Be the Operator, Not the MBA Strategist

Heather walks through the mental archetypes lenders use to size up a buyer: the operator who runs things directly, the abstract MBA strategist, the overeager enthusiast, and the difficult personality. She explains why you want to come across as the operator, and cautions buyers with consulting or MBA backgrounds to reframe how they present themselves, since banks are wary of candidates who sound too academic or removed from daily operations.