突破交易银行掣肘——专访招商银行交易银行部总经理左创宏
zaijinrongtuomei、lilvshichanghua、jinronghulianwanghuadeyingxiangxia，chuantongshangyeyinxingjidaizhuanxing。farenyuoumeifadaguojiadejiaoyiyinxingyewu，weiguojihuadaxingyinxingdezhongyaozhanlveyewumoshi。qishoujingjizhouqixingyingxiangxiao、kehunianhedugao，shuyuqingzichanyewudeyunyingmoshi，shiyinxingwendingkequnguanxi、huoquhexincunkuan、tishengchixuyinglinenglidezhongyaoshouduan，yizhujianchengweizhongguobentushangyeyinxinggongrendefazhanfangxiang。
2015niannianchu，zhaoshangyinxingchenglile“jiaoyiyinxingbu”。zaiguoqubudaoyiniandeshijianli，chuangzaoleduogeguoneibentushangyeyinxingfazhanjiaoyiyinxingyewudechenggonganli，binghuopingguojimeiti《the asset》(《caizi》)de“zhongguozuijiaxinxingjiaoyiyinxing”，haidi10cichanlian《asia money》(《yazhouhuobi》)pingxuande“zhongguozuijiaxianjinguanliyinxing”。zheiduiyushangchuzaitansuoshiqideguoneijiaoyiyinxingeryan，wuyishimodadeguwu。jianci，benkanjizhecaifanglezhaoshangyinxingjiaoyiyinxingbuzongjinglizuochuanghong，qingtaxiangxijiexizhaoshangyinxingjiaoyiyinxingyewudebentuhuazhilu。
C=《中国外汇》 Z=左创宏
C: 自交易银行概念被引入中国后，虽为国内银行业所重视，但至今尚未形成清晰的交易银行内涵及业务外延边界。作为国内交易银行的先行者，您是如何理解交易银行的?
Z: 泛亚电竞招商银行认为，交易银行(Transaction Banking)是泛亚电竞于客户交易的银行，是银行以客户的财资管理愿景为泛亚电竞目标，协助客户整合其上下游资源，最终实现其资金运作效益和效率提升的综合化金融泛亚电竞的统称。
泛亚电竞 xingxiangeryan，jiaoyiyinxingfanyadianjingyukehuzichanfuzhaibiaodeshangbanbufen，hangaizhanghujishoufukuanguanli、liudongxingxianjinguanli、gongyinglianjinrong、xintuojizhengquanfanyadianjing、xianjinzengzhi、dianzishangwu、zhuanyehuazixundenglingyu。
zhaoshangyinxingdejiaoyiyinxingyewuhangailexianjinguanli、duigongzhifujiesuan、maoyirongzi、gongyinglianjinrong、kuajingjinronghehulianwangjinrongdengliudayewubankuai。
C: 交易银行作为舶来品，使一些中国本土银行在业务发展中产生了“南橘北枳”的现象。招商银行在交易银行泛亚电竞过程中，如何逐一击破其在本土化实践中的难点?
Z: 泛亚电竞招商银行交易银行在实践过程中，摒弃了传统公司金融业务的“产品驱动、关系驱动”常规模式，通过深度介入和密切跟随企业客户深层次的贸易过程，践行“以客户为中心”的价值创造理念。以“四个重塑”走出了一条具有招商银行特色的交易银行本土化之路。
一是重塑组织架构。在交易银行新客户泛亚电竞的业务模式下，为适应对泛亚电竞流程的进一步规范化管理，泛亚电竞建立了“扁平化”的条线组织。一方面，在总部成立交易银行部，加强统筹职能，泛亚电竞自上而下地跨部门整合产品、泛亚电竞和风险管理的标准化操作流程;另一方面，通过构建总/分/支行协调一致的条线专业泛亚电竞体系，成立分行操作中心，突破传统商业银行区域化、割裂式的管理现状，以满足中大型客户的跨区域经营需求。目前，招商银行所有分行已悉数建立交易银行部，并按照前、中、后台的内部职能，分工协作，在保障客户体验不下降的情况下，顺利完成了人员、业务和流程的过渡。
ershizhongsuyewuliucheng。weiyouxiaojiejuezhongguoshibumenyinxingfensanhuaguanlidezhiyue，raokaikuatiaoxianxietongdechuantongjiejuelujing，tigaoduihexinkehuyewudechulixiaolv，qianghuaguochengfengxianguanli，fanyadianjingzaifenxingcengmiantuixingleyicaozuoweizhongxinde“jiyuehua”yunyingzuzhi，jiangjiaoyiyinxingxiagebankuaiyewudeluodishishihecaozuo，jinxingjizhongchuli，tongguo“duandaoduan”deliuchengyouhua，tishengkehutiyan，youxiaoshifangqianduanduikefanyadianjingdenengli;tongshineiqianfengxianjingli，guanlijiaoyiyinxingyewudequanguochengfengxian，xingchengfengxiandequanbihuanguanli。
sanshizhongsujingyingmoshi。genjuguojishangdechenggongjingyan，jiaoyiyinxingyaoshixianzhenduiqiyekehuzaijiaoyiguochengzhongdegexinghuajinrongfanyadianjingxuqiu，xuanzechanpinzuhehetigongyitihuajiejuefangan，jiubixuyouxuzhenghehejiaochayingyongneibupangdadechanpintixi，conggenbenshanggaibianchuantongyinxingduigongyewusuipianhuafanyadianjingdezhuangtai。duici，zhaoshangyinxingjiaoyiyinxingjiejianlehulianwangsiwei，jiaqiangqiyekehuyi“zhanghu”rukoudejingyingsilu，youjironghechanpin、zhenghefanyadianjing，tigongquanmianjiejuefanganweitediandezonghexingfanyadianjingfangan。
