Research On The Problem Of Losing Private Bank Client

New regulations are driving changes in banks.A series of changes affecting the economic structure of the banking industry are brewing.New technology and new regulations are threatening the core of bank profitability: customer resources.Competitors of traditional banks have grown from peers offering homogeneous products to third-party wealth managers,financial technology companies and shadow banking.The dilution of inter-bank profit margins,coupled with the gradual application of digital technologies such as big data,cloud computing and smart investment advisers,pose a growing threat to banks.The biggest of these threats is the "high-net-worth customer" who contributes the most to profits in the 20-8 Law.Capital is profit-oriented,which determines that the high net worth customers who hold heavy capital are profit-oriented,and they have become an important target for banks to compete with each other for profits,because this customer group is an important pillar of bank profit growth.Customer churn will not only increase the bank 's marketing costs and opportunity costs,but also have a negative impact on bank profits.Research shows that customer churn has a huge impact on commercial banks.Customer churn rate reduced by 5%,can bring 30%-85% profit growth.The cost of developing new customers is 5-7 times as much as that of retrieving customers,while the success rate of retrieving customers is 16 times as much as that of developing new customers.Even so,if we can successfully retrieve the high net worth customers who will lose or have lost,it will be the center of gravity for commercial banks to win the battle of "customer resources".In the face of the continuous aggravation of private bank customer churn,it is very important to find the real reasons that affect private bank customer churn.This paper makes a one-to-one interview and investigation on 50 lost private bank customers in Zhengzhou branch of ZX bank,and analyzes the main reasons for the loss of private bank customers,including maladjusted management structure,backward information system,weak service links,inadequate customer relationship management innovation,shortage of professional talents and single performance appraisal.Based on the specific situation of Zhengzhou branch of ZX bank,this paper puts forward countermeasures to improve the customer churn of private banks in this branch.From the six dimensions of adjusting organizational structure,increasing investment in science and technology,innovating service links,focusing on customer relationship management,improving the comprehensive quality of the team,and improving the management and assessment system,this paper puts forward a series of measures to control the customer churn of private banks.Through various measures,multi management is adopted Together,we will continue to strengthen the customer management ability of Zhengzhou branch of ZX bank,gradually reduce customer churn,and let private bank customers play the maximum value for the bank.