As competition intensifies and economic uncertainties persist, Scott McClain discusses the state of capital markets, industry challenges and the importance of consistency in equipment finance.... read more

March/April 2025

Mastering the art and science of equipment finance sales requires a balance of soft skills and strategic discipline. In a new series, industry veteran Scott Kiley shares insights from his 40-year career, offering practical advice on building strong customer relationships, crafting effective marketing plans and adopting a winning sales mindset.... read more

Jan/Feb 2025

If you chose a career in equipment finance sales because you did not want to spend your days analyzing financial statements, Scott Kiley has news for you: your likelihood of success in sales is directly related to possession and use of strong credit skills.... read more

Sept/Oct 2024

A great syndicator has “chameleon-like” qualities. Being an effective syndicator means establishing a value proposition with relationship managers, pleasing all involved parties and determining the best distribution strategy for every deal.... read more

May/June 2024

Want to be the first buyer on a syndicator’s call list? Scott Kiley shares how to make that happen by embracing the three Rs: relationship, responsiveness and reliability.... read more

Monitor 100 2024

In 2023, the equipment finance capital markets space experienced the most dramatic and rapid changes since the Great Recession. Scott Kiley recounts the flurry of events that unfolded in his new column, Capital Markets Corner.... read more

Mar/Apr 24