First, the corporate culture content of China Merchants Bank
1. Vision of China Merchants Bank
Strive to create a blue chip in the stock market and create a century-old silver trick
2. Bank Merchants Group
Provide customers with the latest and best financial services.
3. The core values of 3.CMB
Service innovation is steady.
4. Business philosophy of China Merchants Bank
It changes with the situation, and it changes with you.
5. Development concept of China Merchants Bank
Coordinated development of benefit, quality and scale
6. People-oriented concept of attracting banks
Respect people-oriented sharing
7. Overall concept of 7.CMB
The overall situation is paramount, and harmony is beautiful.
8. the spirit of attracting silver
Challenge introspection and dedication
9. Zhaoyin style
Strict, solid and efficient
Second, the corporate culture connotation of China Merchants Bank
1. Strive to build a blue chip in the stock market and create a century-old silver trick.
● Create blue chips in the stock market.
"Blue-chip stock market" is not only an abstract definition, but also a concrete concept, which contains the connotation of standardized operation, excellent performance, being favored by investors, respected by society and trusted by customers. It is not only a static goal, but also a dynamic process. To maintain the blue-chip status for a long time, we need to continue to struggle, determination, courage and action.
Internationally, the net income of banks is usually regarded as the short-term goal of banks, and the stable growth of bank market value is regarded as the long-term business goal of banks. The market value mentioned here is the discounted net value of forward cash flows in the balance sheet. In layman's terms, it is whether a bank is worth more every year. In the eyes of foreign advanced banks, the steady growth of market value is the fundamental standard to measure the success or failure of a bank's operation.
● Create a century-old silver trick
It embodies the ambition and determination of China Merchants Bank to become an eternal foundation. Reflect the long-term commitment to society, customers, employees and shareholders.
The implications of this vision are as follows: first, according to the requirements of representing advanced productive forces, China Merchants Bank will be built into a modern commercial bank in line with international practices, and strive to gain a place for China's national banking industry in the international financial arena; Second, according to the requirements of representing the direction of advanced culture, build a management culture with the characteristics of China Merchants Bank, and create a healthy and enterprising corporate culture and good atmosphere; Third, in accordance with the requirements of representing the fundamental interests of the overwhelming majority of the people, we will maintain steady and sustained growth in profits, continuously improve the service level, make due contributions to building a well-off society in an all-round way, provide rich returns to shareholders, provide quality services to customers and provide satisfactory jobs for employees.
2. Provide customers with the latest and best financial services.
As the mission of China Merchants Bank, providing customers with the latest and best financial services reflects the pursuit of providing the best quality and most attractive financial services to meet the needs of customers, employees and shareholders, rather than pursuing the largest scale.
China Merchants Bank's new customer economy era;
First, the pattern of high monopoly in the banking market has been broken, and the pattern of fierce competition in the same industry has been formed.
Second, bank credit, as a single financing channel for enterprises, was broken and a diversified financing pattern was formed.
Third, the passive situation of customers blindly obeying banks has been broken, and customers have higher and higher requirements for banks.
3. The core values of 3.CMB
● Service
Adhere to customer-centered, respect and care for customers, find customer needs, provide personalized products and services, and meet customer expectations and dreams; Emphasize internal service, which is the basis of external service. Managers at all levels should have a strong sense of service and do a good job of providing first-line services to internal customers.
We should establish the concepts of "great service" and "customer first". The so-called "big service" concept is to integrate a series of complete service processes to form a network and implementation capacity that can be used from upstream to downstream.
Make three changes:
First, the role orientation of employees has changed from "representing China Merchants Bank" to "representing customers";
The second is the change from standardized service to personalized, subtle and affectionate service;
Third, from paying attention to receiving important customers to receiving every customer well.
Reach three realms:
The first is to satisfy customers-provide all services that can satisfy customers with professional skills.
The second is to surprise customers-do things with your heart and provide personalized services to customers, from satisfaction to "overflow".
