First, customers expand in batches. Carry out "six ones" outreach marketing activities, namely, a unit, a hospital, a school, a large merchant, a professional market and a residential area. Starting from product marketing, do a good job in issuing cards in batches such as provident fund cards, business friends cards, tobacco cards, credit cards and wealth management gold cards, and expand individual customers in batches from the source. At the same time, we will promote wealth management, personal online banking, personal loans and other products in marketing to stabilize and expand the middle and high-end customer base. Customer development pays attention to linkage marketing. Through the vertical linkage of branches, horizontal linkage of branch companies and personal financial departments, comprehensively sort out the customer resources of corporate loans, first-level payroll agencies, personal loans and large credit loans, and determine the target customers list of personal high-end customers, large credit loans and large personal loans; Through public-private linkage and public-private linkage, we will strive to develop shareholders, senior managers and professionals of corporate and institutional customers, major personal loan customers, major credit card customers and major credit customers into high-end customers of ICBC.

Second, the mechanism construction is rationalized. Improve the management mechanism of account manager assessment. Make full use of MOVA system to strengthen the assessment of account managers, focusing on the assessment of customer maintenance frequency, the number of new customers and the increase or decrease of customer financial assets. Establish the exit and promotion mechanism of account manager, and improve the promotion mechanism of account manager's post level. Establish the distribution mechanism of marketing team members. Improve the assessment methods of financial managers, marketing managers, lobby managers and counter employees, set different profit sharing ratios, improve the enthusiasm of employees in marketing, improve the overall coordination ability of the team, and promote the all-round development of the business.

Third, staff training is systematic. Make a training plan for the whole year, and carry out new business, new knowledge and new skills training in a planned way. The training content covers MOVA system, credit card, e-banking, wealth management products, insurance, marketing skills and techniques. Adhere to the morning meeting evaluation service and hold financial salon regularly. By actively carrying out employee training, skill competition and other activities, we will build a workforce with comprehensive business skills and high service level. Set up a team of trainers, deploy business backbones who have obtained CFP and AFP certificates, and set up a team of lecturers to guide and drive employees to firmly establish service awareness and continuously improve their business skills. Hire a third-party organization to carry out marketing service training, improve training quality, introduce advanced concepts, broaden training fields and improve service management.

Fourth, check and implement normalization. Work deployment should be "three in time": timely convey and implement the spirit of the work meeting of the superior bank and put forward the work requirements in combination with the actual situation; Make a work plan in time, and define the work focus and objectives and tasks; Mobilize and assign tasks in time, analyze the situation, sum up experience and find out the shortcomings. Work to promote the "three implementations": tasks are decomposed and implemented, indicators are decomposed at different levels, and target responsibility letters are signed, which are linked to performance appraisal; Check and supervise the implementation. The president of the branch, the president in charge and the manager on duty in the lobby regularly and irregularly supervise the development of marketing activities, the implementation of plans, the implementation of publicity, the progress of deposits, the implementation of systems, etc. in the peak season. , and adhere to the daily notification of deposits, loans and intermediary business income, and analyze the trend of mature wealth management products and large funds; Implement assessment and fully mobilize the enthusiasm of all employees.