Summary of the Half-year Work of the Bank's Sub-branches In the first half of 20XX, under the correct leadership of the Party Committee, the government and the superior bank, with the careful guidance and help of XX Bank and the banking supervision department, the Bank conscientiously implemented the Scientific Outlook on Development, based on emancipating the mind, pioneering and innovating, taking accelerating development as the theme, earnestly implementing the working principles, focusing on the center, highlighting the key points, paying close attention to implementation and paying attention to actual results. Although this work is not satisfactory, it has laid a foundation for business development in the second half of the year. The specific situation in the past six months is summarized as follows:
I. Review of Work in the First Half of 20XX
(1) business situation
By the end of 20XX, the balance of our branch reached 1 billion yuan; The balance of corporate deposits reaches 1 10,000 yuan; Cumulative card issuance; * * * Agency premium 1 ten thousand yuan, realizing premium income 1 ten thousand yuan; Completed the fund subscription amount of million yuan, redeemed million yuan, and the bank realized the income of million yuan; Ten thousand yuan wealth management product sales; The number of SMS users reached 1000, with an increase of 1000; Bank self-balance merchants Yitong business balance users; POS machine balance desk, bank self-operated outlet desk; Accumulated loans amounted to 10,000 yuan; The loan balance is RMB10,000 yuan; Realized interest income of ten thousand yuan.
(2) Main practices
The first is the marketing supervision of account managers.
Take a list of tasks completed by the account manager of the department and supervise them from low to high in ascending order; Supervise according to the overall completion of the team; Special supervision of account managers whose marketing objectives have not changed much in recent days. Communicate with employees after work every day, asking about marketing objectives, actual progress, existing problems and so on. Supervision is not only to simply ask about the day's work, but also to encourage employees' marketing enthusiasm and collect information to create conditions for their marketing from multiple angles. We have formulated the learning exchange methods for employees of banks within our jurisdiction, and adopted the methods of weekly advance notice of learning content, posting the list of employees participating in learning on the wall, and regularly summarizing activities.
The second is to sign a settlement and reconciliation agreement.
Timely reconciliation with customers is one of the effective means to prevent business risks. Sign reconciliation agreement with customers door to door as required. Faced with some customers' complaints and the difficulty that customers can't find their business address, the business office cooperated with Qi Xin, the account manager of the company department, and successfully completed the reconciliation and the signing of the reconciliation agreement.
Third, strong compliance and strong risk investigation.
According to the requirements of risk investigation, a leading group for risk investigation was established. In addition to carefully checking one by one according to the requirements of the questionnaire, the business level of the business department completed a comprehensive self-examination of all legal person account opening information and PBOC account management system input within the specified time, and rectified the existing problems. Organize employees to check each other to meet the requirements of horizontal, horizontal and vertical unified standards, and strive to implement the inspection. For the problems and daily mistakes found in self-inspection, the banks within the jurisdiction will hold regular mistakes review meetings to learn from them, firmly establish the concept of compliance management and put an end to operational risks.
The fourth is to strengthen employee performance management.
According to the ability of employees to handle business, the director of the business office and employees form an evaluation team to conduct regular evaluation. Employees who complete comprehensive business alone are given the highest grade. Every month, employees can propose promotion to the evaluation team, and the evaluation team will verify the promotion according to the facts, and the employees who meet the standards will be downgraded in turn. Enhance the consciousness and initiative of learning business, constantly improve the comprehensive ability, so that those employees with high willingness and high skills have more learning opportunities and room for improvement, set up professional product managers (AB role), learn to choose people from point to area, do a good job in managing key businesses and general businesses respectively, and serve customers accurately and efficiently.
Second, the shortcomings
1, business standardization needs to be strengthened.
According to the inspection results of banking supervision department, audit department and business department, although there are no major violations, our business is not standardized and detailed enough, and there are even some low-level mistakes, such as irregular filling of documents. Some problems have been found before, but they have not been completely rectified, and business norms need to be strengthened.
2. Service awareness and service ability need to be improved.
The customer-centered concept has not been universally recognized by all employees. Network employees lack initiative and team professionalism, and service enthusiasm and work initiative are relatively lacking. They are still in the traditional service mode, and their service awareness and service ability need to be improved.