The third is to impress customers-to serve with emotion, which exceeds customers' expectations in physical and psychological feelings.
● Innovation
Comply with the development trend of banking industry, market competition situation and various challenges faced by enterprises, and respond flexibly to various changes and challenges; Keep an open mind and make bold progress.
Strive for continuous improvement and tolerate failure.
Innovation is the soul of a nation's progress and the key factor for commercial banks to enhance their core competitiveness.
Institutional innovation, technological innovation and cultural innovation are the key driving forces for the business development of China Merchants Bank.
Financial electronization is the driving force of financial innovation and development, and it is also the strategic choice for the future development of China Merchants Bank.
Using e-commerce technology to rebuild the "cement plus mouse" model of traditional banks is the basic direction of the development of China Merchants Bank's online banking.
The financial innovation of China Merchants Bank should have its own characteristics, and the key is to grasp the following points:
Highlight business characteristics;
Pay attention to market segmentation;
Form a characteristic brand;
Give full play to scientific and technological advantages.
● Steady.
Pay attention to risk management, regard asset quality as the life of banks, effectively control operational risks and invest prudently; Standardize operations and comply with regulations to achieve long-term stable development.
Stability has two meanings, one is stability, and the other is health. It is to develop on the premise of controlling risks and ensuring quality. China Merchants Bank should take risk control as its thinking method in its work. However, the risk culture is not rigid, but flexible, balancing risks and rewards. Controlling risks is positive. We should develop our business on the basis of balance and under the premise of controlling risks. In an effective market, we can only make a profit if we know the risks and take certain risks. This is stability.
Among these core values, service, innovation and stability are arranged in order of importance.
4. Business philosophy of China Merchants Bank
● It varies with the situation.
It is emphasized that China Merchants Bank must change itself and adapt to the market according to the changes and requirements of internal and external environment such as politics, economy, society and technology.
● Change for you.
Whether it is the pursuit of goals or the way of thinking. It shows that China Merchants Bank provides products and services according to customers' needs, and will always carry them out. It is not only the self-market role orientation of modern commercial banks, but also a process of constant pursuit and innovation, and it is also a way of thinking in banking work.
The so-called "changing with you" means taking the market as the guide, constantly innovating products and services to meet customers' growing demand for financial services. "Change because of you" is the self-orientation of China Merchants Bank, the pursuit of a goal and a way of thinking. It can be compared like this: China Merchants Bank is like a sunflower, customers are like the sun, and China Merchants Bank must also change with the changes of customer needs like a sunflower.
The first key word of "change for you" is "you", that is, bank customers, which is the starting point of "change" and the ultimate goal of "change" is to satisfy customers. To satisfy customers, we should take the customer's needs as our service standard, not standardize the customer's needs with our standards; Improve service efficiency, improve service quality, enrich service content and build a value-added service system. Standardizing service, improving professional service level and properly handling complaints are all concrete manifestations of the business philosophy of "changing with you" in service.
The second key word of "change for you" is "change", which means innovation. It refers to the way for banks to survive and develop, and it is the way and means for "you" to recognize and be satisfied. Constantly introducing new products and services is the way for any enterprise to survive, but product innovation is not the only thing in Niu Yi. The research and development process of a new product is a process of absorbing advanced experience, deeply studying market demand and comprehensively evaluating its own advantages.
"Change for you" is a brand-new business concept put forward by China Merchants Bank based on the essential characteristics of the banking industry. The connotation of changing for you is to truly take customers as the center and meet the changing needs of customers through continuous innovation. Its starting point is that if we want to seize the opportunity and win in the fierce market competition, we must start from the needs of customers and grasp the market trend. We should not only adapt to the changes in the market and meet the needs of customers, but also guide the trend of the times and explore the potential needs of customers, and change from "adapting to the market and meeting the needs" to guiding the needs and creating the market. At the same time, you must always stand at the forefront of the trend, lead the financial culture and create a fashionable life.
