科尔尼－中国银行BOC_Trade FinanceApproach Jan7-C

《科尔尼－中国银行BOC_Trade FinanceApproach Jan7-C》由会员分享，可在线阅读，更多相关《科尔尼－中国银行BOC_Trade FinanceApproach Jan7-C（108页珍藏版）》请在装配图网上搜索。

1、0A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)A.T.KearneyisaleadinggeneralManagementConsultingfirmUS$0.9billioninrevenues(Year2003)Around3,000consultantsin65officesaroundtheworldLeadershipFull Range of CapabilitiesDedicated Global Financial Institutions PracticeOffshoring/ProcessCentra

2、lizationOperationsImprovementMergerIntegrationClientsincludeleadingfinancialholdingcompanies,banks,insurancecompanies,andsecuritiesfirmsaroundtheworldGlobalindustrynetworkandresourcesLargestdedicatedfinancialservicesconsultingpracticeinAsiaOrganizationalRestructuring/TurnaroundsGrowthStrategyInforma

3、tionTechnologyMarket Knowledge and ExperienceCommitment to SuccessCollaborative ApproachNumerousclientsinMainlandChina,TaiwanandHongKonginvarioussectorsOfficesinShanghai,BeijingandHongKongacrossAsiaStronglocal/regionalteamandresourcesPracticalandimplementationorientedHighpercentageofrepeatclientsRep

4、utationfordeliveringtangibleresultsFlexibleandresponsiveEnsureknowledgetransferthroughouttheprojectWorktogethertoachievemutualsuccessA.T.Kearney is one of the largest and most experienced management consulting firms in the world1A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Asia12office

5、sregion-wide400+multi-lingualprofessionalswithin-depthlocalknowledgeGreater ChinaGreaterChinapracticewasformallyestablishedin1992Businesshasbeengrowingrapidlyandsuccessfully:PresencenowinHongKong,Shanghai,BeijingandrepresentationinTaipeiOver70consultantsinGreaterChina,almostallwithfluentMandarincapa

6、bilities.Broadclientbaseincluding:multinationals,leadingfinancialholdingcompanies,ChinesestateagenciesandenterprisesProjectsrangingfromstrategyandbusinessdevelopmenttooperationsmanagementacrossvariousindustriesA.T.Kearney Office Network in AsiaBeijingSeoulTokyoHong KongNew DelhiMelbourneSydneyKuala

7、LumpurSingaporeBangkok Shanghai JakartaA.T.Kearney has strong presence in Greater China market and in the Asia Pacific region2A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)MarketentryandinvestmentstrategyOperationalassessmentandimprovementLogisticsplanningBusinessprocessreengineeringOrg

8、anizationaleffectivenessM&Astrategy/jointventureassessment/partneringFHCdevelopmentandmergerintegrationInformationTechnologystrategyandplanningMarketingandsalesdistributionIndustrialrestructuringCustomersatisfactionAutomotiveChemicalsConsumerproductsElectronicsEnergyFinancial InstitutionsFoodandbeve

9、rageHeavyindustryPharmaceuticalTelecommunicationsTransportationMajor Practice AreasKey IndustriesA.T.Kearney provides management consulting services on a variety of business issues spanning across multiple industries in Greater China3A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Strateg

10、y DevelopmentFHCstrategydevelopmentMergerstrategyPortfolioanalysisShareholdervaluecreationStrategicmanagementE-CompetitivestrategyGlobalizationandreorganizationstrategiesBusinessunitstrategyJointventureandstrategicalliancesAcquisitionplanningIndustryconvergenceMarket/productassessmentPartnershipsele

11、ctionDigitalcustomerexperienceNetmarketsMarketentrystrategiesCustomersatisfactionandretentionDatabasemarketingProductdevelopmentCompetitorprofilingBrandmanagementRetailandwholesalesegmentationanalysisMarket&Customer OpportunitiesMergerintegrationFHCorganizationaldesignE-organizationalstrategyBusines

12、sprocessreengineeringDigitalsupplychainRevenuegrowthandenhancementCostreduction/reconfigurationDistributionstrategiesGlobalstrategicsourcingSalesforcemanagementOrganizational&Operational EffectivenessCapitalallocationandriskbasedvaluecreationRiskbasedperformancemeasurementtechniquesRiskidentificatio

