Study Of China's Commercial Banking Client Manager System

The Commercial Bank Clients Manager (CBCM) System originated from America. It means the tailored services for clients. The objective is to maximize the commercial institutions' wealth. In China, China Construction Bank is the earliest bank operating the CBCM System.This system keeps a close eye on the clients, so it enables commercial banks to withstand the threats from foreign competitors, to optimize the services and to realize the sustainable development.In fact, there are some shortcomings to be further reviewed, such as the understanding, internal control, resources allocation and services for clients.My solution is listed as following:First, forming a strategic mission of offering perfect services for clients, implementing Customer Profit Analysis (CPA).Secondly, reengineering banking system, including the organizational structure, the business procedure and the culture. MIS and CRM support the CBCM system by taking the advantages of information and technology.Thirdly, the most important one, building professional teams, cultivating, motivating and monitoring clients managers.In conclusion, the Chinese commercial banks can fulfill their mission through CBCM system, which interacts with clients and meets their needs, strengthens core competence for banks and exerts positive effect for Individual's Bank Services.