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论文编号：	12829
作者编号：	2320190608
上传时间：	2021/12/9 16:23:07
中文题目：	国信证券A分公司高净值客户资产配置服务优化研究
英文题目：	Research on Optimization of Asset Allocation Service for High Net Worth Clients of Guosen Securities A Branch
指导老师：	齐岳教授
中文关键字：	证券公司；资产配置；高净值客户；国信证券
英文关键字：	Securities firms; Asset allocation; High-net-worth clients; Guosen Securities
中文摘要：	2020年，中国GDP首次突破百万亿人民币，在宏观基本面持续向好的前提下，中国高净值人群财富管理市场也迎来了稳健的发展态势。2020年，中国个人持有的可投资资产总体规模达241万亿人民币，其中，资本市场产品规模增速显著，2018-2020年年均复合增长率攀升至27%。从财富规模看，2020年中国高净值人群共持有84万亿人民币的可投资资产，年均复合增速为17%，总体高净值人士人均持有可投资资产约3209万人民币。在这样的大背景下，各大金融机构对于高净值人士的增长所带来的资产配置需求均跃跃欲试，竞相抢占高净值客户市场份额。证券公司作为金融行业的重要组成机构，同样希望在高净值客户资产配置服务上能够找到新的利润增长点，同时实现传统经纪业务向财富管理业务的转型。 本论文以证券公司高净值客户资产配置服务的优化过程为研究对象，通过对照国内头部券商及银行系私人银行的先进经验，以国信证券A分公司为例，运用文献研究法、对比研究法和案例分析法，对国信证券A分公司的高净值客户资产配置服务现状进行分析，通过其高净值客户的数量占比、年龄分布、职业分布、风险偏好、资产金额、资产配置情况等要素分析出高净值客户的属性及需求，结合现阶段国信证券A分公司所具备的投研服务团队、资产配置产品池、顾问服务内容等，分析出A分公司在现阶段服务高净值客户所存在的主要问题，包括高净值客户数量占比过低，资产配置服务模式与产品类别单一，专业化的资产配置人才不足，业务考核机制与客户资产配置合理性存在冲突。根据发现的问题，结合国信证券A分公司现有资源提出优化方案及改进措施，在原有传统经纪业务服务的基础上，专门成立高净值客户专属部门，建立专属部门的服务体系与“1+N”团队服务，同时优化高净值客户资产配置产品池，增强内外部产品的稀缺性与完整性，再运用国信证券投行、机构、资管部门的核心服务进行联动协作，满足更多元化的高净值客户需求，同时在招聘与培训方面优化专业人才团队的建设，并完善改进考核制度与考核指标。最后，进行研究总结并提出所研究问题的展望。 通过对国信证券A分公司的高净值客户资产配置服务的优化与提升，目的在于顺利实现国信证券A分公司财富管理业务的转型，提升高净值客户的资产配置服务能力。同时对同类证券公司提升高净值客户资产配置服务质量，构建资产配置服务体系、增加高净值客户数量等方面也具有积极意义。
英文摘要：	In 2020, China's GDP exceeded RMB100 trillion for the first time. The wealth management market for China's high-net-worth individuals has seen steady growth on the premise of continued positive macro fundamentals. In 2020, the overall size of investable assets held by Chinese individuals reached RMB 241 trillion. The size of capital market products grows at a remarkable rate, climbing at a compound annual growth rate of 27%. In terms of wealth size, Chinese HNWIs will hold a total of RMB 84 trillion in investable assets in 2020. The compound annual growth rate is 17%, with overall HNWIs holding approximately RMB 32.09 millions of investable assets per capita. Against this backdrop, major financial institutions are eager to take advantage of the asset allocation needs brought about by the growth of HNWIs and are competing to capture market share from HNWI clients. As an important component of the financial industry, Securities firms also hope to find new profit growth points in asset allocation services for HNWI clients and transform their traditional brokerage business into a wealth management business. This thesis takes the optimization process of asset allocation service for HNW clients of securities companies as the research object, and takes Guosen Securities Branch A as an example by comparing the advanced experience of domestic head brokerage firms and bank-based private banks, and uses literature research method, comparative research method and case study method to analyze the current situation of asset allocation service for HNW clients of Guosen Securities Branch A. The current situation of asset allocation service for HNW clients of Guosen Securities Branch A is analyzed by the number of HNW clients, age distribution, occupation distribution, risk preference, asset amount and asset allocation. The main problems of Branch A in serving HNW clients at this stage are analyzed by the number of HNW clients, age distribution, occupation distribution, risk preference, asset amount, asset allocation and other factors, combined with the current investment research service team, asset allocation product pool and advisory service content of Branch A of Guosen Securities. The main problems of Branch A in serving HNW clients at this stage include the low proportion of HNW clients, the single asset allocation service model and product category, the lack of specialized asset allocation talents, and the conflict between the business assessment mechanism and the rationality of client asset allocation. Based on the identified problems, Guosen Securities Branch A proposed an optimization plan and improvement measures by combining the existing resources of Guosen Securities Branch A. On the basis of the original traditional brokerage services, an exclusive department for high-net-worth clients was established, and the service system and “1+N” Team services of the exclusive department were set up, while the asset allocation product pool for high-net-worth clients was optimized to enhance the scarcity and completeness of internal and external products, and the core services of Guosen Securities' investment banking, institutional, and capital management departments were used for linkage and collaboration. The core services of Guosen Securities' investment banking, institutional and asset management departments will be used to collaborate to meet the needs of more diversified HNW clients, and to optimize the establishment of professional talent teams in recruitment，and to train and to improve the assessment system and assessment indicators. Finally, we conclude the study and present the outlook of the issues studied. By optimizing and improving the asset allocation services for HNW clients in Guosen Securities Branch A, the aim is to successfully transform the wealth management business of Guosen Securities Branch A and improve the asset allocation services for HNW clients. It also has positive implications for similar securities firms in terms of improving the quality of asset allocation services for high-net-worth clients, building an asset allocation service system and increasing the number of high-net-worth clients.
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