Five strategies to support the development of small and medium-sized enterprises China CITIC Bank has carried out the activity of "Entering 10,000 Enterprises - 100 Days of Partners".

The recent Central Financial Work Conference called for "more financial resources to be used to promote the development of micro, small and medium-sized enterprises". In order to fully implement the central government's decision-making and deployment, China CITIC Bank actively practices the political and people's nature of financial work, conscientiously implements the requirements of activities such as "Going to Ten Thousand Enterprises, Improving Confidence and Excellent Services" and "One Chain, One Policy, One Batch" Financing Promotion, organizes and carries out the activity of "Entering Ten Thousand Enterprises - 100 Days of Partners", and strives to do a good job in "building mechanisms, building channels, grasping landing, providing excellent services, and publicizing them", and actively connects and accurately supports the development of small and medium-sized enterprises, and achieves positive results.

Build a mechanism to stimulate the motivation of the grassroots

China CITIC Bank has established and improved a professional organization and promotion system, built consensus, exerted joint efforts, and coordinated and promoted all branches to carry out the "Entering 10,000 Enterprises - Partners in 100 Days" activity.

The first is to establish an overall planning and coordination mechanism. The head office and branch will take the activity of "Entering 10,000 Enterprises - 100 Days of Partners" as one of the most important theme marketing activities of the year, organize and hold special kick-off meetings, set up special work classes, and hold regular work meetings to make high-standard planning, high-standard deployment and high-quality promotion. The "top leader" of the branch took the lead in deployment and marketing, and the president in charge of refining the objectives and tasks, doing a good job in process supervision, and carried out more than 100 activities of "entering 10,000 enterprises" in accordance with the principle of "consistent goals, consistent directions, and consistent actions". The second is to establish a closed-loop management mechanism. Formulated the "China CITIC Bank's "Entering 10,000 Enterprises - 100 Days of Partners" Action Plan", put into operation the business opportunity management system, enriched enterprise information by mining big data inside and outside the bank, scientifically designed the list allocation and docking mechanism, and realized the online closed-loop management of enterprise list and visit business opportunities generation, allocation, tracking and feedback, laying a solid foundation for the smooth development of the activity. The third is to establish an assessment and incentive mechanism. Set up assessment indicators such as the number of enterprises visited, the number of accounts opened, and customer growth, and configure incentive policies such as special expenses, exclusive rights and interests, and evaluation to fully stimulate the enthusiasm of the grassroots.

Build channels to improve docking efficiency

In line with the development trend of interconnection, China CITIC Bank has built a mutually beneficial and win-win cooperation platform and channel, visited high-quality customers in batches, and served more than 3,000 small and medium-sized enterprise customers in just two months.

The first is to build a channel for bank-government cooperation. Actively strengthen communication, reporting and work docking with government departments such as the People's Bank of China, the Financial Supervision Bureau, the Federation of Industry and Commerce, and the Park Management Committee, jointly organize entrepreneurship competitions, innovation summits, and help private enterprises "go global" and other activities, and carry out customer visits and docking in batches. Taking the cooperation with the Federation of Industry and Commerce as an example, more than 70 activities have been jointly carried out this year. The second is to smooth the channels of cooperation between banks and enterprises. Actively strengthen cooperation with core enterprises such as supply chains, industrial chains, and equity chains, and organize bank-enterprise matchmaking meetings, product promotion meetings, joint press conferences, various industry forums, salons and other activities to strengthen interaction with small and medium-sized enterprises. For example, the "New Era, New Science and Technology, New Future" Yangtze River Delta Regional Science and Technology Enterprise Salon was held in Shanghai, and the "Road to Wealth, Building with You" Public Wealth Forum was held in Hangzhou to answer questions and customize service solutions for enterprises on the spot. The third is to build a silver-based cooperation channel. Actively strengthen cooperation with national guidance funds, local government industrial funds, well-known private equity institutions, mainstream industrial capital, etc., build a mutually beneficial and win-win ecosystem, share high-quality customer resources, and jointly provide high-quality financial services. For example, in Beijing, Jinan, Wuhan, Nanjing and other places, the "Venture Capital Small and Medium-sized Enterprises, Trustworthy and Far-reaching" Private Equity Investment Fund Ecological Partner Forum was held to effectively help the combination of innovative capital and high-quality small and medium-sized enterprises.

Grasp the ground and do a good job in customer service

China CITIC Bank concentrates human, material and other resources, relies on various cooperation channels, and combines the characteristics of different customer groups to formulate differentiated service plans, and do a good job in active visits and marketing implementation.

