外资企业客户流失分析及中资银行的应对策略

The Analysis of the Layout of Foreign Clients and Some Advice for Chinese Banks

随着中国金融业对外开放进程的加速,外资银行加快了在中国的布局。面对对手竞争态势,中资银行尤其是四大国有银行强化了商业银行的经营意识,突出了以利润为中心的经营目标,在客户结构调整上也相应贯彻"二八定律",淘汰劣质客户,加大对优良客户的倾斜力度,外商投资企业作为国内的优势企业,自然受到了各家银行的青睐。与此同时,进入中国市场不久的外资银行凭借文化背景、经营理念、操作惯例等方面的相似性,也把外资企业作为自己的主要目标客户。日趋激烈的市场竞争会导致多少外资企业客户流向外资银行?中资银行又该如何应对?本文借助美联储的一项研究成果对此作了一个粗略的估计,并相应提出了中资银行的几条应对措施。

With the speeding up of opening process of finance industry, foreign banks quicken their locating in China. Facing competitors' aggressive challenge, Chinese banks, especially the Big Four, have enhanced their awareness of commercial operation and stressed the operational goal of maximum profit. According to the '20 - 80' law, they eliminate inferior clients and focus on superior ones. As predominant enterprises in China, foreign firms certainly gain great attention from various banks. At the same time, foreign banks which have entered China not long ago also look on foreign firms as their target clients, because there are some common grounds between them, such as culture background, concept of operation and business procedures. How many foreign clients will select foreign banks due to the fierce competition? What should Chinese banks do? Based on an research by FED, this article makes a rough estimate of the competition and gives some advice accordingly.