In the merchant cash advance (MCA) and revenue-based financing space, strong relationships between Independent Sales Organizations (ISOs) and MCA funders are key to long-term success. Solid partnerships give ISOs access to better deals, faster funding, and more favorable terms—ultimately driving more value for both parties.
Here are actionable strategies ISOs can use to build lasting, productive relationships with their funding partners.
1. Build Trust Through Transparency
Trust is the foundation of any successful partnership. For ISOs, this means being upfront about your capabilities, pipeline, and goals. Clearly communicate the type of deals you bring, and ensure you’re aligned with the funder’s underwriting guidelines. When you consistently deliver accurate submissions and follow through on your word, funders will see you as a reliable, long-term partner.
2. Understand the Funder’s Goals
Take the time to learn what matters most to each MCA provider. Is their priority speed, volume, paper grade, or industry niche? By understanding their goals, you can tailor your submissions and position yourself as more than just a lead generator—you become a strategic partner helping them achieve growth.
3. Prioritize Clear, Consistent Communication
Regular communication strengthens any relationship. Establish recurring check-ins to discuss deal flow, clarify requirements, and get feedback. Avoid surprises—whether it’s a late document or a questionable file. Being proactive and communicative builds mutual respect and helps resolve issues quickly.
4. Be Responsive and Reliable
Speed matters in this industry. When funders reach out for clarification or documents, respond promptly. Missed calls, late submissions, or delayed follow-ups can erode trust. Establish a reputation for consistency and dependability, and funders will prioritize your deals.
5. Add Value Beyond the Submission
Don’t limit your role to submitting deals. Share industry trends, regulatory updates, or feedback from merchants that may benefit the funder. The more value you bring to the table—whether through education, introductions, or insights—the more you’ll stand out from other ISOs.
6. Create a Professional and Positive Experience
Professionalism goes a long way. Treat your funders and their teams with respect—even under pressure. Encourage your internal team to be polite, accurate, and prompt in all communications. A respectful, cooperative dynamic creates a stronger working relationship and builds long-term trust.
7. Celebrate Wins Together
When a deal funds or a milestone is reached, share the success. A quick thank-you, shout-out, or celebratory note strengthens the emotional connection between ISO and funder. Mutual recognition builds goodwill and reinforces a shared mission.
Bonus: Partner with CFG Merchant Solutionsâ„¢
At CFG Merchant Solutionsâ„¢, we believe in rewarding strong relationships. We work with qualified financial intermediaries and offer next-day commission payouts, a wide credit spectrum (A through D/E paper), and flexible funding solutions tailored to your merchants.
✅ Fast commissions
✅ High approval rates
✅ Flexible funding programs
Ready to partner with us?
Learn more or apply here: cfgmerchantsolutions.com/partnerships-v2/