationships we cultivate. When we choose collaboration over isolation, and respect over resentment, we elevate not just ourselves—but the entire community.
Let’s continue to build bridges. Let’s continue to advocate for one another. Because in this industry, success is never a solo act—it’s a shared journey.
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