毕博上海银行咨询Final Deliverables RMmanual.docVIP

HANVIT BANK RELATIONSHIP MANAGEMENT (Draft For Discussion Purposes) 10/20/99 Prepared by KPMG, LLP This Document is Proprietary and Confidential to Hanvit Bank and KPMG, LLP. Unauthorized duplication is prohibited. TABLE OF CONTENTS OVERVIEW OF HANVIT BANK RELATIONSHIP MANAGEMENT FUNCTION 4 Preamble 4 Overview 5 Goals 6 Strategy 7 Organization Structure 7 Additional RM Related Issues 10 Role of RM’s and existing Branches 10 Assignment of Product Specialists 11 Assignment of Administrative Support Personnel 11 Product Mix for Initial Marketing 11 Proposed Branch Structure 12 Implementation Plan: 12 Account Personnel Assignments 12 Account Review Planning Sessions 13 DETAILED DISCUSSION OF RM FUNCTION 17 Objectives of the Relationship Manager Function 17 Position Descriptions, Functions, Duties, Responsibilities 19 Relationship Manager Assignments 20 Chaebol Large Group Accounts 20 Large Corporate Accounts 20 SME Accounts 21 Small Commercial Borrowers 21 Branch Office Organization of RM’s 21 Marketing and Sales Activities 22 Corporate Banking Service Sales Activities 22 Marketing Department and Marketing Data Support 23 Loan Monitoring Responsibilities of RM’s 24 Differentiation of Job Functions across Job Positions 24 Lending Authority of Relationship Managers 24 Interaction of RM with Loan Committees 25 Interaction of RM with Credit Review Officers (CRO’s) 26 Comparison of Job Functions 27 Examples of RM / CRO / Committee Interaction 28 RM Performance Measurement 29 RM Compensation 29 Team” Plan 30 Large Corporate Account Plan 30 SME Account Plan 30 Distressed Account Plan 31 Mixed Account Plan 31 New Business Territory Plan 31 RM Training Requirements 32 Commercial Credit Analysis Training for RM’s 32 Using CRMS Modules in Relationship Management 34 RM Relationship to Regional Loan Centers and Hub Spoke System 35 Relationship Manager Assistance For Non-Commercial Branch Offices 35 IMPLEMENTATION OF RM FUNCTION 37 Account Assignments Priority 37 Assignment A