"Change for you" is also a dialectical negative view, which dialectically treats the relationship between affirmation and negation in the development of China Merchants Bank and correctly explains the principle of "change" of commercial banks. It is not because of "phenomenon", blindness or unprincipled; But a kind of "sublation":
It promotes the service concept of customer first and abandons the traditional concept of bank first;
Yang is the core concept of China Merchants Bank's modern commercial bank, which abandons outdated management methods.
5. Development concept of China Merchants Bank
● Coordinated development of efficiency, quality and scale.
Efficiency, quality and scale are the organic whole in bank management; Efficiency is the goal, quality is the foundation and scale is the way. The three must maintain dynamic and coordinated development. These are the three conditions for the survival and development of banks, all of which are indispensable, and are the three basic elements of modern commercial bank management; Coordinated development is the concentrated expression of the relationship between the three.
The Scientific Outlook on Development of commercial banks is the coordinated development of efficiency, quality and scale. Commercial banks should get rid of the one-sided and blind inertia thinking and business orientation of focusing on scale expansion, make overall plans, and realize long-term stable growth of profits by moderately increasing the scale under the premise of ensuring quality.
Coordinated development conforms to the fundamental requirement of putting people first. First of all, coordinated development effectively protects the fundamental interests of bank customers. As a high-risk bank with currency as its business object, China Merchants Bank can only guarantee the interests of depositors by adhering to the principles of steady operation and safe operation, and only under the premise of safe operation can it provide high-quality and efficient financial services to customers and maximize their interests. Secondly, coordinated development is conducive to maximizing the interests of shareholders. For shareholders, in order to maximize their own interests, it is required that the operators of commercial banks should not only maintain good asset quality and profitability, but also expand their scale too quickly, that is, dilute their share capital and equity, and must achieve coordinated development. Third, coordinated development has effectively protected the long-term interests of employees. Only by realizing coordinated development and steady operation can commercial banks become century-old stores and realize long-term stable income for employees. Fourth, coordinate and develop social and economic activities that effectively support the public. To a great extent, residents' savings are reflected in their early reserves for future pension, medical care, housing and children's education. Once there is a run, it will mean a global crisis and great damage to the public interest. Therefore, only by achieving coordinated development can the fundamental interests of customers, shareholders, employees and the public be guaranteed. It can be said that the fruits of the development of China Merchants Bank will benefit all stakeholders of the bank.
6. People-oriented concept of attracting banks
The people-oriented concept of China Merchants Bank should fully reflect the trust, respect and care for employees, strive to meet the various needs of employees, combine employees' self-development and value realization with enterprise development, and at the same time create an equal and shared cultural atmosphere throughout the enterprise, so that personal values can be reflected by establishing a set of talent development and incentive mechanisms.
● Respect
Enterprises respect the personality, dignity and personal needs of employees; Employees give full play to their potential while being loyal to the enterprise; Employees should respect each other.
● Care
Managers at all levels should pay attention to the life and development of employees, attach importance to using material and spiritual means to make employees realize their personal value and make their value recognized.
● Share
Every employee is a member of the big family of China Merchants Bank, and Qi Xin should work together to promote the rapid development of the enterprise; Enterprises and employees, employees and employees should communicate openly, trust each other, support each other and grow together.
● Family culture
To care about the interests of shareholders, we must first care about the interests of employees, their material interests, spiritual life and ideological status. Let employees get paid according to their work fairly in material interests, be masters in spirit and grow together with the enterprise. At the same time, we should grasp five key points-birth, old age, death and marriage, so that employees can feel that the enterprise is as warm as home.
People-oriented thought can be summarized as follows:
Acknowledge people's needs and meet them;
Respect and tolerate people's personality;
Attach importance to human value and realize it;
Develop human potential and use it;
Unify people's thoughts and guide them;
Grasp human behavior and standardize human behavior;
Encourage people's creativity and reward them;
Create and improve the humanistic environment.
