经济进入新常态，中国银行业面临经济转型的压力，加之近期金融强监管的到来，占据半壁江山的公司业务也亟需思考如何转型。但另一方面，供给侧改革、战略新兴产业、一带一路这样的行业机遇或将为银行业带来新的发展良机。因此，如何抓住转型窗口期，发挥自身规模或区域优势，构建行业专业化能力，转危为机，是银行管理者需要思考的战略方向，而找到机会之后如何迅速创建行业专业化的差异优势并打造高效的内部机制，则考验着银行专业精准的经营能力。
本世纪初始，国内银行从重点关注企业规模到开始注重行业特性，逐步开启了以供应链产品驱动的1.0时代。之后，许多大型银行试水内部事业部改革，利用组织与资源保障，尝试专业化之路，可以说进入了以事业部改革驱动的2.0时代。而今，银行需要真正理解行业痛点和客户需求，构建覆盖“点、链、圈”行业生态的综合解决方案，全面步入以客户需求驱动的3.0时代。danshizaitansuochanyeyinxingguochengzhongwangwangyudaoxingyedongchabuzu、kehufuwunengliyouxian、chuangxinfaliyijineibuzhichiqueshidengyixilietiaozhan，zheiyedaozhilezhongguobingweichuxianzhenzhengzhuanyedechanyeyinxing。
keernijieheguoneiwaichenggongdeshijian，zongjiechuyitaoshiyongyuchanyeyinxing3.0shidaide“sanbuzhishengfaze”，congjihuizhenduan，daofangandingzhi，zhizhibangzhuyinxingdajiantixishishiluodi。tongguoquanmianshulixingyejihuiheshenduwajueyinxingzishendejiazhiyoushi，bangzhuyinxingcongliudafangmiandajian“yikehuweizhongxin”dezhuanyehuanenglitixi，bujinnengbangzhugongsiyinxingniuzhuanjushi，gengshijiyezhangqingdejishi，jueshengyinxingyezhuanxingjincheng。
gongsiyewuzuoweizhongguoyinxingyedeyacangshi，jixuzhuanxingyibaozhengyinxingdezhengtijiankang。zuoweizhanjuyinxingyebanbijiangshandegongsiyewuyizhishizhongguoyinxingyedehexinyoushiyewuheyacangshi，zaizhongguojingjixiaxing、buliangdaikuanzhujianpansheng、lilvshichanghuagaigejibenwancheng、jinrongshichangqiangjianguanshidailailin、kehuxuqiudegaibiandenggezhongyinsudeyingxiangxia，gongsiyinxingyewuyemianlinjudadetiaozhan，zhuanxingpozaimeijie：yikaoguoquchuantongxindaihuoqugaoshouyideriziyijingwufaweixi，ruheshenwakehuxuqiu，weikehutigongshihededuozhongjinrongfuwu，yichaoyuejingzhengduishou，shimeigeyinxingjiabixusikaodewenti。
公司银行业务面临的挑战和机遇：
经济下行，企业经营状况下滑，银行不良贷款率已由2013年1季度的0.97%上升到2017年1季度的1.74%，银行需要更谨慎地投放资源；
利率市场化和竞争的加剧使得息差不断缩窄，依靠息差的传统信贷模式已经一去不复返，公司银行需要开展专业化、多元化转型，更有针对性地服务企业客户，通过定制化产品和服务，提升客户粘性和钱包份额，已经成为摆在公司银行经营者面前的重要课题；
银行强监管时代到来。一方面，全国金融工作会议明确要求银行业回归本源——其使命在于更好地服务实体经济；另一方面，监管通过各种谨慎手段引导银行去杠杆，提供更高效率的服务。例如：针对同业“三套利”，“三违反”和“四不当”进行了密集治理，严格的MPA考核等。因此，依靠同业或通道业务进行资产空转的增长方法将成为历史，回归服务实业，挖掘真正的好资产将是决定公司银行成败的关键。
虽然公司银行业务面临着上述种种挑战，但是持续深化的政治和经济改革也为银行发展带来了新的机遇，供给侧改革、经济结构调整、战略新兴产业、一带一路、“互联网+”、人民币国际化等都为银行业带来了新的发展良机。ruhezhuazhuzheixiefazhanjiyu，zekaoyanzheyinxingzhuanyejingzhundejingyingnengli。
yincigongsiyinxingyewujixuzhuazhuweilaijinianzhuanxingdechuangkou，zaifahuizishenguimohuoquyuyoushidejichushang，goujianxingyezhuanyehuanengli，jiyingduixinchangtaixiajingjizengsufanghuan、shichangbiangejiaju、jingzhengriqufuzade“wei”，yekeyiyouxiaodebuzhuoxinshiqidailaichanyejiegoudiaozheng、gaigechixushenhuade“ji”——zhenzhengzuodao：yingduiweiju，buzhuojiyu。
传统银行利用自身优势发展公司银行业务，在中国的市场中常见三种价值定位：
