First, adhere to market positioning around differentiated needs and achieve a new leap in business development under the new normal.
First, adhere to the concept of establishing a deposit bank and fully consolidate the leading edge of the industry. The first is to strengthen the implementation of measures. While highlighting the "good start" in the first quarter, we will focus on organizing the steady deposit and increase of funds throughout the year. In accordance with the arrangements and requirements for organizing the Spring Festival fund mobilization meeting and fund promotion meeting, we will carry out various publicity activities and do a good job in implementation. At the same time, combined with the growth of deposits in different stages, a special competition for organizing funds was launched to promote the steady growth of various deposits month by month. The second is to strengthen evaluation and guidance. In view of the new situation, new tasks and new requirements, optimize the assessment scheme, focus on improving the assessment weight of savings deposits, low-cost funds and daily average deposits, guide the whole bank to pay attention to the basic work of deposits, avoid offsetting deposits at the end of the month and the end of the quarter, put an end to "one-day tours" of deposits, and strictly control the deviation of deposits. The third is to strengthen organizational promotion. In order to meet the requirements of phased work, while using economic indicators to assess, measures such as admonishing and talking are taken to strengthen promotion. At the same time, strictly implement the leadership of the head office and department heads, and strengthen supervision and assistance to sub-branches.
Second, adhere to effective credit supply to meet customers' reasonable credit demand. The first is to clarify the investment of credit funds. Always adhere to the market positioning of serving "agriculture, rural areas and farmers", serving small and micro enterprises and serving communities, and make good use of increments and sufficient scale. 50% of the new loans will be used to support small and micro enterprises and natural persons with less than 5 million yuan. We will continue to maintain the "three priorities" in terms of funds and approval, actively guide branches to do small things and fine things, and ensure the completion of the "two no less than" goals. The second is to broaden the channels of credit supply. Vigorously expand new credit growth points, focusing on supporting emerging industries such as modern agriculture, modern service industry, new rural business entities, science and technology enterprises and industrial transformation and upgrading; Increase the marketing and promotion of entrepreneurial loans such as "university student village officials", civil servants, teachers and medical personnel, and personal consumption loans such as automobile and housing mortgages. At the same time, in combination with market demand, we will actively carry out bill discount business and put in credit funds through multiple channels. The third is to strengthen credit service innovation. Under the premise of controllable risks, strictly control and prudently promote the "loan renewal" business; For small and micro enterprises that have implemented "loan renewal", we will carry out list management, strengthen fund monitoring, increase tracking and inspection, and prevent risks. At the same time, strengthen coordination and communication with the government, make good use of the government's repayment working capital, and strive to alleviate the repayment difficulties of small and micro enterprises.
Third, insist on adjusting the credit structure to ensure that credit funds are invested in entity enterprises. The first is to increase the number of households and expand the scope. Firmly establish the concept of active marketing, make the focus sink, focus on the marketing of "agriculture, rural areas and farmers", and aim at farmers, individual industrial and commercial households and small and micro enterprises in business development. Organize account managers to conduct customer marketing by district, industry and village to ensure a substantial increase in the number of loan households throughout the year. The second is to control the growth of large loans. It is clear that after extending new credit to existing customers, sub-branches shall not market loan customers with a single account and associated customers exceeding 30 million yuan or with a total amount exceeding 30 million yuan; The growth rate of customer loans will be strictly controlled from 6,543,800 yuan to 30 million yuan to prevent loans from being concentrated in large households and industries. The third is to formulate a pressure drop exit plan. Find out the relationship between group customers and related customers and the real business situation, formulate large loans, limit the pressure drop of eliminating loans and exit plans according to the principle of "steady exit and risk mitigation", list specific details, and implement the responsible person to carry out wall chart operations.
Second, around the basic work, consolidate the traditional market and achieve new breakthroughs in channel construction under the new normal.
