Michael Ponchard, Bankwest
The best BDMs are the ones who are upfront, honest and able to adapt to better support their brokers’ businesses and key priorities, according to Bankwest’s Michael Ponchard.
“Ultimately, good BDMs are accountable and accessible and genuinely add value to a broker’s business through training, deal structuring and being available to support the broker in times of need,” he says.
Thanks to Ponchard’s extensive experience in various roles at Bankwest, he has detailed knowledge of policy and processes. This allows him to discuss scenarios up front to ensure the bank provides a great customer and broker experience every time. It also helps him quickly identify any areas that might be more complex.
“Similarly, if it’s something outside of our appetite we can give a quick ‘no’, enhancing quality and conversion for the broker.
“Each application that is submitted to Bankwest is assigned a single case owner so you deal with the same person start to finish. Plus Bankwest gives brokers a 24-hour deal pick-up for initial assessment.”
Bankwest’s broker development model ensures Ponchard and his colleagues can provide the channel with dependable and responsive advice.
With access to a broker development manager and a desk-bound broker support manager (BSM), brokers have two points of contact at all times. That structure also frees up time for BDMs like Ponchard, giving him the opportunity to be out and about meeting and helping as many brokers in person as possible.
What do BDMs need from brokers?
“Given the change within the industry over the past few years, particularly with credit policy, regular contact between the BDM and the broker is more important than ever. For the best customer and broker experience and outcome, sending all required documents up front – along with detailed comments on the fi le – is a must. This is something we are more than happy to run through prior to submission” – Michael Ponchard, BDM, Bankwest
Phone number: 0428 865 673
Location: Sydney, NSW
Area of expertise: Bankwest product, policy and scenario workshop