Time flies, the work activities of banking units for a period of time have come to an end. It's time to sum up past achievements in the work summary. The following is a comprehensive summary of the work of the banking unit that I have carefully arranged for you, hoping to help you.

With China's entry into WTO and the further acceleration of opening to the outside world, the competitive environment of state-owned commercial banks in China has become increasingly complex and changeable. As a brand-new concept and working method, efficiency-centered, market-oriented and customer-centered marketing is gradually becoming the core of bank management. At the same time, the focus of inter-bank competition has shifted from the debt market to the asset market. Actively expanding the effective credit market has become an important way to improve the efficiency of bank operations, and loan marketing has become the top priority of bank operations.

First, the main characteristics of the current financial operation

1, the whole society has excess funds. The growth rate of deposits in state-owned commercial banks is higher than the average growth rate, bad funds and inefficient funds continue to expand, and social funds are relatively loose and surplus.

2. Insufficient effective demand for credit. The loan growth rate of state-owned commercial banks is lower than the average growth rate; On the other hand, in the credit market, the growth of loans has slowed down and the effective demand for credit is insufficient.

3. The competition in the same industry is fierce. In recent years, the competition in the same industry has become increasingly fierce. The development strategy, market strategy, customer orientation, marketing methods and competition means of state-owned commercial banks are gradually converging, and it is more and more difficult to promote business and market development. The slowdown in loan growth is related to the convergence of credit policies of various banks and the concentration of loan targets to some extent.

4. Changes in the supervisory function of the People's Bank of China. In recent years, the function of China People's Bank has changed from supervision and control to guidance and help. While continuing to implement a prudent monetary policy, we should gradually relax the credit policy, requiring wholly state-owned commercial banks to establish a positive and healthy credit culture. These changes provide a good environment for state-owned commercial banks to carry out interest-centered business activities under the legal framework.

Two, establish a correct concept of loan marketing, handle several relationships.

Facing the fierce competition in the buyer's market, the complicated and changeable market and the increasing customer demand, some mindset formed by state-owned commercial banks in the seller's market can no longer meet the needs of business operation. For example, credit marketing and business development are often based on the bank's own situation, and marketing issues cannot be considered completely from the needs of customers and the market. State-owned commercial banks should proceed from local conditions, actively change their concepts and gradually abandon credit management concepts such as "ownership only", "scale only", "mortgage only" and "zero credit risk". Risk and income go hand in hand, there is no risk-free income, and one-sided emphasis on avoiding risks will curb market impulses; Without market impulse, business will be lifeless, lose vitality and lose business opportunities to achieve better benefits; Only by acknowledging the reasonable credit risk can we strengthen the reasonable credit impulse and promote the credit marketization. The change of these ideas is very important for forming a healthy credit culture.

Maximizing value is the basic value concept and ultimate goal of enterprises. The enterprise nature of commercial banks determines that any business activities are benefit-centered, and on the basis of effectively controlling risks and scientifically allocating resources, the healthy, sustained and stable profitability is continuously improved, and finally the maximum value is created. The bank's credit marketing activities should be more like this, and must be carried out closely around the goal of "maximizing value". At the same time, in the process of customer-oriented active marketing, we should pay attention to the following relations, in order to win the initiative in the competition.

First, handle the relationship between loan placement and deposit absorption.

The second is to handle the relationship between resource marketing and functional marketing.

The third is to handle the relationship between big customer marketing and small and medium customer marketing. The practice of credit management tells us that "big" is not necessarily "excellent", and small and medium-sized ones are not necessarily "inferior". With the increasing financing channels of enterprises, the financing of large enterprises mainly depends on the capital market, and the credit demand is weakening day by day, while the financing demand of small and medium-sized enterprises is relatively strong and the way is relatively single. While doing a good job in marketing key customers, state-owned commercial banks should actively seek new credit growth points, increase marketing efforts for some small and medium-sized private enterprises with good benefits, and expand credit supply in the process of supporting and serving small and medium-sized enterprises.

The fourth is to handle the relationship between asset business and other businesses.

