GÉNÉRALITÉS DE LA BANQUE PAR ACTIONS
BANQUE PAR ACTIONS TECHNOLOGIQUE ET COMMERCIALE DU
Techcombank, officially known as the Joint Stock Commercial Bank for Foreign Trade of Vietnam, is one of the largest joint-stock commercial banks in Vietnam, having been established on September 27.
Founded in 1993 with an initial capital of just 20 billion VND, Techcombank has experienced significant growth and has been repeatedly recognized as one of the best banks in Vietnam With the strategic support of HSBC, Techcombank now boasts a stable financial foundation, with total assets exceeding 269.392 trillion VND as of December 31, 2017.
Techcombank boasts an extensive and diverse network of services, including 315 branches and 1,229 ATMs nationwide, supported by the most advanced banking technology system Additionally, the bank is led by a talented management team with extensive experience in multinational finance, backed by a professional workforce of over 7,000 employees dedicated to achieving the bank's goal of becoming the leading bank and enterprise in Vietnam.
Techcombank offers a range of financial products and services across three strategic areas: personal financial services, banking for small and medium enterprises, and wholesale banking This comprehensive approach effectively meets the diverse needs of various customer segments.
Techcombank's establishment marked a significant step in enhancing competitive financial services in the heart of the capital, where numerous ministries, departments, and major corporations are located Its strategic position has fostered the growth of various banks, contributing to the continuous improvement of banking services for both businesses and residents in the area.
Les récompenses exceptionnelles que Techcombank a réalisées comprennent:
In 2016, Vietnam's leading bank received several prestigious accolades, including the title of Best Bank in Vietnam from FinanceAsia, Excellent Bank of the Year from Asia Risk Magazine, and ranked among the Top 2 Best Places to Work in Vietnam by Alpha South East Asia.
2015: Meilleure banque d'entreprise au Viet Nam (Global Banking &
Finance Review), Étoile d’Or du Viet Nam (Association de jeunes entrepreneurs), Meilleure banque des économies émergentes d'Asie (Global Finance)
2014: Marque nationale (Ministère de l'Industrie et du Commerce), Banque offrant le meilleur service aux clients du Viet Nam (Global Banking &
2013: Meilleure banque électronique au Viet Nam (Global Banking &
Finance), Meilleure banque de financement du commerce du Viet Nam (Asian Banker)
2012: Meilleure banque du pays (The Asset), Meilleure banque de gestion monétaire du Viet Nam (Finance Asia)
SERVICE BANCAIRE DE GROS ET DIVISION DES OPÉRATIONS DE CRÉDIT
Le Service bancaire de gros est l’un des services les plus importants de Techcombank, attirant de nombreuses grandes entreprises dans le pays pour créer des relations d’affaires.
Le Service bancaire de gros fournit les principaux services suivants:
F@st E-Bank offers online banking services that allow clients to access information and conduct all transactions for their business accounts simultaneously from a single internet-connected computer Customers can also register online for services such as letters of credit, guarantees, and international payments.
Service de paie pour les entreprises: Transfert du salaire aux employés via le système de banque en ligne
Découvert flexible pour les distributeurs: Financement flexible exclusivement destiné aux distributeurs spécialisés pour importer des marchandises auprès de fournisseurs
Prêts et caution: y compris des types de garantie de prêt, enchères, paiement, exécution du contrat, paiement anticipé, etc…
UPAS LC, or Usance Payment Letter of Credit, offers immediate payment terms that assist businesses in alleviating pressure during periods of low foreign currency revenue This financial solution enables companies to meet the immediate payment demands of exporters effectively.
Situation du Services bancaires de gros
Since the late 2000s, the Vietnamese economy has faced significant challenges Following a period of rapid growth in the mid-2000s, economic expansion sharply declined in 2008 and 2009 due to high inflation and the effects of the global recession This slowdown continued into 2011 and 2012, as persistent inflation prompted the State Bank to tighten monetary policy and increase interest rates Additionally, the cooling of the real estate market weakened investment and overall demand within the economy.
