worldneweconomyМир новой экономикиThe world of new economy2220-64692220-7872Financial University under The Governtment оf The Russian Federation10.26794/2220-6469-2022-16-2-89-102worldneweconomy-358Research ArticleЭКОНОМИЧЕСКАЯ ПОЛИТИКАECONOMIC POLICYИзменение модели обслуживания банками корпоративных клиентовChanging the Banking Model of Service for Corporate Clientshttps://orcid.org/0000-0002-1243-5349СмирновВ. Д.SmirnovV. D.

Владимир Дмитриевич Смирнов — кандидат экономических наук, доцент департамента мировых финансов

Москва

Vladimir D. Smirnov — Cand. Sci. (Economics), Associate Professor, Department of World Finance

Moscow

vdsmirnov@fa.ruФинансовый университетРоссияFinancial UniversityRussian Federation20220407202216289102Copyright © Смирнов В.Д., 20222022Смирнов В.Д.Smirnov V.D.Данная работа распространяется под лицензией Creative Commons Attribution 4.0.This work is licensed under a Creative Commons Attribution 4.0 License.https://wne.fa.ru/jour/article/view/358

Автор исследует особенности работы банков, регуляторное и конкурентное давление на которые существенно усилилось в последние 10 лет, что негативно влияет на рентабельность их деятельности. Целью исследования является поиск оптимальной модели взаимодействия универсальных банков с корпоративными клиентами, которые обеспечивают большую часть их доходов и прибыли. Теоретическую и методологическую основу исследования составили научные труды зарубежных ученых и экспертов по вопросам повышения эффективности работы банков с корпоративными клиентами. Использованы методы качественного и количественного анализа научных публикаций, аналитические материалы известных консалтинговых организаций, статистические данные. В результате исследования автор приходит к выводу, что в существенно усложнившихся и нестабильных макроэкономических условиях банкам и компаниям целесообразно и выгодно пересмотреть характер сотрудничества, и предлагает новую модель обслуживания банками корпоративных клиентов, в которой каждая сторона углубит свою специализацию.

The author examines the peculiarities of the work of banks, the regulatory and competitive pressure on which has increased significantly in the last 10 years, which negatively affects the profitability of their activities. The purpose of the study is to find the optimal model for the interaction of universal banks with corporate clients, which provide most of their income and profits. The theoretical and methodological basis of the study was the scientific work of foreign scientists and experts on improving the efficiency of banks’ work with corporate clients. Methods of qualitative and quantitative analysis of scientific publications, analytical materials of well-known consulting organizations, and statistical data were used. As a result of the study, the author concludes that in a significantly more complicated and unstable macroeconomic environment, it is expedient and beneficial for banks and companies to reconsider the nature of cooperation and proposes a new model for servicing corporate clients by banks, in which each party will deepen its specialization.

