Every year is a good start, especially this year. Indeed, in the past, only one or two banks in one place made a good start, but now no bank or insurance financial institution in the world can let go of a good start or not. A year's plan lies in spring, and a lifetime's plan lies in diligence. A good beginning is the culmination of success. The first quarter of 2020 showed a good start. In fact, the preparation for the work was in the fourth quarter of 20 19. The quality of the start depends on the planning of the fourth quarter, which is related to how to prepare for a good start, how to plan a good start and how to make an overall plan for a good start. A few years ago, the insurance industry made a good start, which intensified the competition in the insurance industry and improved the efficiency of marketization. In the past two years, the insurance industry has stabilized. In recent years, with the intensification of competition in the banking industry, rural commercial banks, city commercial banks and postal stores have made a good start every year.
Do you need an external brain to get off to a good start?
Of course I know. As a good medicine, external consulting institutions can stimulate the entrepreneurial passion of bank employees in the new management form. People are tired, and the leaders repeatedly say, Come on, even if you use money to stimulate and encourage, it will have no effect for a long time. The involvement and participation of advisory bodies has three main advantages:
First, new forms, new regulatory platforms and new marketing methods.
Therefore, it is often good to start a consulting organization or do it in the first year. If it takes a long time, the consulting organization will have no new ideas, and the effect of making a good start will be greatly reduced. All these show the importance of innovation. Execution, implementation and landing are all the same thing. From another angle, it seems quite attractive.
The second is to find problems quickly and solve them effectively.
Every bank and every team faces different competitors and different market environments, and there are problems that affect their performance. The main leaders can't be found, or they know that they are afraid of affecting unity, so it is not convenient to point it out. After all, in a state-owned enterprise like a bank, it is still very important to promote the mass base. If they always fail to point out, they will die miserably when voting. Foreign monks can recite scriptures. The consulting agency was invited by the bank to help. Through all-round investigation of different levels and different personnel, we can find out the main links that affect the performance of banks, and then put forward solutions. With the support of bank executives, they can produce good results in a short time and improve their performance quickly. This is also the main reason why most banks seek consulting agencies to help them get off to a good start.
Third, consulting institutions can share the experience and essence of their peers.
How do more than 1000 small and medium-sized banks survive in the face of the transformation of old and new kinetic energy and intensified market competition? How to live better? How do these small and medium-sized banks solve the problems of official standard, far market and low efficiency in development? A thousand small and medium-sized banks are exploring innovation. It can be said that with the marketization of interest rates and the new normal of the economy, the era of lying and making money in the banking industry is gone forever. Some inefficient small and medium-sized banks will be acquired and merged in the future. At this time, the competition between banks is efficiency, and the competition is who is closer to customers and who can control the loan risk. In this Red Sea competition, it is very important to learn from the successful experience of peers in time. With the reference of successful experience and the grafting of consulting institutions combined with local conditions, it is possible to quickly lead the peers.
So, what's wrong with using consulting agencies to get a good start?
The first is fees and costs. Small and medium-sized banks that deal in money can get hundreds of thousands of consulting fees by lending a few loans. Expenses and costs are not a big problem. The second is because the research is unclear and the effect is not good. Now under pressure, banks like to sign gambling agreements with consulting institutions, and pay more if the effect is good, forcing consulting institutions to send excellent teams to participate in bidding. It turns out that the four-in-one model of holding a massive swearing-in meeting, choosing a teacher who can fool people for a few days, issuing a batch of supervision forms and opening a batch of supervision meetings is not acceptable. Because these can't really solve the problem, employees are tired, branch presidents are tired and team members are tired. Why? The problem is neither deep nor detailed. The measures are neither hard nor refined, and the effect is greatly reduced. Third, poor communication. Poor communication with the top management, no participation and support from the top management and poor communication with the bottom employees, which leads the employees to think that the teacher doesn't know how to pretend to understand and it is unrealistic to take the key of another place to open the local lock.
How to solve these problems?
First, we should do a good job in basic work.
Before signing the cooperation agreement, the consulting institution should do a good job in local bank market research and internal understanding. No investigation, no right to speak. Careful market research, market analysis and internal staff survey are the basis for the success of the project. Some consulting institutions directly accept projects without investigation and sign gambling agreements, which will only smash brands. They can do it for one year, but not for the second year.
The second is to choose excellent teams.
At present, the bank has made a good start, lacking excellent lecturers, actual combat team leaders, overall VI system presentation and new marketing methods. People who know what to do can't talk, and people who can talk don't know what to do. Choosing an excellent consulting team is the key to success, which requires each consulting organization to recruit experienced talents and cultivate them internally. Engaged in bank consulting, just like the brokerage industry in the film and television industry, star lecturers and practical lecturers are scarce resources, and it is difficult to survive for a long time without signing a few star teachers. The advantages of consulting companies are marketing and platform, star lecturers are products, the essence of good entrepreneurial projects is that banks hire external brains, and the core of external brains is brains. Without a brain, there is no consulting value. It is necessary to package star lecturers and cultivate their actual combat ability. A lecturer without actual combat ability has no future.
The third is to adapt to local conditions and differentiate guidance.
In a good beginning, each branch has its own characteristics, facing different market environments, different competitors, and different internal management capabilities and management methods. Some branch presidents are good at taking the lead, while others are good at planning and mobilizing the enthusiasm of subordinates. Medication is definitely ineffective in treating diseases. On the basis of careful investigation and study, we should take appropriate differentiated ways and means to guide according to local conditions and seek truth from facts.
The fourth is to go deeper and deeper.
Last year, the teacher asked every teller to call at least 20 customers every day to purchase goods. Every teller calls and records, but the deposit is very small. Why? Not deep. What the teacher teaches is not practical. Haven't you been teaching tellers how to make phone calls? For example, after observation and actual telemarketing, I found that using a fixed telephone is better than using a mobile phone, and using a dialect is better than using Putonghua. After the customer refuses, he will continue to talk about his home and tell him the advantages of our bank. It is better to write down the maturity time of the other party's deposit in the competitor. Anyone who has not made a good start is either grasping at the wrong point or not grasping deeply.
The fifth is to pay attention to safety.
There are five main channels for deposit growth. Counter marketing, lobby, outreach, telephone and bank supermarket. These five channels have many skills, which are simple and easy to implement, but they are not easy to produce results, so I won't go into details here. However, in order for these five channels to play a role, we must grasp the four guarantees in place. That is, the reward is in place, including internal and external; Personnel in place, including leaders and employees; Supervision in place, including meeting supervision, telephone supervision and on-site supervision; Logistics support such as materials, vehicles and gifts is in place.
Sixth, visual communication is different.
You are red, I am red. How to stand out in the vast marketing market requires innovation, different slogans, different themes, different presentation methods, different contents, different activities and different marketing methods. In this way, you can stand out in the local competitive market and let your competitors catch up. This requires a creative visual design team. According to the bank's past experience and the way of displaying works, how to display, design, present and spread the plan for the Year of the Rat in 2020 is different, so as to take the lead, turn passivity into initiative, attract customers to outlets and interact with each other.
Jianyi Creative Design always pays attention to bank marketing and visual design, aiming at two service modes of conventional visual design and innovative visual design in 2020, which can not only satisfy market customers who do not have a good bank visual system to obtain a whole set of bank visual application system solutions, but also enable bank customers who have made a good start every year to upgrade and innovate again, so as to realize "we are different in 2020"!