The right clients

A traditional approach to credit risk management is still the best, says Bill Lindsay of commercial property lender Eurohypo. Success depends on winning the best clients, he tells Rob Mannix

Thirty years in banking has convinced Bill Lindsay that experienced clients make the best clients. Now, more than ever, it is borrowers who invest wisely that are most valuable to cautiously minded lenders.

"Buildings don't sit there and look after themselves," says Lindsay, who became the new head of UK credit risk at commercial real estate lender Eurohypo in February. "It is the skill of our clients that we are supporting to derive value from investments. As long as we are backing those who

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