The fifth is to handle the relationship between key areas and general areas. Continue to implement the leading strategy of urban banks, focus credit marketing on the central city, implement preferential policies, ensure that high-output places have corresponding high investment, and enhance their competitiveness with peers. At the same time, actively seek new business growth points from other regions.

Third, improve the marketing mechanism and enhance the market response ability.

Asset business marketing is an open source initiative aimed at increasing revenue and maximizing value. On the premise of correctly handling the relationship between speed and quality, credit marketing must be strengthened. Leaders at all levels should actively participate in and organize marketing, understand the local effective market and market changes, carry out marketing in a targeted manner, establish an overall linkage marketing mechanism, and increase the reserves of customers and loan projects. In terms of business varieties, we should pay attention to maintaining our own characteristics and advantages. Features are brand and competitiveness. It is necessary to increase the supply of consumer credit (such as automobile consumption loans and housing loans); Strengthen the research on new market highlights such as private enterprises, foreign-funded enterprises and urban finance, vigorously expand private enterprise loans and personal consumption loans, look for opportunities to launch, and explore a number of new high-quality customers.

(A) focus on market segmentation, determine the marketing focus.

Customer and market positioning are the primary problems to be solved in credit marketing. All banks should improve the level of market analysis, strengthen market forward-looking research, subdivide and select target customer markets, and formulate marketing strategies that are in line with the actual situation of the bank. When selecting target customers, we should adhere to the following principles: first, market-oriented, customer-centered, and benefit-oriented; Second, dynamic management, timely adjustment of customers; Third, we should proceed from the long-term interests and treat customers with a developmental perspective. At present, credit marketing should focus on the following types of customers: customers in power, telecommunications, tobacco, radio and television, petroleum and petrochemical industries; Key customers, listed companies and companies to be listed as determined by the head office and provincial branches, and key enterprises with certain monopoly advantages or leading positions in the regional market; National and provincial key infrastructure construction projects as legal persons; Key universities, key middle schools and key hospitals with large cash and high social visibility.

(B) the implementation of differentiated marketing, the establishment and stability of high-quality customer base.

In order to adapt to the current fierce customer market competition, it is necessary to carefully sort out the existing and potential customer resources, tap and select high-quality customers according to the characteristics and main characteristics of different types of customers, implement targeted differentiated marketing strategies, cultivate, develop and expand a group of high-quality customer groups that have an important impact on the survival and development of banks, and establish long-term cooperative relations with them, so as to improve the customer and business structure. For high-quality industries, groups and monopoly customers, it is necessary to improve the service level and shift the focus of operation, and the branch directly sends the chief account manager for direct sales. All branches should take the initiative to strengthen the overall linkage, focusing on group customers, upstream customers and source customers, and promote the business development of the whole bank.

(3) Expand the effective market and adjust the loan structure.

1, marketing small and medium-sized enterprises, and adjusting the scale structure. Statistics show that at present, new bank loans are mainly concentrated in large enterprises. Due to the relatively limited number of high-quality big customers, the loan competition between banks has become extremely fierce. However, the SME loan market is very large. It is necessary to study the conditions, business processes and credit evaluation of SME loans, gradually increase the marketing and investment of SME loans, and increase the proportion of SME loans. Small and medium-sized enterprises with good benefits from private enterprises are not what they used to be. Although it is still in the growth stage, it has already met the basic conditions for credit quality customers, and a new round of credit growth will be largely concentrated here. It is necessary to actively carry out loan marketing for small and medium-sized enterprises (mainly private enterprises), actively cultivate and support small and medium-sized enterprises with market, efficiency and credibility, and prevent loans from being excessively concentrated in large enterprises and large customers from luring new credit risks.

2. Increase the loan flow and adjust the term structure. On the premise of preventing risks, we will further increase investment in working capital loans for industrial and commercial enterprises, adjust the ratio of fixed assets to working capital loans, and improve the speed of capital turnover and operational efficiency.

3. Intervene in emerging industries and adjust the loan industry structure. With the deepening of economic marketization, traditional industries are gradually shrinking, and a number of new industries will emerge, and the influence of loan industry structure on loan income will be more obvious. At present, in some areas, the loans of state-owned commercial banks are mainly concentrated in traditional industries such as electricity, textiles and tobacco, while some emerging and sunrise industries such as electronics, telecommunications and biology account for a relatively low proportion. The industrial structure of loans is too concentrated in traditional industries, which is not conducive to avoiding the potential risks brought about by economic restructuring. Therefore, we should take precautions, actively intervene in emerging industries and increase the proportion of loans to emerging industries.