diyi，daxingyinxingyouyujuyoufengfudeziyuanhebijiaoyoushi，gengshanzhangmianxiangquanguofanweideqiyeshichang，tigongzonghehua、yizhanshidejinrongfuwu。
dier，bufenzhongxingyinxingzaiguowangdefazhanguochengzhong，zhanlvexuanzeshangqingxiangyujujiaoxingyefazhan，ruminshengyinxing、pinganyinxing、xingyeyinxing。
第三，大多数中小银行，由于资源与能力禀赋与大型银行均有较大不足，因此更倾向于聚焦特定区域、择机外延发展，如南京银行、包商银行等城市商业银行。但科尔尼认为，随着银行竞争日趋激烈，各行业与客户的要求变得更复杂，不管大中小型银行，当业务发展到一定程度的时候都需要创建行业专业化能力，以提升客户服务水平与自身的竞争力。
发展行业专业化是未来公司银行的致胜利器
wulunshinazhongyinxing，douxuyaogoujianxingyezhuanyehuanengli，keyiweiyinxingdailairuxiawudafangmiandejiazhi：
提供更有竞争力的行业定制化解决方案。butongxingyedejingyingmoshibutong，mianlindejinrongtongdianyeyoujiaodachayi。jujiaozhongdianxingyedazaozhuanyehua，yiweizheyinxingyaoshenkedongchaxingyexuqiu，jinershixianjiejuefangandedingzhiyuchuangxin，gengyounenglipanduanyuguanlifengxian、yigenghaocujinchanyeliandefazhan。liru，jiejuezhanlvexinxingchanyezhongdaliangchuchuangqiyerongzinandewenti，ketongguoyuvc/pe/xintuodengjigouhezuotigongtoudailiandongfuwu。
实现更广泛的客户覆盖与服务。ruguoyinxingnenggougengshenkedijiejuexingyefazhandetongdian，yincixingyehuajiejuefanganyegengrongyihuodechanyelianshangxiayouqiyedehuanying。yinxingkeyitongguozaijujiaoxingyejingzhunfuwuchuangjiangenghaodekehufuwuhekoubei。liru：ruoyinxingnengchongfenlijiechanyelianshangdejiaoyitedian，zhudongzhangkongjiaoyiguochengzhongdefengxian，jiukeyicongchuantongdeyikaohexinqiyede1+nmoshikuozhandaom+1+nhuozhem+nmoshi。
创建更长期、稳定的客户关系，深度挖掘客户价值。zhiyouzhangwolekehuhexinxuqiuhetongdian，caikenengweikehutigongqieshidejiejuefangan，goujianlaogudekehuguanxi，dailaichixutishengdezongheshouyi。lirujingguocesuan，ruonengjiangzhifujiesuanyugongyinglianjinrongzuhezaiyiqitigongjikehu，zongheshouyiketisheng20%，kehuzhanxingyekeyidedaomingxiantisheng；
构建更卓越的风险管理能力，以应对经济下行，提高经营稳定性。xingyezhuanyehuayiweizheyinxingyaochuangjianshenkedexingyedongchanengli，genghaopanduanxingyeqianjingjizhouqixing。tongshiyinxingkeyigengjingzhundijiangyouxiandeziyuantourudaozichanjiaoyouliangdejujiaolingyu，yitigaoyinxingjingyingdewendingxing。
实现更高效的前中后台协同能力。xingyezhuanyehuayaoqiuyinxinggoujiangaoxiaodeqianzhonghoutaixietongnengli。liru：jiyuduixingyedegongtonglijie，kehujingli、chanpinjingli、fengxianguanlirenyuankeyigengjinmidepeihe，yigenggaoxiaodemoshiweixingyekehutigongchanpinyufuwu。
国内银行开展行业专业化现状及面临的挑战
xingyezhuanyehuazaiguoneiyinxingyebingbushiyigequanxindegainian，cong2000nianqianhoukaishi，yijingyouyinxingkaishitongguogongyinglianjinrongfuwulaidazaotedingxingyedezhuanyefuwunengliyujingzhengyoushi。zhihouduojiayinxing，baokuodaxingguoyouyinxing、gufenzhishangyeyinxing、chengshishangyeyinxingdengdouzaitongguobutongfangshichangshichuangjianxingyezhuanyehua。zhengtieryan，guoneiyinxingzaifazhanxingyezhuanyehuadeguochengzhongkeyifenweisangejieduan：
