[ 从贷中监控和贷后管理的角度看，一笔500万元的小微贷款和一笔2亿元的大企业贷款相比，除了金额不同，几乎所有的管理程序和消耗的人力、精力都是类似的。要想长期发展中小企业金融，研究如何控制成本、将零散业务批发做或标准化推广是必须攻克的一道难题 ]

[from the credit control and credit management point of view after,A sum of 5 million yuan of small micro loans and a sum of 200 million yuan of big enterprise compared loans,In addition to the amount of different,Almost all of the management process and the amount of human/Energy is similar.Want to long-term development of the small and medium-sized enterprise financial,Research on how to control cost/Will be scattered business wholesale do or standardized promotion is must conquer a difficult problem]

　　随着中国经济的持续发展和转型升级，中小企业在国民经济中扮演的角色越来越重要。多年来热衷于围绕大客户展开竞争的国内银行，在政策扶持倾斜和新兴领域挖潜的双重驱动下，现已纷纷大力拓展中小企业金融。

Along with China's economic sustainable development and the transformation and upgrading,Small and medium-sized enterprises in the national economy, the role of more and more important.In the years around the big customer compete domestic bank,In the policy support tilt and emerging field of driven by double tap,Now have vigorously develop small and medium-sized enterprise financial.

　　而中小企业的金融需求及自身特性与大企业相比具有明显的差异，要做好中小企业金融服务，光靠一腔热情，沿袭传统营运模式，是难以实现可持续发展的。商业银行必须准确把握该业务发展的重点难点，走专业化的战略规划、风险防范、成本管理、产品设计之路，唯此，才能真正与中小企业互利共赢、持续发展。

Small and medium-sized enterprise financial demand and their own characteristics and large enterprises have obvious difference compared,To do small and medium-sized enterprise financial services,Light on one cavity warm,Follow the traditional business model,Is difficult to realize the sustainable development.Commercial Banks must accurately grasp the business development of the key difficulty,Specialization strategy planning/Risk prevention/Cost management/Product design road,Only the,Can we truly and small and medium-sized enterprise mutual benefit and win-win results/Sustainable development.

　　中小企业金融之瓶颈 Small and medium-sized enterprise financial the bottleneck

　　在各家银行怀着满腔热情试水中小企业金融之后，却也感到其中“荆棘遍布”，远非看上去那么美好，中小企业金融发展之难，依然有待政府相关部门以及各金融机构去不断探索解决。

In the Banks with enthusiastic try water after small business financial,But also feel among them"Thorns all over",Far from looks so beautiful,Small and medium-sized enterprise financial development difficult,Still remains to be relevant government departments and the financial institutions to continuously explore solve.

　　一是风险防范难。过去多年来中国经济发展迅猛，GDP增速每年都在10%以上，经营一个企业相对较容易获得高额回报。近年来国内外经济形势复杂多变，中小企业受到的冲击非常大，特别是长三角、珠三角部分区域，中小企业资金链紧张的问题骤然凸显。加之中小企业自身特性往往导致其经营信息透明度较低、财务报表不规范、担保缺失、抵押不足，银行甄别客户的难度较大。据统计，截至2011年末，全国小企业贷款不良率2.02%，其中单户授信500万元以下的小企业贷款不良率5.14%，远高于商业银行整体约1%的不良贷款率。因此，做中小企业金融，如果风险防范失当，往往会导致“未入蓝海、已陷泥沼”。

One is to risk prevention difficult.Over the past years to China's rapid economic growth,GDP growth by 10% a year,A business is relatively easy to get high return.The economic situation at home and abroad in recent years complicated,The impact of the small and medium-sized enterprise is very big,Especially the long triangle/The pearl river delta area,Small and medium-sized enterprise capital chain tension problems highlighted abruptly.Together with small and medium-sized enterprise own characteristic often leads to its business information transparency is low/Financial statements is not standard/Guarantee lack/Mortgage shortage,Bank screening customer difficult.According to the statistics,By the end of 2011,The small business loan defect rate 2.02%,Which one family credit 5 million yuan of the following small business loan defect rate 5.14%,Far higher than Banks as a whole about 1% of the bad loans.therefore,Do small and medium-sized enterprise financial,If the risk prevention misconduct,Often leads to"Not into the blue ocean/Already in mud".