First, do a good job in issuing social security cards. The first is active docking. Strengthen communication and coordination with social security, medical insurance, finance and other government departments, coordinate the issuance time and requirements of social security cards, ensure that social security card services are tracked in place, and avoid negative public opinion caused by inadequate services. The second is to activate signature synchronization. With the social security card as the link, carry out various collection and payment services. With the favorable opportunity of issuing social security cards, while activating social security cards, we will sign business agreements with customers, pay for water, electricity, cigarettes, cable TV and other expenses, and do a good job in basic work. Third, publicity and promotion are in place. With the help of the existing publicity platform, we will increase the publicity of social security card issuance rights in the leading cities of rural commercial banks, expand the awareness of ordinary people and enhance the brand image. At the same time, focus on increasing the publicity of the function of social security cards, so that people can know that they can enjoy one-stop convenience services such as medical insurance, social security and various remittance services when handling social security cards in rural commercial banks.
The second is to focus on promoting the "Sunshine Credit" project. Further promote "sunshine credit" into the community and small and micro enterprises, and seize the market share of community microfinance and small and micro enterprise loans. All mortgage loans below 500,000 yuan are issued in the form of "sunshine credit" and through "easy loan", ensuring that the credit rate of "sunshine credit" and "easy loan" of mortgage loans below 500,000 yuan reach 100% by the end of the year.
Third, continuously extend the coverage of financial services. First, accelerate the development of e-banking business. Adapt to the requirements of the era of big data and put more energy into promoting financial services such as online banking, mobile banking and WeChat banking; Enrich the function of "mobile banking", expand the channel of "online payment", attach importance to customer experience, and realize the diversification of product functions, service means, service scope and service effect. The second is to ensure the steady development of village-to-village business. Constantly enrich the service functions of each village, establish and improve the assessment and withdrawal mechanism of special merchants in each village, and make timely adjustments to merchants with less transaction volume or weak willingness to undertake business. At the same time, with the help of the construction of 24-hour self-service banks and financial comprehensive service stations, we will strive to build "convenience banks" and "financial convenience stores" at the doorstep of ordinary people. The third is to accelerate the innovation of financial products and services. Strengthen the training and promotion of a series of new products such as "fixed service", "saving for farmers", "fixed service for businesses" and inter-bank transfer over the counter, and broaden the marketing channels of existing intermediary businesses such as safe deposit boxes and housing provident fund agents. Carefully analyze customer needs, develop new intermediate business products in a targeted manner, strive to extend the scope of services, and constantly enrich the varieties of intermediate business.
Third, take risk control as the core, adhere to the bottom line thinking, and realize a new situation of management under the new normal.
First, lay a solid foundation and strictly control credit access. The first is to strengthen the refined management of credit. Revise various rules and regulations in a timely manner, improve operational procedures, establish a risk early warning mechanism, and enhance risk prevention capabilities. At the same time, strengthen unified credit management, strictly control cross-regional loans, and strictly prohibit taking over customers who have withdrawn from other banks. The second is to truly grasp the situation of the enterprise. Find out the production and operation of enterprises, and accurately grasp the association, guarantee, guaranteed and real liabilities of enterprises; Understand the cash flow and sales of the enterprise by asking the industrial and commercial, tax and financial personnel; By learning about the private financing of enterprises from upstream and downstream customers on the periphery of enterprises, enterprises that do not meet the requirements are prohibited from entering, and pressure drop plans are formulated one by one. The third is to do a solid job in the "three investigations" of loans. Combined with the launch of the mobile credit system, we will focus on improving the quality of "three checks" and promote the pre-lending investigation of forms, so as to truly fulfill the due diligence of pre-lending investigation, strict review in lending and proper post-lending management, and ensure that the pre-,mid-and post-lending risk status of customers is truly reflected. The fourth is to strengthen risk management and control in key areas. Find out the risk base of overcapacity industries and establish inventory management. Focus on multi-head credit granting, and strictly control multi-head credit granting enterprises according to the requirements of "three controls and four prohibitions". Focus on strengthening the risk prevention of loan in the guarantee circle, and urge enterprises with more external guarantees to cancel the guarantee as soon as possible; For enterprises involving high-risk guarantees, urge enterprises to change their guarantees or increase effective collateral to ensure adequate sources of secondary repayment.