13、nandgovernanceGlobalriskstrategyRisk-basedorganizationdesignanddevelopmentOperationalriskmanagementtechniquesRisk&Capital ManagementGlobalITstrategy,architectureandimplementationE-technologystrategy/E-alignmentBranchstaffingoptimizationPaymentprocessingsystemsdesignandimplementationManagementinforma

14、tionsystemsCorebankingsystemdesignandimplementationDataminingandwarehousingCo-sourcing/outsourcingTechnology EnhancementsA.T.Kearney Financial Institutions GroupChange ManagementA.T.Kearneys Financial Institutions Group(FIG)has in-depth functional expertise in a broad variety of disciplines4A.T.Kear

15、ney/BankofChina108319_MacrosDRAFT(Work-In-Progress)科尔尼金融机构部客户精选科尔尼金融机构部客户精选科尔尼擅长融入本地文化，提供高效咨询服务科尔尼擅长融入本地文化，提供高效咨询服务亚太亚太欧洲欧洲北美北美客户摘选客户摘选在过去几年中，我们的金融机构部为全球各地的行业领先者提供服务在过去几年中，我们的金融机构部为全球各地的行业领先者提供服务西太平洋银行瑞士再保险集团所罗门兄弟泰军人银行SocieteGenerale纽约商品交易所星展兴业银行(泰国)星展集团-道亨银行Paribas摩根斯坦利住友银行（日本）中国银行NASDR美林圣乔治银行（澳洲）上

16、海浦东发展银行Nordbanken高盛皇家太阳联合保险民生银行伦敦清算所E-Crossing(BGI美林)伦敦证券交易所花旗银行日本产业银行香港证券交易所德意志银行芝加哥期货交易所第一银行（印尼）远东银行CreditLyonnais芝加哥商品交易所BankNegaraIndonesia中华人寿BancoSantander大通曼哈顿银行泰国银行博时基金AonBarclays东京三菱银行东亚银行荷兰银行美国证券交易所中华信托VickersBallas证券星展集团-广安银行NationalInsurance广安银行苏黎士保险（瑞士）华沙交易所万事达卡深圳发展银行其他国家其他国家大中华大中华Repla

17、ce previous page5A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Selected AT Kearney Trade Service/Trade Finance EngagementsWe have served different bank clients to improve their trade service business capabilitiesClientsNature Of EngagementOne of the largest banks in IndonesiaDevelopinga

18、strategicplantoensuretheclientbanktomaintainmarketleadershipandincreaseprofitabilityConductedglobalbestpracticebenchmarkinganddevelopedtradefinanceblueprintfortheclientbankIdentifiedandprioritizedstrategicinitiativesanddevelopedthree-waveimplementationplansGoingthroughpilotstageandhelpingclienttorol

19、loutfirstwaveinitiativesConductingproject&changemanagementtogetherwithclientbackTrade Finance Bank in AsiaDevelopedandimplementedastrategicplanforanoveralltradefinancebusinessturnaroundandexpansionIdentifiedopportunitiestofurtherpenetratesmallbusinessandexpandmiddlemarketsegmentsIdentifiednear-terma

20、ctionstoboostprofitabilitysuchasimprovingtradefinanceutilizationA Major Taiwan BankReviewedtradeservicebusinessprocessesandidentifiedroomsforprocessimprovement,aspartofacallbankingsystemprojectSentRFI(RequestforInformation)totradefinancesystemsvendorsonbehalfoftheclientbankandarereviewingandevaluati

21、ngresponsesfromdifferentvendors6A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Selected AT Kearney Processing&Service Transformation/Centralization EngagementsWe are recognized as a leader in helping clients successfully implement business processing transformation/centralization Clients

22、Nature Of EngagementA Leading Singaporean FHCTurnedclientsbankingProcessingandServicingintoakeysourceofcompetitiveadvantageoftheFHCConsolidatedP&Sstaff,activitiesandresourcesintomultipleprocessing“engines”toobtainscaleeconomiesinprocessingsimilaractivitiesacrossbusinesslinesTransformedP&Sactivitiest

23、hroughreengineeringandstraight-through-processingA Leading Malaysian BankAssistedclientbanktocreateaprocessingutilitytoachieveinternalefficiencyCreatedcorporatedirectionanddefiningtheorganizationandpoliciesaccordinglyPlannedthemigrationofservicesandstafftotheneworganizationA Leading Taiwan BankTurne

