are often overly cautious in making loans to small businesses. For that very reason it makes sense to study their approach, even though it may seem discouraging at first glance.     1. Bankers Ideal     Bankers look for an ideal loan applicant, who typically meets these requirements:     For an existing business, a cash flow sufficient to make the loan payments.     For a new business, an owner who has a track record of profitably owning and operating the same sort of business.     An owner with a sound, well-thought-out business plan.     An owner with financial reserves and personal collateral sufficient to solve the unexpected problems and fluctuations that affect all businesses.     Why does such a person need a loan, you ask? He or she probably doesnt, which, of course, is the point. People who lend money are most comfortable with people so close to their ideal loan candidate that they dont need to borrow. However, to stay in business themselves, banks and other lenders must loan out the money deposited with them. To do this, they must lend to at least some people whose creditworthiness is less than perfect.     2. Measuring Up to the Bankers Ideal     Who are these ordinary mortals who slip through bankers fine screens of approval? And more to the point, how can you qualify as one of them? Your job is to show how your situation is similar to the bankers ideal.     A good bet is the person who has worked for, or preferably managed, a successful business in the same field as the proposed new business. For example, if you have profitably run a clothing store for an absentee owner for a year or two, a lender may believe you are ready to do it on your own. All you need is a good location, a sound business plan and a little capital. Then, watch out Neiman-Marcus!     Further away from a lenders ideal is the person who has sound experience managing one type of business, but proposes to start one in a different field. Lets say you ran the most profitable hot dog stand in the Squaw Valley ski resort, and now you want to market computer software in the Silicon Valley of California. In your favor is your experience running a successful business. On the negative side is the fact that computer software marketing has no relationship to hot dog selling. In this situation, you might be able to get a loan if you hire people who make up for your lack of experience. At the very least, you would need someone with a strong software marketing background, as well as a person with experience managing retail sales and service businesses. Naturally, both of those people are most desirable if they have many years of successful experience in the software marketing business, preferably in California.     3. Use the Bankers Ideal