Since joining Porter Capital in 2012, Andy Dillard has been a driving force in the company’s success. As Senior Vice President of Business Development for the Southeast, he’s built a strong track record in the Staffing and Manufacturing sectors and secured multi-million-dollar financing in the Transportation industry. He has facilitated thousands of funding transactions ranging from $100,000 to $25 million, helping businesses access critical capital.

One of Dillard’s most memorable deals involved a complex management buyout where additional funding was needed for the company’s assets. Recognizing that no single lender could provide enough capital, Dillard leveraged specialized lenders for equipment leasing, inventory financing and A/R factoring. His relationships with these lenders allowed him to structure a comprehensive financing package that included real estate financing as well.

On funding day, all parties gathered at the seller’s attorney’s office, anxiously awaiting wires. “We were the last lender to fund — our wire finally hit at 3:59 p.m. ET. Seeing the deal close successfully was a defining moment in my career,” Dillard says.

He understands setbacks are inevitable in dealmaking but believes how you handle them can shape future opportunities. “It’s easy to become frustrated over a lost deal, but I’ve found that leaving a strong, positive impression often pays dividends down the road.”

By staying polite and professional, even in disappointment, Dillard demonstrates integrity and reinforces trust. He treats each loss as a learning experience, refining his approach for the future.

“A deal should never feel forced — if you have to push too hard, it’s likely not the right fit. Overselling can backfire, and one of the biggest mistakes a salesperson can make is talking past the yes.”

Dillard emphasizes that great rainmakers understand deal flow is a byproduct of reputation and relationships — something that compounds over time.