With the easing of monetary policy and a relatively stable international economic environment, economic growth has gradually recovered in recent years The gradual resolution of bad debts also promotes borrowing and investment activities within the economy In this context, wholesale banking activities continue to experience significant growth.
The table below outlines the commercial activities of the Wholesale Banking Service, providing a clearer understanding of the business situation during the period from 2013 to 2017.
Table 1 Activités commerciales du Service bancaire de gros
The data presented in the table indicates a consistent annual growth in service indices In 2013, the loan balance was recorded at 32.071 trillion VND, and by 2017, it more than doubled to reach 78.098 trillion VND.
Le solde de la mobilisation a également augmenté de manière significative, passant de 24.407 milliards de VND en 2013 à 50.244 milliards de VND en 2017.
This demonstrates that the Service is making significant efforts to enhance its capital mobilization activities Additionally, the trend in the demand deposit balance index further illustrates Techcombank's strength over time.
Solde de la mobilisation Solde des dépôts à vue
Figure 2 Solde de la mobilisation 2013-2017
Client development activities are a key focus for wholesale banking services, demonstrating consistent growth The number of clients engaging in transactions increased from 372 in 2013 to 450 in 2017 Notably, this includes high-quality clients with strong relationships with Techcombank, such as the Vingroup and Hoa Phat groups.
Nombre de clients effectuant des transactions
Figure 3 Nombre de clients effectuant des transactions 2013-2017
2 DIVISION DES OPÉRATIONS DE CRÉDIT
The Credit Operations Division of the Wholesale Banking Service plays a crucial role in the success of the service Led by Acting Director Mr Mai Trong Son, this division consists of 15 credit operations specialists and is organized into three client groups.
Large corporations possess significant state assets and maintain substantial bank deposits This group focuses on leveraging these deposits for optimal financial growth The organization is led by Ms PHAM Thi Thu Le.
Mid-sized enterprises are well-established private companies in the market with connections to numerous banks beyond Techcombank The group is led by Ms Nguyen Thi Hong Tu.
VIP: De grands groupes comme Vingroup, Sungroup, Le groupe est dirigé par Mme NGUYEN Linh Chi Na.
PROCESSUS DE CRÉDIT DE TECHCOMBANK –
PROCESSUS DE PRÊT/CAUTION DU SERVICE BANCAIRE DE GROS 8 1 PROCESSUS DE PRÊT GÉNÉRAL
Actuellement, le Service bancaire de gros applique deux modèles opérationnels pour fournir des transactions à ses clients, y compris:
Modèle 1: Modèle opérationnel des transactions au siège
Modèle 2: Modèle opérationnel des transactions en succursale
Table 2 Modèle applicable pour chaque groupe de clients
Regroupement des clients Modèle applicable Groupe 1 Les clients n'ont pas de réseau de filiales
Le client est une société mère située à Hanoi/Ho Chi Minh Ville et possède un réseau de filiales/succursales dans les deux villes ci-dessus
Groupe 2 Le client est une société mère située à Hanoi/Ho Chi Minh Ville et dispose d’une filiale/succursale dans une région autre que Hanọ/Ho Chi Minh Ville.
Groupe 3 Le client est la société mère dont le réseau de filiales/succursales est situé à l'extérieur de Hanoi/Ho Chi Minh Ville.
Il se compose de 6 étapes suivantes :
Figure 4 Processus de prêt général
2 PROCESSUS DE PRÊT CONCRET 2.1 COLLECTION DES DOCUMENTS ET APPROBATION DES PRINCIPES
During this phase, the corporate services specialist at the headquarters (for Model 1) or branch (for Model 2) will actively seek out clients, identify their needs, and gather information about them to recommend suitable credit solutions Clients will submit documents in compliance with regulations, which the corporate services specialists will receive, acknowledge with a signature, and verify.
Quelques notes lors de la vérification des documents des clients:
Vérification du nombre et de la forme des dossiers
Vérifier la cohérence entre les documents
To assess loan eligibility, it is essential to verify the client's rate limits Following this, a specialist will prepare a preliminary report to evaluate the client's overall situation, including risk issues, benefit assessment, operational possibilities, and financial solutions This report serves as the foundation for further decision-making.