　　二是成本控制难。面对中小企业信贷户数多、金额小、期限短等特点，银行经营中小企业业务的成本压力较大。给中小企业发放贷款，需要在贷前进行大量的一线调研工作，对客户经理的专业素质、尽责程度要求都很高。特别是部分小企业依托担保公司向银行融资，而担保公司本身的资质也需考证，在华鼎、创富担保公司骗贷暴露之后，银行与担保公司的合作更加审慎。从贷中监控和贷后管理的角度看，一笔500万元的小微贷款和一笔2亿元的大企业贷款相比，除了金额不同，几乎所有的管理程序和消耗的人力、精力都是类似的。要想长期发展中小企业金融，研究如何控制成本、将零散业务批发做或标准化推广是必须攻克的一道难题。

The second is cost control difficult.In the face of the small and medium-sized enterprise credit number more/Small amount/Short term etc,The bank management of small and medium-sized enterprise business cost pressure great.Loans to small and medium-sized enterprises,Need in the credit before a lot of a line research work,To the customer manager's professional quality/Conscientiousness degree requirements are very high.In particular, a number of small businesses rely on guarantee company to bank financing,And guarantee the company itself also needs the qualifications of textual research,In China, the tripod with two handles/Adhering to guarantee company cheat credit exposure,Banks and guarantee companies cooperation more prudent.From the credit monitoring and credit management point of view after,A sum of 5 million yuan of small micro loans and a sum of 200 million yuan of big enterprise compared loans,In addition to the amount of different,Almost all of the management process and the amount of human/Energy is similar.Want to long-term development of the small and medium-sized enterprise financial,Research on how to control cost/Will be scattered business wholesale do or standardized promotion is must conquer a difficult problem.

　　三是资源配置难。从现状来看，中小企业的金融需求往往较为单一，贷款多、存款少，资金需求急，难以形成存款沉淀，对商业银行的资金摆布是一个重大考验！近年来，监管部门实施信贷总量调节，连续上调存款准备金率，控制银行存贷比指标等调控和监管措施，在相当程度上抑制了商业银行的可贷资金。虽然今年二季度以来货币政策有所调整，但仍没有完全缓解商业银行“钱紧”的局面，贷存比监管红线依然是悬在各家银行头上的一把刚性“利剑”。商业银行有限的资金资源如何在大企业和中小企业之间配置，如何发展长期稳定的资金来源，如何在给予中小企业资金支持的同时探索低资本消耗的新路子，如何提高资金运用的效率效益，这些问题都亟待破解。

The third is the allocation of resources difficult.According to the current situation,Small and medium-sized enterprise financial demand often is relatively single,Loans more/Deposit less,Fund demand urgent,Difficult to form deposit precipitation,To commercial Banks at the mercy of the funds is a big test!In recent years,Supervision departments in the implementation of the credit amount control,Continuous raise deposit reserve rate,Control the bank deposit-loan ratio index control and supervision measures,To some extent, the inhibition of commercial Banks loanable funds.Although this year since the second quarter monetary policy have to be adjusted,But it is still not completely relieve commercial Banks"Money tight"situation,DaiCunBi supervision red line is still hanging in the Banks head a rigid"sword".Commercial bank the limited funds how resources in the big enterprises and small and medium-sized enterprise between configuration,How to develop long-term, stable source of funds,How to give financial support of small and medium-sized enterprises at the same time explore new way of low capital consumption,How to improve the efficiency of the fund use efficiency,These questions are to be cracked.

