Independent Banker - May 2017 - 46

relationship worked from the start.
" I want someone who not only understands
our balance sheet but knows
who we are, what we stand for and
how we're different from other businesses
in our industry, " Mark says.
Mary Ann agrees: " At Summit, we
have a personal relationship with the
bank president. This is the first time
we've had a banker that hugs us at the
end of a meeting. "
Independent Banker spoke with
the Beauchamps and five other small
business owners on opposite coasts
who bank with John Marshall Bank
in Reston, Va., and Summit Bank.
We found that while the way in
which small businesses find the right
bank for them has some element
of serendipity, common themes
emerge. Small businesses are looking
to reliably secure loans early in
their development, but they also
desire flexibility to ensure golden
opportunities don't escape because
of a missed deadline.
Above all, they want a more
personal-and sometimes even an
advisory or mentoring-relationship
with their bankers.
The wind in his sails
Larry Goldberg, an Annapolis, Md.based
entrepreneur and owner of
Freedom Boat Club and Fairwinds
Marina, is proud of his 100 percent
CSI (Customer Service Index) rating
from such manufacturers as Yamaha
and Glastron Boats. He is committed
Growing together for 20 years
Shiv Krishnan's INDUS Corporation has worked with two community banks as it has expanded.
In 1994, Shiv Krishnan, president of INDUS Corporation,
a Tetra Tech company, was seeking a $50,000 loan
to grow his Vienna, Va.-based information technology
services company. " I went to five regional and national
banks, to people that I'd known over the years, who all
in their advertisements say they're friendly to small
business. But when I wanted that one small loan, they
were not able to come through, " he recalls.
George Mason Bank granted Krishnan the loan.
" Imagine the benefit to the community bank, " says
Krishnan. " The relationship started with a $50,000
loan that eventually evolved into a $10 million loan
portfolio over 10 years. "
Krishnan sees his community banking relationships
as central to INDUS's enormous success. In March
2016, his company was acquired by Tetra Tech, a
$2.6 billion public company based in Pasadena, Calif.
In addition to providing vital capital infusions, " community
banks become an advisory arm for you to put
you in touch with other groups that can help your business
grow, " he says. " Banking is all about whether the
bankers understand your business and are ready and
standing by to help you in times of need. "
When George Mason was acquired by United Bank,
Krishnan began working with larger institutions but
stayed in touch with George Mason alumnus Bill Ridenour,
who later became the backbone of the leadership
team at John Marshall Bank in Reston, Va.
Krishnan began working with John Marshall Bank
during the financial crisis of 2008 and 2009, when he
saw the other larger institutions " running scared " and
imposing exclusionary standards even on successful
46 ICBA IndependentBanker May 2017
Full service-Shiv Krishnan (l), here with John Marshall Bank's Dan Hampton,
says the banking relationship has been key to INDUS Corporation's success.
businesses like INDUS.
Krishnan points to the many times that community
banks have proven critical to his company. When
INDUS bids on a $6 billion, multiple-award government
contract, a key RFP question was how the bidder's bank
would provide support should the company need to
deliver work worth $100 million in a single year.
" Ridenour jumped in and said that INDUS is a marquee
company and that they'd provide that level of
support to help INDUS, " he concludes. " John Marshall
became one of the reasons why INDUS was selected
on that large contract. It's been a win-win relationship. "
PHOTO: JEANETTE GALIE BURKLE
Independent Banker - May 2017

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