Lumi's deputy CEO Anna Hawter and chief commercial officer Ben Lamb outline the trends every Australian broker must know to win the next cycle.
The year 2025 forced Australian SMEs to rethink how they fund, plan and operate – and 2026 will raise the stakes even further. Here are our top five forecasts for what will shape SME finance in 2026:
1. The ATO becomes the #1 driver of SME funding demand
Stricter enforcement, tighter payment plans, and rising director penalty notices will increasingly trigger capital needs. ATO-driven funding is expected to rank among the top triggers for SME finance by Q4 2026, as businesses restructure and consolidate obligations to stay compliant.
2. Payday Super changes will increase recurring cash-flow obligations
From 1 July 2026, employers must pay super contributions on each payday instead of quarterly. This shifts super from a periodic to an ongoing cash-flow obligation, creating tighter liquidity for SMEs. Brokers who anticipate and plan for this recurring requirement can help clients avoid stress and optimise working capital.
3. The ‘full-stack broker’ era accelerates
SMEs increasingly expect one adviser to manage all capital needs – across bank and non-bank options – and access flexible products such as lines of credit, flexible loans, and asset finance. Brokers who integrate advice with broad, flexible capital access will deepen loyalty and drive larger annualised deal volumes.
4. Supply-chain volatility reshapes cash cycles
Global trade tensions, tariffs, and domestic logistics fluctuations will extend lead times, increase inventory costs, and make cash conversion cycles more unpredictable. Flexible capital solutions, including lines of credit, will be increasingly relied upon as SMEs strive to be more strategic in managing uncertainty.
5. Demand for seamless, flexible funding ramps up
With 73 per cent of Australian SMEs reporting cash-flow constraints heading into FY26, brokers will be increasingly relied upon to align flexible capital products with clients’ cash cycles. More SMEs expect funding to be embedded directly within the platforms they already use, making smaller, in-platform finance instantly accessible. Embedded lending solutions will increasingly coexist with traditional working capital and larger cash-flow funding, creating a blended approach that supports both day-to-day operations and strategic growth.
The bottom line for brokers in 2026?
2026 will be defined by SMEs expecting more from their brokers: clear insights, timely funding, access to a variety of products, and integrated capital solutions.
Brokers who combine strategic guidance with flexible, fit-for-purpose finance will play a pivotal role in helping SMEs manage risk, capture opportunities, and drive sustainable growth.
Anna Hawter is the deputy CEO of non-bank lender Lumi and Ben Lamb is the chief commerical officer of Lumi.