1.0时代—供应链产品驱动（2000-2007年）：2000nianzhiqian，yinxingbutaiguanzhuxingyetexing，bijiaozhongshiqiyeguimo。danshicong2000nianqi，yinxingyekaishizhuyidaobutongdexingyexuqiu，tebieshibutongxingyedegongyinglianjinrongfuwu。ru：shenfazhanyinxingzaoqizhenduigangtie、qichedengxingyetigonggongyinglianrongzifuwu，shuyugaishiqidedianxing。
2.0时代—事业部改革驱动（2007-2013年）：yinxingkaishiguanzhubutongxingyedexuqiuchayi，tansuozhenduixingyedetedingfuwufangan，bingdalitongguoyinxingneibugaigeyichuangjianbutongxingyedezhuanyehuanengli。liruminshengyinxingjipinganyinxingdeduigongxingyeshiyebugaigejiushixiwangtongguozuzhizhichengheziyuanbaozhanggoujianxingyezhuanyehua。suiranyongyoulezuzhishangdebaozhang，danshiyinxingduixingyedelijiebingbuzugoushenke，yewumoshibingweizhenzhengshixianzhuanyehua，yinci，zheigeshiqidegaigezairihouzaodaoleshichangdeyanjuntiaozhan。
3.0时代—客户中心驱动（2013年以后）：jinnianlai，suizhejingjixiaxing，yinxingyufaganshoudaoxingyedongchadezhongyaoxing，poqiexuyaozhaodaoyitiaoxingzhiyouxiaodexingyezhuanyehuadaolu。womenrenwei，“yikehuweizhongxin”dexingyezhuanyehuashidaiyidaolai——yinxingxuyaozhenzhengshenkelijiezijisuofuwudexingye，shenduwajuekehuxuqiuhexingyetongdian，bingjiyucigoujianfugai“dian、lian、quan”xingyeshengtaidezonghejinrongjiejuefangan。tongshisuizhejinrongkejijishudebuduanchengshu，yinxingyejubeiyuelaiyueduodeshouduanlaishenhuachuangxinhetishengfuwushendu（rudashuju、wulianwang、qukuailian、aidengdeyunyong）。
但是遗憾的是，虽然很多银行都积极探索产业银行之路，但是实施效果并不理想。有些银行投入甚多，甚至承担了业务转型带来的冲击，仍然不尽如人意，这主要是因为如下四大挑战：
行业聚焦和洞察能力不足。quefazugoudexingyedongchayichengweizhiyuegongsiyinxingyewufazhandezhongdianpingjing。suiranmuqianyinxingkaishijijitouruxingyeyanjiuliliang，bingqienenggouduixingyebianhuadehongguanfangxiangzuochuyidingdepanduan，danshiduiruhejujiaoxingyehekehushengankunhuo。lirumuqianhenduoyinxingdouzaijijibujuzhanlvexinxingxingye，ruzhinengzhizao，danshizhinengzhizaofanweiguangfan，daodijujiaofuwunagelingyu、nayileikehu、tigonghezhongchayihuafuwuduiyinxingeryanrengshikunhuo；
客户精准服务能力有限。xingyezhuanyehuadelingyigechenggongyaosuzaiyuduixingyedeshenkelijie，laolaobawobutongleixingkehudexuqiuhefengxiantezheng。eryouyuyinxingzaixingyeyukehuyanjiufangmianquefaxitonghua、zhuanyehuadefangfa，daozhilewufazhenzhenglejiebutongleixingkehudexuqiu，yejiuwufazuodaojingzhunfuwu。zheiyeshiyinxingzaimianduichanyelianzhongdaliangzhongxiaoqiyejihuiquegandaoshushouwucedeyuanyin。
解决方案创新乏力。muqian，yinxingduocaiyongxiangduibiaozhundeyinxingchanpin，ruduibutongdekehurengshichudingjiawaijibenxiangtongdechanpin，danshibutongdechanyebutongguimodekehuduichanpintexingyaoqiuchayihuaquehenda。liruwuliuxingyeheyiyaoxingyedezhifujiesuanpinlvhexianjinguanlisuqiujiuyouhendadechayi，erxianshizhongyinxingtigongdechanpinshizhichayibingbuda。