1 C ollection des docum ents et approbation des principes
4 Établissem ent et com ptabilisation des lim ites
Business service specialists will continue to provide client identification reports in compliance with Techcombank regulations and wholesale banking services These reports will be presented periodically to the Client Identification Council and will require approval from the Approval Council.
2.2 ÉVALUATION ET RÉÉVALUATION À la deuxième étape, le spécialiste des services aux entreprises du siège (pour le modèle 1) ou de la succursale (pour le modèle 2) organisera une réunion face à face avec le client et la Division d'analyse de crédit, de réévaluation et des experts d’approbation, en même temps, collectera suffisamment des documents en fonction de la liste des documents prescrits Après cela, le spécialiste des services aux entreprises transférera l’ensemble des dossiers conformément à la liste prescrite à la Division d'analyse de crédit En cas de transfert direct de documents, il est nécessaire de signer un document pour remettre les documents indiquant clairement l'heure de réception du dossier Les cas restants n'ont pas besoin de consigner la remise des documents.
Aprốs avoir reỗu la liste complốte des documents d'un spộcialiste des services aux entreprises, l'analyste de crédit effectuera les tâches suivantes:
Enregistrer les données et compléter les évaluations des clients conformément aux règles de classement en vigueur
Establish the client evaluation report, ensuring that its content is unified between the business services specialist and the credit analyst In case of discrepancies, final control level approval is necessary.
The completed evaluation report will be submitted to the business services specialist for signature Upon signing, both the business services specialist and the credit analyst will be accountable for the accuracy and reasonableness of the information collected and analyzed in the report It is essential to address proposals related to the guaranteed credit structure in line with client needs and Techcombank regulations, with the exception of the following points.
The business service specialist cannot be held liable for the accuracy of the financial analysis indices presented in the evaluation report prepared by the credit analyst, which is based on the documents provided by the client.
L'analyste de crédit ne sera pas responsable des propositions relatives à la stratégie de relation client indiquée dans le rapport d'évaluation.
Le niveau de contrôle du rapport d'évaluation est le suivant:
Responsable du contrôle du contenu du rapport d'évaluation établi par les analystes de crédit.
Evaluate the credit granting proposal and debt repayment plan based on the clients' circumstances, in alignment with the risk appetite of the Wholesale Banking Service and the regulations of Techcombank.
Donner l’avis final aux points qui ne sont pas uniformes entre l’analyste de crédit et le spécialiste des services aux entreprises, le cas échéant, et demander à s’ajuster en conséquence.
Once the evaluation report is completed and signed for review, the credit analyst will forward the report and accompanying documents to the Reevaluation Division Simultaneously, they will coordinate with the business services specialist to address any issues and fulfill requirements from the Reevaluation Division This division will verify the credit approval authority for credit grants that require re-examination, assess the accuracy of the information in the evaluation report against the provided documents and other relevant data, and ensure the reasonableness of the calculations Additionally, they will evaluate the credit needs of clients and propose the credit scale and structure in accordance with Techcombank's policies, current practices, and precedents applied to similar clients where regulations may not yet exist.
The reevaluation specialist assesses risks and suggests risk management measures that may not have been addressed by the retail banking service This includes gathering valuable data such as industry reports, market analyses, client entry and exit partner information, insights on associated clients, and details about companies within the same sector, while also conducting an independent reevaluation.
Business service specialists are primarily responsible for safeguarding their reports before the Credit Council, particularly concerning the protection information they hold The credit analyst is tasked with clarifying financial assessment details and other information in the evaluation report, excluding client relationship and operational strategy If approved by the Council, the Secretary will publish the meeting minutes and the resolution related to credit, subsequently forwarding it to the business unit for action The credit analyst will prepare and send a credit notice, submitting it to the relevant authority based on the Credit Council's resolution, including initial approval and any additional approvals as necessary, in alignment with the business service specialists.
En cas d'acceptation du crédit: le contenu de l'avis doit refléter correctement et intégralement le contenu des conditions de crédit approuvées.
