Michael Samuel is a commercial banking relationship manager who builds and grows partnerships with middle-market clients. He brings experience in M&A underwriting, portfolio management and corporate lending, supported by a background in business economics and risk management. He has passed the CFA Level 2 exam and is preparing for Level 3.
In this feature, Samuel shares the principles shaping his approach to commercial banking. His commitment to client security, consultative service and responsible use of AI illustrates how banking can stay future-focused while remaining deeply rooted in client needs.
Path from Underwriting to Relationship Management
I have spent more than nine years in banking, and each stage has shaped the way I work today as a commercial banking relationship manager. I began on the analytical side, developing the discipline to evaluate credit spreads, complete annual reviews and draft loan agreements with precision. That foundation helped me move into portfolio management, where I underwrote credit for commercial clients ranging from five to seventy-five million dollars in revenue across industries like manufacturing, logistics, restaurant groups and development.
After several years, I advanced into the middle-market space, supporting companies between one hundred and five hundred million in revenue, many of which operated across multiple states or internationally. I later stepped into corporate finance, working on multi-billion-dollar, often publicly traded clients and participating in syndicated deals where large credit facilities were structured and shared across institutions. Each role broadened my perspective and prepared me for relationship management, where I bring all of that experience together to support clients with clarity and confidence.
Responding to Client Needs through Practical Initiatives
Fraud has become the pressure point every commercial client feels today. It shows up through robocalls, hacked systems and increasingly sophisticated attempts to breach operations, making prevention the most urgent challenge our clients face. Protecting their finances is top of mind for us, which is why we continue to strengthen the Treasury tools available to them. Solutions like integrated payables and positive pay add essential layers of control, verification and visibility that help reduce exposure across day-to-day activity. As criminal tactics evolve, our responsibility is to stay ahead of them.
“People are using AI to write memos, gather industry insights, prepare for client conversations and even capture meeting notes so they can stay focused in the moment.”
One initiative I’ve been closely involved with is the rollout of integrated payables, which has become a meaningful safeguard for our clients. It introduces stronger verification steps, two-step approvals and tighter oversight for ACH and wire activity. Clients appreciate it because it removes real risk from their payable workflows and brings a higher level of security to routine transactions.
Technology Trends Redefining the Relationship Manager’s Path
AI is changing our industry in very real and noticeable ways. I see it every day. People are using AI to write memos, gather industry insights, prepare for client conversations and even capture meeting notes so they can stay focused in the moment. It has become a practical tool that helps us work smarter. The challenge now is learning how to use AI in a way that protects client information and keeps security at the center. Institutions that can balance innovation with responsibility will move forward with confidence, and I believe that will set them apart.
The role of a relationship manager is also evolving. Clients want more than transactions. They want someone who understands their business, sits with them when decisions get tough and helps them think about growth and planning. The job is becoming more consultative and more personal. I also believe the bankers who stay relevant in the years ahead will be the ones who are open to using AI for prospecting and service, while still bringing a human touch to every interaction.
The Mindset That Shapes a Successful Banking Career
I always encourage people to start by really learning the businesses they want to work with. Spend time understanding how those companies operate and what challenges they face. That knowledge makes every conversation more meaningful.
Strong soft skills are just as important. Being comfortable talking with people, building relationships and finding simple ways to add value will take you a long way in this field. I also think continuous learning matters. Training in AI, sharpening technical skills like Excel and exploring certifications can open new doors. Some people even consider a master’s program when they are ready to take the next step. A mix of curiosity, relationship building and ongoing education creates a solid foundation for a successful career in commercial banking.