高效内部支撑缺失。liru，chuantongyinxingdeqianzhonghoufengejiaomingxian，qiemeiyouxingchengtongyidexingyelijie，jishimouxieyinxingzaizuzhishangzuolexiangyingdediaozheng，danshijicaozuorengranshichuantongdelisanshimoshi，daozhiqian、zhong、houtaiwufazhenzhengxietong。
zaixingyezhuanyehua3.0shidai，zongguanquanqiushichang，lingxianyinxingjunbingchiyikehuweizhongxindelinian，kaizhanxingyezhuanyehuajianshe。zaiciguochengzhong，yinxingwangwanghuiyijuzishendeziyuanbingfu、nenglisuozhang，weiraozishenzhanlvezhongdianhejingzhenghuanjingchayi，xuanzeshihezishendemoshidazaochayihuanengli，liruyaomeliyongzishenxingyelijiedejileitigongdingzhihuadejiejuefangan，yaometongguokejichuangxinxunsushenrumouxiexingyelingyu。tongshiwomenyefaxianfeiyinxingjinrongjigouyejiezhuduixingyededongchahuozheyuxingyechuizhihuahezuoshenruzhuanyefuwulingyu。
1.行业定制解决方案型：shenkelijiexingyexuqiu，jiadaxingyehuobanhezuolidu，weibutongdexingyeshejidingzhihuajiejuefangan
deyizhiyinxing、mogendatong、guiguyinxingdengzaineidequanqiulingxianyinxing，fenfenzhenduizhongdianxingyedetongdianhuofuwubuzulingyutigongzhenduixingjinrongfuwu，dazaotiejinxingyetexingdezhuanyehuajiejuefangan。zhidezhuyideshi，kaizhancileiyewuyinxingtongchangxuyaojubeijiaoqiangdexingyedongchayijifengfudechanpintixizuoweizhicheng，tongshikaifangdehezuonengliyezhiguanzhongyao，yifahuiziyuanhubuyoushi，xunsuqieruyewushichang。
anliyi：jujiaoyuhangyunyedegongyinglianjinrongjiejuefangan
deyizhiyinxingyuintrrazhuanyehangyundianzishangwupingtaishanghezuo，tigonggaofengkongshuipingdehangyunyegongyinglianjinrongjiejuefangan：
hangyunyeweizijinmijixingchanye，rongzixiaolvjifugaimianrengyoudafutishengkongjian。deyizhiyinxingzhuazhuhangyunrongzizheiyidaxingyetongdian，jiehezishenzaigongyinglianjinronglingyudeyoushi，yuintrra——yijiazhuanmencongshihangyundedianzishangwupingtaikaizhanhezuo。
tongguoliyongintrradezidongfukuanpingtai（eipp）huoqudianzifapiaoxinxi，gaoxiaoshibiegongyinglianjinrongpingtaihangyunxinxiliudezhenwei，baozhanggongyinglianjinrongdefengkongshuiping，weihangyungongyingliantigongfugaimianguangqiexunsudejinrongfuwu。
anlier：jujiaoyuxinxingxingye——zhenduikejihejiankanglingyuchuchuangqiyededingzhihuajinrongfuwu
meiguoguiguyinxingzhenduikejijijiankanglingyudechuchuangqiye，tigongtoudailiandongfangan。
guiguyinxingdongchadaochuchuangqiyechengzhangkuai、zijinxuqiubodongda，danquefayouxiaoxinyong、bingxuyaozhuanyezhishicainengyouxiaopingguneizaijiazhi，wangwangbuzaichuantongyinxingfuwufanchou。yinciguiguyinxingyiciweijiaodian，shenkewajuegaixingyetongdian，jiyuchuangxindeyewumoshihezonghejinrongshouduan，shejizhuanyehuadetouxingjiejuefangan，youxiaobuchonglechuantongxindaihejiaoyiyinxingfuwudebuzu，zhuazhulanhaishichangjiyu。