7. The overall concept of recruiting banks
Corporate culture and management should be unified. The connotation and expression of cultural spirit, system and behavior are unified.
When there is a conflict between local interests and overall interests, the overall interests should be given priority.
We should not dogmatically emphasize the overall situation, but should aim at finally achieving a harmonious management realm.
8. the spirit of attracting silver
● Challenge
Never satisfied, the pursuit of Excellence, not only includes the challenge to the external environment and competition, but also includes self-transcendence.
● introspection
Always have a clear understanding of your own living conditions, especially in good times, you should be clear about your position and establish a sense of crisis.
● Dedication
Encourage employees to integrate their personal pursuit into the long-term development of the enterprise, take the initiative to make progress in their work, regardless of personal gains and losses, and consciously contribute; Enterprises will not ignore the rewards paid to employees, and give employees corresponding encouragement in mechanism.
9. Zhaoyin style
● Strict
Do things meticulously, carry out with high standards and never do it again.
Strictness is a constraint. It should not be an idea in itself, nor should it be the content of corporate culture. This is an institutional constraint. However, when the strict constraint becomes that the employees of China Merchants Bank consciously demand themselves strictly, it becomes an idea and the system rises to an idea. Only by strictly dealing with it and not doing it again can we form a group concept. Standardization means doing things according to rules and regulations and market rules. For those who do not abide by the system, even if they bring profits and benefits to the bank through violation, they should not be encouraged, but should be punished. Otherwise, it is unclear, and the next harvest is not a harvest but a lesson and failure.
● Solid
Pay attention to the detailed process, pay attention to the actual effect, and emphasize norms and laws.
Solidness is a style and a habit, which dominates the style of all employees of China Merchants Bank. There is a saying in China Merchants Bank that "dribs and drabs make extraordinary achievements", which is practical. As leaders, we must understand the reality with a down-to-earth work style. There is no contradiction between solid and moderate publicity. We should not only oppose excessive, unrealistic, hypocritical and empty propaganda, but also truly reflect the situation.
● Efficient
Quick response, immediate action, get as much output as possible with relatively small input.
Put an end to bureaucracy, ensure communication barrier-free, and optimize organizational processes. China Merchants Bank, in particular, is quick to respond to risks, resolute and resolute, and does not drag its feet. To some extent, products can be imitated, and so can services. Under the trend of homogenization of personal financial services, high efficiency is the key factor for China Merchants Bank to stand out.
Third, the management concept of China Merchants Bank
(A) China and Pakistan take three steps in the medium term.
● Information (network)
Whether China Merchants Bank can adapt to the information trend is the condition for its survival and development. With the development of information technology and network technology, banks have entered the era of cement mouse, but this stage is still a transitional stage, and banks can do more things by using network resources in the future. Banks can become the integrator of network resources, that is, through banks, they can give full play to the role of information networks. China Merchants Bank is mentioned as an online bank, and when it is mentioned as an online bank, it is China Merchants Bank. The construction of informatization has not only established a good social image for China Merchants Bank, but also made personalized services different from traditional banks.
● Capital marketization
Compared with developed countries, the capital market has replaced commercial banks as the core of the financial system. China's commercial banks are still the main financing channels for enterprises. Through listing, China Merchants Bank can make use of the capital market and realize the effective combination of various assets by buying and selling securities, which can not only reduce the risk of the bank, but also expand its business scope.
● Internationalization
Internationalization should include the internationalization of equity, institutions, products and services, management and talents. To promote internationalization, we should adhere to the principle of "relying on overall business, prudent development and moderate scale", speed up the construction of overseas branches, increase the expansion of foreign exchange business, and vigorously develop cooperative relations with international financial institutions and foreign-funded financial institutions.
Key points of management internationalization strategy:
First of all, it is necessary to speed up the development of intermediary business, which is not only an effective way to solve the problem of capital adequacy ratio, but also an inevitable requirement for implementing the international development strategy.
