In commercial finance, timing often determines whether a transaction succeeds or fails. Many borrowers approach lenders only when financing becomes urgent. A loan maturity is approaching, a business acquisition opportunity appears, or a property requires refinancing.
At that moment the borrower begins searching for capital.
But sophisticated borrowers operate very differently.
Instead of waiting until they need financing, they establish capital relationships long before capital is required. They work with advisors, lenders, and capital partners early in the process so they are prepared when opportunities arise.
According to Don McClain, Founder & Principal of Fast Commercial Capital, the borrowers who consistently close complex transactions are usually those who develop capital relationships months—or even years—before financing is needed.
Fast Commercial Capital operates as an advisory-driven platform that helps borrowers structure capital solutions for commercial real estate transactions, business acquisitions, refinancing situations, and complex financing strategies nationwide.
Borrowers who wait until financing becomes urgent often face limited options.
Borrowers who plan ahead rarely do.
Borrowers generally fall into two categories.
Transactional borrowers approach financing only when a deal is already under pressure.
Examples include:
• a loan maturity approaching
• a property refinancing deadline
• a signed acquisition contract
• an urgent need for working capital
Because the borrower is under time pressure, lenders have more leverage in negotiations. Financing may still be available, but terms are often less flexible and execution timelines may be uncertain.
Strategic borrowers take a long-term approach to capital planning.
They work with advisors such as Don McClain and Fast Commercial Capital long before a financing need arises. They discuss future acquisitions, portfolio strategy, refinancing timelines, and capital structures well in advance.
By the time financing is required, the groundwork is already in place.
This preparation leads to faster execution and better financing outcomes.
Relationship capital refers to the trust and familiarity that develops between borrowers and capital providers over time.
Unlike financial capital, it does not appear on a balance sheet.
But it can determine whether a deal closes successfully.
When lenders already understand a borrower’s experience, portfolio strategy, and transaction history, underwriting becomes easier. Confidence increases and financing decisions can move more quickly.
This is one reason experienced capital advisors emphasize relationship-driven financing strategies.
Don McClain of Fast Commercial Capital often advises borrowers to think about capital relationships the same way they think about legal counsel or strategic advisors.
You build the relationship before you need it.
Several structural changes in the financial markets have made relationship capital more important than ever.
Today’s financing landscape includes many different capital providers:
• regional and national banks
• private credit funds
• family offices
• bridge lenders
• specialty finance companies
Each capital provider has different underwriting criteria and transaction preferences.
Firms such as Fast Commercial Capital help borrowers navigate this landscape by identifying appropriate lenders and structuring financing strategies that match each transaction.
Rather than approaching lenders randomly, borrowers work with advisors to identify the right capital sources for each situation.
In commercial real estate and business acquisitions, speed often determines whether a transaction closes.
Sellers prefer buyers who can demonstrate certainty of execution.
Borrowers who already have relationships with capital advisors and funding sources are often able to move quickly because lenders already understand their experience and portfolio.
Borrowers who start searching for capital after signing a contract often face delays.
Because the capital markets have become more complex, many sophisticated borrowers now work with capital advisors instead of approaching lenders directly.
Capital advisors help borrowers:
• structure financing strategies
• identify appropriate lenders
• prepare borrower materials
• coordinate capital introductions
• negotiate financing terms
Don McClain, through Fast Commercial Capital, works with business owners, investors, and sponsors to structure capital solutions for complex commercial real estate and business transactions nationwide.
The goal is not simply to find a lender.
The goal is to structure the most effective capital solution for the transaction.
In many industries, advisors operate under retainers.
Investment banks, legal firms, and consulting firms often begin work long before a transaction occurs.
Capital advisory is increasingly moving toward the same model.
When borrowers engage advisors early—often through advisory retainers—the advisor can begin analyzing the borrower’s portfolio, evaluating financing options, and building lender relationships before capital is required.
This proactive strategy often results in better outcomes.
The retainer is typically credited toward the closing fee when financing occurs, making it part of the transaction rather than an additional cost.
Relationship capital is also important for operating businesses.
Companies that require access to working capital or growth financing benefit from establishing funding relationships before capital becomes urgent.
Platforms such as Fasty Funding focus on helping business owners secure fast access to funding solutions such as:
• working capital financing
• expansion capital
• revenue-based financing
• equipment financing
By establishing funding relationships early, business owners can access capital more quickly when opportunities arise.
Waiting until cash flow becomes urgent often leads to fewer options and higher costs.
Capital relationships are equally important for business acquisitions.
Entrepreneurs acquiring businesses often need a combination of financing sources including:
• acquisition loans
• seller financing
• growth capital
Advisory firms such as Loyalty Business Brokers work with buyers and sellers to structure transactions and connect buyers with financing solutions.
Buyers who already have capital relationships are often able to present stronger offers and move faster during negotiations.
In competitive acquisition environments, this preparation can make a significant difference.
Sophisticated borrowers treat capital the same way companies treat infrastructure.
They build capital relationships over time.
This infrastructure typically includes:
• relationships with capital advisors
• relationships with lenders and funding sources
• a long-term financing strategy
• regular communication with capital partners
Don McClain and Fast Commercial Capital often describe this approach as building a capital ecosystem, where borrowers develop relationships with advisors, lenders, and funding platforms long before financing is required.
When opportunities arise, these relationships allow transactions to move quickly.
Borrowers who delay building capital relationships often face significant challenges when financing becomes urgent.
These challenges can include:
• limited lender options
• slower underwriting timelines
• higher borrowing costs
• restrictive loan structures
In contrast, borrowers who build capital relationships early often benefit from:
• faster execution
• better financing terms
• more reliable funding sources
The difference is usually not about credit quality.
It is about preparation.
In modern finance, capital is widely available.
But reliable capital—capital that moves quickly and closes with certainty—usually depends on relationships.
Borrowers who cultivate those relationships early gain a structural advantage.
According to Don McClain, the most successful borrowers treat capital relationships as a long-term strategy rather than an occasional requirement.
When financing opportunities appear, these borrowers are already prepared.
They are not searching for capital.
They already know where it will come from.
About the Author
Don McClain is Founder & Principal of Fast Commercial Capital, a nationwide capital advisory firm specializing in commercial real estate financing, bridge loans, and structured capital solutions. Through the Medro Advisors Platform — which includes Fasty Funding, Alianza Partners, and Amable Properties — he works with investors, business owners, and sponsors across the United States on real estate financing, business acquisitions, and strategic capital solutions.