4. Accelerate product innovation and adjust product structure. Change the negative growth trend of infrastructure loans and other varieties and actively expand the personal consumer credit market. As the most competitive financial product of CCB, individual housing loan should further strengthen marketing promotion, seize market share and adjust the existing loan product structure.

In 20 _ _ _ _, under the correct leadership of the municipal bank, the county party committee and county government and the supervision department, and with the joint efforts of the cadres and workers of the whole bank, the bank conscientiously implemented the spirit of the work conference of the city's Postal Savings Bank, combined with the party's mass line education practice activities and local reality, closely focused on the overall work deployment of accelerating transformation and development, paying equal attention to safety and compliance, quality and efficiency, adjusting the structure, activating the mechanism, and fully promoting all the work of the whole bank.

I. Completion of business income indicators

By the end of 20__ _ 10, the bank had realized business income of 9.87 million yuan in that year, and it is estimated that the annual income will be120,000 yuan.

Two. Completion of major business development indicators

(1) Credit business

The income from credit business has doubled year by year. By the end of 65,438+00, the Bank had accumulated 536 balances in that year, amounting to 654,380+0.94 million yuan.

(2) Business of the company

The company's business income, time-point balance and daily average balance all achieved steady growth. By the end of 20__, the balance of corporate deposits in the county was 65.438+35 billion yuan, accounting for 654.38+05% of the five financial institutions.

(3) Savings business

Personal savings? On June 5,438+1October, 20 _ _, the personal deposit balance of our bank was 775,358,800 yuan, including 22,665,438 yuan for self-operated postal outlets and 549,265,438 yuan for postal agency outlets. Our bank has two outlets, Milan City and Endeavour Street. In September, the savings balance of the Postal Savings Bank was negative 5,666,700 yuan, and the agency outlets increased by 9124,700 yuan.

Third, the main work carried out

(1) Market segmentation, accurate positioning, grasping key points and actively marketing various businesses.

After defining the target positioning, the Bank established a set of marketing mechanism with sensitive response, quick decision-making, effective attack and adequate service, creatively carried out its work and comprehensively expanded its market. The specific measures are to improve the management level. For key and excellent customers with large scale and high requirements, the main body of responsibility will be promoted to the business department, and the president will be directly responsible for tackling key problems and negotiating relatively large projects, and a strong tackling team will be formed, which will pool the personnel with strong tackling ability in the whole bank to form a strong tackling team, and select suitable personnel to combine according to enterprises with different characteristics. Highlight the competitive advantage, seize the opportunity of our in-depth implementation of corporate culture construction, make a big fuss about services, attract customers to vigorously market new business products with quality services, provide customers with a package of service solutions, and strive to be better than other banks in terms of service depth and breadth. The leaders of the bank set an example, focusing on tackling key problems, ensuring that at least half of the time is spent visiting customers, and key customers insist on visiting once a month, focusing on improving and enhancing the relationship between banks and enterprises. Through unremitting efforts, the Bank has won a number of valuable latest customers, such as Elephant Group and Guodian Project, which has laid a solid foundation for the rapid development of our business in the next two or three years.

(2) Adhere to variety innovation and service innovation, and develop retail business in all directions.

This year, the bank will focus on VIP service and other work, fight hard for savings and deposits, and strive for valuable private customers.

Vigorously marketing the retail business. First, carry out standardized service process drills to improve service level and provide standardized services for depositors. The second is to increase the absorption of wealth management funds. Grasping the characteristics of wealth management funds mainly depends on hard work, and all actors can effectively absorb the wealth management funds of neighboring merchants, village households and old customers. The third is to launch a VIP service plan. Open VIP priority channels, establish VIP customer files, implement differentiated services, and provide a package of financial services for valuable private customers. The fourth is to increase publicity, taking business publicity as the medium. All actors, go deep into every corner of urban and rural areas, increase the penetration of rural business market, publicize the bank's business and improve social visibility.