24、dtheclientprocessingandservicingintoasourceofcompetitiveadvantageDefinedP&SorganizationmodelandgaininternalcommitmentTransferredstaffandprocessesintoP&SorganizationandplanreengineeringA Major Hong Kong BankAssistedclientbanktoimprovesalesandprocessingefficiencyImprovedprocessefficiencythroughcentral

25、izationandotherinitiativestoreleasetimeforsellinginbranchDevelopedeffectivebranchperformancemanagementsystem7A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Selected Banking IT Transformation&Implementation Engagements我们在银行我们在银行ITIT战略设计、战略设计、ITIT系统选型和系统选型和ITIT转型实施方面经验丰富转型实施方面经验丰富ClientsCl

26、ientsSelected Banking ExperiencesSelected Banking Experiences国内某上市银行n银行核心系统改造项目，定义了目标运营模式，并基于该模式设计新的核心业务系统协助最佳国际核心业务解决方案的选择（运用信息征询和招标等方式）东南亚某商业银行n为客户加强并升级其IT技术能力，尤其是核心系统方面采用了自上而下的方法，定义了银行的业务和IT要求之后，确定了银行的目标和业务模式在明确重点关注的银行业务产品后，帮助该行围绕新的核心银行业务平台设计了IT模式澳大利亚一家主要银行n为客户设计合并整合中的电信与IT战略。制作了一个综合的管治模型，以在包含大量外

27、包行为的复杂的IT环境中，指导IT的管理使用基于IT资产分类的创新途径确定不同的筹资方案，制定了一个全面的财务与融资方案泰国一家银行n设计IT战略及评估银行核心系统，审阅了战略举措，以理解业务优先级别和IT方面具体的要求和计划n设计了支持业务要求的IT建构，实施了IT项目的优先级排序以设计主要IT路径图一家印度主要私人银行核心银行业务系统更新项目，验证在挑选核心银行系统时的流程 核心银行系统方案项目管理，内容包括管理多家供应商，以及在个别分支机构的试行 欧洲一家私人银行n协助客户海外金融中心成立的业务战略及运作，设计了以“品质出众、始终如一”的客户经历为中心的整体方案 设计了详细的运营模式和流

28、程，并与技术设施整体考虑，包括了支持流程8A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)科尔尼成功银行项目管理的有关经验科尔尼成功银行项目管理的有关经验有效的项目管理有助于项目进程的规划、管理以及增进各相关方的交流和理解有效的项目管理有助于项目进程的规划、管理以及增进各相关方的交流和理解ClientsSelected Banking Experiences国内某银行n通过“企业级规划管理”机制为中国一家银行的大规模转型提供一体化和有序的项目管理n建立了一个正式的规划管理组织架构，以确保转型的成功实施n采用全行性规划管理，通

29、过确保有效完成转型措施来证明卓越的领导方式，并显示国际标准的管理水平n建立了规划管理机制，旨在当规划管理办公室步入正轨后移交给银行美国一家主要银行建立IT项目管理办公室，以加快购并后银行的整合能力，并降低单位运营成本与客户共同组建了项目管理办公室，提供整合计划和实施为:选择共同应用系统(CAS),将7个数据中心合并为一,将260个应用部门合并为50个实施流程再造并建立一个可重复的流程以有效地整合新收购金融机构澳大利亚一家提供全面金融服务的银行n协助建立新的前台业务平台，使其适用于所有渠道n采用了独创性的“可用性实验室”方案，回答了“银行集团应当如何向新平台过渡的问题n方案围绕一个互动性、高度协

30、作性计划阶段展开，相对较早地明确了最佳的软件解决方案 n该银行在很短时间内选择了一套银行业务平台，测试了其适合性，同时建立了主要股东对该平台的信心9A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)在中国，我们曾为多家金融机构提供过近四十个咨询项目服务，项目涵盖广泛的内容在中国，我们曾为多家金融机构提供过近四十个咨询项目服务，项目涵盖广泛的内容客户客户时间时间项目内容项目内容中国民生银行2001年至今发展战略、业绩评估和考核、核心业务能力定义、IT战略、规划管理办公室、组织架构重组及实施、核心业务系统大众汽车金融2个月市场进入

