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      “本地化”金融解決方案系列輔導項目
       

      【項目說明】

       “學堂式”傳統的授課模式證明:課堂上學到的知識難以真正落實到實際工作中去。而且這一模式隨著培訓的次數越多,越容易引起學員的逆反心理和消極對待,造成了大量的人力、財力和物力的浪費。

      只有真正解決學員工作中的實際問題才是解決問題的關鍵。東方斯丹認為,要真正解決工作中實際問題,必須讓學員親身參與課堂演練,將工作中存在的問題拿到課堂去解決,再到工作中去檢驗,同時還能夠得到老師的后續輔導和點評,使知識技能得到進一步固化,產生業績,才是真正意義上實現將培訓成果轉化成為生產力,解決工作中的實際問題。

      本系列輔導項目將運用獨特直觀的教學工具,融入市場變數,結合角色扮演情景模擬、講師點評,使學員在真實的業務操作環境中,全真體會市場開發的操作過程, 運籌帷幄,快速、切實提升分析環境、市場,制定策略、防范風險、改進營銷方式、把握市場決策的能力。

      【課程設計】

      本課程將采取全新的培訓方式,從單純的業務課程講授,轉向更加注重方法落地的專業化金融服務方案的模擬設計,體現了“挖掘本地市場潛力、提煉業務關鍵特征、現場設計解決方案、集中點評交流經驗”的指導思想,真正實現“授人以漁”的教學思想,相信在給廣大學員帶來全新的學習體驗的同時,也會在將培訓轉化為實際生產力方面起到積極的推動效應,進一步促進本行對公、小微業務的拓展,順應銀行業向中小微客戶轉型的總體趨勢。

      2013年下半年以來,這種模擬培訓方式嶄露頭角,受到參訓銀行和學員的廣泛好評,已經有許多銀行把這種實操性很強的培訓活動與業務競賽活動結合起來,既豐富了業務部門業務練兵與技能比賽的形式,也同時是納入全行經營計劃的市場推廣活動,有力服務于全行金融業務的全面拓展。大家普遍反映,通過這項活動,各經營單位不僅對本地區的客戶市場開展了全面、細致的調研,掌握了市場的第一手資料,所設計的金融解決方案也可以成熟一個、推廣一個,切切實實推動了業務發展,帶來直觀的業績提升。

      目前,東方斯丹已經成熟的“本地化”金融解決方案系列輔導項目包括:

      Ø 本地中小微市場專業化開發與存貸款雙提升的教練輔導項目

      Ø 本地細分市場挖掘與行業金融解決方案的教練輔導項目

      Ø 本地供應鏈金融業務的產品、推廣與風險控制的教練輔導項目

      【課程特色】

      1、全新的授課組織模式——學員全程參與業務演練!

      2、切實解決業務實際問題——結合本地市場落地實施!

      3、課堂知識真正轉化為生產力——提供實地的業務現場輔導!

      【課程組織模式】

      課程采用全流程的業務輔導,整體課程組織形式說明如下:

      內容模塊

      小組競賽模式

      活動內容

      先通過案例分析式教學,讓學員掌握市場開發的實戰方法;而后各經營單位結合本地市場實際,選定自己的目標市場,將學到的方法應用到實際業務中,達到提升客戶經理單兵能力與業務推廣的雙重效果。

      分組形式

      可以在集中動員形式下,按照經營單位編制進行分組;在此分組基礎上,亦可按照管理人員與操作人員進行分層、分批動員并演練。

      活動流程

      除常規培訓和仿真演練內容以外,集中培訓結束后還有以下工作:

      1、各經營單位選擇目標市場

      2、各經營單位在給定時間內擬定目標市場調查與解決方案

      3、分行組織集中點評與評比

      4、方案成熟的就可以推廣實施,不成熟的進一步完善優化

      前期準備

      如果可能,各支行可以直接把目標市場作為教學演練案例,并在隨后跟蹤實際營銷

      時間安排

      項目周期約3個月,共分為三個階段:

      第一階段:集中培訓與現場演練

      第二階段:各單位分頭營銷與撰寫方案,老師過程輔導

      第三階段:集中對方案進行集中點評,成熟方案提交中后臺進行審批

      相關配合

      除了按照常規培訓方式組織以外,還有以下配合事項:

