证券公司发展财富管理的困境及对策研究

——以安信证券为例

专    业：工商管理硕士

硕 士 生：

指导教师：

摘  要

近年来随着我国经济迅速发展，人们对财富管理的需求日趋旺盛；然而当前证券公司财富管理业务的开展基本停留在粗放型的产品销售为主，而且证券公司内部相应的组织架构、人才队伍等内部建设能力也未匹配财富管理业务发展的要求。另一方面目前证券公司零售业务依靠简单的收取佣金、赚取手续费的经营模式面临许多发展困境，亟待优化发展。如何通过财富管理进行业务转型是国内证券公司面临的重大课题。

本论文在研究财富管理相关理论的基础上，以笔者服务的证券公司为案例，分析了国内证券公司发展财富管理业务面临的普遍问题和制约因素。接着，在借鉴海外财富管理机构发展财富管理业务的成功经验上，提出了笔者对国内证券公司发展财富管理业务的优化建议。

综上所述，本论文认为国内证券公司发展财富管理业务首先要将以客户为中心的财富管理理念落实到企业经营战略层面。其次，在执行层面，从企业组织结构、人才队伍建设、客户服务管理建立财富管理运作体系。最后，积极应用Fintech为业务赋能。论文的最后笔者还就监管机构如何为证券公司开展财富管理业务提供一个友好有序的环境提出了两点建议，包括制定有利于引导投资者进行长期投资的政策和制定金融机构为财富客户进行账户管理的制度。

关键词：资产配置；财富管理；发展困境；优化对策；安信证券

Research on the Difficulties and Countermeasures of Securities Companies' Development of Wealth Management

——A Case Study from Essence Securities

Major：MBA

Name:

Supervisor:

ABSTRACT

In recent years, with the rapid development of China's economy, people's demand for wealth management is growing. However, securities companies develop wealth management simply by selling wealth products as well as their organizations, talent team buildings and IT supports are also lack of development. On the other hand, at present, the retail business of securities companies relies on a simple business model of collecting commissions and earning fees, which faces many development difficulties and needs to be optimized. How to transform business through wealth management is a major issue for domestic securities companies.

Based on the research of wealth management related theories, this paper analyzes the common problems and constraints faced by domestic securities companies in developing wealth management business. Then, based on the successful experience of overseas wealth management institutions in developing wealth management business, the author puts forward the author's optimization suggestions for the development of wealth management business of domestic securities companies.

In summary, this paper believes that the development of wealth management business by domestic securities companies must first implement the customer-centered wealth management concept to the business strategy level. Secondly, at the implementation level, the wealth management operation system is established from the organizational structure of the enterprise, the construction of the talent team, and the management of customer service. Finally, actively apply Fintech to empower the business. At the end of the paper, the author also made two suggestions on how the regulator can provide a friendly and orderly environment for the securities company to conduct wealth management business, including formulating policies that help investors to make long-term investments and developing financial institutions to account for wealth clients.

Keywords: Asset Management, Wealth Management, Optimization Strategies, Essence Securities