{"id":63865,"date":"2018-02-15T00:32:46","date_gmt":"2018-02-15T00:32:46","guid":{"rendered":"http:\/\/www.bnreport.com\/oaknorths-founder-is-banking-on-challenging-incumbent-lenders\/"},"modified":"2018-02-15T00:32:46","modified_gmt":"2018-02-15T00:32:46","slug":"oaknorths-founder-is-banking-on-challenging-incumbent-lenders","status":"publish","type":"post","link":"https:\/\/www.bnreport.com\/en\/oaknorths-founder-is-banking-on-challenging-incumbent-lenders\/","title":{"rendered":"Oaknorth\u2019s founder is banking on challenging incumbent lenders"},"content":{"rendered":"

Entrepreneurs are often as grateful for the opportunities that don\u2019t come to fruition as those that do.<\/p>\n

Take Rishi Khosla: he started his first business with so little capital (he and his business partner, Joel Perlman, had just \u00a340k to invest between them), that frugality became part of its DNA.<\/p>\n

For three years, he and Joel didn\u2019t receive a salary \u2013 and when they finally loosened the purse strings, they awarded themselves around \u00a312,000 each. So when an investor offered the duo \u00a3250,000 for the company, they asked where to sign.<\/p>\n

Fortunately, however, the offer fell through. As did another a few years later, for over \u00a310m. And another after that, for \u00a324m. But the founders had long settled on a new business mantra: \u201cbuild a company as though you\u2019ll own it for life\u201d. Thus they committed to running their financial research outsourcing business \u2013 Copal Amba \u2013 themselves.<\/p>\n

It grew to 3,000 employees but Khosla, who had previously worked at GE Capital and as an investor for Lakshmi Mittal, yearned to build something \u201csignificantly more scalable\u201d.<\/p>\n

When Copal was sold to Moody\u2019s, Khosla and Perlman awarded themselves a generous four-day break before embarking on their next venture: OakNorth, a commercial bank that provides debt finance \u2013 loans of between \u00a3500,000 to \u00a325m to fast-growth businesses.<\/p>\n

This new venture stemmed from the painful experience they had in trying to secure working capital to scale Copal. Although Copal was in good shape with a healthy cash flow, UK banks were unwilling to lend unless they could provide property to act as security. Many smaller companies, they realised, faced the same struggle.<\/p>\n

\u201cThree decades ago, branch managers would take time to analyse local businesses and offer loans accordingly. Today, we see too much tick-box, clay-model lending\u201d. If the pair could combine their knowledge of credit with data analytics and machine learning, they could revolutionise the UK\u2019s SME lending market.<\/p>\n

As proof that there is no magic bullet to the trials of entrepreneurship, even if you\u2019ve previously pioneered a new industry and have enough capital to retire extremely comfortably, OakNorth\u2019s early days were tough.<\/p>\n

First came the personal challenges. \u201cThe toughest part was getting our asses back into gear,\u201d Khosla quipped at a recent Leap 100 event.<\/p>\n

Next came the staff. \u201cTurnover was high in the first 18 months \u2013 two CEOs, two deputy CEOs and one CFO.\u201d Khosla and Perlman felt they needed a team with the relevant experience to set up a commercial bank but, perhaps inevitably, those hires lacked the disruptive, bold vision required to lead a company trying to innovate in a traditional, established industry.<\/p>\n

Today, OakNorth will interview between 30 and 40 candidates for every role.<\/p>\n

And finally, Khosla and Perlman wildly underestimated the amount of documentation that would be required by the PRA and FCA. \u201cWe created 120 policies and 3,000 standard operating procedures, and detailed every minute activity, all before we\u2019d even set up the bank.\u201d The bar was high, but the process was made easier by OakNorth\u2019s decision to appoint former FCA chief Lord (Adair) Turner to its board in 2015.<\/p>\n

Every entrepreneur will make bad choices, Khosla says, but \u201cyou just have to make more good ones\u201d. He mentions a Silicon Valley entrepreneur whose first business went bust, second was sold for around \u00a330m, third went bust, and who exited his fourth for around \u00a31bn. \u201cThat would never happen in the UK,\u201d Khosla laments. \u201cUnfortunately, the ambition here is lower, people are more willing to get off the train.\u201d Not so Khosla. OakNorth is the fastest ever European company to be given \u201cunicorn\u201d status, it has a loan book of just shy of \u00a31bn and is now in discussions with lenders across the globe to license its fintech platform, ACORN machine.<\/p>\n

While the potential is greater than Khosla and Perlman could have dreamed, there\u2019s something admirable in what they\u2019re trying to achieve. There are too many business owners who have a proven model that\u2019s making money, but who feel forced to dilute and choose equity finance because traditional bank finance isn\u2019t fast or flexible enough. While in discussions with the PRA, Khosla was often told that innovation within commercial banking was near-impossible. \u201cBut you can always challenge the status quo. If you\u2019re trying to do the right thing in the medium-long term, you\u2019re on the right side anyway,\u201d he says.<\/p>\n

<\/a><\/strong> <\/a><\/p>\n

Original Article<\/a><\/p>\n

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