CN114066143A - Performance assessment method and system for bank customer manager - Google Patents

Abstract

The invention relates to a performance assessment technology, in particular to a performance assessment method and a system for bank customer managers, wherein the method comprises the steps of performing business performance statistics, and acquiring business performance completed by each customer manager from a bank product database; the EVA pricing measurement is used for uniformly collecting the marketing performance of the customer manager to an economic added value (EVA); establishing a statistical model, namely establishing the statistical model by taking the average benefit of customers, products, flow and points as dimensions; and (4) establishing an evaluation system, namely establishing a settlement type and opening type product virtual EVA evaluation system based on the EVA value of the customer manager. The invention can effectively avoid the short-sight behavior of the long-term development of the bank sacrificed by the customer manager for pursuing the short-term income, save the economic capital and visually display the economic performance of the customer.

Description

Performance assessment method and system for bank customer manager

Technical Field

The invention relates to a performance assessment technology, in particular to a performance assessment method and system for a bank customer manager.

Background

At present, the internal competition of the domestic banking industry is more whitish, so that the bank needs to pay more attention to management, particularly performance management when making long-term plans and implementing development policies. In order to implement the idea of maximizing internal profits or internal values, a bank gradually forms an innovative concept taking clients as work key points and profits as main operation targets, and a client manager system is pushed mainly to better meet the requirements of customers, improve the market coverage of the bank, improve the working enthusiasm and the operation profits of a client manager, so that the bank can survive and develop in fierce market competition.

In the prior art, the performance assessment indexes of a client manager do not introduce economic assessment; the customer manager invests marketing work at all costs under the drive of hard indexes according to task targets formulated by superior levels, and pursues the realization of short-term benefits and the task targets. The business indexes do not introduce the assessment of economic capital, so that a customer manager does not consider value creation behind risks and has no economical consciousness.

For example, the patent titles: a bank performance assessment system and a performance assessment method thereof are disclosed, and the application number is as follows: CN201710384981.8, application date is 26.5.2017, the invention patent application describes a bank performance assessment system and a performance assessment method thereof, the system comprises a bank database server and a terminal device connected with the bank database server in an interface mode, and the terminal device comprises: an employee management module; the assessment index setting module is used for setting each assessment index according to the post of each employee; the assessment standard setting module is used for setting assessment standards according to the assessment indexes; the weight setting module is used for setting the weight occupied by each assessment index; the data acquisition module is used for acquiring index data finished by each employee from the bank database server according to the set assessment indexes; a performance statistics module; and a performance wage calculation module.

Disclosure of Invention

Aiming at the problem that the performance assessment of a bank client manager does not pay attention to value creation in the prior art, the performance assessment method and the system for the bank client manager are provided.

In order to solve the technical problems, the following technical scheme is provided:

a performance assessment method for bank customer managers comprises the following steps,

business performance statistics, namely acquiring the business performance completed by each customer manager from a bank product database, and counting the acquired business performance;

the EVA pricing measurement is carried out, the service performance of the customer manager is uniformly collected to the EVA with the economic added value and subjected to pricing measurement, and the EVA value is obtained;

establishing a statistical model by taking customers, products, flow and point-average per-capita benefits as dimensions;

and (4) building an evaluation system, namely building a settlement type and opening type product virtual EVA evaluation system based on the EVA value of the customer manager.

Preferably, the range of business performance statistics includes credit, loan, intermediate business and strategic products, and corresponding weights are set for different business performances.

Preferably, the method for the EVA pricing measure comprises the steps of obtaining an EVA value created by each customer manager through a calculation formula;

deposit EVA ═ (FTP interest income-deposit interest expenditure-direct marketing cost) × (1-income tax rate);

loan ═ loan cumulative interest income x (1-value added tax rate) -FTP interest expenditure-due on-the-spot ready (including callback, verification, and standing on account for verification) -direct marketing cost x (1-obtained tax rate) -economic capital cost;

intermediary service ═ intermediary service income x (1-value added tax rate) -direct marketing cost × (1-income tax rate).

Preferably, the statistical model is represented by the EVA value of each customer manager, the categories of the statistical model include excellent, good, general or final, and different categories of the statistical model correspond to different salary adjustment coefficients.