Secondly, gradually establish a scientific capital management mechanism to solve the problem of capital adequacy ratio through "open source" and "throttling".
In addition, the Bank will steadily push forward the reform of organizational management system, actively apply international management technology, accelerate the implementation of international human resources strategy, and comprehensively improve management level.
(B) the basis of life: 135 law
● "One" refers to the strategic guiding ideology of adhering to the coordinated development of efficiency, quality and scale in the process of business development.
Commercial banks are high-risk enterprises, and the pursuit of long-term stable growth is the fundamental goal. Benefit is the fundamental symbol to test the operation level of banks and the ultimate standard to judge the operation quality of commercial banks. However, the risks of banks are hidden, lagging and long-term, and the maximization of bank profits is usually restricted by risk management ability. The maximization of bank profit is not the maximization of book profit, not the maximization of short-term profit, but the maximization of profit after risk adjustment and quality filtering. Therefore, the premise of maximizing benefits must be quality. Of course, the biggest benefit and the best quality should also be based on scale, and the three need to be dynamically coordinated. The board of directors of China Merchants Bank takes the profit rate of total assets as the index, and takes the coordinated development of efficiency, quality and scale as the important content of the head office's assessment index for branch presidents.
● "Three": treat the market rationally, treat peers rationally, and treat yourself rationally.
The financial market is a high-risk market, so we should treat it with a steady attitude, so that the market will not be chaotic when it is hot, and will not complain when it is cold, so as to effectively prevent risks.
Treat the market rationally: In the fluctuating economic situation and the complicated and severe market environment, the operators of China Merchants Bank need to keep enough sober, steady operation and firm and prudent development concept. On the one hand, carefully analyze the situation, strengthen risk management, create a risk culture and pay attention to asset quality; On the other hand, it is good at grasping development opportunities, deepening market development, promoting financial innovation, and realizing faster and better development of commercial banks.
Treat peers rationally: in our daily work, we are good at learning useful experiences from peers and identifying and discarding those bad aspects; It is to follow the bank's own development rules to operate China Merchants Bank, instead of rushing headlong into action and blindly following others' practices. Therefore, the key to treating peers rationally is to be good at learning from competitors while maintaining a pragmatic attitude.
Treat yourself rationally: banks, like people, have advantages and disadvantages, and need to treat themselves rationally, without arrogance and rashness, and foster strengths and avoid weaknesses. Have a sense of crisis and constantly pursue Excellence.
● "Five": Grasp the relationship of five aspects.
Specifically, in the process of business development, we should correctly grasp and handle the relationship between management and development, quality and speed, long-term interests and short-term interests, shareholders' interests, customers' interests and employees' interests, and system construction and cultural construction. The management level fundamentally determines the development speed. If the management level can't keep up, the development speed will be one step forward or two steps backward. The system is lagging behind, flawed and passive, so the risk can not be controlled by the system alone. The corporate culture that complements the system can make people take the initiative to avoid risks when they may occur. Link the risks of the bank with the interests of every employee, and cultivate employees to consciously guard against risks.
Development and management: Development is the eternal theme of China Merchants Bank. For China Merchants Bank, the essence of development is not the expansion of quantity and scale, but the growth of high quality, on the basis of management improvement, the improvement of asset quality and the enhancement of profitability. Managed development is effective development and sustainable development; Strengthening management is for better development, and better development requires strict management.
Quality and speed: Banking is an industry with economies of scale. In order to achieve economies of scale, it needs to develop at a certain speed. However, if the speed develops too fast and exceeds a certain level, it will often be accompanied by a lot of business risks. Therefore, China Merchants Bank must deal with the relationship between quality and speed in its operation, the development speed must be appropriate, it must not exceed its own risk management ability, and it must ensure the quality of assets as the basic premise.
