1、108319 _MacrosMay 11, 2005Establish World-Class Trade Finance Operating Model and CapabilitiesBOC International Settlement A.T. Kearney proprietary insight and analysisImplications 1.Opportunity to be dominant in the small and medium enterprise segment2.To aggressively expand TF business, Bank needs
2、 to develop focused targeting programs3.Need to match foreign banks standard in leveraging credit analysis capability to generate qualified sales4.Can take advantage of large customer database for better credit analysis5.Bank needs to develop optimal model to balance efficiency and customer services
3、6.Bank should consider developing electronic channel capabilities9108319 _Macros2. Trade Finance Organization Structure with R&RsIssues to address this section: Issues to address regarding TF organization structure design: What are global trends? What is the TF model likely to be suitable for BoC? I
4、ssues to address regarding TF processing center design: What is the organization structure of TF processing center? What is relationship between TF processing center, HQ and branches? What are R&Rs of organization units within processing center?Therefore, we provide the following materials for discu
5、ssion: Examples of TF organization models of global banks Client example of TF organization Client example of TF processing centers with descriptions on roles and responsibilities 10108319 _MacrosThere are 3 basic organization models, depending on size, global nature of bank and emphasis on trade fi
6、nanceLending-Focused Banks with Distributed ApproachTF-Focused Banks With Semi-Integrated Trade Finance ApproachInternational Banks Driving Trade Finance As A Standalone BusinessRMs responsible for selling and servicing trade financeBills processing integrated with other branch processingHO TF funct
7、ion primarily one of product development and part of Corporate BankingExample: Bank MandiriRMs as primary sales forceTrade Finance specialists in HO to support RMsBills processing integrated with centralized back office branch processingCustomer support mix of RMs, processing people and TF specialis
8、ts Example: Maybank, UOB, OCBC, Hong Long BankRMs as “coordinators”Trade Finance accountable for all trade finance businessTrade Finance sales specialists: Responsible for acquiring new TF clients Support RMs with current customersBills processing center under Trade Finance DepartmentClient servicing by TF service specialists, located in the field, reporting to Trade Finance DepartmentExample: ANZ Bank, ABN AMROOrganizational Structure Models
