个人银行业务发展对策研究.doc

汇丰银行沈阳分行个人银行业务发展对策研究 摘 要 按照WTO协议的规定，我国自2006年底开始取消了所有对外资银行所有权、经营和设立形式进行限制的措施，进入对银行业市场全面对外开放的时代，外资银行获得国民待遇，可以与国内银行在完全平等的条件下竞争。在美国金融危机以及欧债危机蔓延全球的经济环境下，国际大型跨国银行的投资业务和批发业务都受到不同程度的冲击，作为商业银行根基的个人银行业务重新成为大型跨国银行业务发展的重头戏。而在新兴经济龙头之一的中国，内地迅速膨胀中的个人财富正吸引众多金融机构竞相进入，中国当前的个人理财市场竞争非常激烈，国内外的商业银行都在个人理财市场进行了各不相同的探索和尝试，外资银行均积极在中国展开行动，而汇丰银行就是其中典型的代表。 本文首先阐述了个人银行业务的理论基础，从个人银行业务产生的背景、历史着手，本文对汇丰银行沈阳分行(本文简称“汇丰沈阳”)的经营现状进行了分析，基于笔者在汇丰银行沈阳分行服务其间收集的资料和实际工作中遇到的问题和挑战，分析了个人银行业务方面的发展和存在的问题。最后，针对存在的问题就其在沈阳的市场细分、渠道建设、客户关系管理、销售过程中的操作风险控制以及人才培养等方面提出对策。 本文通过分析汇丰沈阳分行个人银行业务的问题以及对策，从一定程度反映出外资银行在我国个人银行业务的未来发展状况，可以帮助正在发展中的本土个人银行业务和其他本地银行解决经营中出现的问题提供一些借鉴。另一方面，随着中国的金融机构日益增长的全球化需求，了解国际性金融机构的管理方式和经营理念也可以使本地的金融机构在国际金融业务发展中更加富有竞争力。 关键词：个人银行业务;汇丰银行沈阳分行;发展对策 HSBC Shenyang Branch Personal Banking Development Strategy Study Abstract According to the WTO commitments, from 2006, China had released the market to foreign banks and deregulated the existing restrictions on the proprietorship，form of operation and institution. Due to the global economic recession brought by U.S.sub-prime Crisis, multinational banks suffered margin squeeze in wholesale and investment banking. On the other hand, on the china’s emerging market, demand for personnel financial services became robust with the fast growing personal wealth. Banks such as HSBC discovered this opportunity and give great priority to exploit the personal financial market. We start from the background, history and characteristics of personal banking business; and introduce the actuality and the performance of HSBC Shenyang branch. Based on my own working experience and the material collected in HSBC Shenyang branch , we analyze the problems in daily business. Then recommendations are proposed for HSBC Shenyang branch’s personal banking from customer market dividing, sales channel, risk control, talent cultivation aspects. HSBC is the pioneer to enter personal banking of China as a foreign bank. analyzing and diagnosing the personal banking development solution have not on