商业银行高净值客户的管理与维护

The Management and Maintenance of High Net-Worth Customers of Commercial Banks

中国私人财富市场蕴含巨大的市场价值和可观的增长潜力。本文重点研究商业银行应如何对高净值客户进行有效的管理与维护。在分析中外资银行在我国开展私人银行业务现状的基础上,指出了当前工商银行宁波市分行在高净值客户管理与维护中存在的问题,进而提出要通过完善客户关系体系,提升客户服务人员的综合素质,选择适宜的高净值客户管理模式,推广信息系统及统计数据应用,加速创新符合高端客户需求的金融产品,建立和完善高端客户增值服务体系等策略来实现高净值客户的多元化服务需求,为商业银行进行高端客户管理提供有效借鉴。

China＇s private wealth market reserves enormous market value and considerable growth potential. This paper focuses on how the commercial banks should effectively manage and maintain their high net-worth customers. Based on the analysis of the current situation of foreign banks carrying out private banking business in China , the paper points out the problems of ICBC Ningbo Branch in the management and maintenance of high net-worth customers , and then proposes to improve the customer relations system and customer service quality, choose appropriate management mode of high net-worth customers , promote the application of information systems and statistical data, accelerate the innovation of fi- nancial products meeting high-class customers＇ needs, establish and improve the appreciation service system for high-class customers, meet high net-worth customers＇ demands for diversified services, and provide effective reference for commercial banks in the management of high-class customers.