Transformation and upgrading are inseparable from the customer base. Short-term losses will not change the development strategy of banks, and catching rich people has a longer-term purpose for banks.
How eager banks are for the wealth market of high net worth individuals can be seen only from the number of research reports published by banks in the past two years.
Business has not moved, research first. The publication of one report after another means that the private banking market will usher in a fierce battle among various governors. In order to find a bucket of gold among the growing group of rich people, the private banking department of the bank began to cross the ocean and show its magic power.
There are more and more high-net-worth people, which is a favorable opportunity for banks to expand their industries. Once we seize this opportunity, it will be of great help to the development of banks.
In the choice of ways to expand customers, banks have their own emphasis according to their own situation. Generally speaking, Chinese banks rely more on business outlets to develop customers from the original customer resources, while foreign banks expand customers from the outside.
Therefore, banks can comprehensively evaluate the different needs of individuals and enterprises in the rich class through the mode of public-private linkage, so as to provide them with more perfect and reasonable services.
At present, the bank's financial management business is too single to meet more financial management requirements of customers. Through the form of public-private linkage, this single business model can be broken, and the business model of banks can be fundamentally changed, so as to achieve better development.
Generally speaking, high-net-worth customers have more stringent requirements for the services provided by banks, and they all hope that their funds, whether personal or corporate, can be properly handled. In this way, the private banking business of banks can be carried out normally, and with the continuous development of business, banks will accumulate more experience.
For example, ICBC promotes ICBC's business products in the way of public-private linkage and multi-measures. In the process of accepting loan business, we actively introduced other products of ICBC to the company. According to the customer's use of funds, we first recommended the corporate open-ended wealth management products to customers. After use, customers showed great interest in ICBC products. After that, the bank dug deep into customer needs and continued to publicize to the company manager, who expressed the hope that ICBC could provide products with higher returns and more flexible time. Based on the understanding of customers' assets, the bank recommended ICBC's private banking wealth management products to them, and guided customers to transfer their assets to personal cards opened in the bank, and successfully signed a private banking agreement.
The public-private linkage mechanism allows banks to expand their business channels and exercise their autonomy, which also taps the potential of many other financial businesses, including private banking. Therefore, banks can provide all-round services for high-net-worth customers and ensure the professionalism of services, thus attracting more high-net-worth customers and forming a virtuous circle.
Partners are very important strategic channels that private banks can use, including fund companies, trust companies, securities companies, PE institutions, insurance companies and so on. Private banks can make use of their own regional characteristics and customer resources to carry out various business cooperation with these partners, and can also carry out some targeted customer salon activities with partners. Banks are responsible for inviting private banking customers, and partners are responsible for inviting their high-end customers to participate in the activities, and recommending each other's customer service brands to these customers during the activities, so as to better improve the customer service level of both parties and extend each other's customer channels.