淺談商業(yè)銀行個人客戶經(jīng)理（Personal account manager of commercial bank）

1、淺談商業(yè)銀行個人客戶經(jīng)理（Personal account manager of commercial bank）Personal account manager of commercial bankrisk managementIn order to adapt to the fierce competition in the domestic financial market, Chinas commercial banks began to introduce the customer manager system in the late 90s. The customer manage

2、r system of the commercial banks in our country, the implementation time is not long, generally exist in the present commercial bank individual customer manager system in some of the more prominent risk problem, need to increase customer risk prevention manager.First, the commercial bank customer ma

3、nager system in the implementation of the risk1, moral hazard. The commercial bank customer manager represents the foreign banks and their customers to business marketing and maintenance, because commercial banks long-term good credit and image, which represents commercial bank account manager in de

4、aling with customers, make customers trust of the customer manager, so in between the customer manager and the customer to establish a firm friendship the relationship or interest. If a customer managers professional ethics is out of order and the bank fails to find it in time, there will be a great

5、er risk.2, quality risk. The customer manager is the direct marketing staff of the bank business, so their personal quality, such as policy level, business level, analysis and judgment ability, determine the level of certain bank business risks. For example, if the personal financial manager, financ

6、ial products investment scope, risk probability, restrictive clauses etc. are not familiar with, will sell the product is not suitable for the crowd, may cause irreparable loss to the customer and the bank itself.3, image risk. Because the account manager represents the bank for business marketing a

7、nd customer retention, he is the image of a commercial bank externally. If the customer manager has power, neglect the customer, vulgar words and deeds etc. during the communication with the clients, will inevitably affect the shape and margin of cooperation between banks, the bank will bring the ri

8、sk of customer churn.4, dig risk. Customer manager is most commercial banks marketing elite, relationship with customers is very close, especially excellent customer manager has a large number of their fans, and they hold a large number of high-end customer information, thus become the focus to dig

9、his talent. If a customer manager and a few big customer relationship is very close, and this customer manager has been poached by him, then these customers will inevitably fire some of the assets then transferred, resulting in customer churn risk.Two, the commercial bank customer manager system ris

10、k analysisL, the related system and the supervision mechanism are not perfect, and the enforcement is not strict. At present, the management system of the customer manager is not perfect, which gives the customer manager great flexibility and activity space, and the restriction mechanism and supervi

11、sion mechanism of the customer manager are not perfect. But some of the management system in the content of the reward and punishment provisions is not clear, and in the implementation process of randomness, are caused by the current commercial bank customer manager in the management of no law to fo

12、llow, no rules to follow, there are rules of lax situation, the behavior of customer manager mainly rely on self-discipline, so as to cause the increase of bank the transaction cost and transaction risk.2, the overall quality needs to be improved. Is it possible to train and train a team of customer

13、 managers who have high comprehensive quality, strong business ability, good marketing and public relations?,It is the key to the system advantage of the customer manager system. But because the client manager is to integrate the internal human resources bank, part of the customer manager is still w

14、ith the original professional, the original Department of the brand, the comprehensive quality of part of customer manager selection is not ideal, not only makes the customer manager in foreign marketing and developing in shoestring, but also increase the risk of business marketing.3, the assessment

15、 mechanism is not scientific enough. At present, most commercial banks for the assessment of the client manager is basically performance heroes, which uses quantitative assessment of single index (the number of such as deposits, loans and intermediary business), thus caused the number of customer ma

16、nagers only pay attention to the neglect of quality indicators, indicators, appeared for the completion of the task and ignore the cost and risk of the phenomenon this extensive evaluation, not only can not effectively reflect the customer manager performance, and to a certain extent, also increased

17、 the cost and risk of bank.Three, the current stage of customer manager risk management recommendationsL, employment system, high standards and strict requirements. Customer manager represents the bank to provide customer service, quality of service and the results will be related to the bank, the c

18、ustomers fate, and therefore must be strictly the customer manager qualification, the qualification of the customer manager in a number of character and morality is the primary candidate threshold. Bank account manager should not be equipped with credit and deposit field flop, it should not be the s

19、urplus staff of the channel, they should be Bank of Germany, wisdom, beauty more outstanding talent to make a comprehensive analysis and selection from psychology, attitude, ability, morality and other aspects, ningquewulan.2, training certification institutionalized and normalized. Customer manager

20、 is the elite of the future of commercial banks, but the constraints of current account manager because of work experience, knowledge structure, division and mechanism, from the real to provide integrated services there is a certain distance, so the bank should strengthen the comprehensive quality t

