贷款滞销，帮帮咱们银行客户经理吧！
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">【</span></strong></span></strong></span></strong></span></strong></span></strong></strong></span><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">要紧</span>提示】</span></strong></span></strong></span></strong></span></strong></span></strong></strong><strong style="color: blue;"><span style="color: black;">由于</span><span style="color: black;">微X</span>公众号推送机制的变革，<span style="color: black;">此刻</span><span style="color: black;">无</span>星标的账号，很容易被<span style="color: black;">错失</span>推送，<span style="color: black;">因此</span><span style="color: black;">倘若</span><span style="color: black;">爱好</span>对公客户经理必读的<span style="color: black;">文案</span>，拜托你<span style="color: black;">必定</span><span style="color: black;">必定</span>别忘记★星标★【对公客户经理必读】。<span style="color: black;">办法</span><span style="color: black;">亦</span>很简单：点开公众号名片，点击右上角“…”再点击“设为星标”<span style="color: black;">就可</span>，谢谢<span style="color: black;">大众</span>了！</strong></p><span style="color: black;">随着中国经济从高速增长步入中高速增长的新常态，银行业<span style="color: black;">亦</span>面临着前所未有的变革与压力。在<span style="color: black;">这般</span>的大背景下，客户经理<span style="color: black;">做为</span>银行与客户间的<span style="color: black;">要紧</span>纽带，其角色和职责<span style="color: black;">也</span>在悄然<span style="color: black;">出现</span>深刻转变。</span><span style="color: black;">曾几何时，信贷客户都是求着银行客户经理，视客户经理为“甲方”，银行客户经理手握贷款资源，<span style="color: black;">把握</span>着市场的话语权。</span><span style="color: black;">然而，时过境迁，如今的银行客户经理却不得不面临一种“逆向”的态势——<span style="color: black;">她们</span>变<span style="color: black;">成为了</span>“乙方”，不得不主动出击，积极寻找并追逐潜在客户，以推动贷款的发放。</span><span style="color: black;">这种转变<span style="color: black;">不仅</span>是<span style="color: black;">由于</span>市场环境的改变，<span style="color: black;">更加是</span><span style="color: black;">由于</span>银行业内部竞争的加剧。</span><span style="color: black;">随着贷款利率的<span style="color: black;">连续</span>下行，各家银<span style="color: black;">行径</span>了争夺有限的<span style="color: black;">优秀</span>客户，纷纷降低贷款门槛，<span style="color: black;">供给</span>更具吸引力的贷款<span style="color: black;">要求</span>。</span><span style="color: black;">为了能完成贷款投放任务，银行客户经理都<span style="color: black;">成为了</span>“丙方”。</span><span style="color: black;"><span style="color: black;">首要</span><span style="color: black;">必须</span>外部营销甲方，取得客户的认可，<span style="color: black;">而后</span>还要内部营销信审和计财（乙方），争取贷款<span style="color: black;">要求</span>。要<span style="color: black;">否则</span>，客户转身就跑到友行去了。</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">还有的客户经理连丙方都不是，<span style="color: black;">由于</span>，除了分行，还有支行，上面一大堆“内部甲方”。</p>
</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">1、</span>挑战：从黄金时代到变革期</span></strong><span style="color: black;">过去，银行客户经理曾是众多<span style="color: black;">青年</span>人梦寐以求的职业，以其稳定的收入和广阔的职业前景吸引着人才。</span><span style="color: black;">然而，随着经济增长的放缓和银行业竞争的日益加剧，客户经理们<span style="color: black;">逐步</span><span style="color: black;">认识</span>到，昔日的黄金时代<span style="color: black;">已然</span>一去不复返。</span><span style="color: black;">在客户需求转变、市场竞争加剧的<span style="color: black;">状况</span>下，客户经理<span style="color: black;">必须</span><span style="color: black;">持续</span><span style="color: black;">调节</span>自己的策略和<span style="color: black;">办法</span>，以应对市场的变化。