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      “立足本地”供應鏈金融業務的推廣與風險控制的教練輔導項目

      第一部分:課程背景

      東方斯丹面向國內商業銀行提供的“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”。東方斯丹將秉承“嚴謹、專業、務實、共贏”的服務理念和客戶分享原則,以專業的態度為合作單位行提供專業的業務輔導。

      基于東方斯丹成熟“本地化”系列輔導項目,本輔導項目將進一步結合服務單位的本地實際,進行有針對性的項目輔導方案設計,致力于為合作單位提升供應鏈金融業務解決方案支行業績績效

      “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,全真體會供應鏈金融市場開發的操作全過程。

      第二部分:課程設計說明

      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供應鏈金融業務解決方案的模擬設計,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,進一步促進本行供應鏈金融業務的拓展,順應銀行業向行業轉型的趨勢。

      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,有力服務于全行供應鏈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供應鏈金融市場開展了全面、細致的調研,掌握了本地行業的第一手資料,所設計的供應鏈金融解決方案也可以成熟一個、推廣一個,切切實實推動了供應鏈金融業務發展,帶來直觀的業績提升。

      第三部分:課程組織形式

      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

      常規演練模式

      小組競賽模式

      活動內容

      通過案例分析式教學,提煉供應鏈金融業務的關鍵特征,讓學員在模擬訓練中掌握供應鏈金融業務操作與市場營銷的實戰方法

      先通過案例分析式教學,讓學員掌握供應鏈金融業務操作與市場營銷的實戰方法;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

      一般是隨機分組,為保證培訓效果,模擬式培訓每次68組為宜

      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

      案例教學、歸納方法

      結合模板、分組演練

      分析點評、交流學習

      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

      可自選或自帶案例演練,或者隨機選擇市場進行模擬操練

      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

      課程結束后,學員把學到的方法自己應用到以后的工作中

      項目周期約3個月,共分為三個階段(詳細安排見第六部分):

      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

      3

      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

      第四部分:課程特色與目標

      Ø 與傳統培訓區別的關鍵詞:

      “沙盤”、“模擬”、“仿真”、“落地”、“動手”、“輔導”、“點評”

      Ø 與傳統培訓手段的區別:

      “本地化”、“工具化”、“流程化”、“模板化”

      Ø 與傳統培訓成果的區別:

      通 過:

      【全新的授課組織模式】——學員全程參的業務仿真操作!

      【切實解決業務實際問題】——結合本地市場落地實施!

      【課堂知識真正轉化為生產力】——提供實地的業務現場輔導!

      實 現:

      【提升客戶經理單兵能力】——使每個學員真正掌握業務操作全流程!

      【真正提升支行業績績效】——實際項目全流程輔導,從“目標市場——方案編制與輔導——方案點評——成熟方案提交中部門審批”進行全程跟進!

      第五部分:課程適用對象

      若想供應鏈金融業務盡快做出成效,就須達到“三會”的培訓效果,即“會做、會審、會管”。

      “會做”:廣大客戶經理員學會供應鏈金融的業務開發、產品與操作;

      “會審”:風險管理人員掌握供應鏈金融業務的風險控制與審批特點;

      “會管”:供應鏈金融的分管部門、涉及到的協作部門、相關領導了解該項業務的管理與組織特點。

      基于此,授課對象應包括前、中、后臺的相關人員。

      第六部分:內容安排與流程

      說明: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

      所需時間:總3

      3天為標準時間,在項目實施之前,我司需要對貴行客戶經理的供應鏈金融業務水平、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

      第一節:供應鏈金融發展綜述

      第二節:分項產品詳解:存貨融資

      第三節:分項產品詳解:存貨融資

      第四節:分項產品詳解:內外貿一體化融資

      第二天

      第五節:分項產品詳解:預付款融資

      第六節:分項產品詳解:國內保理

      第三天

      第七節:國內保理疑難環節解析

      第八節:租賃保理

      第九節:訂單融資、國內信用證

      第十節:供應鏈金融產品組合設計原則

      第十一節:重點行業/市場供應鏈金融開發

      第十二節:供應鏈融資的審批與控制特點

      根據“落地實施、提升單兵能力和支行業績績效”的輔導目標,我們將課程內容和模擬演練分為二部分內容,具體安排如下:

      模 塊

      內 容

      第一節:

      供應鏈金融發展綜述

      1、供應鏈金融的“三位一體”發展特點

      2、供應鏈金融的實證績效分析

      3、供應鏈金融的地位與作用

      第二節:

      供應鏈金融分項產品詳解

      供應鏈金融的基礎產品是國內保理、存貨融資及預付款融資,在此基礎上又延伸產生了租賃保理、內外貿一體化融資、訂單融資、國內信用證等新業務形式。這些分項產品將按照以下統一的課程結構進行講授。

      第三節:

      國內保理疑難問題解析

      1、國內保理發展的制約因素

      2、為什么需要買方確認?

      3、買方不配合怎么辦?

      4、沒有發票怎么辦?

      5、如何簡化保理業務手續?

      6、買方用票據付款如何處理?

      7、銀監會的保理業務新規解析

      第四節:

      供應鏈金融產品組合設計原則

      1、存貨融資+預付款融資產品組合設計

      2、訂單融資+國內保理產品組合設計

      3、大宗商品融資“兩端+在途”產品組合設計

      4、開發核心企業上游市場的產品組合設計

      5、開發核心企業下游市場的產品組合設計

      6、核心企業上下游聯動的“M+1+N”產品組合設計

      7、產品組合的封閉檢驗與對策

      第五節:

      重點行業/市場供應鏈金融開發

      1、制造業的供應鏈金融業務機會與開發

      2、商貿流通業的供應鏈金融業務機會與開發

      3、調控行業的供應鏈金融業務機會與開發

      4、各地商品交易市場的供應鏈金融業務機會與開發

      5、大宗商品交易市場的供應鏈金融業務機會與開發

      6、特色支行、專業支行的構建與培育

      7、中小微市場規劃與批量開發實證案例分析

      第六節:

      供應鏈融資的審批與控制特點

      1、供應鏈融資與傳統流貸的業務特點比較

      2、“流貸貿易融資化”,還是“貿易融資流貸化”?

      3、存貨融資的審批要點與專業標準提煉

      4、預付款融資的審批要點與專業標準提煉

      5、國內保理的審批要點與專業標準提煉

      6、供應鏈融資的貸后管理工作特點

      7、供應鏈融資的專項風險管理崗位與管理組織

      第七節:

      本地供應鏈金融業務解決方案實施輔導

      由本行提供8-10個目標市場,我方提供解決方案

      第二階段:方案編制與業務輔導

      所需時間: 0.5/支行

      在第一階段的基礎上,各經營單位/支行結合本地區實際,尋找供應鏈金融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

      供應鏈金融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

      為確保供應鏈金融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、本行業務分管部門,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

      所需時間:1天行動學習+1.5小時/支行

      內 容

      相關安排和要求

      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、供應鏈金融推廣優秀支行等獎項。

       

       

       
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