Research On The Development Of Investment Advisory Business For Major Clients In Zhengzhou Business Department Of M Securities Company

In the recent years,with the opening up of China's capital market and the rapid development of Internet finance,securities brokerage business is facing not only great opportunities but also more fierce competition and challenges.Zhengzhou business department of M securities company which was founded in 1993 now has more than90000 clients.Its main revenue comes from the traditional channel business.Since2015,the market has been in a continuous downturn and the competition in the industry is more fierce,which result in a continuous decline in transaction commission rate.Clients reduce stock trading and the loss of clients is increasing.So the revenue is declining.In the new situation of fierce competition in the securities industry,Zhengzhou business department of M securities company must be repositioned accurately and change the single profit model.It should shift business focus from channels to services.To help clients maintain and increase the value of their assets and maintain long-term client relationship,it should provide clients with more professional investment services to meet their needs.Only in this way can it get out of the dilemma of current development.Compared with ordinary clients,major clients with more assets have higher contribution and greater demand.They are the important service objects of securities companies' investment advisory business.So it is very important for the development and transformation of the business department to study the investment advisory business for major clients.According to M securities company's clients service classification standard,the paper focuses on the major clients with assets of more than500,000 yuan in Zhengzhou business department.Firstly,it introduces the current situation of investment advisory business for major clients in Zhengzhou business department.Secondly,it analyzes the problems existing in the investment advisory business of major clients from six aspects which include business positioning deviation,clients loss,product homogeneity,lack of professional service,insufficient use of platform function,low recognition of clients.Thirdly,it analyzes the causes of these problems through in-depth investigation of the business department.Finally,according to the current development trend of brokerage business,it puts forward the development strategy of differentiated services which is based on the independent research and development capability of the investment consultants.In addition,this paper discusses in detail the accurate positioning of investment advisory business,the optimization of the management system of investment consultants,the establishment of the business department product line,the optimization of client classification system,the innovation of business promotion,and the construction of business compliance risk management system.Zhengzhou business department of M securities company is a representation and microcosm of brokerage departments.It is very important for the development of Zhengzhou business department of M securities company to explore a development path suitable for the current market environment and the future industry development trend through analyzing and researching the current situation of investment advisory business for major clients.At the same time,it provides a reference sample for other business departments in the securities industry.