Beyond loans: why SMEs need bankers who believe in their business
correspondent | Monday June 22, 2026 06:00
This was the key message emerging from the latest Kgwebo Connect Series, where Tebogo Modisagape of Val Interiors highlighted how strong relationships between businesses and bankers can become a catalyst for growth.
Speaking during the discussion, Bank Gaborone Relationship Manager for Commercial Clients, Grace Pule, said many SMEs miss opportunities because they do not engage their banks beyond transactional banking.
'Treat us as your partners in running the business. We don't expect entrepreneurs to have expertise in every aspect of business. That is where we come in, particularly on finance, investments and growth opportunities,' Pule said.
According to Pule, relationship managers are uniquely positioned to help businesses identify opportunities, improve financial planning and navigate challenges before they become crises.
She noted that while many SMEs are passionate about their products and services, they often struggle with financial discipline, record keeping and cash flow management. These shortcomings can limit access to funding and ultimately hinder growth, she stated.
'What separates successful businesses is discipline and having a strategic focus. You need to know where you want your business to be in five years and align your financial decisions with that vision,' she said.
For Val Interiors Managing Director, Modisagape said, the value of a relationship manager became clear through experience.
The interior architect, whose business journey began with a modest P250 payment for colour consultation advice at a paint shop, said she initially did not understand the role of relationship managers.
'Many years ago, someone asked me who my RM was, and I didn't even know what RM stood for,' she recalled.
Today, she describes the relationship manager as one of the most important stakeholders in her business.
'A relationship manager should understand your vision and believe in your business. They are somebody you can approach when you need advice, when you are seeking finance or even when you are facing challenges,' she said.
She emphasised that the relationship must work both ways. Business owners, she argued, must be transparent, communicate openly and provide the necessary documentation when seeking financial support.
'When you need an overdraft or any facility, you have to explain why you need it and demonstrate how the funds will be used. That builds trust,' she said.
The discussion comes at a time when many SMEs are navigating economic uncertainty, rising operational costs and increasing competition.
For Bank Gaborone, the message is simple: banking should not begin when a business needs money. Instead, entrepreneurs should cultivate ongoing relationships with their bankers, leveraging the expertise of relationship managers who can help turn ambition into sustainable growth.