21、raining of customer manager. Customer manager training is a continuous and long-term system engineering, the bank should develop their own characteristics for the customer manager in long-term training program, take lectures, reports, business research, case analysis, scenario simulation and role-pl

22、aying, rotation exchanges, focus on teaching, the universities and other forms of training, and encourage self customer manager and to understand relevant economic and financial policy and industrial policy, familiar with the banking business and related systems and methods, from the traditional bus

23、iness knowledge to the innovation of financial products, from simple business skills to improve the overall quality of the overall business, and the training and qualification examination into human resource management and promotion system, the multi level range to promote the effectiveness of train

24、ing, training a batch of pragmatic advanced talents for the bank3, bonus, welfare, delay, proprietary. A team of customer managers in commercial banks is the precious resource, but also commercial banks compete for the focus, but many of the risk of commercial banks has often lagged behind, the risk

25、 of default is often after a period of time to show. Under such circumstances, some customer managers often ignore risk factors in their business development, and even know the risks, and use various means to conceal the real situation in order to obtain performance bonuses,And when the risk happens

26、, these customer managers may have to move to other banks with bonuses. Under such circumstances, it is particularly important to implement the partial bonus and deferred payment to the client manager, that is, to put the performance bonus of the account manager into the prize vault, and to meet the

27、 bonus in the bonus vault every year. At the same time to attract and keep the talents, recommend the use of proprietary generous welfare system, as long as the customer manager in the day you can enjoy the service bank give special treatment in other banks is difficult to give (such as interest fre

28、e loans, pay to send overseas vacation, childrens education, medical allowance) if leaving all treatment can be stopped, or even to pay the cost of turnover greatly.Risk prevention and control of credit card businessIn recent years, the rapid development of credit card business, cardholder and overd

29、raft is increasingly huge, in the business development of blowout credit card at the same time, commercial banks because of blind expansion, vicious competition, the profit space compression, credit card overdrafts falling loan quality, potential risks gradually. In the issuing process, all in order

30、 to occupy in the future of the credit card market has increased the heights, students and low-income groups such as marketing efforts, students are no job, no fixed income groups, repayment ability, in the course of this extensive business expansion in the bank credit card business risk is worrying

31、. In the marketing strategy, a lot of the issuing bank to waive the first year fee, consumption points, gifts, fitness cards and other ways to promote credit card products, part of the cardholder to get gifts to apply for a credit card, but then do not open credit card card, leading to sleep too muc

32、h, many bank account activity rate of less than 50% some even, only about 30%, causing a lot of waste of resources.Another consequence of the proliferation of credit card credit phenomenon is serious, the commercial banks to grant credit to repeat customers, some cardholders can use actual credit fa

33、r beyond their ability to repay, led directly to the cardholder in the event of a lot of inability to repay the overdraft after the risks and losses to the bank funds. On the other hand, the emergence of a large number of illegal cash credit card activities, revolving credit account overdraft balanc

34、es and the revolving credit number soared, while some unscrupulous intermediaries began large-scale empty card cash, exposed the commercial bank credit card revolving credit business links, there is a big risk hidden trouble. Users through online false trading, using credit card payment, then throug

35、h the account transfer to a debit card, then withdraw cash from the bank, the whole process without true goods trade, to use the third party payment of credit card cash creating opportunities.Through the above analysis we can see that the current credit card market risk can not be ignored, which req

36、uires not only the issuing bank to strengthen risk control, enhance their brand and service, get rid of the low-end homogeneous competition quagmire, on the other hand, we must establish the risk defense mechanism of credit card. The credit card risk control is a system engineering, involving commer

37、cial banks, the majority of cardholders, UnionPay, intermediary service institutions, merchants and other specific institutions, as well as the peoples Bank of China Banking Regulatory Commission, industry and commerce, public security and other regulatory authorities. We should strengthen the conta

38、ct and cooperation among the participants in each market,Give full play to the functions of the relevant departments and synergies between departments, and take effective measures to prevent and control credit card violations, criminal acts from the source. The peoples Bank, the CBRC should constant

39、ly improve the credit card business laws and regulations, strengthen credit information collection and utilization, strengthen supervision of commercial bank credit card business; public security departments should maintain a high pressure situation of credit card crime, study on the features of cre

40、dit card crimes under the new situation, improving the ability to prevent and combat crime standardized management; industrial and commercial departments should strengthen credit intermediaries and merchants, strengthen credit intermediaries and merchant management, found violations seriously; Chine