3. The quality of personnel needs to be improved.
With the continuous expansion of the business scope of our sub-branches, the fields involved are wider and deeper, and the existing personnel quality can no longer meet the requirements of rapid and sustainable business development. Although there are 10 new college students, the overall quality of the staff is low and needs to be improved.
Three. 20XX Work Plan for the Second Half of the Year
(A people-oriented team.
Constantly improve the combat effectiveness and execution of cadres and workers. Through the continuous development of home culture construction, compliance culture construction, service culture construction and clean culture construction, first, it can really drive employees to get the motivation to succeed, let every employee know their importance, create a centripetal force environment and create a happy working environment; The second is to give employees room for growth, promote employees based on work performance, and let employees develop synchronously with enterprises; The third is to ignite the enthusiasm of employees to forge ahead with vision, create a caring team atmosphere and build a positive corporate culture.
(2) Grasp the market according to the performance.
Combined with customer deposit returns, analyze customers, subdivide customer groups, screen customers with strength and no return, pull them out of the entrepreneurial department, and focus on cultivating loyal customers. First, the implementation of quality services, with real feelings and benefits to win customers. In order to be loyal to customers, employees are required to be loyal to customers first, and come up with feasible preferential schemes, so that customers can enjoy "green channel" services and "personalized" and "differentiated" services. The second is to keep in touch with customers. With the help of modern information consulting tools, we will implement customer tracking service, let customers know the latest service products in time while communicating, invite customers to participate in the bank-enterprise networking forum of the branch, visit the corporate culture activity room, VIP club and staff training center of the branch, and let customers fully understand the quality and strength of the branch and cooperate with us happily. Develop new financial products, implement cross-marketing, and win the good reputation of customers with flexible business varieties (international business drives RMB deposits) and diversified products and services. Winning a good reputation with service can not only enhance customer loyalty, but also bring direct economic benefits to enterprises. Loyal customers use the products and services of the enterprise, are willing to pay higher prices for them, and do favorable oral publicity for the enterprise, thus affecting the behavior of other potential customers.
(c) Risk-oriented compliance
Pay attention to risks, grasp internal control and build a dam to prevent financial risks. Organize employees to study the internal control system guidelines in a targeted manner, pay close attention to implementation, urge employees to strictly implement them, pay close attention to system implementation from the perspective of preventing business risks, gradually standardize management, improve service level and business environment, impress customers with sincere service and subtle attention, and win customer support. At the same time, combine ideological education with practical work, find gaps and problems in comparison with work, and truly guard against risks.
(4) Management-oriented management.
Pay attention to management and strive to maximize operating efficiency. According to the management philosophy of "self-pressure and self-advancement, if you don't advance, you will retreat" and the management philosophy of "I am proud of everyone", we will firmly establish a sense of responsibility and crisis among all employees, carry forward the spirit of sailing against the current in management, and truly implement scientific, institutionalized and standardized management; Serve customers sincerely in business, form a common interest and destiny with customers, and take various measures to actively respond to the current economic situation and financial market situation.
In the first half of 20XX, although the performance of the Bank was not satisfactory, in the second half of the year, the Bank will measure itself against the requirements of Scientific Outlook on Development, overcome difficulties with pragmatic work style and innovative development ideas, strive to raise all work to a new level, and strive to fully accomplish the objectives and tasks for 20XX and achieve excellent results.
Summary of Half-year Work of Bank Branches In the first half of the second year, according to the work arrangements of the Head Office and XX Branch, the Branch of the Bank earnestly implemented the "XXXX, XXXX, XXXX" work policy of the whole bank, fully cooperated with the transformation of outlets, strengthened team building, and strengthened internal control and risk management. Qi Xin made concerted efforts to implement it, ensuring the smooth operation of various indicators in the first half of this year and laying a solid foundation for the completion of the annual goals and tasks.
I. Completion of various indicators
In the first half of this year, affected by the debt crisis of many European countries and the downturn of domestic market economy, the development of the financial system slowed down, making it more difficult for the financial industry to operate and develop. Under the unfavorable climate, our sub-branch United as one, and all the employees, Qi Xin, worked together to achieve all the indicators in the first half of the year. By the end of June, our branch;
(1) Enterprise indicators have increased substantially. At the end of June, the company's deposit balance was XXX billion yuan, an increase of XXXX billion yuan compared with the beginning of the year. Both the growth rate and the actual growth amount were in the forefront of branches under the jurisdiction of XXX Branch. The company's deposits increased by XXXX every day, ranking X among all branches of XXX Branch, and opening XX new company accounts. In terms of credit business, through the efforts of credit personnel, in order to avoid risks, our sub-branch * * * recovered personal loans of XXX million yuan in the first half of the year to avoid the risks brought by interest rate fluctuations and launched XXXXX. The fourth-grade non-performing loans recovered XXXX million yuan, and the overall quality improved.
