For much of the period following the Financial Crisis, specialist lenders and asset finance firms operated in a world of unusually cheap money. Rates have fallen from their peak, but I am not convinced we are heading back to the near-zero environment that became normal for so long. Barring a significant economic shock, the next lending cycle may simply have a higher cost of money attached to it.
That matters for borrowers, but it also matters for the people making lending decisions. Higher borrowing costs put more pressure on affordability and refinancing, while some borrowers are understandably more cautious about taking on debt. The Bank of England's latest reporting suggests credit remains available to most firms, although lenders remain selective and demand is weaker than supply in parts of the market. Interestingly, it also reports growth in asset finance and invoice discounting.
I have recruited across specialist lending and asset finance for a long time and good underwriters have always been difficult to find. I suspect their value in the next cycle will be greater, because good underwriting is not simply about identifying risk. Specialist lenders need to lend, and the really good credit people understand how to balance protecting the firm's capital with finding a structure that allows a sensible transaction to happen.
That commercial judgement is difficult to teach. An experienced underwriter has seen enough businesses, management teams and credit cycles to know when something doesn't quite add up, but equally they know that a deal which doesn't work in its original form isn't necessarily a bad deal. Sometimes the structure, security, pricing or terms need to change. Being able to find a way through without losing credit discipline is a valuable skill.
Recent years have also changed the shape of many credit teams. Workloads have moved around, firms have become leaner and understandably there has been considerable focus on costs. If lending volumes improve, some businesses may discover quite quickly that the team required for a difficult market isn't necessarily the team required to take advantage of growth. That doesn't automatically mean large increases in headcount. It could mean adding experienced underwriters in particular areas, strengthening the senior credit function, developing people internally or bringing in specialist expertise where the business wants to enter a new market.
Hiring within Asset Finance or Specialist Lending?
Fram Search supports lenders, asset finance providers, challenger banks and debt advisory firms with recruitment across origination, sales, underwriting, credit, risk and leadership appointments.
Whether you are building a team, replacing a key hire or exploring the current talent market, contact us on 01525 864 372 or email [email protected].
AI will almost certainly become part of this as well. The Bank of England says the use of AI in credit risk management is still relatively early, although it is already being used at various stages of lending and expects more advanced AI increasingly to inform areas such as credit underwriting.
There is plenty within an underwriting process that technology should be able to make quicker. Gathering and analysing information, reviewing documents and data, identifying patterns and dealing with some of the more repetitive work all look obvious areas. For boards looking for a return on their technology investment, credit is therefore an interesting place to look.
I don't think that necessarily leads to fewer good underwriters. It could change what firms value in them.
If technology does more of the processing, there is greater emphasis on what happens after the information has been produced. Someone still needs to understand the borrower, question assumptions, consider the downside, structure the transaction and ultimately decide whether the firm should put its money at risk. In specialist lending particularly, the circumstances that make a transaction interesting are often the same circumstances that mean it doesn't fit neatly into a standard model.
There is also a longer-term talent issue which I think is worth considering. Today's experienced Credit Directors and senior underwriters developed their judgement by looking at an enormous number of transactions earlier in their careers. They learnt from straightforward deals as well as difficult ones, and from seeing what happened to those decisions several years later. If AI gradually removes more of that work from junior roles, firms will need to think carefully about how the next generation gets enough exposure to develop the same judgement.
That could have quite an impact on the structure of credit teams. Technical underwriting knowledge will remain important, but so will commercial judgement, sector knowledge, structuring ability and the confidence to challenge a decision. Firms will also need people who understand what technology can do without assuming that its output removes the need for experienced oversight.
For CEOs and boards, I think this becomes part of a broader question about what they want their lending business to look like over the next few years. If volumes increased significantly, moved into different sectors or came through new distribution channels, would the current credit team have the capacity and experience to support it? Equally, if AI materially improves productivity, are the skills that were valuable in a credit function five years ago necessarily the same ones the firm will pay a premium for five years from now?
We already spend a lot of time speaking to experienced underwriters, Credit Directors and senior credit professionals across specialist lending and asset finance, and I expect those conversations to become increasingly important as the market changes.
The next cycle may require fewer assumptions about what a credit team has traditionally looked like and more thought about what the business actually needs from it. For some firms that will mean technology, for others additional underwriting capacity or different sector expertise, and for some it will be about strengthening commercial judgement at a senior level.
Whatever happens to rates, I find it difficult to see experienced people who know how to lend money sensibly becoming less valuable.
About Fram Search
Established in 2010, Fram Search is a specialist financial services recruitment consultancy. We support asset finance providers, specialist lenders, challenger banks, debt advisory firms and wider debt & capital solutions businesses across the UK and internationally.
Our Asset Finance & Specialist Lending practice recruits across sales, origination, underwriting, credit, risk, collections, finance, operations and executive leadership functions. We work across asset finance, leasing, bridging finance, development finance, invoice finance and specialist lending, helping clients secure high-performing talent in revenue-generating and credit-critical roles. We provide both contingent recruitment and executive search services, combining deep market knowledge with extensive candidate networks.
Please contact us on 01525 864 372 / [email protected] to learn more.
Share this Post