(3) Strengthen loan marketing, expand loan scale, guard against credit risks and continuously optimize credit structure.

In order to enhance the development potential, since the beginning of the year, we have attached great importance to accelerating loan marketing, especially consumer loans, and actively strived to expand the loan scale to drive the company's deposit business and settlement business. First, the loan marketing of excellent customers: actively marketing loans. The second is to increase the marketing of project loans. In the basic work of loan management, preventing credit risk is the most important work determined by the municipal bank this year. We dare not slack off, and the credit approval authority is strictly enforced. All loans are personally inspected and approved by the person in charge. At the same time, we also organize loan officers and approvers to study relevant documents together, chisel out details, find a foothold in law, and clarify key links. First, adhere to the principle of prudence. For any bill in doubt, you can't just rely on the evidence provided by yourself. Before accepting them, you must check and verify them yourself. The second is to strengthen the identification of responsibility. Through hard work, the effect is good, ensuring that the non-performing loan amount and non-performing loan ratio are kept at the lowest level, and making as much contribution as possible to the downward movement of the non-performing loan ratio of the whole bank.

In short, in the current work, our bank still has some unsatisfactory places: First, the business philosophy needs to be innovated. The practice over the past year has proved that there is a big gap between business philosophy and thinking, and various businesses are not forward-looking. Second, the marketing awareness is not strong and the fear of difficulties is high. It is necessary to strengthen the marketing concept and awareness of employees and tap their marketing enthusiasm and initiative. Third, basic management needs to be further standardized and improved. There is still a gap between basic management and superior and regulatory authorities. All kinds of basic management materials need to be improved, risk awareness needs to be strengthened, and management theory needs to be innovated. We will sum up the shortcomings in the future work and make timely improvements to ensure that all work will reach a new level.

Summary of work of banking units: 3. Customer-centered, do a good job in settlement services.

Customers are the source of our existence. As the sales department and external window, the quality of service directly affects the credibility of our bank.

1. I will continue to implement the "first inquiry responsibility system", "full-time service", "standing service" and "three-tone service" that our bank has always advocated, and treat every customer patiently in my work to make them satisfied.

2. With the intensification of competition in the financial industry, customers' requirements for banking services are getting higher and higher, which is not only reflected in counter services, but also in our service varieties. In addition to continuing to do a good job in the agency settlement of public utility fees, taxes and fees, financial charges, traffic fines, BSP aviation agency and other businesses, we should also do a good job in the expressway network charging business, open-end fund acquisition business, securities business and other businesses that will be opened next year to improve our competitiveness.

3. Take the bank as the classroom, hold more lectures on bank settlement methods, increase people's financial knowledge, let customers know more about the bank, get close to the bank, and integrate into our business.

4. Actively strengthen contact with personal business, participate in personal business, be familiar with personal business, and better serve customers. Although I have been working on the integrated business system, I have not been able to achieve real integration for various reasons, which is the lack of work in my sales department.

5. Continue to do a good job in telephone banking, self-service banking and online banking, and promote the use of online banking to quality customers.

Second, people-oriented, improve their overall quality.

Staff quality is the foundation of bank development. Under the current situation of frequent personnel turnover, our business department urgently needs a high-quality team.

1, be a good citizen. Banking sounds beautiful, but it is full of competition and risks, so you need to have certain psychological quality and cultural accomplishment when you come to our sales department. In employing people, we should use employees' ability and their greatest potential to determine suitable positions, so as to improve employees' enthusiasm.

2. In the case of personnel shortage, it is still necessary to strengthen on-the-job training, not only to participate in next year's technical competition, but also to improve the professional level of employees.

3. Be diligent in the ideological work of employees, care for and encourage employees, and enhance their psychological quality.

4. Strengthening business training, which is also the most urgent next year, has been reported to the personnel department for training in basic knowledge such as cashier system, payment and settlement methods, integrated business system accounting system, new accounting subjects and various emerging businesses.

5. Carry out job rotation in a planned and purposeful way, and train every employee to change from single operation to mixed multi-function.

