マネー/ファイナンス The Turning Point編集部

銀行に嫌われない上手な付き合い方

個人であれ、法人であれ、起業するなら銀行をはじめとした金融機関との取引が発生します。
特に、開業資金や運転資金の融資を受けたければ、金融機関に嫌われたらアウトです。
どんなことに気をつければいいのか、大きく3つのポイントに分けて見ていきます。

 

１．相手（銀行）を知る

あなたが相手（銀行）に伝えるべきことは何でしょうか？それは、相手が知りたいことを理解しなければ、伝えることは不可能です。あなたが伝えたいことは必ずしも相手が知りたいことではありません。多くの人はこの事実に気づいていません。

相手はあなたにお金を貸そうとする立場です。つまり、「信用」「信頼」が全てです。あなたのことが信用できなければ、融資が下りることはありません。
求められる提出書類を形式的にとらえず、融資担当者にどんな情報がどれくらい必要なのか、質問して引き出してください。

注意すべきは、銀行と言っても実際には感情を持った銀行員という人の集まりです。融資なら融資担当と決裁者の信用が得られるかどうかが全てです。
まずは相手を理解することからはじめましょう。

２．自分のことを知ってもらう

相手のことを理解できたら、今度は相手（銀行）に自分のことを知ってもらわなければなりません。そして、その一番の目的は、あなたが信用できる人物である、つまり、約束通りに返済できる人であると認識してもらうことです。
相手からすれば、そうした経済的観点だけではなく、あなたの会社が社会的に影響力が大きければ大きいほど、あなたと取引すること自体に魅力を感じることになります。

一番注意すべき点は、あなたのビジネスのミッション、ビジョン、バリューなどには一般的には関心がなく、売上や利益、キャッシュフローの見込とその根拠に最も関心があるということです。これは、あなたがお金を貸す立場になればわかることです。

銀行はお金を貸して、利子をつけて回収することで利益を得るビジネスをしています。返済が滞ったり、貸し倒れになるリスクが最も大きく、一番避けたいリスクなのです。
その観点から考えてコミュニケーションを図り、資料を作成し、プレゼンテーションをするようにすることが求められます。

３．銀行はあなたのビジネスパートナー

あなたがこれから起業してビジネスを発展させるなら、金融機関との取引は不可欠になります。必要な資金の調達、各種決済や資産運用など、あらゆることで関わっていくことになります。
会社員だと給与の受け取りと、振り込み程度の利用しかないかもしれませんが、起業するとなるとそれだけでは済まなくなってきます。

たとえ今すぐ特別な取引の必要性が無くても、長いビジネスでいつ何が起きるかわかりません。困ったときに助けてもらえるかどうかは、普段の付き合いからつくられる関係性次第です。少なくとも信用を失うような言動だけは避けるようにしてください。

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