"It’s September 17, 2008, one day after the collapse of Lehman Brothers. Shivers are running through the financial markets, and pouring (not trickling) down to small businesses and consumers. How is it that given the immediate and profound ripple emanating from the first of several catastrophic events on Wall Street, I’m able to get five offers for bank financing? Very simple – Richard Russakoff and Mary Goodman. The package they prepared on my firm’s behalf was so impressive by virtue of its copiousness that banks felt embarrassed to consider saying no."
Harvey Sackett —Sackett & Associates
"Our business grew from $1 million to $ 12 million in four years. We had marquee Fortune 50 clients. We had no debts. We were aware that we might need additional working capital of $1 million for the next year’s growth. I approached my bank and asked for a line of credit. They refused to lend. They said that they could not even lend us $100,000, so forget about asking for $1 million. The bank was plain rude. They did not care that we banked with them from the time we started our business. We hired the services of Richard Russakoff and his team. We explained to them that the money may be needed in three months. They looked at our books and verified the numbers. I still recall what he said immediately after looking at our numbers: 'You will get a line of more than $1 million. Your own bankers will beg of you to borrow from them.' Yeah, right, I thought. However, after three months and several meetings with eight different local banks, we had short-listed two banks whose terms we liked. One of the two was my own banker. I rejected them and signed on the term sheet with the other bank for $1.25 million! It felt great. Our business growth plan was fully funded. More importantly, I said 'no' to my bank. Their approach was such that each of the banks actually agreed that we should have that line of credit. Richard and Mary are no-nonsense, sharp and wise. They have an uncanny knack of understanding the quirks of different businesses, from manufacturing to legal services to software consulting. They are well-traveled and understand global markets, cultures and business trends. Their integrity is beyond reproach. When you hire them, it is like you have another business partner. By the way, we finally sold the business for over $25 million. If we did not have their professional help at that critical stage, we could not have achieved our goals."
Ananth Raman—President International Software Consulting, Inc
"Rich and Mary are wizards in dealing with the banking community. I really don't know how they do it. They accepted two assignments from us: The first, a very sensitive change of corporate leadership where we needed to preserve an important banking relationship, and the second, obtaining a financing option for our customers during a very difficult economic period. Rich and Mary added value within the first 10 minutes. We had our bank presentation and it kicked butt! They guided us through every step of the process and did a superb job. In both cases, Rich and Mary hit home runs for us, In the second, they allowed us to secure the entire deal, soup to nuts, in less than 60 days after we had been unable to find a solution in over three years. These guys are the real deal when it comes to navigating the arcane and often insanely frustrating world of banking and high finance."
Richard Rossi—Creator - Envision EMI
"Thanks for creating this timely tool! This is a landmark book, chock-full of timely tips and rich insight – both thought-provoking and filled with compelling easy-to-implement strategies for obtaining the best financing! As a business consultant, I am thrilled to have this resource to share with clients. It should be required reading for anyone seeking to acquire funds in today's competitive financial environment."
Margie Johnson—President of Shop Talk, Retail Consulting Firm
"Having Bottom Line Up's process for dealing with bank financing has been invaluable. After narrowing down to my top three banks and having offers from each, I looked over at my new potential banker, told him about the other offers and that they were ½ a point lower. He quickly looked down at the paper and said, ‘Oh, sorry. That must have been a typo.’ Then put in the new rate, saving me thousands of dollars!"
Chris Canada—CEO of On-Site Computer Solutions
"Rich and Mary are masters at helping businesses land the perfect bank loan – a loan structured so it supports the business model, marshaled through the process by the right banker for your business. All too often, business owners approach the loan process in a sloppy and shoot-from-the-hip manner. Instead, it’s a process that demands precision. Handled correctly, it can mean the difference between sleepless nights and peace of mind. Without question, they are the best at putting together a loan package that makes banks compete for your business."