sishizhongsufanyadianjingmoshi。jiaoyiyinxingchenglidechuzhong，shiyaoshenghuakequnguanxi，jianxing“yikehuweizhongxin”dejiazhichuangzaolinian。yinci，yiqiegaigedeluojiaodianbixujizhongzaikequnfanyadianjingmoshishang。jiaoyiyinxingkequnfugaifanweijiguang，zhaoshangyinxingtongguofencengguanlishixianlezhengtikequntiyanjiazhizuidahua;tongshi，qianghuazongxingduiyixiandefanyadianjingnengli，yi“mingdanzhiyingxiao”deguanlifangshizhijietuidongzongxingchanpinjinglixiadiganhuo，zhipuyixian，bingzhuzhongzhuanyehuaduiwudefanyadianjing，congyuanbende“danxiangpeiyang、liushuizuoye”xiang“shuangxiangyueshu、zhuzhongshixiao”zhuanbian。
C: 许多国内银行认为，发展交易银行的难点在于如何建立适合的经营模式。对此，招商银行有什么好的实践经验与同业分享?
Z: 合适的经营模式确实是交易银行业务发展的必要条件。招商银行在这方面也做了深入的探索。在这一年中，通过产品融合创新的“化学反应”，招商银行交易银行已成功推出了市场认可度极高的领先拳头产品。
shouxianfanyadianjingrenwei，zai“hulianwang+”delangchaozhong，“yichandairong”degongyinglianjinrongmoshidailailechanyehulianwangjinrongdefazhanqiji。zhaoshangyinxingyizhiyi“xiaoqiyeejia”weizaiti，jiasugoujianyizhaoxingweihexindechanyehulianwangjinrongshengtaiquan。rujinnian，fanyadianjingtuichulechanyehulianwangjinrongyizhanshijiejuefangan“e+zhanghu”，zhizaiweimeiyigechanyeliandingzhijizhanghutixi、shoufujiaoyi、gongyinglianrongzi、touzizengzhiweiyitidezonghehuajiaoyiyinxingfanyadianjingfangan，bingyicishunlidatongleyinxingzaichanyegongyingliandezhifujiaoyihetouzi、rongzihezengzhidengjinrongchangjingdeqierulujing。
zaidajiaoyiyinxingtixigoujiaxia，fanyadianjingjinyibutichulegongyinglianjinrongyewufazhande “shuanghezhanlve”，jiquanlidazao“fangongyinglian”fanyadianjingmoshi，tongguoquanmianfugai“jiesuan+rongzi”zhengzuo“hexinkehudehexinyinxing”。“shuanghezhanlve”yizaitongguotigongzhihuigongyinglianjinrongfanyadianjing，bangzhuhexinqiyejipingtaixingqiyewendingheqianghuashangxiayouguanxi，tishengkehujiyugongyinglianyunyingdehexinjingzhengyoushi，zengqianghexinkehuduifanyadianjingxinggongsijinrongfanyadianjingdezhongchengdujiyilaidu。weici，fanyadianjingzhongdiandazaolezhihuipiaojuchi、gongyinglianxinxingrongzi、fukuandaili、pingtaigongyingliandenglingxiantongyedequantouchanpin。
yipiaojuchiweili，fanyadianjingxingliyong“hulianwang+”dailaidexinqiji，zhongdianqierujiejuepiaojufanyadianjingzhangqimianlinde“liangxiaoyiduan”deguanlinanti。fanyadianjingjiezhuhulianwangjinrongpingtai，tuichulebadaxingye“hulianwang+”piaojuchitesejiejuefangan，bangzhuqiyequanmianpanhuogeleipiaojuzichan，shixianpiaojuchigongnengdedongtaihua、zhinenghua。muqianfanyadianjingxingyiwei500yujiaqiyepifupiaojuchizhuanxiangshouxinedujinqianyiyuan，fugaishiwudazhongdianxingye。fanyadianjingxingweialibabadingzhidezhihuigongyinglianjinrongjiejuefanganyeyijuduode《the asian banker》(《yazhouyinxingjia》)“yataiquzuijiagongyinglianjinrong”dajiang。zheichongfenbiaoming，“zhihuigongyinglianjinrong”zonghejiejuefangandechuangxin，zaitishengkehujiazhiheshichangtuiguangjiazhidengfangmian，yijinghuodeguojibiaozhundechongfenkending。
