摘要
近年，中国经济的蓬勃发展直接促进了个人财富的快速增长以及富豪阶层数量的
攀升，为私人银行业务发展打下了基础，传统零售银行单一的产品体系与服务模式已
跟不上高净值客户多元化的需求。因此专门面向高净值客户的私人银行业务孕育而
生，其多样化的产品供应体系与个性化的增值定制服务正日益受到越来越多的高净值
客户的关注与认可。近年，XY 银行也开始了私人银行业务积极探索之路，从2011年开
设私人银行部门以来，在努力发挥高价值客户资源丰富的优势以外，同时也面临着同
业竞争激烈、业务发展缺乏实践经验的挑战，总体而言 XY 银行私人银行业务仍处于发
展的起步阶段，离成熟的私人银行业务还有一定距离

本文从介绍私人银行业务概况、组织架构模式与服务模式及波特五力模型的相关
理论为出发点，为后文的逻辑分析提供理论支持以及方向指引；主体部分首先综述了
XY 银行私人银行业务发展的概况，并分别从组织模式、服务模式、产品供应、增值服
务、境外业务、IT 系统多角度对 XY 银行私人银行业务的发展现状及存在的问题进行阐
述与分析；然后分别运用波特五力模型、统计分析法对 XY 银行私人银行业务发展所面
临的行业竞争环境及目标客户的基本特征及多元化需求进行研究，为后续发展策略的
提出做好铺垫；接着本文借鉴了部分国内外先进私人银行业务发展的成功经验，并从
组织模式、服务模式、产品供应、增值服务、境外业务、IT 系统这几个方面总结出对
XY 银行发展私人银行业务的启示，最后本文根据 XY 银行自身发展特点、所处行业环境
及客户需求，同时比照国内外先进私人银行发展经验，得到有助于 XY 银行私人银行业
务发展的策略

关键词：私人银行,XY 银行,发展策略II
XY Bank Private Banking Business Development Strategy Research
Abstract
In recent years, the rapid development of China&39;s economy has directly contributed to the
rapid accumulation of personal wealth. Growing of high net worth client base lays the foundation
for the development of the private banking business; at the same time, the traditional retail banking
system with single product and service could not meet the need of all kinds of high net worth
clients. Therefore private banking emerges for high net worth clients, as its diverse product supply
system with personalized value-added custom services has increasingly gained more attention and
recognition of high net worth clients. For the past few years, XY bank has also actively begun to
explore the way of developing private banking. Since the establishment of the private banking
department in 2011, the department has kept trying to take the advantages of high value customers
to make contribution for the development of private banking; however, there are still challenges for
the development, including intensely horizontal competition and lack of practical experience. In
general, XY private banking business is still in the growth stage of development, with a long way
to maturity stage.
This paper gives a brief introduction of private banking business, organizational structure and
service mode. Based on Michael Porter&39;s Five Forces Model, this paper discusses in a logical way.
In the first part of the paper, it gives a summary of the development of the XY private banking
business, from the organization mode, service mode, product supply, value-added services,
overseas business and IT system in different angles respectively, analyzing the development status
and existed problems of XY bank private banking business; In the second part, by using Michael
Porter&39;s Five Forces Model and statistical analysis method, this paper makes a discussion on the
competitive environment and objective of XY private banking business development, with a
research on the basic characteristics and diversified demand of target customers, which lays the
foundation proposing future development strategy; Then by drawing on the successful experience
of advanced private banking business development home and abroad, this paper sums up
enlightenments for the XY private banking business development, from the perspectives of
organization mode, service mode, product supply, value-added services, overseas business and IT
systems. In the end, according to development characteristics, industry environment and customer
requirements of XY bank, this paper proposes a helpful development strategy for the XY private
banking business, with the reference of successful experience home and abroad.
Key Words：private banking, XY bank, development strategyIII
目录
引言...1
1绪论...2
1.1选题的背景...2
1.2选题的意义...2
1.3国内外研究综述.......3
1.3.1国外相关研究3
1.3.2国内相关研究4
1.4研究主要内容、方法和思路..........6
1.4.1研究内容和思路........6
1.4.2研究方法.........7
1.5论文可能的创新点...7
2私人银行业务发展相关理论基础.8
2.1私人银行业务概述...8
2.2私人银行的组织架构模式..9
2.2.1事业部制模式9
2.2.2地域管理模式..........10
2.3私人银行业务的服务模式10
2.3.1顾问咨询模式..........10
2.3.2经纪商模式...11
2.3.3投资银行模式..........11
2.3.4全能型模式...12
2.4波特五力模型.........12
3 XY 银行私人银行业务发展现状及存在的问题.13
3.1 XY 银行私人银行业务发展概述...13
3.2 XY 银行私人银行业务发展现状及问题..14
3.2.1组织模式.......14IV
3.2.2服务模式.......15
3.2.3产品供应.......16
3.2.4增值服务...
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