中小企業(yè)銀行業(yè)務(wù)的國際趨勢whatisansme(編輯修改稿)
2025-03-08 04:05 本頁面
【文章內(nèi)容簡介】 Credit is not the Focus“我們必須改變銀行的固有思維模式，即如果不放貸的話，就不算是完成了工作，這種思維是不對的 ” “We have to change the bankers’ tendency to think that if they do not lend, they are not doing their job” 并不是所有的中小企業(yè)都需要借貸，但是，為了維持日常運營，他們都需要核心銀行產(chǎn)品 Not all SMEs need to borrow, but all need core banking products to carry out their daily business交叉銷售比率每位客戶使用的產(chǎn)品數(shù)量獵人／農(nóng)夫銷售方式客戶經(jīng)理式銷售中型企業(yè)市場 小企業(yè)業(yè)務(wù)傳統(tǒng)銀行產(chǎn)品收入來源分解中型企業(yè)小型企業(yè)信貸存款和帳戶管理其它14報告摘要 （ 3） Executive Summary (3)? 要遵循業(yè)務(wù)和風(fēng)險管理分離和相互獨立的原則 Segregation of business and risk is the rule– 除了獨立的信貸風(fēng)險部門外，本次調(diào)研的銀行還對中小企業(yè)業(yè)務(wù)中的組合監(jiān)控和收款工作采用專門的方式（即有專門單位負責(zé)） In addition to credit independence, specialization of portfolio monitoring and collections is also highly utilized by the banks under study? 關(guān)鍵是要有一個積極的銷售戰(zhàn)略、多渠道的客戶獲得和服務(wù)模式 A proactive sales strategy and a multichannel acquisition and servicing model is viewed as critical– 要跳出逐筆銷售的束縛，實現(xiàn)收入最大化，交叉銷售就成為關(guān)鍵的利潤率杠桿 To make the most out of each sale, crossselling bees the key profitability leverage– 針對某些要求有一定關(guān)系管理的中小企業(yè)客戶，銀行創(chuàng)新出了一種低成本的客戶關(guān)系管理模式 Banks innovate to provide relationship management to SMEs who demand a certain level of relationship in a cost efficient manner– 獲得客戶和服務(wù)客戶需要不同的技能，因此，絕大部分調(diào)研的銀行都采用了“ 獵人（開拓業(yè)務(wù)）和農(nóng)夫（客戶服務(wù)和交叉銷售）方式 ” Client acquisition and servicing require very different skills。 hence majority of the panel banks adopt the “hunter (for business development) and farmer (for client servicing and crosssell) approach”15建立中小企業(yè)的業(yè)務(wù)重心，需要為中小企業(yè)這一業(yè)務(wù)線建立專門的員工隊伍 Creating this focus requires having dedicated staff segmentwise? 中小企業(yè)業(yè)務(wù)線設(shè)立形式的不同對盈利性不會產(chǎn)生影響 The setup varies considerably with no impact on the bottom line– 銀行從按地理區(qū)域劃分部門轉(zhuǎn)變?yōu)榘礃I(yè)務(wù)類別（業(yè)務(wù)線）劃分部門 Banks shifted from a geographic setup to a business line setup – 形成了四種十分不同的模式（參見下圖） Yet 4 very different models emerged (below diagrams)– 調(diào)研結(jié)果表明設(shè)立形式不影響銀行的業(yè)績表現(xiàn)（沒有明確的相關(guān)性） The setup does not dictate bank performance (no clear correlation)“ 中小企業(yè)銀行并不是一個高深的科學(xué)，關(guān)鍵在于執(zhí)行 ” “SME banking is not rocket science。 what is key is execution” 模式 2: 將中小企業(yè)放在零售業(yè)務(wù)中小企業(yè)零售 商業(yè)中型小型小型零售個人商業(yè)5家銀行采用該模式 *2家銀行采用該模式 *小型 中型公司 零售個人商業(yè)2家銀行采用該模式中型公司商業(yè)2家銀行采用該模式小型模式 1: 將中小企業(yè)視為企業(yè)客戶零售中型模式 3: 專門的中小企業(yè)部門模式 4: 將中小企業(yè)進行分拆*其中 1家銀行沒有再進一步分中型和小型企業(yè)部門*其中 1家銀行沒有再進一步分中型和小企業(yè)部門16Creating this focus requires having dedicated staff segmentwise? The setup varies considerably with no impact on the bottom line– Banks shifted from a geographic setup to a business line setup – Yet 4 very different models emerged (below diagrams)– The setup does not dictate bank performance (no clear correlation)“SME banking is not rocket science。 what is key is execution” Model 2: SMEs in RetailSMERetail Comm.MMSBSBRetailCons.Commercial5banks*2banks*SB MMCorp. RetailCons.Commercial2banksMMCorp.Commercial2banksSBModel 1: SMEs in CommercialRetailMMModel 3: Dedicated SME UnitModel 4: Split*1 with no sub SB and MM units*1 with no sub SB and MM units17根據(jù)標準的不同會形成不同的 “ 中小企業(yè) ” 定義 Definitions vary considerably in terms of criteria? 許多銀行指出，貸款金額的大小并不是一個適當(dāng)?shù)臉藴? Most banks indicate that loan size is not an adequate criteria– 經(jīng)過對中小企業(yè)客戶的數(shù)據(jù)積累和分析后，許多銀行都發(fā)展出了比貸款金額大小更復(fù)雜的標準 Most banks evolved from loan size to more sophisticated criteria after accumulating and analyzing data on SME clients– 貸款金額的大小無法識別非借款客戶。它可能包括敞口小的大型企業(yè)。一個中小企業(yè)的敞口也會隨著時間的變化而發(fā)生巨大的變化 Loan size does not identify non borrowers. It may in
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