　　中小企业金融之探索 The small and medium-sized enterprise financial exploration

　　和破解很多经营迷局一样，突破中小企业金融的瓶颈仍要靠走专业化之路。如果说大企业是参天大树，小企业就是小花小草，都需要阳光和养分，大树高大强壮、根深叶茂，能够很容易地吸收到阳光和养分，小花小草有时则没有能力去争夺养分。要做好中小企业金融服务，就要舍得划出一块专门的园地给这些小花小草成长，配置专门的园丁，给予他们专门的呵护和照顾。

And crack many fans as business bureau,Breakthrough the bottleneck of small and medium-sized enterprise financial still want to rely on specialization road.If the big enterprise is towering trees,Small business is flowers grass,All need sunshine and nutrient,The tree big and strong/GenShenYeMao,Can easily absorb the sun and nutrient,Grass floret sometimes have no ability to compete for nutrient.To do small and medium-sized enterprise financial services,Will be willing to part with or use off a piece of special field to give these flowers grass growth,Configuration of special gardener,Give them special care and take care of.

　　（一）在战略导向上，需差异定位与全面服务相结合。

(a)In strategic orientation on,Need to differential positioning and comprehensive service combination.

　　当前，各家银行出现“一窝蜂转向中小企业”的做法，这种态势固然对于集全行业之力支持中小企业发展大有裨益，但也存在战略趋同、恶性竞争的隐忧。长期以来，我国银行业在市场竞争中已经形成了比较稳定的业务格局，不同类型的银行都有自己服务的主要客群，例如大型银行主要服务大项目、大客户，发放中长期贷款和基本建设项目贷款。而中小银行包括股份制银行、城商行、农商行和农信社，则主要服务城乡中小企业，提供中小项目信贷、贸易融资和流动性贷款等。银行业改革发展的一个重要目标就是要建立起多层次的银行服务体系，各家银行确立与自身实际情况相适应的战略定位，只有错位发展、构建差异化的竞争优势，才能更高效地配置行业整体资源，更专业地服务自身目标客群，在良性竞争的基础上推动整个中国银行(601988,股吧)业不断向前。

The current,Banks appear"Like a swarm of bees to small and medium-sized enterprise"practice,This situation is to set all the power of the industry to support small and medium-sized enterprise development greatly,But there are also strategic convergence/The potential for malignant competition.For a long time,Our country banking in the competition in the market has formed a relatively stable pattern of business,Different types of bank has its own service's main customer group,For example, large bank main service large project/Big customer,Issuing long-term and medium-term loans and basic construction project loan.And small and medium-sized Banks including the joint-stock Banks/City business/Farming businesses and the cooperatives,The main services of urban and rural small and medium-sized enterprises,To provide small and medium-sized project credit/Trade financing and liquidity loan, etc.Banking reform and development an important goal is to set up multi-level bank service system,Banks established its actual situation and adapt to the strategic orientation,Only dislocation development/Constructing differentiation competitive advantage,Can be more efficient allocation of resources of the whole trade,More professional service to customers of its goal,On the basis of the benign competition to promote the whole bank of China(601988,guba)Industry continuously forward.

　　在整体定位上明确差异、有所为有所不为的同时，各家银行要在自己专攻的领域精耕细作，提供“一揽子”金融服务。例如在中小企业领域，现在银行主要着眼于贷款服务，如何在给予中小企业资金支持的同时，建立起更全面、更丰富的中小企业金融服务体系和产品体系，走出低资本消耗的发展路子。我们近期着重围绕利率市场化趋势，希望能够充分利用商业银行市场主体资格，联合各种金融渠道，加大在债权融资工具方面的金融创新，包括推进中小企业私募债、中小企业集合信托、中小企业集合票据、财务顾问等业务。

In the whole position clear differences/Something to do it at the same time,Banks will in their specialize in field intensive cultivation,provide"package"Financial services.For example, in small and medium-sized enterprise field,Now the main focus on bank loan service,How to give financial support of small and medium-sized enterprises at the same time,Establish more comprehensive/The more abundant small and medium-sized enterprise financial service system and product system,Out of the low capital consumption development path.Our recent focusing on interest rate marketization trend,Hope to be able to make full use of commercial bank market main body qualifications,Combined with various financial channels,Increase in the creditor's rights financing tools aspects of financial innovation,Including advancing SiMuZhai small and medium-sized enterprises/Small and medium-sized enterprise set trust/Small and medium-sized enterprise set bill/Financial advisers, etc.

