Research On The Improvement Plan And Implementation Path Of The Hierarchical Management Of Personal Customers In Bank H

In recent years,the opening up of the banking industry has continued to increase.The Hong Kong market is fast-moving at any time and gradually strengthens interconnection with the Mainland.Hong Kong-funded banks will also usher in new development opportunities.As a Hong Kong-owned bank,H Bank is committed to providing exclusive “one-stop” service to mid-to high-end customers in the Mainland.However,the structure and demand of individual bank customers have undergone profound changes with the progress of the times.H Bank relies on the static individual customer stratification standards of financial assets and card media to effectively segment the target customer base.This paper takes H Bank as the research object,uses the structured interview method to go deep into the different levels and departments of H Bank to conduct research,and combines the author's actual work experience to analyze and summarize the main problems existing in the hierarchical management of individual customers: new customers The demand and value are not well-recognized,the stratified operation efficiency of the existing customers is not high,and the potential customers are not fully explored.Furthermore,it proposes a layered management improvement scheme for H Bank,namely two-dimensional layering and management based on new customer characteristics;three-dimensional layered model and management based on stock customer profit contribution,contribution growth rate and relationship reliability;based on potential Multidimensional stratification and management of customer life cycle theory.At the same time,in order to ensure the smooth implementation of the improved scheme,an effective path for data pilot,process decomposition,inspection feedback and adjustment and improvement is proposed.Based on the analysis of this paper,the following suggestions are proposed for H Bank:continuousimprovement of database construction,dynamic stratified management of individual customers throughout the life cycle;active grasp of policy opportunities,use of direct banking mode to break the limits of time,space and physical outlets,and expand Excellent customer resources in all regions of the country.