A Study On Performance Appraisal Of Account Manager System In Changchun Branch Of Communication Bank

The system of client manager is the formal framework in establishing the firm'srepresentations and doing marketing for commercial banks. It is the result of development ofwestern banks in market economy. In facing the challenge of international financial market anddeveloping China's banks, it is imperil to employ the client manager in China's commercialbanks.1. The foundation of system of client manager in China's commercial banks(1) The history of system of client manager in western countriesThe original of system of client manager is the special service person designedfor the important client in western developed countries. At the middle of 1980's,the systems of client manager were imployed by Flag Bank, American Bank. Theseframeworks stood for the new marketing mechanism for modern commercial bank.The meanings of adapting the client manager are as follows: (1) It could satisfythe special requirement of individual, focus on the good quality of service. (2) It ishelpful to redistribute the economic resource. (3) It is useful to develop humanresource, train the expertise for commercial banks.(2) The practice of system of client manager in China's economyUnder the condition of our socialism market economy, applying system of bankto pool social funds awfully promotes the development of our economy.Commercial banks are very important for controlling inflation, activating socialdemands, hastening economy development. The main aims that push a system ofclient manager propitious to characteristic of China's commercial banks are: 1. toestablish the management system and function mechanism which is"market-oriented and client-centered"; 2. to establish perfect management systemof client manager; 3. to improve the training mechanism of the groups of clientmanager; 4. to institute the rational assessing system of client manager andincentive mechanism.Now, the savings of urban personal deposits in China reach about six trillions, sothe sources of bank funds are in full to establish essential market conditions forpractice of system of client manager. Market mechanisms, therefore, require that: 1.furious competition is the inevitable choice that commercial banks implement thesystem of client manager; 2. the diversity of client demands is the catalyst ofsystem development of client manager. 3. the practice of system of client manageris the requirement of management democratization of China's commercial banks; 4.the rapid development of IT provides technological platform for client managers.2. The management mode of system of client manager in ChangchunBranch of Bank of CommunicationsThe basic responsibilities of client managers of commercial banks mainlyinclude: (1) the responsibility of marketing. The aim is to broaden client groups andto establish stable and well-knit client foundation, mostly including of analyzingmarket, searching and touching clients, collecting and transferring information, andmaintaining the clients'responsibility; (2) setting up relationship with clients.According to different demands of clients, they make to order the financialproducts, carry on the after-sale services and monitor dynamically to the customers;(3) the responsibility for guaranteeing credit assets' security. On the premise ofguaranteeing fund security, they pursue the maximization of benefit; (4) the duty ofdoing the connection needle well. By the way, they connect positively betweenbanks and clients, on the one hand to feedback clients' requisition for bank torelevant departments in time, on the other hand to explain patiently to the clientswhen the demands can not meet for the moment.The basic requires of client manager of commercial banks mostly include: (1)client managers of the bank are bearing the heavy responsibilities of expanding themarket, servicing the clients and constructing the bridge between the bank andclient, and they should organize and implement the marketing tactics of the bank.They must possess corresponding morality quality, psychological quality, and alsopossess and master such comprehensive social knowledge quality as the banking,customer's investment financing and culture, art, sports, etc. Therefore they canoffer the omni-directionally high-quality service for customer in order to strive forthe customer and expand the market; (2) To do banking himself so that he canreally be "flowing banks"and "bridges which join the customer and bank", clientmanagers must study completely on every business of the bank, laws andregulations relative to bank, and then they master skillfully and apply flexibly andaccurately; (3) Client managers must have the effective ability to control risk, andthey should become the first protection that the bank takes precautions against therisk. After the client manager master information, they should set up customer's file,appraise constantly and put forward the countermeasure that the risk takesprecautions against for the bank in time.The organization management mode of system of client manager is that of theorganization of client manager and the relationship of relevant department,including the establishment of client manager, the department of organizationmanagement, the style of organization management, the relationship with otherdepartments, etc. The organization management mode of comprehensivecommercial bank mostly include Customer Department type, Division type, Areatype, Mixing type and Market-oriented type.3. Achievement examining and performance assessing of the bank system ofclient managerThe aim of achievement examining of client manager of the bank is to set upclient manager's "people-first"performance assessing of the bank, where clientmanager of the bank can fully participate in the business and realize personal valueand career plan while finishing management objective of the bank. It can solve theplural-goals problem of the past managing course, so the goals are identicalbetween client manager and bank.The practice of performance assessing provide an objective and fair standard forclient manager's management of the bank, and according to this standard they cancarry on such decision as the rewards and punishments, allocating, etc. Carrying onscientific and rational examining constantly and to reward and punish according tothis standard can promote the competition of selecting the superior or eliminatingthe inferior between client managers of the bank, make whole bank form goodatmosphere that handles affairs normally, make client manager and even the wholemanpower resources management of the bank move towards standardizing.Must follow certain principle while examining client manager's achievement ofthe bank, or else it won't reach the important goals of the bank and client managerpersonally which mentioned above, instead it would run reversely; can't incent theworking enthusiasm of client manager of the bank, instead it would make morepassive and bring a lot of unnecessary losses to bank.Must accomplish the content overallly, meanwhile, need to stress the examiningemphasis, when examining client manager's achievement of the bank. Generallyspeaking, we can adopt the method of determining the nature and combiningtogether with the ration. The examining content that determine the nature can beevaluate synthetically according to the results such as the working duty of clientmanager of the bank, self-brief summary written by client manager of the bank,checking by client manager group and the clients'suggestion feedback, etc. Theration examining is that can be defined by confirming a series of general quantityindexes, quality index of the assets, benefit index and other basic working indexes,assigning the task plan according to the situation of each client manager of the bank,confirming different proportion of all kinds of indexes according to workingcontent emphasis of client manager of the bank, and giving marks synthetically toeach client manager of the bank at the end of the year. Examining the index shouldbe based on total amount index and basic index, and stress the quality index andbenefit index.In examining, achievement examining is the main aspect for the examining ofclient manager of the bank, including of number of business, size of amount ofmoney, work quality and clients'satisfaction, etc. The results examined areregarded as main reasons for client managers'promotion of the bank, participatingin advanced train and going on employing. Generally speaking, we analyze theachievements and effects of client managers of the bank scientifically andobjectively with performance comprehensive appraisal system, and weigh allprinciples, systems and ways overallly and synthetically, including evaluationindex system, index weight, index value, comprehensive appraisal method, etc.Generally speaking, we can use the fuzzy and comprehensive appraisal methodto examine the achievement of client manager of the bank. (1) Assign the weight ofexamining index. In the index system of the examining achievement, differentindexes have the difference in the reflection of client manager's achievement of thebank or the degree of portraying. Therefore, we need to give different weights todifferent indexes. (2) Confirm the examining index value. It is the goal task to theexamining index value that client manager of the bank needs to finish whileexamining. It is both difficult and important in the performance comprehensiveappraisal system of client manager of the bank that the examining index valueshould be confirmed rationally. (3) Adopt the fuzzy and comprehensive appraisalmethod to examine client manager's achievement of the bank, and use the fuzzyand comprehensive evaluation method to make the appraisal of client managers'performance of the bank tend towards objective, scientific and accurate even more.4. The improvement and suggestions of evaluation system of clientmanager's performance in Changchun Branch of Bank of Communications...