Summary of the work of banking units Model essay Daquan 4 In a blink of an eye, 20__ years will come to an end. Here I will summarize the work of _ _ _ _:

In order to achieve "customer satisfaction first", I not only guarantee to make good preparations before work every day, open the door on time and provide full service, but also often sacrifice my personal rest time to deal with various businesses of the unit and actively promote our products to customers, such as funds, government bonds and insurance. And make the explanation concise and easy to understand, so that customers can understand and accept our products in the shortest time. For high-quality customers, I basically use "standing service" to "welcome them when they come and send them when they leave". In addition, I patiently and meticulously explained the personal savings business, personal consumption, personal housing, personal e-banking and other gold businesses to customers, which were well received by customers. Since the beginning of this year, it has been praised by customers for more than 20 times, and has not received a single customer complaint, and has been praised by unit leaders many times.

I always adhere to the principle of "work first", conscientiously implement all the rules and regulations in the hospital, be conscientious and work hard, always spur and improve myself with the service concept of "innovative service and lasting service", and strive to provide standardized and high-quality services for depositors with the purpose of customer satisfaction. Today, in Tong Yuan Branch, I pay attention to the quality training of employees. On the basis of mastering the original business process, learn new business seriously and actively, especially personal gold business. At work, he can always think about what customers think, worry about what customers are anxious about, and give customers the most satisfactory service.

Over the past year, I have handled business quickly and accurately, and the business volume has been in the forefront of the hospital, with an average monthly business volume of 4,500. For example, in the second quarter, I opened a wealth management account with an amount of1million, and organized other banks to deposit more than 800,000 yuan. I have been in charge of business since _ _ _ _. In the case of a serious shortage of staff in the savings office, I took the initiative to share the worries for the leaders, regardless of personal gains and losses, giving up long breaks and working overtime in the office, which played a correct role in the work.

Based on the service concept of being responsible to users, after a year of hard work, study and practice, I won the honorary title of "Supervisor" of Nan 'an Sub-branch twice in the second quarter of this year, and won the "Accounting Quality Award" of the branch twice, ranking third in the city in the second quarter. These honors and achievements can not be achieved without the training of leaders of expense banks and savings offices and the concern of colleagues.

I keep learning at work. While learning business skills, we also pay attention to improving our own quality to meet the needs of financial modernization. Recharge yourself after work and try to learn computer skills by yourself.

As a bank accounting supervisor, I kept my work habits until I was promoted to supervisor. At the end of each month or the end of each year, I will make a work summary, and take a work summary as an opportunity to sort out myself in the past month or year so that I can better sort out my work and move towards the future. Here I will sort out and summarize this year's work and make a clear direction for myself:

First, the ideological aspect.

In this year's work, I am still a good young man with positive thoughts! When I was young, being an accountant in charge of a bank has always been the envy of others, but I know very well that this envy can be realized by them. As long as they work as hard as I do, they will certainly be able to achieve it! Therefore, in the first year when I was promoted to be the head of bank accounting, I still worked as hard as before, especially ideologically, I still maintained a good learning attitude like a young man who just entered the society. This good attitude is my ideological achievement and my belief in doing a good job in bank accounting.

Second, in terms of operation.

This year's work, from accountants to bank accountants, has changed a lot, but the work here has not decreased, but has increased. Of course, this is not the exhaustion I want to express, but the challenge I want to say. It is precisely because the challenges are getting bigger and harder that I am becoming more and more diligent in my actions. In order not to let myself fall behind and live up to the expectations of the leaders, I devoted myself to this year's action. I took action not only on my accounting work, but also on the accounting team I led.

Third, specific work.

Talking about your work from the aspects of thought and action always seems a bit empty. Therefore, I will elaborate on the specific work this year. In addition to doing a good job in auditing various guaranteed bills and vouchers, I continued to be responsible for the deposit and withdrawal business of banks, and also accepted the business of changing some customers' personal information. I conducted two special trainings for the accounting department, led all the staff of the accounting team to have a prize-winning quiz on accounting affairs this year, and followed the superior leaders to inspect branches in other cities of the Bank. After the inspection, I transferred a small number of people to the finance department of our bank. If these tasks are really trivial, they can also be summarized in one sentence: the person in charge of bank accounting has done all the work within the jurisdiction of the task and can continue next year.