(2) All the gold indicators in the annual plan have been completed well. According to the data in May, among the comparable indicators of 14, XXX items exceeded XX points, and 5 items got full marks. savings deposit
The balance was XX billion yuan, an increase of XXXX million yuan compared with the beginning of the year, ranking third in XX branch, and the number of payroll customers increased by XXX households; Effective consumption amount of bank card XXX; ; Number of new special merchants XXX；; Electronic banking counter replacement rate XXX；; The effective number of new customers in personal online banking is small XXXX.
Second, the first half of the main work review.
(a) adhere to the employee-oriented, pay close attention to the construction of the staff, fully mobilize the enthusiasm of employees, enhance their sense of belonging, and strive to build a United, harmonious and efficient fighting collective. This year, our sub-branch regards team building as the top priority, works hard, does practical things sincerely, smoothes people's popularity and unites people's hearts. First, establish marketing incentives for XXXX branch, so that employees who have contributed to the development of the branch can get additional incentives while marketing incentives for the branch; The second is to organize regular training to improve the overall quality of employees. All the documents issued by the superior are first understood and sorted by a special person, and the key points are extracted for employees to learn and discuss difficulties. Achieve high business accuracy. The third is to warm people with affection, lend a helping hand in time when employees are sick or have family difficulties, and increase assistance.
(2) Insist on customer orientation, sort out its own business structure, further expand the customer base by means of product marketing and personalized service, and ensure the rapid development of various businesses of the sub-branch. XXX Sub-branch has more than XXX corporate customers, with the number of outlets ranking second in the region, and corporate customer deposits account for 77% of the total deposits. How to use scarce personnel to market and serve a huge customer base is the focus of the work. Our company has formulated the following set of measures:
First of all, establish your own customer grading marketing system. While exploring new customers, we should pay attention to maintaining existing customers. According to the deposit amount of 6.5438+0 million-5 million, 5 million-6.5438+0 million, 6.5438+0 million, customers are classified and managed. Hierarchical, organize marketing personnel to conduct hierarchical marketing respectively; The second is to further improve the monitoring system for deposit customers, lock in deposit customers whose daily average balance exceeds XXXX million yuan, focus on monitoring, enhance the sensitivity to abnormal changes in customer deposits, and adjust marketing strategies in time. The third is to increase enterprise service tellers. At present, the Bank has arranged X corporate non-cash tellers and X corporate priority windows to meet a large number of daily corporate business; Fourth, make use of modern information means to keep close contact with customers through the Internet and inform them of our policies and product information at the first time.
(III) Implement the working spirit of the Head Office and XXX Sub-branch, and vigorously promote flattening. The flattening of business outlets is the structural trend of modern banks. After flattening, the three-tier intensive management mode can be realized, which greatly reduces the non-operating pressure of outlets, releases the human resources of grassroots outlets and stimulates the vitality of outlets. Our sub-branch ensures that the meeting spirit and document contents of the sub-branches under its jurisdiction are conveyed to every employee in the first time, and holds regular meetings to publicize the advantages of flat management, improve employees' ideological understanding, and ensure that employees can change their ideas in time during the flattening process of our sub-branch and actively participate in the competition activities at all levels of the sub-branch without any adverse events.
Third, some problems in the first half of the year.
First, the hierarchical management of high-end customers is still in its infancy. Although our bank has created its own hierarchical marketing management measures for customers, the hierarchical management of high-end customers is still in its infancy, and it is urgent for the whole bank to establish a differentiated service system for high-end customers, so that the marketing work of outlets can be followed by rules and resources can be utilized. Only through some high-end cultural salons, economic forums and other service means can we attract and retain customers.
Second, the team of account managers needs to be further strengthened. At present, our bank has fewer products, fewer account managers and less experience. The market competitiveness of most wealth management businesses is relatively poor; Most of them have achieved results through the continuous marketing of old customers by account managers, and they are obviously stretched in attracting new customers.