31、战略深圳发展银行2个月发展战略评估、组织架构设计、关键业绩指标制定、风险管理上海银行3个月信贷风险管理中国银行（香港）3个月信用卡产品开发战略、区域扩张计划和营销计划制定上海浦东发展银行3个月支持五年业务发展战略的IT战略和框架设计长沙市商业银行3个月组织机构重组、业务流程设计和信贷风险管理东亚银行9个月分销渠道战略、分行转型和重组Sanlam保险2个月中国保险市场分析及市场进入战略花旗银行（台湾）6周组织机构重组和人力资源体系改进项目摘选项目摘选我们的关键成功因素：丰富的国际经验及对中国银行业和本土文化的充分了解我们的关键成功因素：丰富的国际经验及对中国银行业和本土文化的充分了解NEW PA

32、GE10A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)目录目录n科尔尼公司简介n我们对贸易融资服务全球发展趋势的理解n我们对于中国银行贸易融资转型项目的理解n建议的项目方法和项目团队n附录案例摘选建议的项目团队成员简历11A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Strong trade over the last decade will continue to stimulate an overall demand for trade finan

33、cing products and services,especially out of North Asia(Billion USD)Global trade volume has been growing in past 5 yearsWith North Asia(1)grows with a faster pace than other regions of the world(2)Note:(1)Tradevolumeiscalculatedasthesumofimportandexport.Asiatradevolumeisthesumofimportandexportbetwee

34、nAsiaandotherpartsoftheworld(2)NorthAsiaincludes:China,HongKong,India,Japan,SouthKorea来源：WorldTradeOrganizationNorth Asia is a growing area of opportunityMuch of the North Asia growth is stimulated by growth in China.Chinas share of the world trade volume has increased from 6.2%in 1999 to 8.6%in 200

35、3 YOY trade volume growth rate(%)Graphsneedstobeformattedbyproduction,joyce99-03AvgCAGRNorthAsia:6.5%World:5%7.11%CAGR(99-03)?WIP12A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)同时，银行正面临来自外部不断变化的客户需求以及内部成本压力的双重挑战同时，银行正面临来自外部不断变化的客户需求以及内部成本压力的双重挑战 贸易融资的挑战贸易融资的挑战来源:“TradeFinance”EuromoneyI

36、nstitutionalInvestorPLC2004;科尔尼分析不断变化的客户需不断变化的客户需求求内部成本驱动因素内部成本驱动因素挑战挑战对银行的影响对银行的影响进口商拥有更大的谈判优势，将信用证需求转换为更多记账的贸易交易客户在贸易融资方面追求一站式服务贸易融资价值链上公司文件的数字化正推动着客户向更多的网络交易形式发展银行需要加强其提供记账贸易交易的能力除了传统的贸易融资产品外，银行还必须向客户提供其他有价值的服务(例如，新贸易融资和现金管理产品）需要对电子商务手段进行更多投资纸面信用证和跟单托收的单次交易成本正变得更加成本密集化技术设施的高固定成本通过自动化流程缩短业务周期和运营成本

37、已经日益成为保持竞争优势的重要方面寻找机会实现规模经济对于在一个低利润的行业保持利润率是非常关键的13A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)这些挑战促使银行寻求方式通过收入增加和成本削减来改善其贸易融资服务这些挑战促使银行寻求方式通过收入增加和成本削减来改善其贸易融资服务贸易融资业务机会贸易融资业务机会产品种类扩张客户服务加强成本削减，运营风险控制集中化集中化领先银行的主要举领先银行的主要举措措收入增加方面收入增加方面成本削减方面成本削减方面贸易融资产品的变化贸易融资产品的变化多业务方案多业务方案:现金管理现金管理

38、外包外包内部采购内部采购资源共享资源共享电子商务方案电子商务方案收入增加14A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)国际贸易付款趋势国际贸易付款趋势亚洲地区的国际贸易正在转向记账交易形式亚洲地区的国际贸易正在转向记账交易形式来源:BrendanWoodInternational;CelentCommunication15A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)分析和报告分析和报告结算结算贸易融资贸易融资贸易服务贸易服务采购订单采购订单整个整

