石嘴山银行银川分行作为新新成立的机构,同样将小企业信贷业务作为了自己的发
展重点之一。但在银川分行实施小企业信贷业务的策略中,仍存在不少问题。主要包括
目标市场不够稳定、小企业授信审批流程繁琐、小企业客户经理的考核激励机制没有针
对性、宣传和营销渠道欠缺、缺乏针对小企业的信用评级制度。
笔者认为世界著名管理学家迈克尔波特提出的差异化理论可以用来有效指导解
决这些问题。笔者在差异化理论观点的基础上,结合石嘴山银行银川分行小企业信贷业
务存在的问题,从小企业信贷业务的产品和小企业信贷业务市场研发两方面设计了针对
银川分行小企业信贷业务的策略方案。其中,针对小企业信贷业务,笔者主要从差异化
品牌策略、客户选择的策略、风险控制的策略、独立审批策略四个方面做了陈述。对于
如何开发小企业信贷业务市场,笔者也提出了两个观点,即开发适合的信贷产品以及注
重小企业信贷市场的开发。
最后笔者从实际操作层面出发,结合自身的工作经验,从产品研发、市场营销、以
及信贷管理等方面给出了一些可操作性较强、行之有效的实施方案,意在进一步推进差
异化战略在实际中的应用,帮助银川分行实现打造“小企业首选融资金融机构”的目标。
[关键词]小企业信贷业务;策略方案设计;实施建议
[研究类型]应用研究
With the development of China's economy and financial system of
continuous improvement, small business credit market has made leaps and
bounds. Small and medium banks due to their own development characteristics,
pay more attention to the development of small business credit market. Small
and medium-sized banks face fierce competition in the process of competition
for large customers, scale advantages with large commercial banks. So, research
on credit operations、development strategy of Small and medium seems to be
urgent.
As a newly established small and medium-sized bank, Shizuishan bank
Yinchuan branch also take small business credit business as one of their own
development priorities. However, there are still many problems exist in the
small business credit strategy of Yinchuan branch. Like unsteady of targeting
market, verbose vetting process, less point to assessment mechanism, lack of
publicity and marketing channels and lack of credit rating system for small
businesses...
==>>