Research On The Customer Management Of Securities Companies Of Bank J

Since the 21 st century, economic globalization and the interest rate marketing has become a tidal wave that swept the country in the fast and furious. In this process, traditional commercial banks, which provide financial clearing services for international trade and companies operations, must find a new profit growth point and new reve nue-generating services, in order to meet the growing demand for diversified financial services. In the current general trend of China's financial industry from "separate operation" to "mixed operation", commercial banks gradually into other areas of finan cial such as securities, futures, insurance, and gradually provide more comprehensive coverage of financial services, and have a full range of business cooperation with financial industry customers. But how to manage these customers well has become a new topics for commercial banks to explore. This paper selects an army of the financial industry in the area of securities--- securities companies, to analysis the customer management in terms of commercial banks.Securities companies is one of the important industry customers for commercial banks currently. The securities companies referred to herein mainly refers to those who establish cooperative relations with commercial banks and related to business relationships with banks. Based on presently ongoing traditional underwriting, brokerage and proprietary business, securities company is also vigorously entering into the securities investment fund management, investment banking, capital intermediary business and other innovative business sectors. Securities company is also facing problems of policy, financing, outlets, customers, costs and other issues in its own business development process. So in this process, it has an urgent desire to strengthen cooperation with commercial banks.Bank J Shanghai Branch, one of the most powerful state-owned commercial banks in Shanghai, has extensive and close cooperation with the city's major securities companies and securities business departments. In the trend of increasing integration of the financial services industry, Bank J Shanghai Branch has more and more business in cooperation with securities companies clients, and the model of cooperation becomes more complex.Due to the background of financial metropolis of Shanghai, it has a large number of securities companies registered in Shanghai, and the customers quality level is uneven. There are lots of difficulties for Bank J Shanghai Branch in customers management, such how to select key cooperation customers with limited resources, how to create differentiated customer management system and so on.Based on the comprehensive survey of securities companies clients of Bank J Shanghai Branch, this paper conducts a systematically summarizes of the status of their customers, and based on both qualitative and quantitative an alysis, builds a customer classification and evaluation model, classify securities companies clients of Bank J Shanghai Branch, and then study the corresponding customer management mode for different types of customers.