A Research Of ICBC Shaanxi Provincial Branch Client Manager System

The client manager system is a financial innovation of commercial bank's effort to keep their competitive advantages through adapting to the objective changes of economy, and is the granted result of the financial innovation as well, Since China had entered into WTO in 2001, Industrial And Commercial Bank Of China (ICBC) has to face the challenge from foreign banks. As one of top four banks in China, ICBC has changed itself from the traditional bank into the commercial bank that be oriented found making profits. For ICBC, the client manager system is one of the important actions to compete with other banks, especially foreign banks.This article mainly discusses the origin and development background of the client manager system, and combines those successful experiences which are brought by foreign international commercial banks. This thesis emphatically aims at practical cases of ICBC Shaanxi Provincial branch client manager system in order to conduct the research, and to analyze the problems in organizational structure and some relatively service flow appeared after introduction of client manager system, Then, the thesis propose the corresponding reasonable suggestions, which includes building a new structure which takes the customer manager system as the organizational core; rebuilding the services flow; establishing the effective bank marketing mechanism; constructing performance, selection and the training mechanism for the client manager; establishing client manager risk management system and so on. The target of this thesis is to give some useful advices for the revolution of ICBC Shaanxi Provincial branch. Meanwhile it may raise some new ideas to the other banks.