FR: Tell us a little about your history in the industry and your role.
I’ve been in banking since 1984, starting in personal banking before moving into corporate and commercial banking. I worked for a specialist lender, establishing their Newcastle office and overseeing operations across the North and Scotland, before joining HTB in 2016.
At the time, development finance was heavily focused on London and the South East, and my role was to drive regional expansion. After all, if we were serious about supporting SME developers nationwide, we needed more than just a presence in the South East, and that led to the opening of our Leeds office to ensure our lending approach reflected local market conditions and regional planning challenges.
Since then I’ve worked to refine our proposition and support the real-world needs of brokers and developers, becoming managing director last year. I inherited a strong foundation, but have shaped it further to ensure we remain agile, responsive and solutions-led.
Over the last year we’ve seen significant growth across key areas, which reflects the strength of our proposition, the trust brokers and developers place in us, and our ability to deliver funding that works for SME developers. We aren’t just focused on growth, but on ensuring that SME developers have a lender that understands their challenges and supports them at every stage.
FR: What is the state of the development finance industry at the moment? What challenges are brokers and developers facing?
The development finance market is in a transitional phase. Demand for funding remains strong, and despite affordability concerns, the housing market has held up better than many expected. But while opportunities exist, SME developers are facing mounting challenges.
Planning delays are a major issue. Local authorities are struggling to process applications, and projects that should take months are dragging on for over a year. Unlike large housebuilders, SME developers don’t have the cash flow to absorb these delays, making them even more disruptive.
Macroeconomic conditions are also weighing on developers. Interest rates are easing, but not as quickly as many had hoped, and inflation remains stubborn. The stamp duty changes which have kicked in with this tax year could further impact investment decisions. Meanwhile, construction costs remain high, squeezing viability for smaller developers already operating on tight margins.
Lenders are also being more selective. Some have tightened criteria, reduced leverage, or withdrawn from the market altogether. The non-bank lending sector is particularly volatile, with many lenders prioritising short-term returns over long-term relationships. Many still focus their lending in London and the South East, leaving SME developers in the regions underserved.
Now, more than ever, stability and consistency matter. Brokers and developers need a funding partner that remains reliable - not just in strong markets, but through uncertainty too. That’s the role we play at HTB.
FR: How important is flexibility in development finance?
Development is unpredictable. No matter how well a project is planned, delays in planning, rising material costs, regulatory changes, or shifts in demand can all impact delivery. That’s why flexibility isn’t just important in development finance - it’s essential. A rigid funding structure can kill a viable project, while a flexible approach keeps things moving.
For SME developers, funding needs to reflect real-world conditions. They don’t have the deep financial reserves of major housebuilders, so they need a lender that understands project delivery rather than one that forces developments into a rigid framework. Finance should support viability, not obstruct it.
At HTB, we take a solutions-led approach. We structure funding to align with cash flow needs, offer staged drawdowns, fund materials on site - something many lenders still refuse to accommodate - and provide extension options where necessary.
Beyond structuring finance, it’s about how a lender responds when challenges arise. Some lenders impose penalties or pull out at the first sign of difficulty. We take a different view. Our role is to keep projects moving, whether that means adjusting a funding schedule, allowing for an extension, or simply being available to work through challenges pragmatically.
Every development is different. If a lender can’t work around real-world challenges, they’re not supporting developers - they’re hindering them.
FR: How are SME developers navigating planning delays, and what strategies can they use to keep projects moving?
Planning delays are one of the biggest headaches for SME developers today. Local authorities are struggling to process applications, and what was once a 12-week process can now take 12 months or more, creating uncertainty around project viability. The new government is introducing legislation aimed at reducing “blockers” and red tape, but it remains to be seen how effective these measures will be. There’s still a consultation process to get through before any real change takes effect.
For SME developers, being proactive is key. Those who engage with planning officers early, understand local policies, and submit well-prepared applications tend to avoid unnecessary delays. Strong relationships with planning departments help, as does keeping ahead of regulatory changes that might affect applications.
The right funding strategy is just as critical. SME developers need finance that accounts for the realities of the planning system. While HTB only lends on land with planning, we take a pragmatic approach - offering funding against outline planning consent while amendments are submitted or Reserved Matters are applied for. This ensures developers aren’t left in limbo waiting for final approvals, allowing them to keep moving forward rather than pausing everything until full planning is granted.
While the system itself may be slow, developers who anticipate challenges and structure their funding accordingly put themselves in the strongest position to keep projects moving.
FR: What should brokers and developers be looking for in a funding partner beyond just price and leverage?
One of the biggest risks developers face is working with lenders reliant on external credit lines. Many alternative lenders source funding from institutional backers, meaning their appetite can shift overnight. If market conditions change or their cost of borrowing increases, they may reduce their exposure - or exit the market entirely. That’s why developers need a funding partner with stable, reliable liquidity. HTB’s deposit-backed funding model means we lend with confidence, ensuring brokers and developers can rely on us even in shifting market conditions.
Beyond funding certainty, expertise makes a real difference. Development finance isn’t transactional - it’s a process that requires a lender who understands risk and the realities of delivering a project. A lender taking a tick-box approach can be an obstacle rather than an enabler. SME developers need a funding partner who can assess a project on its merits, structure finance in a way that works for them, and remain a supportive presence throughout the lifecycle of the loan.
Service is another critical factor. The speed at which a lender makes decisions can directly impact project timelines, and rigid lending structures can create unnecessary hurdles. At HTB, we take a relationship-driven approach, ensuring that brokers and their clients can access the decision-makers shaping the deal. Direct access to underwriters and senior decision-makers means that when a developer needs an answer, they get one - without delays or unnecessary red tape.
Beyond the immediate transaction, brokers and developers should think about long-term value. Development is cyclical, and the right funding partner is one that remains consistent through changing market conditions.
FR: What are you hoping to achieve over the next few years?
HTB’s commitment to SME development finance remains at the heart of our strategy, and over the next few years, we want to build on the strong foundations we’ve established.
There are clear opportunities in the market, particularly in areas like PRS, BTR, and PBSA. Demand for these asset classes is rising, and developers need funding partners who understand their nuances.
Service delivery is another major focus. HTB is investing in a new market-leading IT platform this year, designed to enhance the experience for brokers and developers and improve the efficiency of our lending process. Technology plays a vital role in improving speed and transparency, but it’s not a substitute for relationships. Our priority is to maintain the agility and responsiveness that brokers and developers value, ensuring that service remains at the heart of what we do.