39、个TFS价值链上的新发展价值链上的新发展目前在全球市目前在全球市场贸易价易价值链的各个的各个环节有很多新的有很多新的贸易融易融资方案方案进口进口/出口贸易协定出口贸易协定采购订单自动化，以此为银行客户端对端贸易交易提供便捷由第三方提供的低成本互联网平台，提供付款保证，针对开帐式交易客户生成电子文档的电子渠道(比如渣打银行的B2BeX系统)由第三方提供的在线交易，满足客户和银行的贸易融资需求，并使客户成本最低结合贸易融资和现金管理的服务方式，以优化客户的财务状况增值咨询服务，以此使得客户能够优化贸易处理、融资和服务成本近期近期TFS发展发展16A.T.Kearney/BankofChina108

40、319_MacrosDRAFT(Work-In-Progress)TFS市场发展市场发展 满足客户需求的现有趋势满足客户需求的现有趋势同时，国际银行的业务模式发生变化，通过贸易融资和现金管理功能的整合以获取业务同时，国际银行的业务模式发生变化，通过贸易融资和现金管理功能的整合以获取业务公司公司模式模式描述描述德意志银行德意志银行继续保持两个独立的部门全球贸易融资和全球现金管理沿贸易价值链提供全球贸易融资服务，包括风险管理和外汇贸易和现金管理部门密切合作摩根大通摩根大通贸易业务和现金管理业务同属一个业务单元，以在整个价值链上提供更多价值提供单一的在线门户网站,将贸易服务和相关的现金管理过程相组合

41、，以同时获取跟单和开帐式业务根据客户要求培训员工以跨越贸易融资和现金管理之间的差异花旗银行花旗银行贸易和现金管理产品采用同一销售渠道(由现金管理团队完成)现金管理部门的电子商务销售经理会为客户直接提供服务，只有当业务非常复杂的时候才会启用销售经理CitiDirect在线银行同时支持现金管理和贸易业务荷兰银行荷兰银行将贸易和现金管理在一个营运资本模型下整合，旨在加快客户的现金流动，优化客户的营运资本提供自动化的贸易管理任务，便利买卖双方进行沿价值链的的信息查询为其他银行提供开帐式贸易的外包方案TFS现金管理通过EDI,Internet实现自动化的供应链客户客户国际贸易融资国际现金管理客户客户来源

42、：TradeFinanceMagazineTFS客户管理WC客户客户基于互联网的自动化处理系统外包方案现金管理客户客户贸易专家CitiDirect在线银行17A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)电子贸易融资分阶段逐渐产生电子贸易融资分阶段逐渐产生从日常运营的驱动者进化为如今潜在收入的激发者从日常运营的驱动者进化为如今潜在收入的激发者198019902000Today个人电脑的兴起允许银行可以着手为不同的TF文件制作电子模版（例如，信用证）使用专用软件来管理TF信息来源：“TheChangingWorldofTra

43、deFinance;World Trade(Apr2004)科技的目的科技的目的整理信息整理信息提高流程效率提高流程效率产生潜在的产生潜在的收入收入大型银行开始建立新系统、设计新软件来支持通过私人网络存储及自动发出信用证通知“技术驱动型处理技术驱动型处理”美国25家银行通过网络方式通知信用证收款人如今，十家大银行建立了成熟的如今，十家大银行建立了成熟的TFTF入口，支入口，支持文件创建和传输，同时使交易的多方持文件创建和传输，同时使交易的多方(出口出口方，进口方，银行，运货方，船公司，货物保方，进口方，银行，运货方，船公司，货物保险方）可以通过同一个安全地址进行收费的电险方）可以通过同一个安全

44、地址进行收费的电子化信息交流子化信息交流领先的银行可以在银行收到信用证后立即使领先的银行可以在银行收到信用证后立即使出口方收到并且查看该信用证文件出口方收到并且查看该信用证文件实现无纸实现无纸化，加速了业务流程化，加速了业务流程“自动化处理自动化处理”“无纸化处理无纸化处理”TF交易处理的集中化找出了可改为自动化的共同流程，比如简单的风险预测、付款通知等18A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)贸易融资在线方案贸易融资在线方案一些新的第三方服务商已经推出了不同的开展贸易和寻求贸易融资需求的在线交易方一些新的第三方服

