The Relationship Manager’s role is typically regarded as a function within the sales team, but with a fancy title. But to me, there is much more to it than that and my desire to get onto site to support a developer’s ambition is a key facet of my role here at Signature.
At Signature, we have always believed in the strength of personal relationships as fundamental in making lending decisions rather than forms on a computer. For us, short-term property finance is about more than just numbers on a spreadsheet – it’s about partnerships, progress, and long-term success.
Which is why, as a Relationship Manager, I make it a priority to visit our clients’ development sites in person, at various stages of the project. This can be at the outset when funds are being sought to turn bare land into houses, or transform an old property into something better.
I view each visit is an opportunity to add real value beyond the act of development funding, ensuring that every project is viable or on track, whilst also looking ahead to future opportunities for the developer and for Signature.
Get a hard hat and get out there
Whether we are dealing with a prospect or a repeat client, when we are approached for development funds, unless it is entirely straightforward, when the figures involved make a visit appropriate, I like to get out on site to understand what a loan application can’t get across.
Visualising a developer’s ambition – Before we agree to fund a project, visiting the site and meeting the developer in person gives us invaluable insight into both the potential of the development and the expertise behind it. Walking the site helps us visualise the project in context; its location, surroundings and any site-specific challenges that might impact progress.
It also allows us to have open, on-the-ground discussions about the developer’s plans, timeline, and overall strategy, ensuring they are both realistic and viable. This personal interaction helps us assess not just the numbers in the application, but the developer’s experience, approach, and ability to see the project through successfully.
By taking the time to understand the bigger picture, we can provide funding with confidence, knowing that both the project and the partnership have strong foundations.
We’ll visit when the funding is in place
Once we have agreed to lend the developer the funds they need, there are numerous reasons for me to grab my hard hat and head out onto a project site. In no particular order the reasons I make these visits are:
Review progress vs programme – Seeing a site firsthand allows us to compare actual progress against the agreed timeline. Are things moving as expected? Are there any delays that might impact funding or exit plans? Having these conversations early helps us find solutions before they become problems – having an in-house legal team really helps too.
Manage costs and stage drawdowns – Development costs can fluctuate, so we discuss how budgets are tracking and whether any adjustments are needed. If further stage drawdowns are required, we can plan Quantity Surveyor (QS) visits accordingly, ensuring that funding remains smooth and predictable, always with a view to addressing challenges early.
Explore sales and marketing strategies – A project isn’t complete until it sells. That’s why we discuss how developers plan to market their units, expected sale prices versus Gross Development Value (GDV) and whether market conditions are shifting. These insights help us align finance strategies with real-world outcomes and guide our future terms.
Manage the exit and loan redemption – A well-planned exit is critical to a project’s ultimate success. By visiting sites regularly, we can ensure the redemption timeline matches the loan term, discuss potential refinance options if needed and ensure there’s a clear pathway to completion. We have a genuine concept to completion relationship with our clients, which helps smooth the process and offers our clients a single point of responsibility.
Strengthen relationships and plan for the future – More than anything, we use site visits to strengthen the relationship we have with our clients. We are demonstrating that we’re not just here to provide funding, we’re here to help developers plan their next move, explore upcoming opportunities and offer tailored finance solutions designed to support their ambitions.
Here at Signature, we believe that we don’t just fund projects, but partner with developers from start to finish, offering at every stage, the guidance and flexibility they need to succeed – to thrive in ’25 if you will.
We also thoroughly enjoy seeing the project first hand and discussing progress with the developer – it is truly the best part of the role. It is also very well received by our clients and they appreciate this quality interaction on site.
From initial terms to application, valuation, project milestones and final repayment, we’re with our clients every step of the way. If you’re looking for a lender who truly understands your development journey, let’s talk – I’m always happy to meet in person.