So the 'old enemy' are back on British soil to take on the latest England/Commonwealth cricket team! As long as I can remember I have loved watching and playing cricket (North Wales Romida Premier league before you ask, first change, left arm over) and this year is no exception.

Never has there been a better chance up of drubbing the Aussies, however, don't forget England do have an incredible knack of making things very difficult so nothing is guaranteed. The state of Australian cricket has certainly been in better shape and is clearly a shadow of its former self, but one thing you can be sure of is that they will always possess is that steely determination like an old Waugh brother to ensure the job gets done.

Over the years there have been some great Ashes partnerships which have relied on two players working together for a common goal; Cook and Strauss, Warne and McGrath, Hayden and Langer and it is partnerships like these which make the lending industry as exciting as a five-match test series against the Baggy Greens.

There are many partnerships in the commercial lending industry but none more important than the broker-lender relationship. It has always been an open partnership in terms of both parties recognising that one cannot work effectively without the expertise of the other. But now more than ever, the relationship is stronger and at the forefront of better decision making.

The marketplace has seen a real shift over the last year and as a result, the relationship between brokers and lenders is more important than ever. Both parties have begun to take advantage of each other’s skills and knowledge of the industry, for the benefit of all involved. These relationships have driven the creativity of new products, understanding of client requirements, created new ways of making funding available, faster decision making , plus much more. All to the benefit of all parties involved in a lending transaction

This is the situation that 'working together' hoped to achieve, with its aim:  “That the relationships in which lenders and intermediaries are engaged deliver better customer outcomes.”

Now lenders, who are either returning to the market or entering it for the first time, need to spend time building their partnerships with brokers, engaging with them to understand where their products fit within the marketplace and what their underwriting requirements are by education via their field sales teams.  At Lancashire Mortgage Corporation I’m pleased to say we are expanding the internal sales, fields sales and commercial underwriting relationship teams. As our distribution and lending products cover the whole of mainland the expansion of these teams will provide even more support for our brokers nationally.

In a lending environment that continues to prove tough for borrowers, a good relationship, with clear lines of communication between lender and broker, can be central to securing the funds for the client, when they need it – something that should be at the heart of everything we do.

Now the challenging times are stabilising, the key to a stronger market will be about continuing to support each other and focusing on the needs of the client.

So as far as your own lending panel selection goes, pick your partnerships carefully with an experienced and proven track record to ensure it has a reliable top batting order who can deliver a solid product offering, a middle order than can be flexible on underwriting criteria which allows for a good conversion and finally a tail end which knows how to finish off an application through to completion. Stick by this criteria and the 'little urn' will return to your business every month.