The Intermediary – August 2026 - Flipbook - Page 72
SPECIALIST FINANCE
Opinion
very industry across the
UK is focusing on the
integration of artificial
intelligence (AI) and
automation. Businesses
can compare lenders
online, submit applications at the click
of a buon and use AI to streamline
processes that once took weeks.
At the same time, as the finance
market becomes more complex,
trusted expertise becomes more
valuable, not less.
Small to medium enterprises
(SMEs) aren’t simply seeking access to
funding. They’re looking for clarity,
guidance and expertise. They want to
speak to someone who understands
the wider alternative finance market
and the realities of running a business
in this volatile economy.
At their best, intermediaries and
advisers do far more than source
funding. They help ambitious
businesses convert opportunity into
action. They understand not just
the numbers behind a deal, but the
commercial momentum behind it.
This is just one reason why advisers
have never been more valuable, for
both clients and lenders. In fact, the
National Association of Commercial
Finance Brokers’ (NACFB)
Intermediary Market Outlook found
that 59% of broker-client connections
in 2025 were with repeat clients or
those seeking ongoing support and
portfolio advice.
The report also revealed that 65% of
brokers engaged with clients either in
person or over the phone, showing the
importance of relationships.
E
Lender stability
The UK and US lending markets have
seen well-publicised challenges over
the past 12 months, from difficulties
70
The Intermediary | August 2026
and restructures to some lenders
withdrawing from the market
altogether.
Clients are increasingly asking
questions that would have been
rare just a few years ago: Who is
funding the lender? How secure is
the facility? What will happen if
market conditions deteriorate? Will
this lender be here to support me in
a year’s time? No longer unusual,
these queries are now part of
everyday conversations.
In this climate, intermediaries do
far more than just introduce clients
to lenders. They help SMEs navigate
an increasingly complex funding
landscape, where human expertise
frequently maers more than
technology.
More than numbers
Oen, the difference between a
funded deal and a declined deal isn’t
the opportunity itself; it’s whether
someone can recognise its potential.
Experienced advisers know that
context is everything.
The NACFB’s report found that
82% of businesses viewed a broker’s
understanding of a specific or
complex circumstance as either quite
important or extremely important.
The same percentage highlighted
the quality of advice and guidance
provided as a key reason they chose a
broker over an online platform.
These figures remind us that
funding decisions are rarely just about
the numbers. While algorithms can
assess data quickly, an intermediary
will understand the wider context of
the deal and find the best lender for
the job.
If 2020’s upheaval reinforced
anything, it’s that when businesses
face uncertainty, the last thing they
ADRIAN STALLEY
is head of partnerships
at Reward Funding
want is a chatbot. They need a reliable
voice to help them make informed
decisions specific to their needs,
not an algorithm giving a simple
‘computer says yes or no’ answer.
Today’s challenges have evolved,
but they’re just as complex. Rising
costs, uncertainty, regulation and
sector pressures are creating a difficult
landscape for businesses.
In this environment, intermediaries
are increasingly acting as trusted
advisers and sounding boards, not
just introducers.
The intermediary-client
relationship is crucial, and just
as valuable is the one between
intermediary and lender.
The best outcomes happen when all
three parties are aligned. The more
an adviser understands the client, the
beer chance they have of identifying
the right lender and funding solution
for the situation.
Equally, the more a lender
understands the introducer, the
beer chance they have of evaluating
opportunities and moving decisively.
The strongest partnerships create
a shared understanding of how to
deliver the best outcomes.
