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Click to edit the outline text format,Second Outline Level,Third Outline Level,Fourth Outline Level,Fifth Outline Level,Sixth Outline Level,Seventh Outline Level,Eighth Outline Level,Ninth Outline Level,*,Click to edit the title text format,Click to edit the title text format,Click to edit the outline text format,Second Outline Level,Third Outline Level,Fourth Outline Level,Fifth Outline Level,Sixth Outline Level,Seventh Outline Level,Eighth Outline Level,Ninth Outline Level,如,何,何,使,使,银,银,行,行,服,服,务,务,于,于,庞,庞,大,大,的,的,小,小,型,型,微,微,型,型,企,企,业,业,市,市,场,场,BuildinganinnovativeSMEfranchise,“,征,信,信,产,产,品,品,在,在,商,商,业,业,银,银,行,行,信,信,用,用,风,风,险,险,管,管,理,理,中,中,的,的,应,应,用,用,”,”,国,国,际,际,研,研,讨,讨,会,会,2007,年,6,月,20,日,中,中,国,国,天,天,津,津,SymposiumonCreditReportingandRetail&SMEBanking,Tianjing,China,June20,2007,印度工业信贷投资（,ICICI,）银行所采取的方法,ICICI Bank Approach,提纲,Agenda,管理客户关系,Managing Customer Relationships,建,立,立,创,创,新,新,的,的,中,中,小,小,企,企,业,业,业,业,务,务,（,（,中,中,小,小,企,企,业,业,银,银,行,行,品,品,牌,牌,）,）,BuildinganinnovativeSMEfranchise,新,兴,兴,的,的,增,增,长,长,领,领,域,域,EmergingGrowthHorizons,建立一个咨询模式,Building an advisory model,为,中,中,小,小,企,企,业,业,创,创,建,建,一,一,个,个,生,生,态,态,系,系,统,统,Creatinganeco-systemforSMEs,2,ICICI,银行所采取的方法,ICICI Bank Approach,提纲,Agenda,管理客户关系,Managing Customer Relationships,建,立,立,创,创,新,新,的,的,中,中,小,小,企,企,业,业,业,业,务,务,（,中,中,小,小,企,企,业,业,银,银,行,行,品,品,牌,牌,）,BuildinganinnovativeSMEfranchise,新,兴,兴,的,的,增,增,长,长,领,领,域,域,EmergingGrowthHorizons,建立一个咨询模式,Building an advisory model,为,中,中,小,小,企,企,业,业,创,创,建,建,一,一,个,个,生,生,态,态,系,系,统,统,Creatinganeco-systemforSMEs,3,传,统,统,方,方,法,法,TraditionalApproach,很,少,少,关,关,注,注,交,交,叉,叉,销,销,售,售,Limitedfocusoncrosssell,没,有,有,使,使,用,用,市,市,场,场,细,细,分,分,的,方,方,法,法,Un-segmentedapproach,有,限,限,的,的,交,交,付,付,渠,渠,道,道,Limiteddeliverychannels,根,据,据,财,财,务,务,报,报,表,表,进,进,行,行,的,的,刻,刻,板,板,风,风,险,险,评,评,估,估,Rigidfinancialstatementorientedriskassessment,缺,乏,乏,积,积,极,极,主,主,动,动,的,的,销,销,售,售,体,体,系,系,Absenceofproactivesalesarchitecture,有,限,限,的,的,产,产,品,品,系,系,列,列,Limitedproductsuite,传统的中小企业银行业务是,Traditionally SME Banking was all about.,4,客,户,户,的,的,要,要,求,求,和,和,认,认,识,识,Customersurveys&insights,国,际,际,最,最,佳,佳,实,实,践,践,GlobalBestPractices,ICICI,银,行,行,的,的,中,中,小,小,企,企,业,业,战,战,略,略,ICICIBankSMEStrategy,我,们,们,对,对,中,中,小,小,企,企,业,业,进,进,行,行,了,了,大,大,量,量,调,调,研,研,，,，,以,以,便,便,了,了,解,解,WehavescannedtheSMEspacetounderstand.,5,5,年,years,3-5,年,years,1-3,年,years,1,年,year,长,期,期,的,的,和,和,忠,忠,诚,诚,度,度,高,高,的,的,业,业,务,务,关,关,系,系,Loyal,longbankingrelationships,(,百分,比,比,Percent),价格,敏,敏感,度,度较,低,低,Lowerpricesensitivity,分行,与,与写,字,字楼,/,住宅,区,区的,接,接近,程,程度,Proximityofbranchtooffice/residence,优质,服,服务,Superiorservice,银行,的,的声,誉,誉,Bankreputation,与银,行,行职,员,员的,关,关系,Comfort/relationshipwithbankstaff,服务,费,费用,低,低,Lowservicefees,81,72,58,49,44,41,41,39,28,17,17,15,存款,产,产品,Depositproducts,信贷,产,产品,Creditproducts,交易,产,产品,Transactionproducts,大量,的,的交,叉,叉销,售,售机,会,会,Significantcrosssellopportunities,被调,查,查对,象,象中,使,使用,各,各类,产,产品,的,的百,分,分比,Percentofrespondentsusingproduct,支票,账,账户,Checkingaccount,支付,凭,凭证,Payorders,电子,转,转帐,Tele-graphic,Fundstransfer,定期,贷,贷款,Termloan,定期,存,存款,Fixeddeposit,外汇,Forex,透支,/,信用,卡,卡,OD/CC,面值,支,支付,Payableatpar,信用,证,证,LC,银行,保,保函,BG,保理,Factoring,代发,工,工资,Salaryprocessing,来源,：,：麦,肯,肯锡,研,研究,报,报告,Source:MckinseyStudyReport,中小,企,企业,客,客户,具,具有,特,特殊,性,性,SMEcustomerisunique,客户调查和认识,Customer survey&insights,6,存款,Deposits,=70-75%,费用,Fees,=20-25%,贷款,Loans,=3-8%,利润,比,比例,ProfitPercentages,交易,业,业务,和,和存,款,款是,中,中小,企,企业,业,业务,赢,赢利,性,性的,驱,驱动,因,因素,TransactionBankingandDepositsdrivesSMEprofitability,来源,：,：美,国,国,FIC,咨询,Source:FICConsulting,USA,客户调查和认识,Customer survey&insights,7,国际,最,最佳,实,实践,GlobalBestPractices,市场,细,细分,Marketsegmentation,与零,售,售战,略,略和,分,分销,渠,渠道,相,相匹,配,配,Alignedwithretailstrategiesandchannels,个人,银,银行,业,业务,和,和企,业,业银,行,行业,务,务相,结,结合,Integratedprivateandbusinessbanking,多渠,道,道获,取,取业,务,务,Multi-channelacquisition,以信,贷,贷评,分,分为,基,基础,的,的信,贷,贷评,估,估,Creditscorebasedcreditassessment,大量,使,使用,技,技术,手,手段,和,和自,动,动化,流,流程,Intensiveuseoftechnology&automation,国际最佳实践,Global best practices,8,以客,户,户为,中,中心,Customerfocus,以销,售,售为,导,导向,的,的市,场,场细,分,分,Salesorientedmarketsegmentation,全面,的,的产,品,品系,列,列,Comprehensiveproductsuite,多样,化,化的,交,交付,渠,渠道,Multipledeliverychannels,控制,风,风险,Containrisk,专业,化,化的,放,放贷,Focusedlending,以组,合,合方,式,式进,行,行风,险,险管,理,理,Portfolioapproach,积极,主,主动,的,的监,控,控,Pro-activemonitoring,不仅,仅,仅分,析,析财,务,务表,现,现,Goingbeyondfinancials,交叉,销,销售,Cross-sell,根据,客,客户,需,需求,，,，为,其,其提,供,供全,面,面服,务,务,Holisticapproachtocustomerneeds,成本,效,效率,最,最优,化,化,Cost&efficiencyoptimization,集中,化,化处,理,理流,程,程,Centralizedprocesses,通过,技,技术,手,手段,保,保证,服,服务,和,和产,品,品交,付,付的,一,一致,性,性,Leveragetechnologyforconsistencyofservices&delivery,ICICI,银行,中,中小,企,企业,战,战略,ICICIBanksSMEStrategy,ICICI,银行特有的中小企业业务,4C,方法,ICICI Banks distinct 4C approach to SME,9,产品,Products,方法,Approach,特定的产业集群,Specific industry clusters,集群银行业务,Cluster,Banking,与公司相连的渠道伙伴,Corporate Linked Channel partners,与公司相关的业务,Corporate Linked Business,其它中小客户,Other Small&Medium Sized Cos,小型业务,Small Business,以客户为中心,Customer Focus,ICICI,银行,I-Bank,传统,方,方式,Traditional,通过,专,专注,于,于市,场,场细,分,分，,拓,拓展,了,了中,小,小企,业,业资,产,产覆,盖,盖模,式,式,ExpandedSM
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