Resilience, relationships and growth: leadership insights from UTB

Leadership insights from United Trust Bank’s Asset Finance team

Left to right: Louise McIntosh (Head of Operations), Lisa Thomas (Head of Credit) and Astrid Michael (Sales & Marketing Director)

As the asset finance industry navigates a period of uncertainty and transformation, United Trust Bank (UTB) stands out for its blend of innovation, relationship-driven service, and a forward-looking approach.

Asset Finance Connect sat down with three of the Bank’s key leaders from the Asset Finance division – Lisa Thomas (Head of Credit), Louise McIntosh (Head of Operations), and Astrid Michael (Sales & Marketing Director) – to discuss their 2025 priorities, their perspective on the market, and the opportunities that lie ahead.

Laying the foundation for growth

Each leader brings deep industry expertise and a clear vision for the year ahead. Lisa Thomas, who recently joined UTB, brings a wealth of credit and risk experience from across the leasing spectrum. “My main priority this year is the implementation of automated decisioning,” she says. “I’m also getting to grips with UTB’s more customer-facing credit function, which is a refreshing change. I’m fortunate to lead a seasoned team that knows how to lend responsibly through various economic cycles.”

For Louise McIntosh, who has spent nearly two decades in asset finance, driving operational efficiency is top of mind. “We’re focused on consistent service delivery. This includes investing in automation and enabling brokers to submit proposals directly from their own systems for faster turnaround. Later this year, we’re focusing on raising and issuing documents by esign, which should significantly reduce documentation errors and speed up payouts.”

Astrid Michael, who began her career in asset finance at 17, is focused on UTB’s growth trajectory. “We’re deepening our specialisms, investing in tech, talent and partnerships, and expanding across all AF verticals. Our strength lies in handling complex, time-sensitive deals with a pragmatic approach, particularly in refinancing and hard asset lending.”

An evolving market with mixed signals

While opportunities abound, the current market is not without its challenges.

“The uncertainty we’re seeing, whether it’s economic or political, can make businesses hesitant to invest,” notes Lisa. “Rising employer costs and business rates are putting pressure on margins, but UTB is well-positioned to adapt, combining human expertise with smart technology.”

Louise observes pricing imbalances in the sector. “It’s baffling. Despite some funders exiting the market, pricing still doesn’t reflect the risk or the service required. At UTB, we maintain sensible margins to ensure sustainable, long-term delivery.”

Astrid adds that the broader industry must reinforce its relevance. “In times of uncertainty, asset finance must be seen as a dependable, resilient funding source. Some lenders have pulled back, but that just opens the door wider for those who are stable and broker focused.”

Challenges to overcome — and the value of stability

Navigating a turbulent market, protecting reputational capital, and managing risk are all top concerns.

“Operational and regulatory risk, while resource-intensive, can’t be overlooked,” says Louise. “It’s about preserving value – controls and processes that reduce fraud and errors ultimately protect both profitability and proposition.”

Astrid echoes that sentiment: “It’s vital to stay visible and available when others retreat. That’s how you build trust. At UTB, we’ve maintained our commitment to brokers and customers through thick and thin, and that’s what makes the difference.”

Opportunities on the horizon

The team is optimistic about the road ahead.

“Automation is a real opportunity,” says Lisa. “By streamlining decisions, we give underwriters more capacity to structure complex deals. It’s all about freeing up time to add real value.”

Louise sees potential in refining the broker journey. “We’re working hard to remove friction and improve the experience from proposal to payout. We want to grow without compromising service.”

For Astrid, opportunity spans both sector and strategy. “There’s huge potential in adjacent spaces like refinancing, renewables, and tech-focused assets. And with traditional lenders retreating, we’re seeing demand from SMEs looking for agile, specialist funding partners.”

Looking ahead: a clear vision for 2025 and beyond

With a solid capital base and backing from Warburg Pincus, UTB is set for strategic expansion.

“There may be market consolidation over the next year or so,” predicts Astrid. “But UTB is in a strong position – well-capitalised, broker-centric, and guided by an experienced team. We’re cautiously expanding into soft assets and professions lending. But we’ll take our time to ensure we do it right.”

Lisa’s arrival has added further momentum to UTB’s plans. “Her experience with automation and underwriting transformation is a real asset to our future,” Astrid adds.

In a fast-changing market, UTB’s focus on relationships, resilience, and results is positioning the bank, and its brokers, for long-term success.