kehuxuanze：yuquanqiu600duojiavc/pemiqiehezuo（zhangkongquanmeizaikejijijiankanglingyuyue50%dechuchuangqiye），fuwuyuyouqianqizibenzhichidechuangxingongsi，yipingbifengxian；
zonghejinrong：weichuyubutongshengmingzhouqi、butongguimodeqiyedingzhijiejuefangan，jichengbaokuocundaikuan、zichanguanli、touzizixun、zichanguzhizaineideyixiliejinrongchanpinhefuwu
zhuanzhishouxin：yiqiyeshengmingzhouqizuoweidaikuankehufenleibiaozhun，zujianbianpinghua、zhuanyehuadeshouxintuandui，jiasuxindaihedingjiajueceliucheng；
xietongjiagou：jichengjinrongfuwulian，zaijinrongkonggujituanxiashelifuzeshangyeyinxingyewudesvb，fuzeguquanguzhidesvbfenxi，fuzevc/petouzidesvbzibendenggongsi，bingshixianjituanneibujinmixiezuo。
2.通过科技创新创建垂直领域的优势：tongguolingxiandekejiheshuzihuashouduan，xunsuzhaodaoqierumouxiexingyedefangfaheyoushi
liruhenduoxingyezhong，zhongxiaoqiyeyouyujingyingwendingxingcha、shuliangduoqiefenbuguang，yincichuantongyinxingdefuwuyiyuanbugao。suizhedashuju、wulianwang、qukuailiandengxinjishudexingqi，weiyinxingtongguojishuchuangxinduichuantongmoshijinxingchuangxin、tupozhiyueyinxingfuwunenglijuxiantigonglekenengxing。jinnianlai，guoneiwaiyongxianchudaliangliyongjishufanganzhenduixingtigongfuwudeanli，liruqukuailianjishuzaitedingxingyegongyinglianjinrongzhongdeshenduyingyong。
aodaliyalianbangyinxing、fuguoyinxingtongguoqukuailianjiwulianwangjishu，weikuajingmianhuamaoyitigonggongyinglianjinrongjiejuefangan—zaimaimaishuangfangkuajinghuoyunmaoyizhong，chuantongmoshitongguozhizhizhangben+rengongquerentongchangxuyaojigegongzuoriwanchengbingfangkuan，xiaolvdixia。bingqie，zaibicibulejiedejiaoyiduishouzhijian，wuliu、cangchuzhuangtaidexinxibuchongfendouhuidailaiyidingfengxian。
liangjiayinxinghezuo，tuichuwulianwanggenzong+qukuailian+zhinengheyuejishudejiehe，yewudexinyongzhengtongguofenbushizhangbenshangdezhinengheyuelaizhixing；jiaoyizhongshijiwuliudehuoyunxingwei，tongguowulianwangchufaqukuailianzhinengheyuedezhixing：yidanhuowudaodazhidingquyudidian，wulianwangxitongyuqukuailianxieyifashengshujujiaohuan，zhinengheyuejiyinxingzhifuzhiling，wanchengyibizijinzhifu。zheizhonghuowuzhuangtaideshishifankui，weijiaoyizhongdegefangtigonglegengduoyunyingshujuzhichi。
同时，我们也注意到，除传统银行以外，还有大量的数字化原住民（互联网、金融科技等领域企业）和大型产业集团也纷纷利用数字化技术，为不同行业提供技术创新型的专业化解决方案，从而跨界渗入到银行业务领域，加大了竞争的激烈程度和不确定性。lirudianrongwangyufushikanghezuo，jiezhufushikangzaidianzi、qichedengxingyedechanyejichu，dazaojiyuqukuailianjishudexinyidaigongyinglianjinrongpingtai，yanshenkehudaosan、sijigongyingshanghexiayoujingxiaoshang——zheixiekehuwangwangshichuantongyinxinggongyinglianjinrongwufawanquanfugaide，bingtigongjingzhungaoxiaodegongyinglianrongzifuwu。
从以上案例可以看到的是，无论是采取哪种业务发展路径，构建行业专业化能力的核心在于回归“以客户为中心”的本源，深刻的理解行业和客户需求，并以此为基础积极使用创新手段构建精准的服务方案，实现专业化和差异化的核心竞争力。