45、务商已经推出了不同的开展贸易和寻求贸易融资需求的在线交易方案案公司公司方案方案描述描述B标准化的国际平台(同SWIFT共同拥有)，使得进口商、出口商、银行、客户和托运商能够彼此进行无缝沟通提供一个促进国际贸易的电子平台，使得银行能够通过采用标准化的贸易文档来自动化贸易融资将贸易文档处理过程从25天缩短至24小时以下TradeCard将端对端金融供应链自动化使从采购到结算的整个交易过程更为便利可以向/从任意国家发送/接受贸易信息和文档使得公司能够以具有竞争力的价格得到贸易融资，付款保证将取代传统的信用证LTPTrade全球第一个互联网贸易融资市场和集中化的结算中心可以通过诸多方式进行各种形式的贸

46、易融资资产出售，包括拍卖、固定和区间定价等等bfinance将公司和银行安排在一起进行商业借贷公司可以邀请银行进行投标来满足其贸易融资需求由成功中标的银行支付服务费提供银行进行尽职调查所需要的信息来源：CorporateFinancemagazine;companieswebsites对对M银行的含义银行的含义由于这些在线交易加大了市场透明度，贸易融资的竞争将会加剧M银行需要理解这些发展并利用这些系统以获取更多的新客户19A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Range Of Trade Finance Trans

47、action Processing Operating ModelsIn-SourceOwnandoperatealltradefinancetransactionprocessinginfrastructure/personnelProcesstransactionsforotherbanksinadditiontointernalvolumeOperationscentralizedtoeitherlargeregions(e.gAsiaPacific,N.America)orcentralizedasastandaloneprofitcenterABN AMRO N.V.Standard

48、CharteredJPMorganCitigroupBankofNewYorkOutsourceContractwiththirdpartytomanageprocessonbanksbehalfTransactionscombinedwithotherentitiesBankretainsnoownershipProcessmanagedthroughservicelevelagreementsTradefinancetransactionprocessesmustbecentralizedforacleanhand-offBarclays Bank(to ABN AMRO)Deutsche

49、PostBank(toCitigroup)AIBGlobalTreasury(toABNAMRO)Centralized In-HouseOwnandoperatealltradefinancetransactionprocessinginfrastructure/personnelProcessonlyinternaltransactionsMaybecentralizedtoaBUorregionTDFinancialEastAsiaBankHSBC BankArrangementwiththirdpartytojointlyprocesstradefinancetransactionso

50、rpotentiallyothersimilarprocessesProcessingofinternalandexternaltransactionsUsuallyastand-aloneentityownedbyaconsortiumofbanksBMO with Proponix(AMS)Shared UtilityExamples:On the other hand,leading banks are finding opportunities to achieve economies of scale through various operational rationalizati

51、on modelCharacteristics:CasestudyinthefollowingpagesWIP20A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)自有的集中化模式来源：科尔尼访谈与分析成本优势成本优势复杂程度复杂程度选择何种方式取决于银行贸易融资业务的规模、管理复杂运营的能力等多种因素选择何种方式取决于银行贸易融资业务的规模、管理复杂运营的能力等多种因素内包TF交易处理流程外包TF交易处理流程TF交易处理方式交易处理方式TF交易处理流程的共享TF业务量较大的银行的方式TF业务量较小的银行的近期趋势21A.T.

52、Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Trade service processing centersThe regional structure modelHSBCs in house centralized model is one of the key reasons for its award of“the Best Trade Finance in Asia”in 2003RemotedataprocessingandcustomercontactservicesareprovidedthroughnineGro

53、upServiceCenters(GSCs)acrosstheworldIndiaChinaMalaysiaPhilippineTheGSCsarelocatedinlowcostAsiancountriesProcessingareasareorganizedbycustomerandbyindustry SituationTradeserviceisHSBCstraditionalstrengthTradeservicestructuresarededicatedlydesignedtobuildcustomerrelationsandtogeneratemorebusinessvolum

54、esApproachServiceoffering:nIntegratepayments,cashmanagementandtradeservicesTechnology:nLaunchedDocumentExpress,alocallydevelopedinternetservicesMarketing:nFirmlyrootedinthemiddlemarketandopenservicecentersforsmallandmediansizedcustomerandstart-upsOrganization:nAdoptedasinglestructure:tradeservices,p