Short-term interests and long-term interests: they are the relationship of unity of opposites. Short-term interests under certain conditions are the basis of long-term interests, which are consistent with long-term interests. Long-term interests lie in short-term interests, which are the phased realization forms of long-term interests. Whether the relationship between long-term interests and short-term interests can be handled well is an important criterion to test whether an enterprise is mature or not. At any time and under any conditions, the short-term interests of China Merchants Bank must obey and serve the long-term interests, and all efforts must be based on the realization of the long-term interests.
The relationship between shareholders' interests, customers' interests and employees' interests: maximizing customers' interests is the premise of maximizing shareholders' interests; Maximizing employees' interests is the driving force to maximize customers' interests. These three are the three basic interest groups of China Merchants Bank. Among them, the maximization of shareholders' interests is the current business purpose of the bank, and the maximization of customers' interests is the maximization of shareholders' interests. To maximize the interests of customers, it is necessary to fully mobilize the enthusiasm of employees and maximize the interests of employees. Correct the relationship among shareholders, customers and employees, and form a benign interactive relationship.
The relationship between system construction and cultural construction: system and culture are two key factors that determine social progress, economic development and enterprise growth. Among them, system construction is the objective requirement of bank development, and cultural construction is the fundamental guarantee to build core competitiveness. Effective management means excellent culture and scientific system. While grasping the system construction, China Merchants Bank should further strengthen the construction of corporate culture, especially the creation of risk culture and management culture.
(C) CMB risk culture
Banks survive and prosper by taking risks, which is the most important economic function of banks and the reason for their existence.
Financial risk has the characteristics of concealment, lag and long-term, and commercial banks can only form profits if they control and manage the risks well. In particular, the profits of banks must be risk-adjusted profits, covering future risks, rather than book profits or current profits in the general financial sense. Therefore, the bank's profit is constrained by the bank's risk management ability, which is reflected in the asset quality.
How to effectively control risks and achieve a coordinated balance between risk control and benefit improvement is a key issue that China Merchants Bank has always paid unremitting attention to. Gradually establish a hierarchical internal management control system including decision-making system control, execution system control and supervision feedback control, and basically establish a management system framework with clear rights and responsibilities and a standardized and standard internal control system.
● Perform system control.
First-class legal person, multi-level operation, centralized leadership and hierarchical management
● Risk control system
First, through the asset-liability management committee and loan review committee of the branch, all risk control indicators will be decomposed and distributed to institutions at all levels, large loans and multi-head financing will be strictly controlled, and timely monitoring and adjustment will be made through asset-liability analysis meetings and internal capital markets. The second is to implement the credit system of "separation of loan and trial, grading approval and flexible authorization"; Adhere to the system of "pre-loan investigation, in-loan review and post-loan inspection" for loans; Third, we will promote the loan officer system, loan risk management, the first loan flood approval system and the project pre-examination system, and constantly improve various ways such as loans, import and export bills, trade financing, external guarantees, bill acceptance and discount; The fourth is to establish a system and working relationship for the management, monitoring, collection and transformation of non-performing assets; Fifth, establish a comprehensive and flexible system of branch authorization and sub-authorization, clearly define and regularly adjust each branch and its business authority and decision-making level.
● Handle the relationship between enterprise risk income and employee income.
To quantify the risk and return of an enterprise to everyone, it is necessary to turn the value concept of "enjoying the benefits and taking risks" into everyone's conscious action.
Quality is the lifeline of commercial banks. China Merchants Bank must always adhere to the concept of "quality is the first theme of development" and maintain the moderate development speed of various businesses on the premise of ensuring quality.
● Credit principle
The four "no" principles:
Political nouveau riche, developed by background and opportunity, will not give loans.
Relying on the capital market, short selling does not give loans.
Desperately expand, not seeking strength, but seeking big, not seeking loans.
Gendarmerie, Shante, no loan.
