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1、中小企业银行业务的国际趋势Global Trends in SME Banking中国天津 2007年6月20日，21日 Tianjin, China, 20th/21st June 2007托尼李斯格 国际金融公司全球金融市场部征信发展首席金融专家 Tony LythgoePrincipal Financial Specialist, IFC Global Financial Markets,国际金融公司（IFC）的全球中小企业银行业务基准调查项目 IFCs Global SME Benchmarking Project,IFC首创的针对中小企业银行业务的最佳实践基准研究 Pioneer I
2、FC initiative to benchmark best practices in SME Banking 目的明确中小企业银行业务的关键成功因素，找出业绩表现与商业模式、流程和工具之间的联系 Goal - to identify key success factors in SME Banking and highlight links between performance and business models, processes and tools 调查对象包括了五个经合组织国家和六个新兴市场国家的良好实践银行 Exercise includes good practice b
3、anks in 5 OECD and 6 emerging market (EM) countries11家调查银行的选择基于IFC对中小企业银行这一行业的了解 Panel banks were selected based on IFCs internal knowledge of the SME Banking sector in the markets involved,国际金融公司的全球中小企业银行业务基准调查项目 IFCs Global SME Benchmarking Project,目标 Objective给参与项目的银行提供了一个有价值的机会： Provide particip
4、ating banks with a valuable opportunity to: (i) 将自身实践与行业内的顶级机构进行比较 benchmark its practices against other top institutions in the industry and (ii) 为IFC履行其发展职能提供支持，帮助IFC在全球范围内提高各国对中小企业银行业务成功因素的认识，并与其它领先者一起促进中小企业银行业务在新兴市场的发展 support IFC in its development mission to raise global awareness of the succe
5、ss factors in SME Banking as well as promote SME Banking in emerging markets alongside other leading players提高IFC技术援助工作的设计水平，为IFC的客户和合作伙伴带来更大的价值 Add value to IFCs clients and partners through enhanced design of IFCs technical assistance advisory work,方法 Methodology 定性基准研究：对每一家参与项目的银行进行为期两天的银行访谈，与其讨论
6、它们面临的主要挑战、成功驱动因素和为客户提供的独特价值 Qualitative benchmarking study: carried out through 2-day bank interviews to discuss key challenges, success drivers and unique value proposition of each participant bank定量基准：定量数据来自于调研得到的信息和各银行提供的数据表 Quantitative benchmarks: gathered through surveys and data tables submit
7、ted by the banks调查问卷的设计延用了IFC中小企业业务诊断工具箱的分析框架（见接下来的幻灯片） Surveys questionnaires were designed using the framework of assessment developed in IFCs SME Diagnostic Toolkit (see next slide) 共收集了17份问卷，其中10份为针对小企业银行业务的，7份为针对中型企业银行业务的 A total of 17 surveys were submitted: 10 small business (SB) surveys and
8、7 mid-market (MM) surveys项目成果 Project Output已经形成了保密报告，仅提供给参与项目的机构 Confidential benchmarking report restricted to participating institutions only,国际金融公司的全球中小企业银行业务基准调查项目 IFCs Global SME Benchmarking Project,评估框架：基于IFC中小企业银行业务评估指南 Framework of Assessment: based on IFC SME Banking CHECK,包括五个方面的全面分析框架：市
9、场细分和商业模式产品销售和分销渠道信贷风险管理信息技术和管理信息系统,评估产品:诊断报告摘要银行的财务表现差距分析基准和评级改善建议技术援助建议书,State-of-the-art (SOTA) Bank,研究对象银行,对比群体,卓越银行,Framework of Assessment: based on IFC SME Banking CHECK,A comprehensive analytical framework, with 5 areas: Segmentation & Business ModelsProductsSales & Delivery ChannelsCredit Ri
10、sk ManagementIT & MIS,Deliverables:Diagnostic ReportExecutive SummaryBanks Financial PerformanceGap AnalysisBenchmarking and RatingRecommendations for ImprovementTechnical Assistance Proposal,主要发现 Key Findings,中小企业银行业务是一个机会，尽管挑战不少，但这是一项盈利十分高的业务 SME Banking is an opportunity and despite its challenge
11、s, it can be very profitable即使是在经合组织国家，那里的银行也还处于学习和改善其中小企业银行商业模式的阶段 Even in OECD countries, banks are still learning and refining their business models 许多参与项目调查的银行都已开展了多年的中小企业银行业务，但他们现在仍然在不断地改善其商业模式，以提高利润率和或拓展业务范围 Most of the participating banks have been in SME Banking years but they are constantly
12、 revisiting their business model to improve profitability and/or outreach现有商业模式的创建时间大都少于两年 Current business models tend to be less than 2-year old有11个商业模式仍处于起始阶段 11 models are still in an early phase在总共17个模式中，只有6个基本处于定形阶段 Only 6 models out of 17 in total are in a relatively definitive shape这6个较成熟的模式
13、中，有5个仍在进一步改进中 Of these 6 developed models, 5 models are still being improved,主要发现 Key Findings,实例：一家银行最近与另一家银行合并，以便将其商业模式拓展到更多的分行中去；一家银行目前正在进行信贷流程再造和新产品开发；一家银行目前刚推出一种针对小客户的新产品 Examples: One bank recently merged with another bank to find a way to expand its model to a greater number of branches; anot
14、her bank is currently working on reengineering its credit process and new product development while another is currently launching a new product to reach smaller clients,项目参与银行将中小企业业务提升到战略高度 Participant Banks View SMEs as Strategic,仍然未被开发 Still underserved“我们将中小企业视为需要进行业务渗透的关键领域，因为它还是一片未被开发的处女地” “We
15、 looked into SMEs as a critical area to penetrate given the un-tapped opportunity”将其与经济的其它部分结合起来 Integrated with the rest of the economy“我们大多数的私人银行业务客户都是中小企业业主” “The bulk of our Private Banking clients are SME owners”多样化 Diversified“银行需要实现贷款组合的多样化，使收入来源形成从小到大的层次，而不仅仅通过并购来扩张” “The Bank needed to dive
16、rsify its portfolio, granularize its revenue streams and not just engage in M&A”,银行总收入增长,来自中小企业业务的收入增长,中小企业业务收入增长与银行总业务收入增长的比较,中型企业市场,小企业业务, 中小企业银行业务是有利可图的 and SME Banking is Profitable,“处于资金饥饿状态的中小企业是银行业的最后一块蛋糕” “The cash-hungry SME market has become the banking sectors latest sweet spot”“一个金额为5万美元的无担保透支（典型的中小企业贷款）为银行带来的收入要比一个金额为30万美元的住房贷款更多” “A $50,000 unsecured O/D, the typical SME loan, often generates more revenue than a $300,000 home loan”“中小企业在数量上仅占整个贷款组合的10，但却为银行贡献了50的收入” “SMEs represent 10% of our portfolio in numbers, but they generate 50% of our banking income”,