Preferably, the categories of the evaluation criteria include a warranty category, a basic category, and an ideal category, and the categories of different evaluation criteria correspond to different scoring rules.

Preferably, performance assessment is achieved by creating a balanced scorecard.

In order to solve the technical problem, the scheme of the application also provides a performance assessment system for a bank customer manager, which comprises a business performance statistics module, an EVA pricing measurement module, a statistics model establishing module and an evaluation system establishing module;

the business performance counting module acquires the business performance finished by each customer manager from the bank product database and counts the acquired business performance;

the EVA pricing measurement module collects the business performance of the customer manager to the EVA with the economic added value uniformly, performs pricing measurement and obtains the EVA value;

the statistical model building module builds a statistical model by taking customer, product, flow and point-average-human-average benefit as dimensionality;

and the evaluation system building module builds a settlement type and opening type product virtual EVA evaluation system based on the EVA value of the customer manager.

The invention has the following beneficial effects: when a customer manager is assessed, the EVA index assessment is taken as a core, and a balance scoring card tool is combined to establish a key performance index assessment system of the customer manager. The invention can effectively avoid the short-sight behavior of the long-term development of the bank sacrificed by the customer manager for pursuing the short-term income, save the economic capital, visually display the economic performance of the customer and realize the target taking the benefit as the core.

Drawings

FIG. 1 is a diagram of a performance assessment system architecture

FIG. 2 is a flow diagram of a performance data acquisition module

DETAILED DESCRIPTION OF EMBODIMENT (S) OF INVENTION

The present invention will be described in further detail with reference to the accompanying drawings and examples.

Example 1

A performance assessment method for bank customer managers comprises business performance statistics, wherein business performance completed by each customer manager is obtained from a bank database, and the method comprises the following steps: interfacing bank system data with a performance system; carrying out service statistics on the butted data; and automatically backing up the butted data. The business performance statistics range comprises deposit, loan, intermediate business and strategic products, and corresponding weights are set for different businesses according to bank business policies,

and the EVA pricing measurement is used for uniformly collecting the marketing performance of the customer manager to an economic added value (EVA). The EVA valuation measure converts the performance of a customer manager into a corresponding EVA value through a formula, wherein the EVA value is calculated by the formula of (FTP interest income-deposit interest expenditure-direct marketing cost) × (1-obtained tax rate). Loan ═ loan cumulative interest income x (1-value added tax rate) -FTP interest expenditure-due on-the-spot preparation (including recall, reimbursement, and account-for-reimbursement) -direct marketing cost x (1-resulting tax rate) -economic capital cost. Intermediary service ═ intermediary service income x (1-value added tax rate) -direct marketing cost × (1-income tax rate). Wherein, the strategic product adopts virtual pricing.

Secondly, the calculation of the client manager's own EVA (EVA that the client manager completes service implementation alone) + Σ (EVA that completes service implementation with others together) comprises two parts, one part is that the client manager realizes successful transaction of a certain service alone through its own efforts, and makes EVA contribution to the organization or the port where the client manager is located, the main contribution of the service is all from the client manager, and when calculating the client manager's EVA, the service is all calculated as the contribution of the client manager: the other part is that a certain business can be completed by a plurality of customer managers or a group together, when calculating the EVA of the customer manager, a reasonable distribution coefficient is set for the EVA generated by the product according to the contribution degree of team members to the business, and the EVA which is distributed by each person is determined.

The statistic model shows the EVA value created by each customer manager, and is divided into four categories of excellent, good, general and final, and corresponding salary adjustment coefficients are set. Excellent, good, typically with a ratio to the last setting of 10%: 50%: 30 percent to 10 percent. The corresponding salary adjustment coefficient can be set to be 1.2:1.1:1:0.9, and the statistical model can visually realize 'performance on the wall', excite the client manager to perform the fighting upwards and forwards, and form a benign salary excitation cycle.