“三步致胜法则”
ruqiansuoshu，guoneiyinxingdazao“yikehuweizhongxin”dechanyeyinxingzhuanjiazhengchuyuzhenzhengshenhuadeshike，yeshijuedinggongsiyewuweilaichengbaideguanjianshike。keernijieheguoneiwaichenggongshijianjingyan，zongjiechudazaochanyeyinxing3.0de“sanbuzhishengfa”，gaitaofangfanenggouyouxiaobangzhuyinxingjujiaoxingye，xingchengshenkedexingyedongchahezhenduixingdechuangxinjiejuefangan，gengzhongyaodeshi，gaifangannenggouzhijiezhidaoshijiluodi，shixianxingyezhuanyehuadekuaisutupo。
第一步：明确聚焦行业、识别机会所在
公司银行开展行业专业化建设，应该首先明确需要聚焦哪些行业或子行业，并深度研究行业价值链，以明确行业的痛点和相应的金融机会，作为行业解决方案构建的基础。这里需要注意的是，打造行业专业化并非要求银行仅针对某几个行业开展业务，而是选择合适的行业进行切入，积累经验，待方案成熟之后可以迅速复制到其他行业，形成联动扩张效应。
在聚焦行业时，银行要充分考虑行业（包括细分行业）的前景、竞争水平、盈利空间和自身能力的匹配。目前随着经济结构的调整，很多银行都瞄准了新兴行业，新兴行业中固然蕴藏着巨大的金融需求，应该是银行提前布局的重点，但是目前占据80%以上产值的传统行业仍然存在很多高潜力的细分行业，例如民生相关的有机食品、奶制品等，特定地域上的优势产业等都蕴藏着巨大的商机。由于行业环节的广泛性，银行还需要对其产业链构成及业务特征做进一步研究，识别出具有较高业务价值且自身优势明显的环节，作为专业化建设的切入点。
第二步：针对高价值机会，设计具体的解决方案
yinxingxuyaozhenduizhongdianjihuishejijuyouchayihuatezhengdeyewumoshi，ruqingxidimingquemubiaokehu、dingyijiazhizhuzhang，shejiyingxiaojifuwumoshideng，weijutidejiejuefangankaifayuluodidiandingjichu。liru，zhinengzhizaoxingyehewenhuaxingyedeyewumoshidechayixingjiufeichangda，qianzhedejiaoyitexingshigongyingliantezhengmingxian，erwenhuaxingyedejiaoyigengheshizibenyunzuo，zheiyang，yinxingduilianggexingyedefuwumoshijiuhuiwanquanbutong。
在高阶业务模式的基础上，银行需要进一步针对高价值机会设计具体的业务解决方案，这需要在行业理解的基础上对特定客群或者特定环节上的痛点进行分析和把握，并提供有针对性的解决方案。liruzaizhinengzhizaoxingyezhong，zhinengzhuangbeizhizaoqiyehechuantongchanyezhinenggaizaoqiyedejinrongfuwufanganjiubujinxiangtong，qianzhepianzhongxinjishuhechanpindekaifa，kejieyongguojiachanyezhichijinrongshouduan，ruchanyejijin，huozheliyongqiyeguquanzhiyadeng；erhouzhezeguanzhudeshizhinengzhuangbeidehelishiyong，gengduodexuqiuzaiyushebeirongzihezichanpanhuo。
特别是在科技发达的今天，银行可以充分使用创新技术实现解决方案的突破。liruduiyudaliangdezhongxiaoqiye，chuleliyongqukuailianjishuyikaogongyinglianxinxitigongrongzixuqiuwai，zijinjizhanghuguanliyewangwangshizhongxiaoqiyedechezhousuozai，erzaiyinxingwangdianchengbenjizengdeqingkuangxia，keyiyunyongyuanchengkaihu、renlianshibiedengzhinenghuashouduanjiukeyidadatishengzhanghuguanli，zheiyichuantongyinxingchanpindejingzhengli。xiatujiuzhanshilezhenduitedingleixingzhiyaoqiyejiqigongyingshangzhijiandezonghejinrongfangansheji，tongguoguangfandekehufangtanhediaoyan，womenfaxianzheigexingyezhongcunzaijinshizhongbutongdejiaoyimoshi，ermeizhongjiaoyimoshidejiejuefangandoubuxiangtong。
第三步：搭建支撑体系，推动快速落地
wulunyinxingjujiaoshenmexingye、jiejuenaxietongdian、shejizenyangdechuangxinfangan，libukaiyitaoxiangpeitaodenenglitixizuozhicheng。keernizixunrenwei，goujian“yikehuweizhongxin”dexingyezhuanyehuajiejuefangan，shangyeyinxingxuyaozhongdiancongliufangmiandajiannenglitixi，baozhangfanganyouxiaoluodi。