qici，zaixianjinguanlihekuajingjinrongliangdachuantongzhaoshangyinxingyoushiyewubankuaidekuajieronghezhong，zhongdiandazaogcmquanqiuxianjinguanlifangan，bingliyongkuajingbenwaibishuangxiangxianjinchi，quanmianzhengheqiyekehuzijinlian;tongshi，haichuangzaoxingdiliyongfuzadexianjinchichanpintexing，kaituoxinxingkuajingtourongzideyewuyinglimoshi，youxiaotuokuanlekuajingkequndejinrongfanyadianjingfanwei。muqianfanyadianjingxingyichenggongyingxiaoshubaigekuajingxianjinchizhongdianxiangmu，huowaihuijujirenxingchenggongshenpidekuajingxianjinchixiangmushujinciyugongxingyuzhongxing。ciwai，fanyadianjingxinghaizaiyiyoude“kuajingsantong”chanpintixizhong，qiangzhuazhengcejiyu，yuhaiwaifenxingliandong，chuangxinshishileshoubigfsquanqiurongzifangan;jieliswiftqudao，chuangxinlequanqiushoudanbpoxiangxiajiaoyixiangmu;tongshi，chixutuijinhaiwaipingtaitoushangxingyitihuafazhan，zhuliweipinhui、xiaomi、wanmeishijie、guangdazhengquan、jurenwangluodengjin200jiakehushishihaiwaizibenxiangmu。
泛亚电竞 disan，zaicbs、chuangxinxingzhifujiesuan、maoyijinrongdenglingyu，zhaoshangyinxingzeweirao“weikehuchuangzaojiazhi”desilu，chuangxintuichulecbstourongtong、zhinengcunkuan、neiwaimaoxinyongchuanshudenghexinchanpin，shizhichengweiwendingkehu、huoqudichengbenzijindeliqi。yiyidongzhipiaoweili，gaichanpinshixingyeshouchuangdegongsijinrongo2obihuanzhifuchanpin，zhipiaodekaipiao、zhifu、zhuanrangdengquanchengzaixianwancheng，shixianlehulianwanghua。gaichanpintuichubudaobannianshijian，yonghuliangjiutupole16wanhu。
C: 您谈到交易银行一切改革的落脚点必须集中在客群泛亚电竞模式上。那么目前招商银行在客群泛亚电竞模式上有哪些创新，取得了什么效果?
Z: 客群泛亚电竞模式的创新既要扎根于客户的实际需求，也要立足于泛亚电竞对业务发展趋势的把握。针对核心重点客群及所衍生出来的定制化金融泛亚电竞需求，泛亚电竞运用“名单制营销”等目标驱动管理手段，加强条线内总分行协作，并在客户营销及泛亚电竞的全过程中配置产品专家，提高前端的专业化程度;同时，实施系统性条线管理和考核体制，并以“客户聚焦、产品聚焦”为原则，设计并落地了营销考核方案，以保障管理工具切实有效。年初，泛亚电竞通过大数据分析，锁定各业务领域的大型客户的复杂金融泛亚电竞项目千余项。通过该管理方式，已成功突破并上线1200余个大型重点项目，名单制成功营销率过八成，有力地支撑了招商银行对大型企业客户及机构客户的全方位泛亚电竞能力的提升。
mianduidapiliangdejichukequn，yunyuyiniandezhaoshangyinxingjiaoyiyinxingtongyifanyadianjingpingtaijijiangdengchang，jiangfugaibingbaozhangjichukequnfanyadianjingdezidongxing、anquanxing、xiaolvxing。gaixitongpingtaicaiyongzuixianjindeitjishuhekaifangshidehulianwangmoshi，quanmianzhenghelejingnei/wai、xianshang/xia、ben/waibi、nei/waimao、li/zaiandejiaoyiyinxingchanpintixi，gaibianleyuanyouqiyekehuduanxitonggelie、qiyeyonghuzhanghugelie、yonghujichushujulaiyuanfensandexianzhuang。zaicijichushang，yitongyizhanghuguanlirushou，wanshanqudaojiaohujizhi，xingchengkehutongyishitu，dazaoquanxindeyinqihudongjinrongpingtai。
lingwai，zaijichukequntishengfangmian，zhaoxingtongguojujiaojiesuanyewu“hulianwanghua、yidonghua、yuanchenghua”defazhanqushi，yihulianwangluojichuangxin“c+jiesuantaocan”、“gongsiyikatong”、“kehujifenfanyadianjingxitong”dengteseyewu，jinyibuhangshijichukequn;tongshi，chuangxin“yuanqitongxin”、“yidongzhipiao”dengteseyewu，pilianghuoquxingwaixinkehu。yi“yuanqitongxin”weili。gaichanpinyiqiyeyuyuangonghudongcanyudexingshi，tongguohulianwangtourongzipingtaishenduqianruweixiyuanqiguanxideyingyongchangjing，shixianhulianwangpilianghuoke。jiezhimuqian，quanxingweijin10wanjiaqiyekaitongle“yuanqitongxin”，xiyinleshubaiwanqiyeyuangongjiaru，huokerenshuchengbaofashizengzhang。
C: 中国经济继续经历着三期叠加的震荡，利率市场化不断深化、金融脱媒持续加剧，国内商业银行面临着前所未有的因经营环境变化而带来的严峻挑战。您认为交易银行应如何稳健前行?
