大连理工大学专业学位硕士学位论文
摘
要
近年来，国内外经济形势复杂多变，随着新冠肺炎疫情蔓延，全球经济持续走低。
同时，中国经济逐步形成以国内大循环为主体，国内外双循环互相促进的社会主义经济
发展新常态。目前，商业银行去杠杆化迫切要求提升业务资产质量，而传统流动资金贷
款业务挤占银行表内资产规模，降低银行资产流动性，影响银行增收创利能力。国内信
用证福费廷业务具有轻资本、高收益、融资便捷、流通性强的产品特点，是目前商业银
行普遍认可的“结算+融资”业务形式。论文研究 H银行 S分行的国内信用证福费廷业
务发展策略，不仅适应银行内部转型发展的要求，也有助于提升商业银行表内外规模和
盈利能力，极大降低贸易双方交易风险等级。
H银行 S分行是一家全国股份制商业银行省级分行，论文在综述相关文献和理论基
础上，概述 S分行国内信用证福费廷业务发展现状；阐述福费廷业务发展问题具体体现
在：业务办理效率不高，业务授信使用率低，客户结构单一及业务合规性风险加大等；
剖析原因在于贸易金融部人员兼岗多责，客户经理缺乏精准营销定位，过于依赖存量客
户及盲目追求业务经营指标。然后，从竞争对手、客户需求、客户资源优势等方面分析
国内信用证福费廷业务发展环境。再次，提出 H银行 S分行国内信用证福费廷业务发展
策略，分别包括专岗专职人员配置、客户维护与挖掘、营销推广及全流程风险常态化管
控策略；并从管理层的支持和相关部门密切配合，完善绩效考核奖惩机制及完善业务处
理平台建设等提出实施保障策略。最后，提出论文的研究结论。
论文认为 H 银行 S 分行立足于提升国内信用证福费廷业务量，打造业务特色的发
展目标，利用自身客户资源、垂直化管理和业务授信规模优势，重点通过增设福费廷业
务处理中心专岗和“引进+培养”专岗人员与客户经理业务能力；从基于存量客户与新客
户的分类与定位，实行差异化定价；从主动链式营销、同业共享与合作及多维度渠道进
行营销推广；从贷前尽职调查、重点防控操作风险、风险预警与贷后抽查等实施全流程
风险管控等，从而为 H 银行 S 分行国内信用证福费廷业务拓展与良性发展提供一定的
借鉴意义。
关键词：商业银行；国内信用证福费廷；全流程风险管控
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H银行S分行国内信用证福费廷业务策略研究
Study on the Strategy of Forfaiting Business under Domestic Letter of
Credit of H Bank S Branch
Abstract
In recent years, the domestic and international economic situation has been complicated
and volatile, and the world economy has taken a tumble due to the impact of the Covid-19
epidemic. At the same time, China’s "dual circulation" development paradigm, in which
domestic and overseas markets reinforce each other, with the domestic market as the mainstay,
was mentioned as China's new normal of socialist economic development. At present, the
deleveraging of commercial banks urgently requires the improvement of asset quality, while
the traditional liquidity loan business squeezes the scale of bank assets on the balance sheet,
reduces the liquidity of bank assets, and affects the ability of banks to increase revenue and
profit. Domestic L/C forfaiting is marked by asset-light, high yield, fast financing, and easy
circulated. It is a settlement and financing business generally recognized by commercial banks.
The thesis studies the development strategy of forfaiting, which not only meets the requirements
of the bank's internal transformation and development, but also helps to increase the scale and
profitability on and off the balance sheet of commercial banks, and greatly reduces the
transaction risk of both parties.
The essay object is Bank H. It is a provincial branch of a state-controlled national joint-
stock commercial bank. Based on a review of relevant literature and theories, the essay
elaborates on the development status of the domestic L/C forfaiting business in Bank H, S
branch; An in-depth analysis of the problems in the development of forfaiting’s business is
mainly reflected in: business handling inefficiency, low utilization rate of business credit, single
customer structure and the business compliance risks are exposed; The reasons for the analysis
are mainly due to the staff of trade finance department with multiple responsibilities, customer
manager lacks precise marketing position, over reliance on stock customers and blind pursuit
of business indicators. Then, the essay analyzes the development environment of Bank H, S
branch’s domestic L/C forfaiting from the aspects of competitors, customer needs, and the
bank's own resources. Thirdly, the development strategies of Bank H, S branch's domestic L/C
forfaiting business are proposed, including allocation of full-time personal for special posts,
customer maintenance and mining, marketing promotion and whole process risk normalization
control strategies. At the same time, the essay puts forward the implementation guarantee
strategy from the following aspects such as management support and close cooperation with
relevant departments, the improvement of the performance appraisal reward and punishment
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大连理工大学专业学位硕士学位论文
mechanism and the improvement of the construction of business processing platform. The last
is the conclusion and outlook of the research.
The essay holds that based on increasing the volume of domestic L/C forfaiting business
and creating a business-specific development goal, H bank S branch should make use of its own
customer resources, vertical management and business credit scale advantages, focusing on
adding special posts in Forfaiting Business processing center and "introducing + cultivating"
special posts and customer managers' business ability; Implement differentiated pricing based
on the classification and positioning of stock customers and new customers; Carry out
marketing promotion from active chain marketing, peer sharing and cooperation and multi-
dimensional channels; The whole process of risk control is implemented from pre loan due
diligence, key focus on preventing and controlling operational risks, risk warning and post-
lending inspection, so as to provide a certain reference for the expansion and benign
development of Forfaiting Business under the domestic letter of credit of H bank S branch.
Key Words：Commercial Bank; Domestic L / C Forfaiting; Whole Process Risk Control
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