How We Typically Help

• Build Salesforce around real equipment finance workflows 

  • Structuring Salesforce so origination, underwriting, approvals, documentation, and funding happen inside the platform — not across email, spreadsheets, and disconnected tools. 

• Connect systems, data, and decision points 

  • Making sure sales, credit, operations, and documentation teams are all working from the same information across the lifecycle of a deal. 

• Turn Salesforce into a system of execution 

  • Embedding approvals, document generation, and process steps directly into workflows so deals progress consistently without manual handoffs. 

Common Situations We Step Into

Equipment finance organizations typically come to us in one of three situations: 

1. New Salesforce implementations 

For organizations implementing Salesforce for the first time, the priority is getting the foundation right. 

We work with you to: 

• Define how origination, underwriting, documentation, and funding should operate inside Salesforce 

• Design data models for deals, assets, vendors, brokers, and structured relationships 

• Structure workflows for intake, credit review, approval, documentation, and booking 

• Integrate Salesforce with LOS, credit systems, and servicing platforms 

• Deliver reporting that reflects pipeline, approvals, and funded volume accurately 

This is usually a strong fit for teams that want to get it right from the beginning, instead of rebuilding later. 

2. Recovering and stabilizing existing Salesforce environments 

For organizations where Salesforce exists but deals are still being managed outside the system, the focus is getting things back under control. 

We work with you to: 

• Understand how deals are actually being processed today 

• Identify where workflows break down between origination, underwriting, and funding 

• Reconnect processes so deals move end to end inside Salesforce 

• Clean up data models so pipeline and portfolio reporting reflect reality 

• Start making steady, visible improvements 

This tends to work best for organizations that are ready to simplify and fix what’s there — not just keep adding more on top. 

3. Expanding Salesforce as a platform 

For organizations where Salesforce is already in place, the focus shifts to extending it into more of the deal lifecycle. 

We work with you to: 

• Extend Salesforce into documentation, funding, and servicing workflows 

• Introduce structured automation across approvals and document generation 

• Improve reporting across pipeline, credit, and portfolio performance 

• Replace inconsistent processes with something repeatable across teams and partners 

This is typically where Salesforce starts becoming part of how the business runs, not just something sales owns. 

AI and Automation in Equipment Finance Workflows

A growing part of our work is applying Salesforce AI, automation, and document generation to real operational processes. 

This includes: 

• Using Salesforce AI to move deals across intake, underwriting, approval, and funding 

• Automating credit decision points and approval routing 

• Generating complex financing documents using Conga (Document Generation) directly from Salesforce 

• Supporting document negotiation, versioning, and execution workflows 

• Reducing time from approval to funding by eliminating manual document processes 

• Keeping deals moving without relying on individuals to push them forward 

For many equipment finance organizations, document generation and management is where the biggest gains come from — replacing manual contract creation, reducing errors, and compressing funding timelines. 

The focus is always practical — applying automation where it actually improves deal velocity and operational control. 

Our Delivery Model

We typically work with organizations in one of two ways, depending on internal structure. 

In many organizations, Salesforce gets split across sales, credit, and operations without clear ownership. We work differently — the same people who design the solution are the ones working with you throughout. 

Acting as Your Salesforce Team

For organizations without dedicated Salesforce leadership: 

• Take ownership of Salesforce across origination, underwriting, and operations 

• Align it to deal flow, credit policies, and funding processes 

• Define and manage what gets built and when 

• Coordinate across systems, vendors, and partners 

• Deliver implementation, enhancements, and ongoing improvement 

This creates a single place where responsibility sits. 

Acting as a Strategic Salesforce Partner

For organizations with an existing team: 

• Work alongside your team on the parts that are slowing deal flow down 

• Lead specific initiatives like document automation or underwriting workflows 

• Fix areas that have degraded over time 

• Deliver work without adding more layers 

This tends to work best when teams want support where it matters, without changing how they’re structured. 

Handling Growth, Compliance, and Change

Equipment finance businesses evolve quickly, and systems need to keep up. 

We support: 

• New financing products and deal structures 

• Changes in credit policy or approval frameworks 

• Standardizing processes across brokers, vendors, and internal teams 

• Integrating new systems, partners, and data sources 

• Keeping reporting consistent as volume and complexity increase 

We also support merger and acquisition scenarios, including: 

• Consolidating multiple Salesforce environments 

• Aligning deal data, documentation, and workflows across entities 

• Standardizing how deals are structured and processed 

This usually works best for organizations that want to simplify through change, not carry forward every variation. 

How We Work

Whether implementing, fixing, or expanding Salesforce, the approach is the same: 

• Make it reflect how your business actually needs to operate 

• Keep it aligned as things change 

We’ll also tell you directly when something isn’t working — including when the right answer is to simplify documentation, workflows, or what’s already been built. 

Our Accelerators

Fostering has delivered many successful Salesforce Implementations and Enhancements for banking clients.  This means we've solved many of the challenges that you might face - an overview of some of the technical solutions we've deployed is available here.