55、aymentsandcashmanagementwerebroughttogetherunderGlobalTransactionBankingResultnHSBCmaintaineditspositionastheleadingtradeservicesbankin2003,growingmarketshareandbeingnamedtheBestTradeFinanceBankinAsiabyGlobalFinancenHandlesbothsidesofatradeon70%ofthedealsitprocesses,thelightestpercentageamongothertr

56、adebanksnUsestheregionalstructureasaninternalforumforbestpracticeCentralized In-houseWIPForinstance,theMalaysiaHDPMprovidesromotetradeservicesprocessingtoHSBCGroupentitiesinUK,USA,Australia,NewZealandandotherpartsofAsiaPacific22A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Trade service

57、 processing hubABN AMRO has defined its strategy as becoming a leading insource player of trade services to other financial institutions SituationThechangedbusinessenvironmentsrequireheavyinvestmentintechnologyNeedlargelyreducetransactioncostsandincreaserevenuestostandoutinfiercecompetitionApproachO

58、fferingstoinsourcebanks:GlobaltradetechnologyplatformProcessingoftradefinancerelateddocumentsWhitelabelofitsawardwinningtradeportal,MaxTradTechnology:LaunchedMaxTradeportal,whichallowscustomersinitiateLettersofCreditandcollections,preparedigitaltradedocuments,managepurchaseorders,andcreatecustomized

59、reportingMarketing:Flexibilityfortheoutsourcingbanktochooseamongarangeoftradepartnershipandoutsourcingsolutions,frommanagementofanumberofprocessestofulloutsourcingandstrategicpartnershipsResult20%oftheworkforceundertakenbytheChennaicenterisinsoourcingoperations,80%oftheservicesarefortheglobalneedsof

60、ABNAMROitselfInsourcingclientshasincluded:Barclays,AlliedIrishBank,andAIBGlobalTreasuryIn-sourceUsethebackofficeinChennai,IndiaasinsourcinghubforotherglobalbankoperationsABNAMROlaunchedglobalsupportcentreinChennai,Indiainlate2000ArelookingatmakingtheIndiaahubforitsglobaltransactionserviceoperationsT

61、he Insource ModelWIP23A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Outsource agreement being singedThe outsource modelBarclays has outsourced its trade finance operation processing in early 2004 through a phased out approach,aiming at customer experience enhancement and cost reduction

62、SituationBusinessvolumewasdecliningandfurthercostreductionarenecessaryTendstoprovidecustomersuptodatetechnologyandserviceswithoutincurringhugeupfrontinvestmentAlreadysignificantlyreducedinternalcoststhroughextensivere-engineeringApproachPartnerselectionconsiderations:Leadingtradebank/seenbycustomers

63、asagoodpartnerAcceptancelocationfromarisk/infrastructure/costperspectiveInsourcingexperiencePartnershipapproach-therelationshipisextensibleImplementation:3phasedapproach:Migrationcommencement,teststage,andcompleterolloutThewholeprocesstakesaroundfivemonthsResultSaved100outofthe500personbackofficepro

64、cessingReducedpertransactionprocessingcostsasgainedaccesstoABNAmrosglobalscaleEnhancedcustomerexperienceOutsource contract signed in February 2004InitialactivitiesbeingprocessedunderthedealareexportletterofcreditforUKbeneficiaries.Moreservicesactivitiesarephasedinover2004,includingimportletterofcred

65、it,importandexportdocumentarycollectionsandcleanreimbursementOutsourceWIP24A.T.Kearney/BankofChina108319_MacrosDRAFT(Work-In-Progress)Establishment of ProponixShared utility is an innovative model to create trade finance processing platform that cuts costs and improves efficiencies Shared utilityThr

66、eebanks(BMO,BarclaysandANZ)plusaglobalbusinessandITconsultingfirmAMSjointlydevelopedthetradefinanceprocessingplatformProponixinSep2000The shared utility modelSituationNeedmeetthebusinessenvironmentchangesandbuildupcapabilitiestoprovidecustomersbetterservicesAimtoshareinvestmentcostandgaineconomiesofscaleApproachServiceoffering:Acohesive,integratedtechnologyplatformwherebanks(andtheircustomers)canperformbothfrontandback-officetransactionprocessingServiceincludesaccesstoatradeportal,workflowandima