41、se union to strengthen and standardize management of a subsidiary, the coordination of various members of the organization, perfecting the credit card risk information sharing mechanism.Application of least square method in bank loan managementSince 2009, with the gradual adoption of loose macroecon

42、omic policies, the amount of commercial bank loans has been increasing. According to statistics from the peoples Bank of China, in the first half of this year, 7 trillion and 370 billion yuan of new loans were made in the countrys banking sector. Some grass-roots commercial banks are increasing loan

43、s in large quantities, and how to determine a rational amount of loan growth is a problem that must be considered by the managers of the basic commercial banks. In the past work, the staff of the basic commercial banks only asked the higher level banks to increase the credit index, but ignored the q

44、uantitative analysis and research of the bank loans in this area. This paper mainly discusses the method of least squares to predict the amount of loans (balance) of the basic commercial banks in the regression analysis. The least squares method is commonly used prediction method for quantitative an

45、alysis of social statistics, it is starting from the historical data, the mathematical model as a tool, based on the specific circumstances of economic theory, combined with the phenomenon to analyze and predict the future variables, method of quantitative analysis is more common in statistics.The l

46、east squares method, the mathematical model as a tool for statistical forecasting methods, is widely used in bank statistics. Bank loans in the total amount of growth management, using least two multiplication can predict credit funds effectively, determine a reasonable amount of bank loans, has a v

47、ery important significance to establish a correct concept of credit growth. It can not only predict the synchronous growth of bank loans and profits, but also determine the minimum capital requirements of local economic development, so as to ensure the coordinated growth of bank loans and the local

48、economy.The basic principle of least square methodAccording to the requirement of the least square method, a suitable trend line is fitted to the time series compiled with historical data. If Y is used to represent a series of observations and Yc represents a series of estimates, the sigma (Y = Yc)

49、= minimum must be satisfied, i.e., the sum of squares between the observation and the estimate is a minimum. The purpose of linear regression analysis is to establish a relation of quantity between two variables by equation. Once this relationship is established, when the value of the independent va

50、riable is known, we can predict another variable based on a certain degree of reliability, that is, the possible value of the dependent variable. In order to establish a quantitative relationship between the two variables Y and X, we must obtain certain data.Examples: the following table is a region

51、al industrial and commercial bank loans table:Year time number (X) loans (Y) by X2 XY Y2 growth Yc 2003110000 - 110000100000000 9907.32004211200 120042240012544000 11260.62005312500 130093750015625000 12635.9200641400019600000014000.2 2007515500150025 77500240250000 15364.52008616800 13

52、0036100800 28224000016728.8 2009718000120049 126000324000000 18093.1 2898000 140430200142418000 97890.4 totalThese data are made up of observations paired with Y and X. The general form of a simple linear equation is: Y=a+bX.Using the basic principle of the least squares method, the steps of bank lo

53、an forecasting are given(1) extensive collection of needed information, based on the purpose of the forecast.(two) the necessary statistical data shall be reviewed and adjusted.Review and adjust the statistical data to ensure their accuracy, systematicness, integrity and comparability. Only the accu

54、racy of statistical data can lead to scientific and reliable predictive value.(three) select prediction model and establish prediction formula.Because the form of bank loan is varied, some are linear and some are linear. The least squares method can not only cope with the phenomenon of linear develo

55、pment, but also fit the phenomenon of curve development. When the bank loan preparation time sequence, by roughly the same amount of growth, progression as a linear trend, then can choose linear mathematical model; time series when the bank loan system, decrease QoQ at about the same speed, the sequ

56、ence curve trend; when the bank loan for the time series for the two step reduction of approximately at the same time, a two curve trend. Therefore, the corresponding mathematical model should be chosen to determine the prediction formula.(four) forecasting (point estimation). According to the predi

57、cted formula mentioned above, the parameter value (undetermined coefficient) of the formula can be calculated by using the data of the time series. Then, the predicted values are predicted and calculated by using the predicted formula.(five) calculate the prediction error. The difference between the

58、 observed and predicted values is the prediction error. The magnitude of the prediction error reflects the accuracy of the prediction. If the prediction error is too large, we must analyze the causes of the error and improve the prediction model.(six) interval estimation of the forecast value. There

59、 is a point estimate of the prediction error, so the forecast to calculate bank loans according to the point estimates of value, we must take into account the prediction error of bank loans, calculated the probability (accuracy) to ensure that the error range, that is some degree of reliability, the possible range of predictive value.According to the data collected above,