专业的行业与客户洞察能力：长期以来，银行由于过于专注产品与营销，因此忽视了洞察能力的构建。guzaizhuanyehuanenglijianshedechuqi，yinxingkeyixunqiu“wainao”bangzhu，goujianxingyelijienengli，ruxuanzehezuohuobankaizhanshenduyanjiu，jiakuainenglijiansheguocheng，erzaiyoujichuzhihou，yinxingxuyaoneihuazheiyinengli，shixiankechixudeshendudongcha。
专业化的品牌、营销及客户管理：银行可以探索与目标行业/市场相一致的品牌内涵，实现品牌传递的专业化。此外，银行还需改变以往简单、以推销产品为主的营销覆盖模式，创建一套面向细分客群、更注重客户洞察和体验的营销推广机制。liru：duikehujinglitigongxingyezhuanyezhichi，baozhengyixianbumenduikehuxuqiudezhunquelijiehebawo。
直击痛点的专业化行业解决方案开发：“zhijitongdian”yiweizheyinxingxuyaozunxun“yikehuweizhongxin”deyuanze，quebaochanpinshejiyushichangdongchabumenzhijiandegaoduxiezuo，qiewu“bimenzaoche”。
相配套的定价与风控机制：youyubutongxingye、butongkequndefengxianchayijiaoda（ruqiche、gangtiedengchuantongxingyefengxian，yuwuliuxingyejuyoujudadechayi），erqiesuizhejishudetisheng，chuxianyuelaiyueduoxindeyewumoshi。yinci，yinxingxuyaochuangjianqiyitaoyujiejuefanganxiangpeitaodezhuanyefengkongnengli，liruruhezhenzhengshixianjiyujiaoyishujuerfeiwanquancaiwushujudefengxianshenpifangan，ruheliyongdashujuhezhinengjishushixiangaoxiaofanqizha。tongshixuyaojingzhunlijiebutongkequndefengxiantezheng，shixianchayihuadingjia，huoquyijia，erfeiyiweihuibifengxian。
保证高度协同的组织和机制：ruqiansuoshu，xingyezhuanyehua，libukaiqianzhonghoutaidegaoduxietong，zhiyouduixingyedelijieshiyizhide，cainengbaozhengxingdongdeyizhi。chuizhihuazuzhijiagou（rushiyebu）shiyinxingluodixingyezhuanyehuadechangjianzuofa，keyibaohanshichangdongcha、shouxinfengkong、yingxiaoyukehuguanlidengzhineng，yibaozhengqianzhonghoutaideyitihuayunzuo，dancaiyonghezhongchuizhihuashendu，xuyaoyinxingyijuzishenzhanlvehezuzhitedianlaidingzhi。tongshixuyaowanshandejilijizhibaozhengbutongbumenderennenggoujinmihezuo。
敏捷的数字化创新能力：yiyidongshejiao、dashuju、wulianwang、qukuailian、rengongzhinengweidaibiaodeshuzihuajishu，yichengweituidongyinxingtupochuantongchanpinyufuwumoshijuxian，shixianchuangxinyuzaizaodezuizhongyaoshouduan。youyumuqianxingyebianhuashifenxunsu，yinxingyexuyaopeibeixunsuxiangyingdeshuzichuangxinheitzhichinengli。yinciyinxingxuyaochuangjianqiyitaoyuchuantongitjieranbutongdeshuzihuanengli，bingyingzaogengweigulishicuo、kuanrongshibaidexuexixingqiyewenhua，shixian“shuangsu”it，zhenzhengweishuzihuachuangxintigongshihedejizhiyuturang。
行业专业化的创建不是一蹴而就的，需要银行改变过往以产品为推动的传统思维，以深刻理解行业需求为核心打造“以客户为中心”的业务模式和支撑体系。因此我们建议银行需要先通过聚焦行业的深度打造来构建行业专业化能力，特别是资源有限的中小银行，先努力在某些优势行业中打造精品品牌，再迅速进行能力复制扩展到其他行业。womenyefaxianchuqidezhuanyenenglijianshezuiweikunnan，danshiyidanxingchengquanxingdegongshihewenhua，jiexialaidefuzhisudushiqitayinxingwufabinide，zheiyeshixingyezhuanyehuanengweiyinxingchuangzaodechayihuayoushisuozai。