The Research On Hierarchical Management Of Corporate Customers In B Bank Jiangxi Branch

For a long time,corporate customers are the most important service objects and purchased objects of domestic commercial banks.And the corporate customers' business has become the most important business type and profit source of these banks.In the New normal economy,corporate customers have entered the stage of intense competition.How to improve the corporate customer management system,improve the business precision marketing capabilities,financing services,cash management and wealth management capabilities,channels integration seamless capabilities and risk management capabilities,expand the scale of assets to enhance market position,has become a urgent program for commercial bank developing.From the theoretical point of view,although the researches of customer management start up quite early,and both at home and abroad for enterprises' customer relationship management theory and customer segment management theory is comprehensive,but customer management theory for commercial banks is still quite limited.Taking Bank B Jiangxi Branch as an example,this paper represents the analysis regarding to company's business development,corporate products supporting,marketing staff management system,current corporate customer management strategy and advantage and other aspects,following with bringing forward the existing management model problems.Additionally,this paper sorts and summarizes urgent needs and development trend focusing on commercial banks' ability to optimize their customers' management by analyzing data collected from database such as WIND financial database,the CBRC public database and Flush industry database,as well as ratio data such as social financing rates,industry profit growth rate in the past few years,following with carrying on corresponding optimization suggestion.As for the optimization program,from the view of classification standard of the corporate customer management in Jiangxi branch,the multi-level customer marketing service system,the management responsibility system,the differentiated credit risk management system,and the optimization of the collaborative guarantee mechanism,being based on the basic definitions,principles,objectives and assignments,it is insisted of customer subdivided criteria and optimized multi-level mechanism with regard to marketing,responsibility,risk system.The optimization program was set up for carrying on useful suggestions for B bank Jiangxi branch in peer business competition.Besides,this paper purposefully provides practical reference for the innovation of the hierarchical management mode of domestic commercial bank customers by above typical case studies.