Spotlight: Is your biggest opportunity already in your database?

Your existing client book could hold more opportunity than you think. This week's Spotlight explores how brokers can uncover SME funding needs, deepen client relationships, and turn existing connections into new business. Following on from the Broker Innovation Summit, Broker Daily's Julian Barnes catches up with Bizcap's national senior business development manager Mendy Ash to explore the growing opportunity for brokers in SME finance, and why the next deal could already be sitting in their database. As cash flow pressures mount and businesses navigate changes including Payday Super and tougher ATO debt collection, Ash explains why brokers need to look beyond the initial loan and understand what their clients' businesses may need next. Here's what's driving the opportunity: The SME funding conversation is changing, with businesses seeking finance not only to manage cash flow pressure but also to prepare for growth. Brokers could be sitting on untapped business in their existing databases, with many already working with self-employed and SME clients without regularly asking about their cash flow needs. The broker role is becoming less transactional, with ongoing conversations around upcoming costs, growth plans, and future funding needs creating deeper client relationships. Listen to find out how you can uncover the opportunities already sitting in your client book.