эффективностьбизнес-модельсоздание дополнительной стоимостикомплексное обслуживаниеefficiencybusiness modelcreation of additional valuecomprehensive serviceReferencesBuehler K., Burkhardt R., Dietz M., Khanna S., Lemerle M., Mehta A., Nadeau M.-C., Rajgopal K., Sengupta J., Sieberer M., White O. A test of resilience: Banking through the crisis, and beyond. McKinsey Global Banking Annual Review 2020. Washington, DC: McKinsey & Company; 2020. 52 p. URL: https://www.mckinsey.com/~/media/mckinsey/industries/financial%20services/our%20insights/mckinsey%20global%20banking%20annual%20review%202020%20a%20test%20of%20resilience/a-test-of-resilience-banking-through-the-crisis-and-beyond.pdfBuehler K., Burkhardt R., Dietz M., Khanna S., Lemerle M., Mehta A., Nadeau M.-C., Rajgopal K., Sengupta J., Sieberer M., White O. A test of resilience: Banking through the crisis, and beyond. McKinsey Global Banking Annual Review 2020. Washington, DC: McKinsey & Company; 2020. 52 p. URL: https://www.mckinsey.com/~/media/mckinsey/industries/financial%20services/our%20insights/mckinsey%20global%20banking%20annual%20review%202020%20a%20test%20of%20resilience/a-test-of-resilience-banking-through-the-crisis-and-beyond.pdfBenintende F., Floetotto M., Kuyoro M., Pinter Z., Van Oostende M., Wos A. Seeds of outperformance: How M&A can help banks thrive in the next normal. Washington, DC: McKinsey & Company; 2020. 10 p. URL: https://www.mckinsey.com/industries/financial-services/our-insights/seeds-of-outperformance-how-m-and-a-can-help-banks-thrive-in-the-next-normalBenintende F., Floetotto M., Kuyoro M., Pinter Z., Van Oostende M., Wos A. Seeds of outperformance: How M&A can help banks thrive in the next normal. Washington, DC: McKinsey & Company; 2020. 10 p. URL: https://www.mckinsey.com/industries/financial-services/our-insights/seeds-of-outperformance-how-m-and-a-can-help-banks-thrive-in-the-next-normalGarvey J., Bichard J., Dr. Wackerbeck P., Alexander O., Burns P., Hughes C. Securing your tomorrow, today. The future of financial services. London: PwC; 2020. 27 p. URL: https://www.pwc.com/gx/en/financial-services/pdf/pwc-the-future-of-financial-services.pdfGarvey J., Bichard J., Dr. Wackerbeck P., Alexander O., Burns P., Hughes C. Securing your tomorrow, today. The future of financial services. London: PwC; 2020. 27 p. URL: https://www.pwc.com/gx/en/financial-services/pdf/pwc-the-future-of-financial-services.pdfGrasek B., Stoklosa M., Lord N., Zerbe K., Dobreva I., Miotto G., Kenny R., Shah V., O’Kelly R., Rosberg M., Walsh D., Davis J., Khutti N., Becker A., Karlstrom M. Striving to sustain returns. New York: Morgan Stanley; 2021. 37 p. URL: https://www.oliverwyman.com/content/dam/oliver-wyman/v2/publications/2021/apr/Oliver-Wyman-Morgan-Stanley-Wholesale-Banks-2021.pdfGrasek B., Stoklosa M., Lord N., Zerbe K., Dobreva I., Miotto G., Kenny R., Shah V., O’Kelly R., Rosberg M., Walsh D., Davis J., Khutti N., Becker A., Karlstrom M. Striving to sustain returns. New York: Morgan Stanley; 2021. 37 p. URL: https://www.oliverwyman.com/content/dam/oliver-wyman/v2/publications/2021/apr/Oliver-Wyman-Morgan-Stanley-Wholesale-Banks-2021.pdfKent S., Kamyk K., Freddi R., Chikova D., Pastore E., Pethe S. New decade, new crisis: European retail banking radar. Chicago, IL: Kearney; 2020. 23 p. URL: https://www.kearney.com/documents/20152/23369618/Retail+Banking+Radar+Articles.pdf/ae39a46a-9bac-09e9–66f3–55f6beb0e5db?t=1608470935000Kent S., Kamyk K., Freddi R., Chikova D., Pastore E., Pethe S. New decade, new crisis: European retail banking radar. Chicago, IL: Kearney; 2020. 23 p. URL: https://www.kearney.com/documents/20152/23369618/Retail+Banking+Radar+Articles.pdf/ae39a46a-9bac-09e9–66f3–55f6beb0e5db?t=1608470935000Le Boulay G., Saujana E., Dany O., Goyal D., Baumgaertner C., Van den Berg P., Beetz E. S., Benayad A., Orain F. The new reality for wholesale banks. BCG. Nov. 07, 2019. URL: https://www.bcg.com/publications/2019/new-reality-wholesale-banksLe Boulay G., Saujana E., Dany O., Goyal D., Baumgaertner C., Van den Berg P., Beetz E. S., Benayad A., Orain F. The new reality for wholesale banks. BCG. Nov. 07, 2019. URL: https://www.bcg.com/publications/2019/new-reality-wholesale-banksMalhotra S., Senant Y., Drummond A., Ampenberger M., Batra I., Strauss M., Roongta P., Dab S., Tfeli A., Tan T., Bussey K. Global payments 2019: Tapping into pockets of growth. Boston, MA: BCG; 2019. 