| After three decades of reform and opening-up, China has made tremendous progress in its economic development and private wealth of Chinese residents has grown rapidly. Under this background, wealth management business comes into being. As low occupancy non-capital operations, private wealth management has been given more and more attention by domestic commercial Banks. The wealth management business not only can meet the needs of the commercial banks for high-end customers, but also can increase the bank’s intermediate business income. In addition, private wealth management can help the commercial banks to transform from product-focused systems to service-focused systems. Therefore wealth management has become an important part in the transition of domestic commercial Banks.This paper will explore wealth management on the basis of relevant theories and researches at home and abroad. More preciously, the paper will discuss private wealth management operating strategy by analyzing the case of ZBN bank’s wealth management centre. By investigating ZBN bank’s wealth management operations, some operational problems emerges,such as imperfect wealth management centre operating and marketing mode, careless means of customer relationship management, unclear performance evaluation mechanism and unreasonable job position design. On this basis, this article brings forward some suggestions and strategies to improve and optimize the operations of ZBN bank’s wealth management centre. And these suggestions and strategies can be divided into five aspects: building "the trinity" operation mode, creating joint marketing system between wealth management centre and ZBN bank’s operating line, setting up precise customer relationship management information system, improving wealth management center appraisal incentive mechanism and adjusting the post establishment of wealth management centre and the role assignment of financial planners in the wealth management centre.. |
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