Chris Fulman

Managing Director, FGI

In his current position, Chris Fulman oversees FGI’s assessment of all companies and their eligibility for funding within the firm’s credit guidelines and procedures. He works closely with the Operations, Underwriting, and Business Development teams along with FGI’s attorneys to ensure unparalleled execution. With over 17 years of experience in international commercial finance, he is uniquely qualified to evaluate complex opportunities and deliver competitive solutions. 

In his previous role, as director of underwriting and legal, Chris managed FGI’s due diligence efforts, both from a financial and legal standpoint. Prior to that, as vice president of business development for FGI, he was responsible for developing relationships and bringing new opportunities to the firm.

Chris currently resides in New Jersey with this wife and daughter. He earned his degree in finance and international business from New York University’s Stern School of Business. 

What is the best professional advice you have been given and how have you implemented it? 

It doesn’t need to be perfect. Whether it’s a presentation, decision, internal memo, or even a legal document, it’s okay for it to be less than perfect. Sitting around and waiting for all the information to become available only slows you down. Most decisions could be made with 70%-80% of the information you’d like to have. Anything more and you’re taking too long. And any mistakes could normally be self-corrected with minimal consequences.

How do you define a good leader?

A good leader inspires others to believe in a vision and then aligns those around them in order to put their vision into action. They are decisive yet responsible and accountable for their actions. They are confident but humble. First-rate leaders will encourage innovation and critical thinking. And most importantly, they are self-aware but always working towards the self-improvement of themselves and everyone on their team.

What advice do you normally give to the junior talent you mentor?

The classic sage advice of don’t be afraid to ask questions is indispensable but I always remind junior talent of my strong belief that innovation starts from the ground up. In other words, do not just listen and ask questions but come forward with ideas. It’s not going to happen overnight but some of the best ideas I have received were from junior individuals we’ve recently hired. Regardless of their background or experience, they will always have a fresh perspective.

And remember to get out of your comfort zone. Don’t be afraid to embrace change. That’s when the real growth happens!

What advice would you give on how to self-advocate?

Work hard and always come prepared. I will not always be the smartest person in a meeting or room but I continuously strive to be the most prepared. Prepare not only for the subject matter on hand but try to anticipate all the potential outcomes and rebuttals, in the case of a negotiation.

Invest in your development. Read books, attend conferences, take classes, and ask the advice of others that have been in your shoes. Although your individual journey may be unique, you are not alone.

What are some negotiation tactics you’ve learned over the years?

Negotiation is about relationships and those need to be developed from day one and not when you are in the thick of it. Establish rapport with the other parties and determine the decision makers early on. It’s important to remember that they are humans with emotion, not just a company or a borrower—and on the flip side, they should learn to empathize with you. People attempt to make business decisions based on facts, but there’s always an emotional element. Ultimately, a company or an individual needs to like you and identify you as a pleasant human being that they’d like to do business with.

Always keep something up your sleeve as you will likely need to employ several backup plans. Learn to expect the unexpected.

When interviewing newcomers to the industry, what do you say to pique their interest on why they should accept a position in this industry?

Our ever-changing industry keeps things exciting and challenging. My approach from 15 years ago is vastly different to today. 

We have the exciting opportunity to interact with companies across the globe of all varied sizes and industries. It is fascinating to learn about each company and the individual paths they have taken over the years.