Law firms, especially small ones and start-ups, are too often intimidated and disorganized when approaching banks.

Mary Stuart Kilner, senior vice president of specialty banking at Webster Bank, said small law firms "are in business not to be in business, but to help clients," but that doesn’t mean they can get away without a close, productive banking relationship.

Speaking at the Firm Future conference in Boston, Kilner said firms can do a few simple things to make themselves stand out when approaching bankers for loans, credit lines or other products.

First of all, small firms could stand to be more demanding.

"They should be calling you and you should be calling them, and they should have answers," Kilner said.

Also, a business plan, current financial statements and a certain amount of confidence will surely impress bankers, who tend to have little experience with specialty clients, such as law firms, health care organizations, nonprofits and membership agencies.

Banks "will have a higher degree of confidence in you as a person and as a small business owner if you show up with a basic business plan," Kilner said.

She also warned against under-billing and recommended using a flat fee for service structure, as well as keeping the firm checking account and accounts set up on behalf of clients separate.

In return, banks are better able to assess whether a firm needs a term loan, a line of credit or another product, Kilner said.

Robert Finlay, of Finlay Legal in Boston, asked how small law firms should approach the loan application process.

"I’ve read you should ask for as much as possible. Is there any accuracy to that?" Finlay asked. "My intuition is that I should ask for the minimum and pray that I get it."

Rather than focusing on the amount, Kilner said a firm should consider what type of product it really needs.

"Bank money isn’t capital and it isn’t equity," Kilner said. "I would have a clear idea how much money do I need, and that should reflect an accurate assessment of expenses and payments."