And (4) establishing an evaluation system, namely establishing a settlement type and opening type product virtual EVA evaluation system based on the EVA value of the customer manager. The evaluation system sets an evaluation standard value of a customer manager according to the operation plan of the bank, the evaluation standard value is divided into three categories of a warranty, a basic category and an ideal category, and each category corresponds to different salary coefficients. The evaluation standard can be set in units of month, quarter or year, the warranty is taken as the minimum EVA requirement which each customer manager needs to reach in each evaluation quarter, and basically and ideally are taken as further requirements and corresponding fund coefficients of 1.1 and 1.2 are taken as incentives.

Evaluation of	Is excellent in	Good effect	In general	Last position
					Salary coefficient	1.2	1.1	1	0.7

Example 2

On the basis of the embodiment 1, the evaluation system of the embodiment can also comprise risk internal control indexes, including bad loans, and the bad loan amount and the bad loan ratio of the stock loans in the small enterprise finance are examined, so that the relative stability of the property quality is ensured; the bad loan amount score is the bad loan amount in the small enterprise finance at the end of the year, the balance of the bad loan in the small enterprise finance at the beginning of the year is positive and not scoring, and the negative score is full; the bad loan rate score is the bad loan balance in the minor annual finance/the total loan balance in the minor finance-the bad loan rate of the minor annual enterprise, which is the positive full score and the negative no score.

Example 3

On the basis of the embodiment, the evaluation system can also comprise a service satisfaction index, evaluate the overall service condition of the customer manager, evaluate the service condition of the customer manager in the year from the aspects of service efficiency, service attitude and the like, and provide improvement measures and suggestions, so that the service mode can be adjusted conveniently in the future work, and the service quality is improved. The next year customer manager is adjusted for customers whose ratings are unsatisfactory.

Claims (7)

1. A performance assessment method for bank customer managers comprises the following steps,

business performance statistics, namely acquiring the business performance completed by each customer manager from a bank product database, and counting the acquired business performance;

the EVA pricing measurement is carried out, the service performance of the customer manager is uniformly collected to the EVA with the economic added value and subjected to pricing measurement, and the EVA value is obtained;

establishing a statistical model by taking customers, products, flow and point-average per-capita benefits as dimensions;

and (4) building an evaluation system, namely building a settlement type and opening type product virtual EVA evaluation system based on the EVA value of the customer manager.

2. The performance assessment method for bank client managers of claim 1, wherein the range of business performance statistics includes credit, loan, intermediate business and strategic products, and corresponding weights are set for different business performances.

3. The performance assessment method for the bank customer managers according to claim 1, wherein the EVA pricing measure method comprises the steps of obtaining EVA values created by each customer manager through a calculation formula;

deposit EVA ═ (FTP interest income-deposit interest expenditure-direct marketing cost) × (1-income tax rate);

loan ═ loan cumulative interest income x (1-value added tax rate) -FTP interest expenditure-due on-the-spot ready (including callback, verification, and standing on account for verification) -direct marketing cost x (1-obtained tax rate) -economic capital cost;

intermediary service ═ intermediary service income x (1-value added tax rate) -direct marketing cost × (1-income tax rate).

4. The performance assessment method of claim 1, wherein the statistical model is represented by EVA value of each customer manager, the category of the statistical model includes excellent, good, general or final, and different statistical model categories correspond to different salary adjustment coefficients.

5. The performance assessment method for bank client managers as claimed in claim 1, wherein the categories of the evaluation criteria comprise a warranty category, a basic category and an ideal category, and the categories of different evaluation criteria correspond to different scoring rules.

6. The performance assessment method for bank client managers according to any one of claims 1 to 5, characterized in that the performance assessment is realized by creating a balance score card.

7. A performance assessment system for a bank customer manager is characterized by comprising a business performance statistic module, an EVA pricing measurement module, a statistic model establishing module and an evaluation system establishing module;

the business performance counting module acquires the business performance finished by each customer manager from the bank product database and counts the acquired business performance;

the EVA pricing measurement module collects the business performance of the customer manager to the EVA with the economic added value uniformly, performs pricing measurement and obtains the EVA value;

the statistical model building module builds a statistical model by taking customer, product, flow and point-average-human-average benefit as dimensionality;

and the evaluation system building module builds a settlement type and opening type product virtual EVA evaluation system based on the EVA value of the customer manager.

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