MBA教育中心知识库

摘要

党的十九大报告指出，我国经济已由高速增长阶段转向高质量发展阶段。经济持续增长，居民财富快速增加,在高净值人群数量和财富规模日益庞大的背景下，我国居民理财需求由过去单一的存款，逐渐向多元化的资产管理配置转变，财富管理业务发展潜力巨大，有望成为金融业新的增长极。GT证券作为证券行业的头部券商，业务牌照齐全，率先推出君弘“星”服务零售客户服务体系和“君弘灵犀”智能化服务项目。但甘肃分公司地处西北区域，虽然公司在综合金融服务方面全国领先，受制于甘肃辖区机构及高净值客户资源匮乏，综合金融服务能力及发展不及预期。如何依托公司强大的综合金融服务平台，实现财富管理业务快速稳步发展，打造新的业务收入增长点，值得深入研究。

文章首先对财富管理业务和业务所涉及的概念进行梳理界定，阐述客户生命周期理论、投资组合理论、客户细分理论等理论的基础上，从发展规模、市场份额、内外部环境等方面简要介绍GT证券甘肃分公司财富管理业务发展现状。其次通过访谈形式从收入结构、客户结构、人员梯队结构等几个方面对分公司财富管理业务开展现状进行着重分析。发现业务开展过程中存在的相关影响财富管理业务发展的问题，最后从客户细分，客户生命周期及客户关系管理，人才队伍结构，营业部网点规划，数字化财富管理线上与线下相融合发展几个方面提出建议。基于建议，提出完善产品引入、评估、反馈机制，完善考核激励制度、强化培训赋能、严格合规风控的建议实施保障。

在我国社会财富不断增长的大背景下，对财富管理理论的研究和探索不仅具有重要的理论价值，且在现实经济生活中具有重要意义。本文研究成果对所在公司财富管理业务发展具有一定的指导意义，对其他同业券商财富管理业务发展具备一定的参考意义。

关键词：财富管理  客户需求  资产配置

Abstract

The report of the 19th National Congress of the Communist Party of China points out that China's economy has changed from a stage of high-speed growth to a stage of high-quality development. With the continuous economic growth and the rapid increase of residents'wealth, and against the background of the increasing number of high-net-worth individuals and the increasing scale of their wealth, China's residents'financial needs have changed from a single deposit in the past, gradually to the diversification of asset management, wealth management business development potential is huge, is expected to become a new growth pole of the financial industry. GT Securities as the head of the securities industry, business license, first launched Jun Hong "Star" service retail customer service system and "Jun Hong Linxi" intelligent service project. But Gansu branch is located in the northwest region, although the company is the national leader in comprehensive financial services, limited by the lack of institutions and High-net-worth customers in Gansu province, comprehensive financial services capacity and development is not as expected. How to rely on the company's powerful platform of comprehensive financial services, realize the transformation of wealth management business, create new business revenue growth point, is worth in-depth study.

First of all, this paper defines the concepts involved in wealth management business and business, and expounds the theory of customer life cycle, portfolio theory, customer segmentation theory and so on, this paper briefly introduces the current development situation of the wealth management business of GT Securities from the aspects of development scale, market share, internal and external environment, etc. Secondly, through the interview form from the income structure, customer structure, personnel echelon structure and other aspects of the branch's wealth management business to analyze the status quo. Finally, from the customer segmentation, customer life cycle and customer relationship management, talent team structure, Business Department network planning, digital wealth management on-line and off-line integration development of several aspects of the proposed. Based on the suggestions, the paper puts forward the implementation guarantee of perfecting the mechanism of product introduction, evaluation and feedback, perfecting the examination and incentive system, strengthening the training ability, and strictly complying with the wind control.

Under the background of increasing social wealth in China, the research and exploration of wealth management theory is not only of great theoretical value, but also of great significance in real economic life. The research results of this paper have certain guiding significance to the transformation of the wealth management business of the company, and have certain reference significance to the transformation of wealth management business of other brokerage firms.

Keywords: Wealth Management；Customer demand；Asset allocation