In the event of a credit denial, the notification must clearly state the reason for the refusal Following this, the client will sign a credit acceptance/refusal notice, which will then be forwarded to a business services specialist for delivery to the client.
If a client disagrees with certain credit conditions and requests a change, the business services specialist must consult with the credit analyst to agree on the content Simultaneously, they should prepare a proposal for modifying the terms and submit it for approval through the necessary control levels until it is accepted.
2.4 ÉTABLISSEMENT ET COMPTABILISATION DES LIMITES
The credit analyst will then forward all files to the Credit Control and Activities Division to prepare a credit limit/application document During the pre-approval review of the credit file, specialists will be responsible for conducting thorough checks.
Documents juridiques pleinement et dûment assurés sous la direction et l'approbation des autorités compétentes
Le contenu du document/contrat concerné est complet et précis, conformément aux conditions d'approbation de crédit.
When preparing a credit file, it is essential to adhere to the prescribed form and authorized content level Specialists must thoroughly review the credit documents to ensure that the contracts and related documents are complete, accurate, and compliant with Techcombank's regulations and the required approval levels.
COMPARAISON AVEC LA THÉORIE APPRISE
1 COMPARAISON DES PROCESSUS THÉORIQUES À LA PRATIQUE
When comparing the practical application of banking credit discipline to the theoretical process, it becomes evident that the fundamental steps are largely similar However, there are some differences in the theoretical stages, which are often integrated into the current process To effectively serve clients in the large enterprise segment, it is essential to clearly outline and closely monitor the specific steps of the process, requiring extensive coordination among specialized divisions.
Table 3 Comparaison du processus dans la pratique à la théorie
The process of client file management involves several key steps: First, the collection and approval of essential documents is followed by understanding client needs and guiding documentation Next, a thorough verification and evaluation of the client's situation leads to the development of plans or projects Following this, a decision on loan approval is submitted, and once approved, the finalization of documents occurs The establishment and accounting of limits are then addressed, leading to the disbursement of funds Finally, the process concludes with debt recovery and the final settlement of accounts.
De la comparaison ci-dessus, on peut voir clairement les avantages et les inconvénients du processus:
Ensemble du processus de crédit court (6 étapes) mais encore assez complet par rapport à la théorie.
By utilizing management technology to store documents within the process, data can be meticulously managed, allowing divisions to update information more efficiently without wasting time Implementing this technology on computers will enhance security and improve overall assessment for all loans.
Le processus de décaissement concret et la séparation claire des responsabilités pour chaque Division du Service bancaire de gros sont capable d’augmenter la productivité et d’accélérer le travail.
Pour prendre une décision de crédit, Techcombank exige une explication des Divisions concernées, ce qui est très objectif.
Le processus de décaissement est un peu compliqué pour les débutants, il faut du temps pour en apprendre davantage.
2 TRAVAIL DU SPÉCIALISTE DES OPÉRATIONS DE CRÉDIT
In summary, a credit operations specialist is responsible for managing and overseeing disbursements once credit has been approved This division operates independently from both the customer relations and credit evaluation divisions, requiring more extensive professional training than a representative who holds multiple roles within a branch or other banks The key responsibilities of a credit operations specialist include:
Recevoir et vérifier les documents de décaissement
Prepare a disbursement report, request the client to complete the documents in accordance with regulations, and inform the business services specialist about any missing documents and non-compliant supporting documents in case of credit condition violations.
Faire circuler des documents, les soumettre au niveau de contrôle pour approbation
Travailler avec la Division de contrôle des crédits et de support aux entreprises pendant le processus de décaissement
Envoyer périodiquement une liste des documents, des pièces judiciaires manquants et des conditions de violation des spécialistes des services aux entreprises
Vérifier les données de la dette et ses intérêts à la date d’échéance sur le système, en notifier le spécialiste des services aux entreprises, calculer des intérêts pour remboursement anticipé.
The credit operation function is both traditional and contemporary within the banking sector, requiring employees to possess significant experience It demands not only a thorough understanding of operational procedures but also meticulous attention to detail when verifying documents Additionally, proficiency in specialized banking software and the ability to handle high-pressure situations due to the volume of documents are essential skills for success in this role.
