According to the Australian Bureau of Statistics, in June last year a whopping 97 per cent of businesses in Australia had less than 19 employees – that is, they were categorised as small to medium businesses (SMEs).

Unfortunately, the same statistics also revealed that more than 60 per cent of small businesses ceased operations within the first three years of opening their doors.

One key to business success is to make sure you have a close and open relationship with your bank manager.

In fact, according to IMB Bank’s Nowra Business Banking Relationship Manager Darren Edwards who has years of experience with many different industry sectors, that relationship can make the difference between a thriving enterprise and struggling to make ends meet.

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“I always consider myself part of my client’s team. Clients are more than just account numbers at IMB Bank and we all work hard to add value to the relationship beyond that of just a financial institution,” he said.

“The more we know about a business, the more we can help. Many people make the mistake of not telling their bank if things are tough. It is even more important if times are difficult to talk to your bank because often, there are solutions available that may not be if you wait until there is a major crisis.”

The IMB Bank Business is led by Terry Widdicombe, who has helped many clients achieve their goals.

A long-term partnership between IMB Bank and Brett and Susan Feld has been invaluable in the growth of their Goulburn-based, fresh produce business.

What was a hobby – growing vegetables on a block of land they had purchased at nearby Marulan and selling them at Canberra Exhibition Park Farmers Market every Saturday – grew into a full-time job when Susan gave up her role as an accountant and Brett farewelled welding.

Susan’s background gave her the skills she needed to put together a professional business plan, which she presented to IMB Bank National Business Manager Terry Widdicombe in 2009.

“I went to IMB because, when I was accountant, one of my clients had their business finance through them and had nothing but great praise for the way they worked with their clients in a true partnership,” Susan said.

“That was what I was looking for and experience had told me I would not get it with one of the big four banks.

“I presented my business case to Terry for a fresh produce shop in the main street of Goulburn and it was formally approved within two days. I couldn’t believe it.”

Susan believes that Terry Widdicombe is much more than a bank manager – he is an integral part of their business and is always on hand to talk through any issues the couple may have.

“I can call Terry any time to talk to him. I have his mobile number and I have always been able to reach him. He understands our business, he shares our goals and he celebrates our successes,” Susan said.

“Having a partnership with your bank is essential if you want to grow your business. Our relationship with IMB also extends to relationship manager, Darren Temple and the local Goulburn branch staff who always go the extra mile.”

Brett and Susan have recently expanded and relocated their retail shop in Goulburn, again with the help of IMB Bank.

They now have several savings accounts, as do their children, term deposits, three home mortgages, a business overdraft facility, EFTPOS and a personal loan with IMB – and they wouldn’t go anywhere else.

“The service and attention we have always got from IMB has been phenomenal.

“As far as we are concerned, there is no comparison,” Susan said.