27 p. URL: https://web-assets.bcg.com/img-src/BCG-Global-Payments-2019-Tapping-into-Pockets-of-Growth-September-2019-rev_tcm9–231986.pdfMalhotra S., Senant Y., Drummond A., Ampenberger M., Batra I., Strauss M., Roongta P., Dab S., Tfeli A., Tan T., Bussey K. Global payments 2019: Tapping into pockets of growth. Boston, MA: BCG; 2019. 27 p. URL: https://web-assets.bcg.com/img-src/BCG-Global-Payments-2019-Tapping-into-Pockets-of-Growth-September-2019-rev_tcm9–231986.pdfСмирнов В. Д. Изменения в финансовой функции компаний. Мир новой экономики. 2021;15(3):56–68. DOI: 10.26794/2220–6469–2021–15–3–56–68Smirnov V. D. Changes in the financial function of companies. Mir novoi ekonomiki = The World of New Economy. 2021;15(3):56–68. (In Russ.). DOI: 10.26794/2220–6469–2021–15–3–56–68Bhattacharya S., Thakor A. V. Contemporary banking theory. Journal of Financial Intermediation. 1993;3(1):2–50. DOI: 10.1006/jfin.1993.1001Bhattacharya S., Thakor A. V. Contemporary banking theory. Journal of Financial Intermediation. 1993;3(1):2–50. DOI: 10.1006/jfin.1993.1001Boot A. W.A. Relationship banking: What do we know? Journal of Financial Intermediation. 2000;9(1):7–25. DOI: 10.1006/jfin.2000.0282Boot A. W.A. Relationship banking: What do we know? Journal of Financial Intermediation. 2000;9(1):7–25. DOI: 10.1006/jfin.2000.0282Petersen M. A., Rajan R. G. The effect of credit market competition on lending relationships. The Quarterly Journal of Economics. 1995;110(2):407–443. DOI: 10.2307/2118445Petersen M. A., Rajan R. G. The effect of credit market competition on lending relationships. The Quarterly Journal of Economics. 1995;110(2):407–443. DOI: 10.2307/2118445Lewis M. K. Modern banking in theory and practice. Revue économique. 1992;43(2):203–227. DOI: 10.2307/3501990Lewis M. K. Modern banking in theory and practice. Revue économique. 1992;43(2):203–227. DOI: 10.2307/3501990Miwa Y., Ramseyer J. M. Does relationship banking matter? The myth of the Japanese main bank. Journal of Empirical Legal Studies. 2005;2(2):261–302. DOI: 10.1111/j.1740–1461.2005.00051.xMiwa Y., Ramseyer J. M. Does relationship banking matter? The myth of the Japanese main bank. Journal of Empirical Legal Studies. 2005;2(2):261–302. DOI: 10.1111/j.1740–1461.2005.00051.xGuo Y., Holland J., Kreander N. An exploration of the value creation process in bank corporate communications. Journal of Communication Management. 2014;18(3):254–270. DOI: 10.1108/JCOM-10–2012–0079Guo Y., Holland J., Kreander N. An exploration of the value creation process in bank corporate communications. Journal of Communication Management. 2014;18(3):254–270. DOI: 10.1108/JCOM-10–2012–0079Guo Y. Implementing relationship banking strategies and techniques and improving customer value. Finance and Market. 2017;2(2):14. DOI: 10.18686/fm.v2i2.980Guo Y. Implementing relationship banking strategies and techniques and improving customer value. Finance and Market. 2017;2(2):14. DOI: 10.18686/fm.v2i2.980Degryse H. A., Ongena S. Bank relationship and firm profitability. Financial Management. 2001;30(1):9–34. DOI: 10.2307/3666389Degryse H. A., Ongena S. Bank relationship and firm profitability. Financial Management. 2001;30(1):9–34. DOI: 10.2307/3666389Ogura Y., Yamori N. Lending competition and relationship banking: Evidence from Japan. Munich Personal RePEc Archive. MPRA Paper. 2009;(16707). URL: https://mpra.ub.uni-muenchen.de/16707/1/MPRA_paper_16707.pdfOgura Y., Yamori N. Lending competition and relationship banking: Evidence from Japan. Munich Personal RePEc Archive. MPRA Paper. 2009;(16707). URL: https://mpra.ub.uni-muenchen.de/16707/1/MPRA_paper_16707.pdfDietz M., Ferreira N., Nadeau M.-C., Sengupta J. The great diversion. McKinsey global banking annual review 2021. Washington, DC: McKinsey & Company; 2021. 54 p. URL: https://www.mckinsey.com/~/media/mckinsey/industries/financial%20services/our%20insights/global%20banking%20annual%20review%202021%20the%20great%20divergence/global-banking-annual-review-2021-the-great-divergence-final.pdfDietz M., Ferreira N., Nadeau M.