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Redefining the Broker Proposition: Experience Meets Fresh Perspective
In a market where funding options continue to expand and client expectations keep rising, the role of the commercial finance broker is evolving fast. But one thing remains constant at Leonard Curtis: relationships come first.
To explore how the broker role is changing, we spoke to two members of our team at different stages of their journey. Phil Trueman, our longest serving Business Development Manager with more than a decade at Leonard Curtis, and Ed Brown, one of our newest team members, who joined 4 months ago bringing experience from across the wider market.
Their perspectives may come from different starting points, but the conclusion is strikingly similar.
How client expectations and the brokerage landscape have evolved
Phil: When I joined over 15 years ago, conversations were often focused on a single product solution. Today, clients are far more informed. They are not just looking for access to cash but rather someone who understands their business and can act as a sounding board.
We are often filling the gap left by the high street banks. But with that comes responsibility. It is not just about availability of funding. It is about helping clients understand the true cost and whether a facility actually works for their margins and growth plans.
Ed: From my experience across the market, lender appetite, credit policy and the number of active funders has shifted significantly in recent years. While price still starts many conversations, most business owners quickly realise headline rate alone is not the most meaningful comparison.
Structure, flexibility and certainty of execution often matter more over the long term. Increasingly, the broker’s role is about providing context and clarity, not simply access.
The takeaway: The market has become more complex, and clients value guidance more than ever.
What relationship-led really looks like in practice
Phil: People want to talk to people. Running a business has the potential to feel isolating, and sometimes clients just need someone they trust to talk things through with.
I make time every week to call my clients with no agenda other than to ask how things are going. That consistency is why I still work with clients I first met more than 10 years ago. Even when things are quiet, staying close means you are front of mind when something does come up.
Ed: Commercial transactions can take six months or more, so consistent communication is essential. From the first meeting, I focus on understanding the wider commercial objectives, not just the immediate funding need.
When circumstances change, whether through valuation feedback, legal complexity or credit queries, the relationship allows you to keep momentum and help stakeholders avoid deal fatigue. The number of clients who return for refinances or further acquisitions shows the value of that approach.
The takeaway: Relationship-led is not a throw away term. It is consistent, proactive contact and genuine commercial understanding.
What stands out about the Leonard Curtis approach
Phil: One of our key behaviours is doing the right thing by the client every time. We are very fortunate to have the full range of solutions in our toolbox so no matter what part of the business lifecycle a client is at, we can support.
I take real pride in situations where we have helped a client by properly diagnosing the issue rather than simply adding more debt.
Ed: The depth of experience across the team was a major draw for me. There is a real willingness to collaborate and discuss alternative approaches.
Since joining, I have seen first-hand the collaboration and desire to support clients across the UK. The ability to combine different specialisms across the team creates stronger outcomes for clients.
The takeaway: Breadth of expertise plus collaborative culture strengthens the support clients receive.
Why the relationship-first model will only become more important
Phil: Technology is moving quickly and it absolutely has a role to play. But I firmly believe it should enhance what we do, not replace it. Sitting down with a client and understanding their business properly will always matter.
Business owners are proud of what they have built. When you take the time to understand where they have come from and where they want to go, the funding conversation becomes far more meaningful.
Ed: The traditional bank relationship model has diminished over the last few years with many SME owners no longer having a single, consistent banking contact.
As the lending market becomes more fragmented, businesses increasingly value a trusted partner who can help them navigate it. Staying close to both clients and lenders lead to better-informed, better-timed funding decisions across the business lifecycle.
The takeaway: As the market fragments, trusted human relationships become more valuable, not less.
Final thought
Across different tenures and backgrounds, both perspectives point to the same conclusion. The broker proposition is being redefined not by faster processes alone, but by deeper understanding, stronger communication and genuine long-term relationships.
At Leonard Curtis, that has always been the heart of what we do. And it is exactly why the approach continues to deliver.
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Leonard Curtis is a trading style of Reach Commercial Finance Limited, registered at Riverside House, Irwell Street, Manchester, M3 5EN. Company Register number is 09056450. Reach Commercial Finance Limited is authorised and regulated by the Financial Conduct Authority, FRN: 753686. Reach Commercial Finance Limited is an authorised credit broker and not a lender. We work with an unrestricted number of lenders to find a potentially suitable arrangement for your consideration. ICO registration ZA069234 and you can check via www.ico.org.uk. We will receive commission from lenders. Different lenders pay different amounts depending on different commission models. For transparency we work with the following commission models: fixed fee, fixed rate of commission, percentage of the amount you borrow and rate for risk (this is based on the risk profile of the business). Further details of the commission model, calculation and amount will be disclosed to you throughout your customer journey. Privacy notice.
Leonard Curtis Legal Limited is a limited company, registered in England and Wales with registered number 09820186. Registered office: Riverside House, Irwell Street, Manchester M3 5EN. Leonard Curtis Legal Limited is registered with the Solicitors Regulation Authority with number 626004.