Clear, frequent, open lines of communication are a necessary component of a strong business owner-banker relationship.  Owners and bankers should communicate at least quarterly, urges Dave Brown, senior vice president at Key Bank in Utah, who speaks to some clients every week.  Bankers usually require quarterly financials, with a major review once a year.  If a loan is based on inventory or accounts receivable, monthly financials may be needed.

There is more involved in communication than mailing out financials, however.  Invite your banker to tour your facilities, recommends Scott Clark, author of Unleashing the Hidden Power of Your Growing Business.  And, he warns, don't extend the invitation just before you ask for a loan as that will arouse suspicion.

Be sure to call your banker when something important occurs, such as gaining a major account -- or a major competitor.

Put your comments down in writing to provide ammunition in case the banker's boss questions why something happened.  It's also valuable in the event your banker moves on, as the replacement can quickly become familiar with your situation if your file is complete and up-to-date.

Identical to any relationship based on trust, this one requires time.  Paul D. Brawner likens it to a winning football team that relies on its running game.  "A relationship is like three yards and a cloud of dust," he says about the strategy that slowly but eventually results in a touchdown.   "A banking relationship needs to be nurtured day in and day out, not once a year."  Brawner is senior vice president of Huntington National Bank in Columbus, Ohio, and former chair of the American Banker's Association Small Business Unit.

The adage "it's better to give than to receive" is true with a banking relationship.  Don't ask for favors at the beginning.  First give the bank your business and even try to bring in other accounts, which will create good will you can capitalize on later.

Excerpted with permission from Small Business Success Magazine,  produced by Pacific Bell Directory in partnership with the U.S. Small Business Administration.