PROPOSITIONS POUR LE PROCESSUS DE PRÊT DU
DÉVELOPPEMENT ET FORMATION DES RESSOURCES HUMAINES
As Techcombank expands its branch network, the development and training of human resources have become crucial for the bank's growth This is particularly vital within the credit department, which demands in-depth professional knowledge and the ability to address tasks swiftly and accurately Building a team of highly qualified specialists in corporate services is essential Furthermore, due to the unique nature of the credit process at Techcombank, training for corporate service specialists requires a high level of specialization and thorough education tailored to the specific roles they will undertake at either the headquarters or the branches.
Organizing annual professional and commercial skills enhancement courses for business service specialists is essential to update knowledge and adapt to changes in the credit regulations of the National Bank and Techcombank Additionally, a dedicated training program should be established for newly recruited business service specialists to help them familiarize themselves with the processes and adjust to the work environment effectively.
Business service specialists must directly engage with clients and gather information about them In addition to professional knowledge in credit, it is essential for them to be trained in communication and persuasion skills Mastering foreign languages can also enhance their self-confidence and improve work efficiency.
Establishing appropriate policies for compensation, rewards, and discipline is essential to motivate business service specialists within units to effectively perform their duties.
SIMPLIFICATION DES PROCÉDURES ET DU PROCESSUS
Although the credit process is quite comprehensive, Techcombank's wholesale banking credit process needs simplification to reduce timelines and continuously enhance service quality to better meet customer needs.
For esteemed and loyal clients of Techcombank, the loan process is streamlined to simplify analysis and approval, minimizing unnecessary steps and levels This approach accelerates the lending process, fosters client trust, and encourages long-term commitment to the bank's services.
Lors du processus de crédit chez Techcombank, celui-ci doit passer par 2 ou
To streamline the approval process, which typically takes half of the total processing time, it is essential to designate a full-time manager responsible for approving credit-related documents Additionally, establishing a daily deadline for the relevant executives to address issues related to credit procedure implementation will further reduce delays.
ASSOCIATION ÉTROITE ET SYNCHRONE DES ACTIVITÉS DE CRÉDIT
The credit activities at Techcombank are divided into three independent stages, leading to inconsistencies between the Credit Division and the Credit Management and Support Division, which negatively impacts the timeliness and quality of the disbursement process To enhance the integrity of the process, it is essential to further improve the collaboration and ensure timely, accurate, and updated information flow between the relevant divisions.
After establishing contacts and researching clients and their partners, the specialized division for business services should submit a detailed report to the Board of Directors This report will provide insights into client relationships, financial status, business plans, and the level of trust clients have in their partners Consequently, business service specialists have access to timely information and guidelines, granting them flexibility in the credit operations process, particularly in credit assessment and analysis.
Credit evaluation and reassessment specialists, along with credit management professionals and technical assistance teams, must provide timely feedback to relevant units and services This enables them to promptly address, notify, and coordinate with clients to resolve issues that may impact client or bank interests Adhering strictly to the overall credit process and maintaining high service quality is essential to ensure benefits for both clients and the bank.
In the context of market-oriented integration, the Vietnamese commercial banking system plays a crucial role in fostering economic growth by supporting production and trade activities More businesses are seeking loans from banks to finance their operations Therefore, it is essential to develop a comprehensive lending and guarantee process, as well as efficient credit operations, to ensure careful service for bank clients while simultaneously minimizing the risks of bad debts for the bank.
In recent years, the Wholesale Banking Service and the Credit Operations Division have effectively contributed to revenue and profit growth for Techcombank, enhancing its reputation and attracting numerous businesses for long-term relationships These achievements are attributed to the active involvement of employees and the leadership of division directors A supportive team, characterized by a strong sense of responsibility, is committed to creating synergy to successfully accomplish assigned tasks.
In light of the current momentum, the Wholesale Banking Service and the Credit Operations Division are poised to make significant strides in achieving their goals for expanding business lending activities.