国际投行财富管理发展模式比较及其启示

Wealth Management Model and Enlightenment of International Investment Banks

本文分析了摩根士丹利、瑞银、摩根大通、高盛等国际投行财富管理业务发展的模式及实践。研究发现,国际投行财富管理成功经验在于,以客户为中心,打造平台化、配置化、差异化的产品能力,培育优异的客户服务能力和全谱系客户触达能力,最大限度发挥组织协同能力,以及科技赋能等。借鉴国际投行实践经验,国内券商财富管理业务应坚持以客户为中心、培育买方文化,打造"平台化+配置化+差异化"的产品体系,践行"全员投顾化、投顾专业化、赋能一体化",以"组织协同"和"数字化"赋能财富管理全流程。针对国内券商财富管理转型,本文提出政策监管、行业创新、产品服务等方面政策建议。

This paper deeply studies the wealth management practices of international investment banks such as Morgan Stanley, UBS, JPMorgan Chase, and Goldman Sachs. The results show that the successful experience of wealth management of international investment banks, that is, putting the customer as the center, creating platform-based, configured, and differentiated product capabilities, cultivating excellent customer service capabilities and full-spectrum customer reach capabilities,maximizing organizational synergy, and empowering through technology. Drawing on the practice of international investment banks, the wealth management business of domestic securities companies should be customer-centric, cultivate buyer culture,create a product system of “platform+configuration+differentiation”, practice professional investment consulting with extensive participation and empowerment integration, and use “organizational collaboration” and “digitalization” to empower the whole process of wealth management. In view of the transformation of wealth management of domestic securities companies, this paper puts forward policy suggestions in three aspects: macro supervision, industry innovation, and product services.