Verne Harnish—, best-selling author of Rockefeller Habits & Founder of Gazelles
"The loan package you created was so comprehensive that we actually secured a significantly higher line of credit than we were originally seeking because of it. Your experience and guidance has been invaluable. We couldn't have done it without you."
Doug Dohring—CEO The Dohring Company
"I am an international serial entrepreneur. Whenever I start a new enterprise that needs capital, I immediately turn to Rich and Mary for guidance on acquiring financing and to critique and, in many cases, drastically alter my business model. They are my secret sauce and they are masters in both areas. Read this book and you will understand why."
Dr. Fuat Mehmetoglu—President The Levante Group, D&D Furniture, The Levante Hotels USA
"I have known and worked with Rich and Mary for 10 years, through all the financial ups and downs of the past decade. In my experience, there are no better experts in the field of advising fast-growth companies on how to accelerate their growth with the right balance of external funding and organic cash generation than Rich Russakoff and Mary Goodman. In their new book, Make Banks Compete to Loan You Money, they can help you secure the RIGHT capital, from the RIGHT resources, with the RIGHT timing, at the RIGHT cost - and without giving away your precious dreams and your hard-earned equity stake in your business. Their guidance can make the vision of growing your business on a secure and healthy financial base a more certain reality. While there are never any absolute guarantees of financial success in this world, taking the seasoned advice of Rich and Mary in directing the growth of your business will give you an enduring inside advantage and an insurance policy against failure."
Ron Huntington—Owner of Executive Mentors & Trainers, Seattle, WA Founder and Emeritus Head Coach, Gazelles International
"I have heard that Bottom Line Up was good to help entrepreneurs get bank financing and I called them and said, 'I have a tough situation and I want to know if you can help me … I am a Mexican national, just moved to the U.S. to start a mortgage company and don't have any credit in the U.S. – and I want to get a $3 million line of credit to buy houses and finance them to undocumented Hispanics in Texas. Can you help me get the loan?’ They asked me several questions as a loan officer would analyze the loan, and after said, 'If we analyze this as a loan officer and follow ALL the steps needed, I believe we can get the loan. Here is what we will do. First, do a super loan package that surprises any loan officer and answer any question they can possibly have. The loan package has to be done like a loan officer would do it to present it to the loan committee. Shop until we drop. Get 10 banks to come to your office in a week to see our loan package and presentation. Give a detailed follow-up and negotiation with each bank that keeps the door open. If we follow these steps diligently we have a good chance of getting it.' Forty-five days later, we had $2.5 million in lines from two banks!"
Daniel A Marcos —Serial Entrepreneur, CEO Braintrust
"Rich and Mary and their process for helping growth companies analyze, project and secure the RIGHT financing, from the RIGHT institutions at the RIGHT cost is above and beyond anything I have seen -- and it really, really works! In their new book, Make Banks Compete to Loan you Money, Rich has taken Chapter 10 of 'Mastering the Rockefeller Habits' to a new level and has done so with the complementary expertise of Mary Goodman, a very accomplished and no-holds- barred cost expert!"
Keith Cupp—President, Gazelles International
"No matter the economic times, securing access to capital is priority No. 1. When I needed to secure a banking relationship for a new global service delivery model, I turned to Rich Russakoff. Rich and his team were fantastic to work with throughout the process. The bottom line: They delivered results."
David J. Galbenski—Founder & Chairman of Lumen Legal Entrepreneurs’ Organization Global Chairman 2008-09 2005 Ernst & Young Entrepreneur of the Year Award winner
"This should be required reading for business owners, who will definitely benefit from the practical tips and excellent suggestions culled from Rich and Mary's years of experience. I've known Rich for 15-plus years. Mary and Rich have done a superb job of offering the effective strategies and tactics for business owners to get a better banking relationship or improve their existing banking relationship."
Brett W. Kaplowitz—Senior Vice President & Commercial Loan Officer Bank of Georgetown, Washington, DC.