Z: 所谓危机，有危必有机。商业银行在转型的过程中必然存在着结构性机会。“一带一路”国家战略的出台、“互联网+”带动产业互联网金融的起步腾飞、企业“走出去”开启外贸升级新时代，都赋予了商业银行在交易银行领域更大的发展空间和业务机会。
泛亚电竞 lirujinnianguojiachutai“yidaiyilu”guojiazhanlvehou，zhaoxingjiaoyiyinxingbianjiangqizuoweiyigezhongyaojiyu，tongguozhuanxiangkaohe、zhuanxiangyingxiaodexiangmuzhiguanlimoshi，weiraoliangdazhongdianlingyu、sidazhongdianxingyehesidazhongdiandiqu，shenruwajuekuajingjinrongxinxingzengzhangdian。muqianyichutaijiaotongjijian、dianli、shiyoutianranqidengxingyezonghejiejuefangan，quanxingchubei“yidaiyilu”zhuanxiangxiangmubaiyuge，hangai20duogexingye，sheji26geguojia/diqu。
泛亚电竞 zairu“shierwu”yilai，daliangyouxiudebentuqiyetongguo“zouchuqu”tuozhanquanqiuziyuanbuju。zhaoxingjiaoyiyinxingbawoqiyekuajingzibenliudongshichangjiyu，jiasushengjikuajingjinrongyewumoshi，tongguolinghuozuhejiegouhua“shangxing+touxing”chanpin，yituokuajingjinrongliandongpingtaijiguojihezuotouziyinxingpingtai，weiqiye“zouchuqu”tigongyilanzikuajingjinrongfanyadianjingfangan。
泛亚电竞 zhaoshangyinxingzaijiaoyiyinxingdetansuoguochengzhonghaiyougengzhangyuanmouhua。genjutianhuiyuxingzhangdesilu，jiaoyiyinxingchengzaizhezuoweizhaoshangyinxingqingxingzhuanxing“jiandaolian”delishishiming。lingyifangmian，zai“hulianwang+”defengkouxia，xinxichengweihulianwangjinrongyetaimoshixiaqiangzhanchenggonggaodideguanjianyaosu。mianduihulianwangqiyedekuajiejingzheng，zhaoshangyinxingjiangchanyehulianwangjinrongdefanyadianjing，bujuzailejiaoyiyinxingzhizhong。weileshixianlishishiming，jiaoyiyinxingjiangyijianshidehexinyewuweijichu，bingyicijuhequanxingchanpin，guantongchanpintixideyingyong。
zaiguojidaxingdejingyanjileijichushang，zhaoshangyinxingkaichuangxingdijiejianhulianwangjinrongsiwei，zaiqianqiyewuzhengheheronghedejichushang，anzhao“pingtaizhanlve+jinronghexin+dashuju”dehulianwangchuangxinlujing，qianghuaqiyekehuyi“zhanghu”weirukoudejingyingsilu，jiangxianjinguanli、gongyinglianjinrongchanpinjifanyadianjingxitongdezhenghehekuozhan，xitongxingdiqianrudaoqiyekehudejiaoyixingweidangzhong。zaicijichushang，fanyadianjingxinghaijianganzhaoqiyekehushijideshangmaoguanxi、jiaoyimoshi，zhubudajianxushijiehedechanyejinrongpingtai，bingyijupingtaidexinxichufajizhilaizhinengfabujiaoyiyewuxuqiu，shijiaoyiyinxingyewuzaihulianwangjinrongshidaigengjia“zhinenghua、gexinghua、shishihua”，tansuojianliyishangyeyinxingweihexindejiaoyixingchanyehulianwangjinrongshengtaiquan。
