【作者】 王璐；

【导师】 姜明辉；

【作者基本信息】 哈尔滨工业大学 ， 工商管理（专业学位）， 2024， 硕士

【摘要】 机构业务是商业银行对公业务的压舱石,为商业银行经营发展提供了充足稳定的负债资源和流动性保障,机构业务的源头和辐射作用也为其他业务带来协同发展效益。机构客户规模大、系统性强、社会信誉高,对银行的金融需求多,涉及业务广,是目前银行对公业务市场上最有价值的客户群体,位于大资金链的顶端,抓住了机构客户,就等于抓住了资金的源头,一旦进入,稳定性和持续性较强。商业银行在实现可持续发展的过程中,需要和政府机构保持紧密联系,通过合作促进机构业务的稳定运行并获得新的发展机会,对于商业银行的可持续发展会产生积极的影响。因此本文选择该主题进行研究,旨在竞争激烈的市场环境下为L银行机构业务稳定、长效发展提供方向和思路,提升机构业务核心竞争力。本文从L银行机构业务发展的客观实际出发,分析其当前的业务发展现状,查阅参考了中外文献后,通过SWOT模型从外部环境及内部环境对L银行机构业务进行研究。通过深入分析L银行机构业务发展现状,并结合L银行机构业务的各项经营数据,全面归纳机构业务发展中存在的问题,发现L银行主要存在重点资质覆盖范围不足、分行发展水平差异显著、人才队伍建设不完善、资产业务投入力度不足等问题。产生问题的原因主要为业务管理缺乏系统性规划、产品体系特色化不强、人才培养与引进机制有短板、考核激励机制建设不健全等。根据SWOT矩阵进行分析,结合自身特点,将L银行机构业务发展策略定为业务定位策略、产品创新策略、客户营销策略、风险防控策略等。最后,通过组织保障、资源保障、人员保障、激励保障四个方面,确保L银行机构业务发展策略顺利实施。更多还原

【Abstract】 Institutional business is the cornerstone of commercial banks’corporate business,providing sufficient and stable debt resources and liquidity guarantees for the operation and development of commercial banks.The source and radiation effects of institutional business also bring synergistic development benefits to other businesses.Institutional clients have a large scale,strong systematicity,and high social reputation.They have a high demand for financial services from banks and involve a wide range of businesses.They are currently the most valuable customer group in the bank’s corporate business market,located at the top of the large capital chain.Seizing institutional clients is equivalent to seizing the source of funds.Once they enter,stability and sustainability are strong.In the process of achieving sustainable development,commercial banks need to maintain close contact with government agencies,promote stable operation of institutional business through cooperation,and obtain new development opportunities,which will have a positive impact on the sustainable development of commercial banks.Therefore,this article chooses this topic for research,aiming to provide direction and ideas for the stable and long-term development of L Bank’s institutional business in a fiercely competitive market environment,and enhance the core competitiveness of the institution’s business.This article starts from the objective reality of L Bank’s institutional business development,analyzes its current business development status,and after consulting and referring to domestic and foreign literature,studies L Bank’s institutional business from both external and internal environments through the SWOT model.Through in-depth analysis of the current development status of L Bank’s institutional business,combined with various operational data of L Bank’s institutional business,a comprehensive summary of the problems existing in the development of institutional business was conducted.It was found that L Bank mainly has problems such as low coverage of key qualifications,uneven development among branches,incomplete talent team construction,and insufficient investment in asset business.The main reasons for the problems are the lack of overall planning in business management,unclear product differentiation,insufficient management of training and introduction mechanisms,and inadequate assessment mechanisms.Based on the SWOT matrix analysis and combined with its own characteristics,L Bank’s business development strategy is determined as business positioning strategy,product development strategy,customer marketing strategy,risk prevention and control strategy,etc.Finally,the smooth implementation of L Bank’s business development strategy is ensured through four aspects:organizational support,resource support,personnel support,and incentive support.更多还原