Commercial lender loves learning clients' business

Northwestern Financial Review, Nov 15-Nov 30, 2004 by Hilgert, Jackie

Early on, Kim Schaffer didn't consider banking as a career path. Although she worked her way through college and graduate school with a part-time job at the Bank of Commerce in Milwaukee, her goal was to acheive "something in business." seeing that the senior commercial lender at Park Bank Milwaukee has spent years helping all types of businesses achieve all kinds of goals, it would also seem Schaffer has achieved hers.

In terms of size and attitude, Schaffer said Park Bank is a good fit for her. Her approach to commercial lending is simple: get on the inside and listen. And then get creative. "We're privately held ourselves," Schaffer said. It's one of the $586 million bank's strong points, she said. "I can call on any company pretty much anywhere in metro Milwaukee and our portfolio has all kinds of different companies in them."

While Schaffer is out on what she dubbed "field trips," she takes a look at a business' big picture: location, depository needs, cash management needs, real estate, equipment and lending needs. She also analyzes their financial statements. "What you end up doing is putting together a financial package that you think will satisfy the bank's needs as well at their needs," she said. Commercial lending appeals to her because it's "not cut and dried."

Schaffer joined Park Bank in 1994 not too long after Bank of Commerce was acquired by Associated Bancorp., Green Bay, Wis. In 1996, she was lured away from the bank by an opportunity to help start a new business: a bank. "A former boss of mine got involved in setting up a bank and asked me to come along," she said of her 18month involvement with Community Bank Delavan. She got involved in all aspects of launching a bank, including raising capital, construction and setting up the computer system. "It was an opportunity to do things the way I always thought I'd do them if I ever got the chance," she said.

Ultimately, it was the de nova's location in a largely rural community that drove Schaffer to return to Milwaukee. "I worked downtown in Milwaukee and I loved it," she said. "It's fun down here."

Schaffer called her former boss at Park Bank to ask for a reference and was told she was welcome to return if she wished. She did. Back at Park Bank, Schaffer got back most of her commercial accounts and a few new ones, and even returned to her old desk, which was exactly as she'd left it. She also returned with a new title - vice president.

One of the lessons Schaffer learned early on in her business-banking career was the value of networking. Schaffer got involved in Professional Dimensions, a professional women's organization that offers development, training, and networking opportunities. She's served that organization in developing membership and called it a great source for referral business.

Schaffer also learned that a game of golf is an often-used tool to strengthen the banker-client relationship. "I was sitting at work one Friday and I looked around and I was the only one there; everyone else was out on the golf course," she recalled. Schaffer took golf lessons, joined an executive women's golf association which helped her hone her skills and now she takes her male clients golfing without hesitation. "It's a way to develop a good strong relationship with them," she said.

She also volunteers her time to Gilda's Club, a clubhouse set up for cancer patients and their families. Schaffer recently chaired an event for Gilda's Club that raised $15,000. "Cancer touches so many lives, it's not hard to support that cause," she said.

But the Milwaukee native's greatest passion outside of work is riding her Harley Davidson motorcycle. "I went to the 90th anniversary parade and I just thought it was so cool," she recalled. At that parade, she vowed to herself she'd ride in the 95th anniversary parade. She bought a Harley, took lessons, and enjoys riding with friends. "And I rode in the 95th parade!"

By Jackie Hilgert