Second, vigorously control the new and reduce the old, and strengthen the disposal of non-performing loans. The first is to strengthen management by objectives. From the head office to the sub-branches, the collection of non-performing loans should be "recorded", and the collection objectives should be decomposed and implemented, and the corresponding collection assessment methods should be formulated to ensure the realization of the annual non-performing loan control objectives. The second is to strengthen the control of non-performing loans. Supervise sub-branches and account managers to strengthen loan management in the current month, and further strengthen the assessment of branch presidents and account managers for new loans that are overdue or owe interest in the current month. At the same time, daily monitoring, weekly report and monthly notification will be carried out on non-performing loans and non-performing loans of the whole bank, and new units will be prompted and interviewed, and performance appraisal and accountability will be strengthened for units with rapid growth of non-performing loans and poor loan reduction targets. The third is to strengthen bad disposal. Strengthen the linkage between the upper and lower levels, and comprehensively use communication and coordination, legal proceedings, responsibility collection, asset repayment, asset transfer, risk mitigation and other means to improve the collection effect of non-performing loans. The fourth is to strengthen the accountability of assessment. Intensify the handling of those responsible for violations and dereliction of duty in all aspects of new non-performing loans, strengthen the deterrence of system implementation, and curb the rebound of non-performing loans.
The third is to improve the mechanism construction and enrich and optimize the credit team. The first is to improve the assessment mechanism. Get online the performance appraisal system as soon as possible, and let the account manager know the salary and daily work of various businesses in time as much as possible. The second is to improve the elimination mechanism. Further strengthen dynamic management and timely adjust account managers with weak ability, poor performance and weak sense of responsibility. The third is to improve the selection mechanism. Focus on strengthening the cultivation of college students with outstanding performance, outstanding performance and strong sense of responsibility in recent years, gradually establish a selection mechanism for account managers, continuously enrich the credit force, select outstanding college students to enrich the account manager team, and further enhance the vitality of the credit team. The fourth is to improve the training mechanism. Establish a normalized, professional and systematic training mechanism to effectively improve the professional quality and risk management level of account managers.
Fourth, focus on promoting development, deepen reform and innovation, and realize new development of business transformation under the new normal.
First, solidly promote the steady development of business transformation. The first is department optimization. According to the requirements of flat business structure, professional business operation and centralized operation management, an organizational structure with clear responsibilities, smooth operation, specialization and centralization is established. Integrate resources to set up departments, and set up asset management department and fund business department in a timely manner. The second is process reengineering. According to the requirements of risk prevention and control, the functions of the small loan center are merged into the credit management department, which is responsible for the loan credit of the whole bank. At the same time, sort out the product operation standards as soon as possible and strive to introduce new operation standards. The third is decentralization. Guided by market demand, we try to decentralize the credit authority of microfinance, and at the same time give differentiated authorization to branches to further improve the efficiency of loan management, enhance the market response ability, and control the discourse power of microfinance.
Second, strive to improve financial services. The first is to strengthen the supporting role of science and technology. While promoting and using 3G mobile terminals, mobile credit system, customer relationship system and management accounting system, we will further intensify scientific and technological innovation and improve the level of independent research and development. Remittance business systems such as online performance appraisal system, risk early warning system, Yinyitong project, integral management system, and second-phase system of gold insurance project will further enhance risk prevention and market competitiveness. The second is to coordinate the layout of financial services. Actively respond to market competition in the same industry and adjust the relocation of outlets with unreasonable layout. Accelerate the layout of 24-hour self-service banks to effectively meet the financial needs of more people. The third is to speed up the change of service concept. Strengthen the standardized management of services, unify the external service image, truly achieve dressing the, unified counter decoration and unified business hall layout, and strive to create a professional and standardized service brand image of rural commercial banks.
Third, speed up refined financial management. The first is to establish a price system. Establish a fair and reasonable internal capital market price system, take the management accounting system as a tool, implement unified management of funds, and provide a scientific and accurate measurement platform for grass-roots units to use funds for compensation and calculate the cost and income of funds. The second is to establish an accounting system. Establish fund transfer pricing mechanism, cost allocation mechanism, profit analysis mechanism and fair and transparent accounting system, finely calculate profits from multiple dimensions such as products, institutions and employees, effectively manage costs such as cost budget, cost control and benefit evaluation, and fully amplify the effect of financial management. The third is to establish a pricing system. Establish the pricing system of loan business and intermediate business based on management accounting system and customer relationship management system, and accurately calculate the costs of capital, management, risk and capital. , and combined with customer relationship and customer comprehensive return, come up with a reasonable and competitive loan price. The fourth is to establish an assessment system. Establish a performance appraisal system with the simulated profit calculated by the management accounting system as the core, and promote refined management and intensive management.