財富管理是金融服務行業最具盈利能力的領域之一,國內外的金融機構都在積極計劃和執行該領域的成長戰略,財富管理是嚴謹、為大家創造財富的事業。財富管理事業之營運模式成功在於建立一個嚴謹的服務流程,一個系統化的諮詢流程,一套有組織、依客戶需求與偏好量身打造的系統化諮詢方式,以多種相關的分析與研究工具支持。 本研究以目前最熱門之財富管理業務為例,實例方面以T銀行轉型財富管理銀行為例子,深入研究其財富管理事業營運模之建立,由: 一、 組織分工架構重整:專業分工的團隊建置,由前台的理財專員到中台的商品包裝行銷與輔導銷售之部門,以及後台之風控及作業部門。 二、 建立系統化的諮詢流程:建構標準化之服務與銷售流程,金融商品開發及導入流程。 三、 建立以客戶需求為導向的績效評估與管理:平衡計分卡的導入 四、 制定因應未來市場的策略與制度。 最後並依據本研究所得之相關結果提出相關建議與財富管理未來之發展方向,以期提供予財富管理業者有關之管理、流程、策略之擬定參考。
Wealth management is one of the most profitable sectors in the financial service industry. The domestic and foreign financial institutions in Taiwan are all aggressively planning and executing growth strategy in this sector. Wealth management is a rigorous career creating wealth for the public. I deeply feel that the successful operation pattern for wealth management is to build a rigorous service process, an organized, tailor-made systematic consulting process supported by various analysis and research tools. This paper focuses on wealth management operation. The transformation process of Bank T moving towards a wealth management specialized bank is used in the empirical study. With: 1. The creation of operational model: Professional team structure. From the personal bankers of the front line to the departments of product packaging and investment consultant of the middle office, and the back office: operation and risk management control departments. 2. The building of systematic consulting process: creating standardized service and sales process, introduce and developing financial instruments. 3. The development of customer-oriented performance evaluation and management: the adoption of balance score cards. 4. Formulate market and organization strategies which cope with future developments. Suggestions and future developments concerning wealth management are proposed based on the result of the empirical study in the last part of the paper, to provide references for wealth management industry.