      1、策劃、發起業務競賽活動

      2、指定競賽評比小組成員

      3、落實與項目推廣實施相配套的行內業務通道安排

      4、亦可安排對中后臺人員的專項培訓或溝通

      5、為了使業務能夠落地,中后臺相關人員需一并參加

      6、本行其他必要事項安排

      【內容安排與流程】

      說明:每個整體項目實施總共分為三個階段,歷時3個月,每個階段實施時間相隔約1個月左右的時間。

      第一階段:內容講解與仿真演練

      在項目實施之前,我們需要對貴行客戶經理的相應業務水平、技能等方面進行摸底和調查,再根據結果對授課的內容和時間上做相應調整。需要特別說明的是:如果要導入行動學習,則必須需要分部門總經理、支行行長親自參與。

      時 間

      上午

      下午

      第一天

      行動學習:學員從問題列表中選擇本小組的研究主題,在錯綜復雜的管理困惑中明晰經營目標和管理現狀;

      各小組對選定的主題梳理出阻礙目標實現的到瓶頸關鍵因素;

      第二天

      知識講授

      第三天

      知識講授+問題解答

      第四天

      學員現場仿真演練與操作

      第二階段:方案編制與業務輔導

      在第一階段的基礎上,各經營單位/支行結合本地區實際,尋找業務機會及目標市場,并擬定營銷計劃與客戶服務方案。在此過程中老師可以提供現場輔導,即深入每個支行進行輔導。

      內 容

      相關安排和要求

      “行動學習”輔導

      對上期的任務及問題執行情況的跟蹤檢查和出現的新困難的探討,并完善執行方案,檢查執行情況、階段性總結經驗與檢查理論知識的運用情況:

      1、由支行行長和客戶經理參與,繼續展開滾動式的行動學習;

      2、前一階段方案執行中哪些對策有效?為什么有效?

      3、哪些對策無效?可以怎么改進?

      4、接下來大家要做什么?

      5、自己還需要學習什么?怎么學習?

      業務現場輔導時間安排

      市區支行可以按照每天輔導2個支行的進度安排,郊區支行按照1/支行的時間來安排,貴行也可選取5-6家支行作為試點。

      輔導小組成員構成

      為確保業務的有效推廣與實施,輔導小組應該由以下三方面的成員:

      1、老師,負責提供實際解決方法;

      2、本行分管部門,負責輔導工作的組織,以及收集、反饋、溝通解決業務推廣中遇到的各類問題;

      3、信貸審批部門,負責指導每個實際項目可行的審批通道與把控原則。

      第三階段:方案點評與中臺提交

      內 容

      相關安排和要求

      “行動學習”驗收

      學習回顧和學員收獲:整個學習過程的回顧總結,將實踐過程中的優秀經驗和失敗教訓進行提煉和總結,從而使卓越的基因得以復制、延綿和持續,輔導成果匯報和現場呈現:

      1、分別對各小組進行解決問題的輔導;

      2、學習以來大家做了哪些事?有效的是什么?它們是怎么做出來的?

      3、我們還需要做什么?

      4、我們已經掌握了什么?還需要學習什么?

      5、總結學習過程的經驗和教訓,修改完善成果書。

      6、各組分別對行動學習成果進行總結匯報

      7、導師對學員成果及學習情況進行點評和建議,并對今后行動進行調整修正意見。

      方案內容集中點評

      支行在給定的時間內形成市場開發計劃以及項目解決方案以后,由輔導小組進行匯總點評,成熟的項目即可進入上報審批程序,存在問題的項目在進一步優化后進入上報審批程序,不成熟的項目也指出其存在的問題。

      點評形式

      1、各支行分別展示自己的市場開發計劃與項目解決方案,由輔導小組逐一點評。

      2、也可以結合本行開門紅計劃,采取勞動競賽的形式,即事先擬定打分標準,在各支行展示自己的市場開發計劃與項目解決方案以后,由評委(包括輔導小組成員)打分,評選出優秀市場開發計劃、優秀項目解決方案、優秀產品經理、優秀客戶經理、行業金融推廣優秀支行等獎項。

       
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