</span><span style="color: black;">与<span style="color: black;">公司</span>的沟通中，<span style="color: black;">她们</span><span style="color: black;">发掘</span><span style="color: black;">非常多</span><span style="color: black;">公司</span><span style="color: black;">已然</span>不缺钱，<span style="color: black;">或</span><span style="color: black;">无</span>扩张的需求，这对传统的贷款业务构<span style="color: black;">成为了</span>巨大的冲击。</span><span style="color: black;">近年来，银行贷款利率的<span style="color: black;">连续</span>下行给客户经理们带来了不小的压力。</span><span style="color: black;"><span style="color: black;">以当地“专精特新”类<span style="color: black;">公司</span>为例，贷款年化利率能达到2.7%—2.8%，这一利率水平远<span style="color: black;">小于</span>一年期的</span><span style="color: black;">贷款市场报价利率</span><span style="color: black;">（LPR）3.45%。</span></span><span style="color: black;">这<span style="color: black;">寓意</span>着，银行客户经理们除了<span style="color: black;">必须</span><span style="color: black;">外边</span>营销，还<span style="color: black;">必须</span>内部营销，要<span style="color: black;">否则</span>拿不到客户满意的贷款<span style="color: black;">要求</span>。</span><span style="color: black;"><span style="color: black;">况且</span>，银行之间的竞争<span style="color: black;">反常</span>激烈，尤其是股份行与国有大行之间的资金成本差异，使得客户经理们在争取客户时更加困难。当<span style="color: black;">公司</span>面对多家银行的<span style="color: black;">选取</span>时，<span style="color: black;">常常</span>会<span style="color: black;">选取</span>资金成本更低、服务更<span style="color: black;">优秀</span>的银行。</span><span style="color: black;">在<span style="color: black;">这般</span>的背景下，贷款由原来的卖方市场变<span style="color: black;">成为了</span>买方市场。</span><img src="https://mmbiz.qpic.cn/mmbiz_jpg/lm3ETxWib5zJeLqJ6ictmSkR9ibJm688VcuFbwxR3nKDX9uT3GVKphFlxPklqGkXFZfbolCrmzjeMPEZ0nvOJ5IeQ/640?wx_fmt=other&from=appmsg&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">2、</span>银行业变迁：客户经理角色的重塑</span></strong><span style="color: black;"><span style="color: black;">此刻</span>的银行客户经理，角色正在经历一场深刻的重塑，<span style="color: black;">她们</span>不再只是简单的为客户申办贷款，而是<span style="color: black;">作为</span>了连接银行与<span style="color: black;">公司</span>的桥梁，为<span style="color: black;">公司</span><span style="color: black;">供给</span>更为<span style="color: black;">精细</span>、有效的金融服务。</span><span style="color: black;">为此，客户经理们<span style="color: black;">必须</span>采取一系列<span style="color: black;">办法</span>来转变自己的角色。</span><span style="color: black;"><span style="color: black;">首要</span>，<span style="color: black;">她们</span><span style="color: black;">必须</span>更加深入地<span style="color: black;">科研</span>当地的产业格局，熟知各行业的背景、竞争力和市场地位。<span style="color: black;">仅有</span><span style="color: black;">这般</span>，<span style="color: black;">她们</span><span style="color: black;">才可</span>更好地理解<span style="color: black;">公司</span>的需求，<span style="color: black;">供给</span>符合其<span style="color: black;">实质</span><span style="color: black;">必须</span>的金融服务。</span><span style="color: black;">其次，客户经理们<span style="color: black;">必须</span>具备敏锐的洞察力，关注新入驻产业园区的<span style="color: black;">公司</span>。<span style="color: black;">经过</span><span style="color: black;">平常</span>拜访、行业交流等方式，<span style="color: black;">发掘</span>潜在的合作伙伴，寻找新的业务机会。</span><span style="color: black;">除此之外，客户经理的职责<span style="color: black;">亦</span>在<span style="color: black;">持续</span>扩大。</span><span style="color: black;"><span style="color: black;">她们</span>不仅<span style="color: black;">必须</span>在贷款前进行充分的尽职调查，<span style="color: black;">保证</span>贷款资金的安全性和合规性，还<span style="color: black;">必须</span>在贷款后进行<span style="color: black;">连续</span>的跟踪和管理。