The first is to expand the chain customer base. Combined with the requirements of the "one chain, one policy and one batch" activity, we will carry out in-depth marketing activities such as "stable chain expansion" and "letter ticket selection", issue marketing opportunities in batches, refine and summarize advanced experience, and organize the whole jurisdiction to carry out batch visits and chain marketing along the upstream and downstream of the chain. As of the end of October, nearly 3,000 enterprises have opened accounts within the list. The second is to expand the customer base of science and technology. Focus on specialized, special and new "little giants" and other science and technology enterprises, formulate a service full coverage work plan and comprehensive product service manual, and provide high-quality comprehensive services for science and technology enterprises. As of the end of October, more than 6,000 specialized and new "little giant" enterprises had opened accounts with China CITIC Bank, with a coverage rate of more than 50%. The third is to expand the customer base of the capital market. Adhere to the principle of "hierarchical and classified promotion", strengthen training and publicity, do a good job of summary and analysis, strengthen resource support, organize activities such as "excellent case speech competition", and guide branches to do a good job in serving capital customers such as listed companies to be listed. As of the end of October, more than 70% of listed companies have opened accounts with China CITIC Bank, and more than 50% of companies to be listed have opened accounts. Fourth, expand cross-border customer groups. Organize and carry out competitions such as "cross-border sailing", formulate marketing guidelines for small and medium-sized cross-border customer groups, refine marketing measures by scenario, type and channel, form comprehensive product solutions, actively participate in various economic and trade exhibitions such as the Beijing Trade in Services Fair, Shanghai International Import Expo and Canton Fair, sort out customer lists and carry out list-based marketing. For example, the Canton Fair alone has led to an increase of more than 20% in the number of international business customers of the Guangzhou branch.

Excellent service to enhance customer experience

Based on the characteristics of the production and operation and financial needs of SMEs throughout their life cycle, China CITIC Bank provides targeted products and enhanced services, strives to solve the problems of "difficulties, pain points and blockages", comprehensively improves capabilities and levels, and continuously improves the service satisfaction of SMEs.

The first is to provide exclusive products. In response to the differentiated needs of SMEs in different industries and at different stages of growth, China CITIC Bank will give full play to its advantages in supply chain, science and innovation, cross-border, inclusive finance and rural revitalization, and continue to improve the product and service system for SMEs. For example, in terms of account opening, we provide exclusive account services for small and medium-sized enterprises, develop an online account service reservation system, continue to streamline acceptance materials, provide parallel review services for account opening materials, and launch the "Lianghaotong" service to facilitate customers to choose their favorite accounts by themselves. In terms of financing, it provides dozens of financing products covering mortgages, guarantees, credits, etc., such as "Park Quick Loan, Government Procurement Quick Loan, and Credit e-Finance", and supports the functions of borrowing and repaying and renewing loans without principal repayment, effectively meeting the capital turnover needs of enterprises. The second is to strengthen comprehensive services. Relying on the Group's advantages of "full financial license and wide industrial coverage", the Group has established the "CITIC United Fleet", adhering to the collaborative service concept of "one CITIC, one customer", and providing one-stop all-round, customized and multi-scenario comprehensive services for small and medium-sized enterprises. Taking the specialized, special and new "little giant" enterprise services as an example, China CITIC Bank integrates and provides 5 categories and 36 sub-categories of comprehensive service products to fully meet the needs of the "little giant" enterprises.

Spread the word and expand the coverage

Actively increase internal and external publicity efforts, and actively publicize key information such as "entering 10,000 enterprises" activity policies and products and services, so that more small and medium-sized enterprises can understand, participate in and benefit from the activities.

The first is to strengthen the promotion in the industry. Set up a publicity column of "Entering 10,000 Enterprises - 100 Days of Partners" on the intranet, enterprise WeChat and other channels to introduce the typical practices, work highlights and excellent experience of the branches, and guide the branches to carry out in-depth visits and docking activities of the enterprises in the list. The second is to strengthen publicity outside the industry. Strengthen the publicity and promotion of business channels, relying on the outlets LED, poster machines, advertising machines, publicity display racks, online banking, mobile banking, official websites, WeChat public accounts and other business channels to put posters, folding, short videos and other promotional materials; strengthen the publicity and promotion of mainstream media, actively carry out publicity reports and advertising, and improve the awareness and recognition of small and medium-sized enterprises on the "into 10,000 enterprises" activity policy and financial products and services.

In the next stage, China CITIC Bank will continue to adhere to the guidance of Xi Jinping Thought on Socialism with Chinese Characteristics for a New Era, deeply implement the spirit of the Central Financial Work Conference, conscientiously implement regulatory requirements, actively practice the political and people's nature of financial work, continuously improve professionalism, continue to make financial services for SMEs detailed, deep-rooted and practical, and make greater contributions to better supporting the development of SMEs and improving the quality and efficiency of services for the real economy.