　　（二）在产品开发上，批量推广与专案设计相结合。

(two)In product development,Batch promotion and project design combination.

　　银行设计中小企业金融服务产品，关键是要在提高效率和降低成本上下功夫。一个较好的办法是向零售业务靠拢，通过标准化产品、快捷流程和灵活机制实现业务快速批量处理，能够及时响应客户“短、频、急”的资金需求。

Bank design small and medium-sized enterprise financial services products,The key is to improve efficiency and reduce cost fluctuation kongfu.A better way is to close the retail business,Through the standardized products/Quick process and flexible mechanism to realize business fast batch processing,To respond to customer"short/frequency/urgent"Capital requirements of.

　　（三）在风险防范上，严格管控与适度容忍相结合。

(three)In the risk prevention,Strict control and combination of moderate tolerance.

　　前面已经阐述过，风险管控不好，做中小企业金融业务只能是“死路一条”。具体来讲，商业银行不仅需要在各级机构建立专职风险管理团队、制定完善风险管理制度和操作规范、采用先进的IT系统加强定量分析，而且也要全流程加强精细化管理，比如，在贷前认真做好调查工作，确保发现中小企业真实的融资需求；贷中加强对信贷资金的监控，防止资金被挪用；贷后管理好客户的回款资金，确保及时返还银行贷款。只要风险管理的每个流程和环节都严格把控，中小企业金融的风险还是可以控制在可承受的范围内的。

Front has expressed,Risk control bad,Do small and medium-sized enterprise financial business is only"die".specifically,Commercial Banks need not only in the various agencies to establish a professional risk management team/Formulate perfect risk management system and operation specifications/USES the advanced IT system to strengthen the quantitative analysis,But also to strengthen the whole flow of fine management,For example,Before the credit earnestly survey work,Ensure that found that small and medium-sized enterprise real financing needs;Credit is about enhancing the capital credit monitoring,Prevent capital be appropriated;After the credit manage customer returns money,Ensure timely return a bank loan.As long as the risk management of each process and link are strictly controlled,Small and medium-sized enterprise financial risk or can control in affordable within the range.

　　当然，我们也要根据中小企业客户群特点和风险防范难点，通过“大数原则”及“收益覆盖风险”机制，适度提高风险容忍度，积极完善中小企业授信“尽职免责”和不良贷款快速核销制度，在合规的前提下为业务发展适度松绑，尤其是基于企业生命周期理论，扶植基础成长期的小企业。该类企业凭传统信贷模式难以认清风险点甚至难以获批，我们必须秉承“与企业共成长”的态度，采用更为精细和专业化的信贷审批模式，了解客户真实状况和发展态势，甚至协助小企业完善征信和各类报表，并在此过程中深入把控企业实质风险。

Of course,We will be according to the small and medium-sized enterprise customer base characteristics and risk prevention difficulties,Through the"Principle of large Numbers"and"Income cover risk"mechanism,Moderately increasing risk tolerance,Actively perfect small and medium-sized enterprise credit"Do your duty exemption"And bad loans fast cancel after verification system,In the premise of compliance to the business development moderate easing,Especially based on the enterprise life cycle theory,Foster foundation growth period of small businesses.This kind of enterprise by traditional credit model is difficult to recognize risk point even difficult to approved,We must uphold"And the enterprise to grow up together"attitude,The more fine and professional credit approval mode,Understand customers' real situation and development trend,Even help small businesses perfect reference and all kinds of reports,And in the process deeply the essence of enterprise risk control.

　　（四）在组织架构上，总部指导与基层开拓相结合。

(four)In the organizational structure,Headquarters guidance and basic development phase combination.