The third is the new business system in early June, and it will take some time for employees to get used to it.
Four. Working methods in the second half of the year
In the first half of this year, the bank's various businesses developed steadily, and all indicators were greatly improved compared with last year. But we must also be soberly aware of the enormous difficulties and challenges we face in the second half of the year. In the second half of this year, the central bank may still cut interest rates again, and the loosening of interest rate pricing power has caused certain difficulties to our marketing work. The focus of our work in the second half of the year is:
1, continue to do a good job in team building, and further enhance the sense of organizational belonging and professional mission of all employees. Strengthen civilized service inspection, improve the professional quality, service awareness and customer communication ability of employees.
2. Further intensify marketing and customer service, further consolidate and develop the achievements made in the first half of the year, and make every effort to complete the annual objectives and tasks.
(III) Since the beginning of this year, the Bank has conscientiously implemented the decision of adjusting the business strategy of the head office and branches, adhered to the coordinated development of efficiency, quality and scale, kept pace with the times, pioneered and innovated, paid attention to business development, paid attention to risk prevention and internal control management, and advocated the construction of compliance culture. All branches' businesses have reached a new level, laying a solid foundation for completing the annual objectives and tasks. With the joint efforts of all staff, all the indicators in the first half of 20XX run smoothly and achieved excellent business performance. By the end of June, all businesses had been completed well, ranking among the best in all branches.
The first is the completion of various indicators.
1. The debt business grew significantly. At the end of June, the balance of self-operated deposits was xx million yuan, an increase of xx million yuan compared with the beginning of the year, and the annual task was completed ahead of schedule. Among them, the balance of savings deposits was xx billion yuan, an increase of xx billion yuan compared with the beginning of the year, and 66% of the annual tasks were completed. The company deposited xx million yuan, an increase of xx million yuan compared with the beginning of the year, and completed 65,438+0.54% of the annual tasks; The average daily savings deposit balance is xx million yuan, an increase of xx million yuan over the approved base, and 99% of the tasks have been completed; The average daily balance of the company's deposits is xx million yuan, an increase of xx million yuan compared with the approved base, accounting for 16 1% of the completed tasks.
2. Rapid development of asset business. At the end of June, the self-operated loan was xx million yuan, an increase of xx million yuan compared with the beginning of the year, of which the personal assets business was xx million yuan, an increase of xx million yuan compared with the beginning of the year, and 90% of the annual tasks were completed. The balance of the company's assets is xx billion yuan, an increase of xx billion yuan compared with the beginning of the year. The accumulated discount amount is X billion yuan.
3. Intermediate business has been steadily advanced. In the first half of the year, the income from intermediary business has reached nearly xx billion yuan, completing 58% of the annual tasks; The amount of international settlement completed is nearly $ xx billion; Xx credit card issuance; Pay xx million yuan in advance and xx million yuan in batches.
Two. Summarizing the business development and management in the first half of the year, we mainly took the following measures:
(a), a clear task, early implementation, to lay the foundation for the work throughout the year.
At the end of last year, the sub-branch planned the work target for 20XX years, and made it clear that the liabilities increased by X billion, private deposits increased by X billion, and corporate deposits increased by X billion. Assets increased by X billion, personal assets increased by X billion and public loans increased by X billion. At the beginning of the year, the sub-branch held a working meeting again to make unified arrangements and arrangements for the annual work of 20XX. With regard to the achievements made in 20XX, the President's Office requires the staff of the whole bank to guard against arrogance and rashness, and to prevent the idea of "small wealth means security". At the same time, a comprehensive assessment system was established for the objectives and tasks of the sub-branch, and the objectives and tasks were decomposed into the heads of each account manager, and the performance completion was notified to the whole bank in the form of weekly, monthly and quarterly emails, which effectively stimulated the work enthusiasm of account managers. In the opening competition of branches, the liability business and personal assets business of branches are in a leading position in the whole bank and have achieved good results.
(2) Strengthen the marketing mechanism.
1. The basic marketing work of the company's business is to open a new account first. At the beginning of the year, the branch department made it clear that each corporate account manager must open X new valid accounts every month. Judging from the situation in the first half of the year, the sub-branch realized the opening of xx accounts and the new deposit of xx million yuan. Secondly, through the government platform, strengthen the marketing of customers in the surrounding parks, and actively promote our corporate products through door-to-door visits and financial planning. After long-term efforts, we have gained high recognition from customers and established cooperation intentions with many high-quality enterprises. Among them, the special account for fiscal non-tax revenue in xx District has been successfully opened, with a deposit balance of nearly X billion.
