What Lenders Are Asking Now — and What Comes Next

After spending the last few months on the road with Baker Hill's Chairman and CEO Andy Ivankovich talking with banks, credit unions, fintechs, and lending leaders across the country, one thing stands out: The questions are different on the surface…but underneath, they’re remarkably consistent.

Different markets. Different balance sheets. Different borrowers. Different C-level players.

Same pressure to grow, compete, and operate smarter when it comes to business and commercial lending.

So we had a webinar this week where Andy and I sat down and shared these insights. We called it "What lenders are asking right now — and what to do next?" Here are the top things I jotted down.

➡️ “How do I grow my loan portfolio?” Look beyond traditional CRE. Sure you will be able to get those deals, but Andy and I are seeing a clear shift toward small business, especially those that are backed by the U.S. Small Business Administration, lines of credit, and other higher-yield opportunities. Look for other ways to expand within your solution with partners like Participate versus doing all the originations on your own.

➡️ “How do I compete without winning every deal on rate?” Compete on experience. Win on service. The Federal Reserve Board completed a recent study of borrrowers and they did not pick a lender on rate, it was on service. Adopt a digital mind set.

➡️ “What should I be doing about AI?” Don’t start with the model, start with the guardrails. This is foundational in a lot of our conversations: AI only works in lending if it’s explainable, governed, and aligned to how credit decisions actually get made. Focus on practical use cases that improve speed and consistency, without losing control. More great insights in the Cornerstone Advisors' report.

➡️ “How do I grow small business lending?” Build for both speed and advice. Small business borrowers expect a digital experience but they still want a banker who understands their business. The institutions getting this right aren’t choosing between technology and relationships, they’re designing for both.

The common thread across all of it? Technology should remove friction, not relationships. That’s something we keep coming back to, and it’s central to what we’re building at Baker Hill.

The banks and credit unions that will win over the next few years won’t replace bankers. They’ll put them in a position to do what they do best, build relationships, make decisions, and grow the portfolio.