Three principles:
In principle, it is not short or long, and insists on recovering loans;
In principle, step by step, adhere to moderate credit;
In principle, don't lay a foundation, stick to advance and retreat freely.
Characteristics of local credit management:
Lending on your knees and collecting interest on your feet (Jinan Branch)
5. Look at Absence, Absence Title, Absence Distance, Absence Direction and Absence Stage (Beijing Branch)
Ten forbidden books in the Iron Law.
(d) team perspective
Leadership: stability, unity, professionalism, pragmatism, initiative and expert governance.
Cadres: Know business, manage, cooperate well, and be strict with yourself.
(E) the concept of talent
(Quality+Performance) X Learning = Talent
Strengthen the "people-oriented" principle, continuously deepen the reform of personnel incentive mechanism, further strengthen the construction of leadership and staff, fully mobilize people's enthusiasm, maximize the allocation of human resources, and give full play to the potential of bank employees. In the allocation of human resources, it is necessary to achieve "moderately tight quantity" and "moderately advanced quality", and dynamically adjust and optimize the structure, and gradually cultivate and introduce a number of intelligent financial service talents to meet the requirements of integrated operation. The appointment principle of cadres is eclectic, with both ability and political integrity, and the talent training concept of discovering, cultivating and cultivating people through multiple channels. Do:
Leave people in their careers, pay and feelings.
Put the most suitable person in the most suitable position.
Three kinds of people: choose the right person; Promote positive people; Cultivate people who are growing up
(VI) Incentive mechanism
Focusing on the salary distribution system, through the fair and transparent selection and appointment of cadres, and through the "career planning" and "life and work planning" of employees, employees can pay more attention to the improvement of their own quality, the display of potential and the realization of value, and rebuild the vitality and vitality of the "six abilities" mechanism.
● Six abilities
In personnel management, the staff contract system is implemented, and two-way choice is implemented between employees and banks, so that they can enter and exit; Cadres can go up and down, without tenure and iron chairs; Income can be more or less, depending on work performance. Capable, average and mediocre.
(7) the concept of learning
A learning organization that keeps learning, innovating, improving its ability to adapt to the environment and never sticking to the rules.
(viii) Work prospect
There are both gas stations and cafes.
(9) The concept of communication
Establish barrier-free communication mechanism, vertical communication, horizontal communication and cross communication.
Feedback from five sources:
Regulatory department
Intermediary department
Public opinion; popular will
Staff (internal audit meeting)
client
(10) marketing concept
Integrated marketing, all-staff marketing. It is necessary to change the traditional passive business model of customers' door-to-door, establish a three-level marketing organization system of the head office, branches and sub-branches, regard China Merchants Bank as an enterprise to support market demand, break the consciousness of sitting at the counter, actively understand market demand, and develop, produce and sell financial products.
(1 1) The concept of cooperation
● Principles to be followed in institutionalizing cooperation with emerging commercial banks;
First, obey the law and discipline, self-discipline;
Second, pragmatic and efficient;
Third, mutual benefit.
● Principles of cooperation with foreign banks or non-financial institutions (to be provided):
Technology and finance develops together;
First, provide loans and support to institutions of higher learning and scientific research institutions;
Second, actively provide loan support to high-tech enterprises, support their research and development, and improve the scientific and technological content and core competitiveness of products;
Third, for ordinary enterprises, we attach great importance to the technological development ability, intellectual property rights and technological advancement of products.
● Principles of cooperation with telecommunications:
Honesty and trustworthiness, equality and mutual benefit, mutual benefit and common development.
(12) Five things that the President must do when inspecting branches.
Finally insert a pole:
Management discussion report
Staff meeting (development trend and concept of China Merchants Bank)
Check the branches of local branches.
Visit senior leaders of provinces and cities
Visit big customers
(13) the task of the supreme leader
map (out) a strategy
Internal system construction
Selecting talents, especially appointing cadres.
Corporate culture construction
Key account public relations
Haier's corporate culture is also more representative.