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How One Originator Pivoted to a New Industry and Reclaimed Her Momentum
Last September, a veteran originator with over 15 years of experience in commercial equipment finance faced an unexpected challenge: her employer made the decision to stop funding deals in her primary industry. This wasn’t just a business inconvenience—it was personal. She had built deep expertise and a strong network in that sector. However, she acknowledged the truth: the industry had been in steady decline since 2023. Delinquencies were up. Opportunities were down. A turnaround, if it came at all, was likely far off.
She had a choice. She could seek a new employer who still served her industry and try to ride out the downturn. But switching jobs carried its own risks—especially with long-term loyalty and support from her current company. Instead, she made a bold decision: stay, but pivot entirely to a new primary industry.
With support from her credit department, she conducted research to identify a promising sector—one that was growing, stable, and aligned with the company’s appetite. From there, she developed a focused marketing plan. She hit the ground running, targeting high-potential vendors and prospects with a sense of urgency and determination.
Her hard work paid off quickly. Within months, she had secured several key vendor relationships and was gaining traction. By leveraging her deep knowledge of deal structure, relationship building, and credit strategy—while immersing herself in the nuances of a new industry—she was able to hit the ground running. Her 2025 first-quarter results? Among the best she had seen in over five years.
Even more important than numbers, she found herself re-energized. She was having fun again. She felt a renewed sense of confidence and purpose. Her pivot not only revived her production, it reignited her passion for the business.
This story is a powerful reminder: market conditions may shift, but resilience, creativity, and hard work still open doors.
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