　　开辟专门的园地给中小企业，各家银行做法不一，招商银行(600036,股吧)组建准法人的小企业专营机构，民生银行(600016,股吧)采用事业部制组织架构等，都是非常有益的尝试。广发银行采取的是总行指导与基层开拓相结合的方式。

Open up special field to small and medium-sized enterprises,Banks practices differ,Merchants bank(600036,guba)A quasi legal person of small business specializes in institutions,Minsheng bank(600016,guba)The division system structure, etc,Is very beneficial attempt.Guangdong development bank to head office guidance and basic development with a combination of.

　　中小企业分布范围广且分散，为更贴近、更高效地服务客户，广发银行将中小企业金融具体业务职能下放到基层，目前已设立了57个小企业金融中心，年内将达到100个，专营小企业金融服务。相关营销方案、人员配置、考核体系都完全按照小微金融的特点来推进，从客户开发、融资方案设计、审批、贷后管理等方面给小微企业全面的服务。

Small and medium-sized enterprise distribution range and dispersion,For more close to/The more efficient service to the customers,Guangdong development bank will be small and medium-sized enterprise financial specific business functions to the grassroots,At present already set up 57 a small business financial center,Years will reach 100,Specializes in small business financial services.Related marketing solutions/staffing/Evaluation system is completely in accordance with the characteristics of small micro finance to promote,From the customer development/Financing scheme design/Examination and approval/After the credit management to small micro enterprise overall service.

　　总行则是小企业金融中心服务市场的指挥中心和坚强后盾，首先总行给予小企业信贷专项额度，其次在对网点的考核上摒弃传统片面追求存款的做法，对小企业金融中心的存贷比指标适当松绑，而在全面金融服务等方面加大推进力度。此外，由总行专门部门承担起市场调研、产品开发、风险管理等责任，为小企业金融中心提供丰富的产品和风控手段。

The head office is small business financial center service market command center and strong backing,First the head office to small business credit special line,Secondly on the points of assessment on abandoned the traditional practice of one-sided pursuit of deposit,For small business financial center the deposit-loan ratio index appropriate relax,And in comprehensive financial services increase efforts.In addition,The head office special department responsible for market research/Product development/Risk management responsibility,For small business financial center offers rich products and wind control means.

　　在信贷资源的配置上，广发银行近年来一直优先大力支持中小企业的信贷投放。截至2011年末，广发银行中小企业贷款余额近2000亿元，在对公贷款中占比超过50%，中小企业授信客户近15000户，在对公授信客户占比中超过80%。

In the credit resources configuration,Guangdong development bank in recent years has priority support small and medium-sized enterprise's credit availability.By the end of 2011,Guangdong development bank small and medium-sized enterprise loan balance of nearly 200 billion yuan,In the tests of loans accounted for more than 50% than,Small and medium-sized enterprise credit customer nearly 15000 households,In the tests of credit customer accounts for more than 80% of than.

　　有个笑话说银行是“只有当你能证明你不需要钱时，银行才会贷给你钱”，说的是部分人认为银行只会锦上添花，不会雪中送炭。目前我们大力发展中小企业金融业务，正是要改变银行给公众的这一印象，让需要钱的中小企业客户能用上钱，还要用银行的专业性保驾护航，帮助用上钱的企业能赚到钱，能还上银行的钱，形成可持续发展的良性循环机制。

There is a joke said bank is"Only when you can prove that you don't need money,The bank will lend you the money",Say is part of the people think that the bank will only be icing on the cake,Won't provide timely help.At present, we develop small and medium-sized enterprise financial business,It is to change the bank to the public this impression,Let need money of small and medium-sized enterprise customer use money,The bank also with professional escort,Help use money enterprise can make money,Can also go to the bank money,The sustainable development of the formation mechanism of virtuous cycle.

　　广发银行的战略目标很明确，就是要做最高效的“中小企业银行”，我们致力于为中小企业金融开辟一个园地，精耕细作，与中小企业共同成长。

Guangdong development bank strategic goal is very clear,Is to be the most efficient"Small and medium-sized enterprise bank",We are committed to helping our small and medium-sized enterprise financial open up a garden,Intensive cultivation,And small and medium-sized enterprises grow together.

　　（作者系广发银行董事长）

(The author is guangdong development bank chairman of the board of directors)