Study Of Commercial Banking Client Manager System

Under the current circumstance of the New Economy, the major challenge facing the banking industry in China is the reform aimed to reinforce the managerial mechanism in the sector. Commercial banks have, one after another, launched an innovative mechanism concerning banking management. The mechanism, namely, is customer management in commercial banking.The emergence of customer management has historical reasons. After 1970's, the competence among western commercial banks became more and more furious. Each commercial bank carried on designing new products and pursuing new mechanism. Then customer management came into forth. Experiencing three phases, customer management changed from product - oriented to relationship - oriented. It lasted for almost 30 years and formed a matured system. But customer management in domestic commercial banks was only just begun, and it was limited in some aspects because of current condition. As a result, it has certain distance if compared with customer management in foreign commercial banks.This article starts with the reform of Huaxing Changsha Construction bank, a branch of a state-owned commercial bank, which is in the center of competence in Changsha. .Under the political direction of the head office, Huaxing Changsha Construction bank began to adopt customer management in order to accelerate the development of business, to solve the problem of shortage of marketing staff and to consummate the encourage system further. The goal of the reform is to gain advantage of competence in the financial industry.For the reason that Huaxing Changsha Construction bank is not stair juridical person, the customer management of Huaxing Changsha Construction bank is under the whole programming of the head office and the cautious analysis of A band itself. The major characteristics of it are: Huaxing Changsha Construction bank founded corporation business sector, which is a marketing management department, faced the customers directly. It formed a managementmode, the content of this mode is that the branches of Huaxing Changsha Construction bank and the head office are all in charge of operating, while the head office is responsible for the management, which is a kind of client -sector mode of customer management. It established an achievements assess system which is comprehensive profits centered and combined quality and quantity. It also established a series of achievement assess system.The customer management of Huaxing Changsha Construction bank is a kind of marketing service manner in nature, which is a complete management of customer manager to customers and demonstrates features as the preliminary formation of categorized VIP customers management system based on analysis of contributions to customer value. Major customers will be guaranteed products and services of high quality, first priority, and encouraging favor so that good customer relationship can be preserved.However, as any plan in the world can't be perfect, the customer management still existed some problems although it was planned thoughtful and pursued successively. The reasons accounting for this were: there were some mistakes in the understanding of the new mechanism; the stuff was not so satisfied; the system has not been changed totally and the achievements assess system was not so perfect.Aimed at these problems, the writer forwarded an optimizing scheme from four angles; the system, the human resources, the hardware construction and the marketing net establishment. The writer discussed further how to perfect current customer management.At last, through the case analysis of Huaxing Changsha Construction bank and the design of optimizing scheme, the writer discussed his own thoughts about how to develop domestic customer management.