</span><span style="color: black;">这<span style="color: black;">包含</span><span style="color: black;">定时</span>与<span style="color: black;">公司</span>沟通，<span style="color: black;">认识</span><span style="color: black;">公司</span>的经营<span style="color: black;">情况</span>，<span style="color: black;">即时</span><span style="color: black;">发掘</span>并<span style="color: black;">处理</span>可能随时<span style="color: black;">显现</span>的问题，协调行内行外资源为<span style="color: black;">公司</span>赋能，助力<span style="color: black;">公司</span>做大做强。</span><span style="color: black;">为了支持客户经理的工作，银行<span style="color: black;">亦</span>转变思维。</span><span style="color: black;">我个人觉得，这个时候银行<span style="color: black;">必须</span>采取一系列<span style="color: black;">办法</span>来支持客户经理的工作。</span><span style="color: black;"><span style="color: black;">例如</span>说：银行应该加强对客户经理对产业认知的培训和教育，<span style="color: black;">加强</span><span style="color: black;">她们</span>的专业素养和综合能力，而不是传统的银行<span style="color: black;">优秀</span>服务方面的培训。</span><span style="color: black;"><span style="color: black;">例如</span>说：银行应该优化贷款审批流程，<span style="color: black;">加强</span>审批效率，减少内耗，支持银行客户经理<span style="color: black;">外边</span>营销。</span><span style="color: black;"><span style="color: black;">另外</span>，银行还<span style="color: black;">能够</span>加强与当地政府和<span style="color: black;">公司</span>的合作，<span style="color: black;">一起</span>推动当地经济的发展，为客户经理<span style="color: black;">供给</span><span style="color: black;">更加多</span>的客户资源。</span><span style="color: black;">总之，贷款有效需求不足是当前银行业客户经理面临的一个共性问题。</span><span style="color: black;">在激烈的竞争中，<span style="color: black;">倘若</span>客户经理们只能够<span style="color: black;">供给</span>信贷服务，那只会越来越卷。</span><span style="color: black;">客户经理<span style="color: black;">必须</span>做的是<span style="color: black;">持续</span><span style="color: black;">加强</span>自己的专业素养和综合能力，协调行内行外<span style="color: black;">各样</span>资源，为<span style="color: black;">公司</span>赋能。</span><span style="color: black;">在<span style="color: black;">公司</span>做大做强过程中，积极寻找合作机会，为客户<span style="color: black;">供给</span>更加<span style="color: black;">精细</span>、有效的金融服务，<span style="color: black;">最后</span>赢得客户的信任和支持。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">海量</span>粉丝还<span style="color: black;">无</span>养成阅读后点赞的习惯，<span style="color: black;">期盼</span><span style="color: black;">大众</span>在阅读后顺便点赞和</span></strong></span></strong></span></strong></span></strong></span></strong></strong></span><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">转发，以示鼓励！一个人<span style="color: black;">长时间</span><span style="color: black;">保持</span>真的很<span style="color: black;">不易</span>，多次想放弃。<span style="color: black;">保持</span>是一种信仰，专注是一种态度！</span></strong></span></strong></span></strong></span></strong></span></strong></strong></span><img src="https://mmbiz.qpic.cn/mmbiz_png/rUOmvy4Mwdyf7qIibPqrgugrqlUgA4DnXBp4QuACXvFx1aZ8KJiaqsic4nnqCR7EMyI7Ve6SIv6h2AARukUnoXgRw/640?wx_fmt=other&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">免责声明 本刊所有内容均来自网络，<span style="color: black;">咱们</span>对文中观点保持中立，对所<span style="color: black;">包括</span>内容准确性、<span style="color: black;">靠谱</span>性<span style="color: black;">或</span>完整性不<span style="color: black;">供给</span>任何明示或暗示的<span style="color: black;">保准</span>，并不对<span style="color: black;">文案</span>观点负责。版权属于原作者。关注本平台：免费学习对公业务知识！欢迎您的加入！</span></strong></span></strong></span></strong></span></strong></span></strong></strong></span></p>
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