-C., Sengupta J. The great diversion. McKinsey global banking annual review 2021. Washington, DC: McKinsey & Company; 2021. 54 p. URL: https://www.mckinsey.com/~/media/mckinsey/industries/financial%20services/our%20insights/global%20banking%20annual%20review%202021%20the%20great%20divergence/global-banking-annual-review-2021-the-great-divergence-final.pdfEvans C., Colyer T., Howard-Jones D. A credit renaissance is beginning. New York: Oliver Wyman; 2021. 10 p. URL: https://www.oliverwyman.com/content/dam/oliver-wyman/v2/publications/2021/aug/a-credit-renaissance-is-beginning.pdfEvans C., Colyer T., Howard-Jones D. A credit renaissance is beginning. New York: Oliver Wyman; 2021. 10 p. URL: https://www.oliverwyman.com/content/dam/oliver-wyman/v2/publications/2021/aug/a-credit-renaissance-is-beginning.pdfSoares J. Investors have soured on Europe’s banks, and now a downturn looms. Boston, MA: Bain & Company; 2019. 12 p. URL: https://www.bain.com/insights/investors-have-soured-on-europes-banks/Soares J. Investors have soured on Europe’s banks, and now a downturn looms. Boston, MA: Bain & Company; 2019. 12 p. URL: https://www.bain.com/insights/investors-have-soured-on-europes-banks/Smith K., Rorrer J. Data driven mastery in commercial banking. Dublin: Accenture; 2021. 22 p. URL: https://www.accenture.com/us-en/insights/banking/data-driven-mastery-commercial-bankingSmith K., Rorrer J. Data driven mastery in commercial banking. Dublin: Accenture; 2021. 22 p. URL: https://www.accenture.com/us-en/insights/banking/data-driven-mastery-commercial-bankingBarbey R., Bujon de l’Estang T., Burghardt M., Carlos M., Dab S., Levet J., Senant Y., Subramanian S., Tang T., van den Berg P., Wee C. K. Corporate treasury insights 2016. Boston, MA: BCG; 2016. 16 p. URL: https://www.bcg.com/publications/2016/financial-institutions-corporate-treasury-insights-security-client-experienceBarbey R., Bujon de l’Estang T., Burghardt M., Carlos M., Dab S., Levet J., Senant Y., Subramanian S., Tang T., van den Berg P., Wee C. K. Corporate treasury insights 2016. Boston, MA: BCG; 2016. 16 p. URL: https://www.bcg.com/publications/2016/financial-institutions-corporate-treasury-insights-security-client-experienceAgrawal A., Eklund S., Waite J., Woodcock E. Finance 2030: Four imperatives for the next decade. Washington, DC: McKinsey & Company; 2020. 7 p. URL: https://www.mckinsey.com/business-functions/operations/our-insights/finance-2030-four-imperatives-for-the-next-decadeAgrawal A., Eklund S., Waite J., Woodcock E. Finance 2030: Four imperatives for the next decade. Washington, DC: McKinsey & Company; 2020. 7 p. URL: https://www.mckinsey.com/business-functions/operations/our-insights/finance-2030-four-imperatives-for-the-next-decadeMalek V., Rychlik P., Michniak P., Mlynski P. Business partnership: Inside the intelligent finance function. Amstelveen: KPMG; 2015. 52 p. URL: https://assets.kpmg/content/dam/kpmg/pdf/2016/03/pl-Report-KPMG-in-Poland-Business-partnership-Inside-the-intelligent-finace-function.pdfMalek V., Rychlik P., Michniak P., Mlynski P. Business partnership: Inside the intelligent finance function. Amstelveen: KPMG; 2015. 52 p. URL: https://assets.kpmg/content/dam/kpmg/pdf/2016/03/pl-Report-KPMG-in-Poland-Business-partnership-Inside-the-intelligent-finace-function.pdfSenant Y., Ampenberger M., Mathur A, Batra I., Clavel J., Dab S., Malhotra S., Nowicki S., Roongta P., Strauss M., Tfeli A., Vaca A. Global payments 2020: Fast forward into the future. Boston, MA: BCG; 2020. 34 p. URL: https://web-assets.bcg.com/7c/e0/596af1214f32820093f1f88c05f0/bcg-global-payments-2020-fast-forward-into-the-future-oct-2020–1.pdfSenant Y., Ampenberger M., Mathur A, Batra I., Clavel J., Dab S., Malhotra S., Nowicki S., Roongta P., Strauss M., Tfeli A., Vaca A. Global payments 2020: Fast forward into the future. Boston, MA: BCG; 2020. 34 p. URL: https://web-assets.bcg.com/7c/e0/596af1214f32820093f1f88c05f0/bcg-global-payments-2020-fast-forward-into-the-future-oct-2020–1.pdf

The authors declare that there are no conflicts of interest present.