In today’s competitive environment, smart business leaders look beyond interest rates for a lender that can serve the broader interests of the company. So how do companies ensure they’re choosing the right lender? Perhaps more importantly, how do borrowers find a lender who will value them both in good times and when the market shifts? Here are five key attributes to look for in a lender to help ensure long relationships and harder-working capital.

When financial markets are flush, lenders often compete based on price or by offering covenant-light or even restriction-free loans. Capital becomes a commodity and lenders increasingly accept more than reasonable risk to secure business. However, in the long term, a lender does its corporate customers no favors by compromising its credit principles.

Ultimately, lenders and borrowers who remain disciplined will be better prepared as the economy ebbs and flows. Smart business leaders look beyond today’s interest rates for a lender that can serve the broader interests of the company.

So how do companies ensure they’re choosing the right lender in this environment? Perhaps more importantly, how do borrowers find a lender who will value them both in good times and when the market shifts? Here are five key attributes that chief financial officers and financial intermediaries may want to consider when seeking smarter capital.

Industry Acumen
There are distinct advantages to finding a lender who specializes in your industry. The learning curve is shorter, the loan and lease structures more tailored and the industry expertise often adds value and greatly facilitates the finance process. Specialists who have finance and operational experience are arguably most effective since they have been on the “other side,” running companies.

Look for financial institutions with genuine experts in your field. They’ll truly understand the challenges CEOs and CFOs face. Their understanding of the industry and the collateral clients may use to secure the loan can often lead to greater liquidity and flexibility. They also often become advocates for a client.

Customer Focus
Many companies—including lenders—participate in proven programs that measure customer service. For instance, the Net Promoter Score (NPS), as described in Fred Reichheld’s book, The Ultimate Question, tracks customers’ responses to the question, “How likely is it that you would recommend this company to a friend or colleague?” The answers allow companies to determine NPS by simply subtracting the percentage of its detractors from the percentage of its promoters.

NPS helps identify clients that are promoters, detractors or somewhere in between. Once you know where clients stand, you can improve what’s creating dissatisfaction and amplify what clients like. Whether it’s NPS or another measure, search for a lender with a commitment to continually improve service.

Patient Capital
When the economy is riding high, many companies have easy access to capital. But when the economy inevitably turns and the capital markets retrench, a solid relationship with a lender is invaluable. Seek an established lender who can accommodate your future needs. Does the lender offer various structures—cash flow, asset-based and structured loans and leases—to accommodate changing circumstances?

If your cash flow turns negative, will the capital provider show you the door or alternatives? A financier with a big balance sheet who can support a company’s peaks and troughs is typically more patient as markets ebb and flow.

Lifecycle Lender
Not all lenders can back your company throughout its lifecycle. An emerging company needs funds for capital expenditures, growth and working capital. As it grows, the company may need equity or financing to support mergers and acquisitions or project finance. When it reaches maturity, the company may need help with spin-offs, recapitalizations and interest rate risk management. If the company hits a bump in the road, it may require corporate restructuring, debtor-in-possession or plan-of-reorganization financing. Finding a lender that can evolve with your financing needs can allow you to focus on running your business.

Beyond Finance
Resources that companies can tap beyond the deal can make all the difference to borrowers. For example, unique to GE is a complimentary program for customers called Access GE. Clients have access to proprietary tools and world-renowned GE best practices that can help improve business performance. From leadership development techniques, lean Six Sigma methodologies or tools for accelerating change, GE management experts will work with clients to help them improve and grow their business.

In short, lenders are looking to put their capital to work and borrowers are seeking capital that works harder. Savvy business leaders should look beyond the immediate capital cost and search for smart liquidity—a lender with the depth of knowledge, product breadth and value added services to help them compete for the long haul.

GE Capital does not provide legal, accounting or tax advice and potential borrowers and lessees should seek such advice from their own professionals.