2. In the daily work of retail banks, the "rich area" in Zone X is regional, with precise marketing and hierarchical marketing, and equal emphasis on basic marketing, mid-range customer marketing and key customer marketing. 1. Large-scale marketing: customers with more than X million are defined as large-scale customers, and "financial secretary" services are specially formulated for these customers. Branches publish financial information such as wealth management products, various funds, trust products, treasury bonds and foreign exchange market quotes in various currencies, and selectively send text messages or provide wealth management solutions according to customers' types and investment needs, so that customers can keep abreast of the dynamic development of the bank, and at the same time, VIP customers can feel that the bank is not only asking for deposits for them, but also helping them invest and manage their wealth to maximize their income. Only in this way can customers be more closely linked with banks. This puts higher demands on the account managers at the front end of the personal banking department, and the improvement of comprehensive quality is more important. For this part of customers, the account managers unite as one, discuss according to the characteristics of customers, work out several sets of financial plans suitable for customers' needs, repeatedly scrutinize the problems that customers may ask, make full preparations, and achieve professional services that customers 100% are satisfied with, so that these customers can trust us more, rely on us and become our loyal customers; 2. Community Marketing: Due to the geographical environment of the branch, community marketing has become our characteristic, and frequent and high-quality outdoor publicity is the most effective way to improve the visibility of the branch. Persistently carry out various community activities and publicity, and strongly recommend our products through the joint benefit activities in the high-end community xx villa, so that our image is deeply rooted in the hearts of the people. Among the villa owners, our bank has 65,438+00 customers. Through the effective publicity of "Property Management Toll Station", this sub-branch entered the surrounding high-quality residential areas, such as xx Garden, which not only promoted the development of our electronic business, but also successfully collected more than xx million yuan. 3. Lobby marketing: The lobby manager will carefully decorate the lobby, create a comfortable business environment and warm holiday atmosphere, pay close attention to services, actively guide customers who come to handle business, and mainly introduce daily functions such as consumption points, self-service payment, consumption points and online banking to ordinary customers, so that customers can feel the convenience of one-card while using these functions. Mainly introduce xx card, xx platinum card, credit card, foreign exchange treasure, electronic banking, RMB and foreign currency financial products to middle and high-end customers. Promote natural growth, add festive atmosphere and gather the popularity of the lobby through courtesy deposits and lottery activities of festival celebrations. Lobbying is the most effective position marketing. Arrange the account manager to take turns to be on duty in the lobby, sort out the customers in the lobby, and achieve the effect of promotion.
3. Public-private joint marketing: The retail banking department and the corporate banking department help each other and exchange information through one-to-one pairing, and discover corporate customers from corporate customers. At the beginning of the year, they expanded 1 company customers through company customers and absorbed company deposits of xx million yuan. At the same time, the public-private linkage was implemented, and the salaries of xx Automobile Sales Co., Ltd. and other units were paid.
(3) Pay attention to assets, discount and international business.
Assets, discount and international business have always been the weaknesses of xx District Sub-branch. In XX, the branch vigorously carried out these three aspects of work. Assets: Based on the idea of expanding the scale of credit assets this year, the branch actively carried out the asset project marketing of "based on the park and radiating around". At present, it has successfully reached cooperation intentions with many high-quality enterprises such as xx, and the project can be reported in the near future. Discount: on the one hand, tap the potential of existing customers of the branch, on the other hand, actively market new customers. For enterprises tracking the source of bill discount, we actively expanded the collection of bills and successfully expanded enterprises such as xx. In the first half of the year, we realized a total discount of X billion yuan, an increase of 20XX million yuan over the same period of XX. International business: I visited the foreign trade enterprises in the region one by one, and reached a cooperation intention with xx Pharmaceutical Company. In addition, the branch has never given up on xx Company which terminated the credit line in advance. Has been actively tracking, always pay attention to the company's production progress. At the same time, keep close contact with the banking regulatory bureau and the xx district government, so as to understand the policy trends at the first time. After the attitude of the Banking Regulatory Bureau and the xx District Government to the company is clear, the sub-branch plans to cooperate with it again, which will become the highlight of international business in the second half of the year.