Yes. It's a good question. We hire a lot of employees who have worked previously at chartered banks, and they say that the culture difference when they come to BDC is incredible. People in the field really don't know or don't care about what the bottom-line profit is on any particular file. What we're looking for is how we can help a client achieve their goals.
I'm going to call it the “five Cs of credit”. We use the same lending criteria as a chartered bank, the five Cs of credit being character, capacity, collateral, capital, and conditions, but instead of saying no if one of those five Cs isn't achieved, we price to the risk or we modify the terms and conditions to allow us to try to get to a yes.
No one in the field—and this is a key comment—wants to say no to an entrepreneur. We really try hard to get to a yes, and if we can't do it now, we usually give them the one or two things that have to change or be modified so that we can get to a yes.