Hoàn thiện công tác khai thác bảo hiểm dự án tại tập đoàn tài chính bảo hiểm bảo việt

DHKTQD L V ThS 2093 ■ ■£ TRUONG DAI HOC KINH TiS Ql’Cfc DAN — - Ms - - -— NGUYEN THIHAI Y^N HOAN THIEN w CONG TAC KHAI THAC BAG HI^M Dir AN TAI TAP DOAN TAI CHINH s » < bAo hi£m bAo vi£t I,LAN VAN THAC SY KLNH t£ il HAN0I-2006 Ik' s TRIONG DAI HOC KINH TE QUOC DAN * * * NGUYfiN THIHAIYEN DAI HOC KTQD TRUNG TAM THONG TIN THU VIEN HOAN THIEN CONG TAC KHAITHAC BAO HIEM DU• AN TAI TAP DOAN TAI CHINH • • BAO HIEM BAO VIET Chuyen nganh: Kinh te bao hiem LU AN VAN THAC SY KINH TE PGS.TS Nguvfen Van Dinh DAI HOC KTQD TRUNG TAlih-/S THONG TIN THU VIEN Ha Noi - 2006 2093 MUC LUC Trang Trang phu bia Muc luc Danh muc cac ky hieu, cac chu viet tat Danh muc cac bang bieu LOIMODAU 01 Chuong 1: NHU*NG VAN DE CHUNG VE DU* AN VA BAO HIEM DU AN 03 1.1 TONG QUAN VE DU AN 03 1.1.1 Khai niem va phan loai dy an 03 1.1.2 Trinh ty hinh thank dy an 06 1.1.3 Qua trinh dau tu-dy an 11 1.1.4 Thu xep von cho dy an 15 1.2 CONG TAC BAO HIEM TRONG CAC DU AN DAU TU •\ r 20 ■> 1.2.1 Sy can thiet ciia bao hiem dau tir dy an 20 1.2.2 Cac loai hinh bao hiem ap dung cac giai doan cua dy 21 an 1.3 KHAI THAC BAO HIEM CAC DU AN DAU TU 44 1.3.1 Hanh lang phap ly lien quan 44 1.3.2 Dac diem cong tac khai thac bao hiem dy an 46 1.3.3 Cac phuo’ng phap khai thac 48 Chuong 2: THUC TRANG CONG TAC KHAI THAC BAO 51 HIEM DU AN TAI BAO VIET 2.1 Gldl THIEU CHUNG VE TAP DOAN TAI CHINH BAO VIET 51 2.1.1 Lich sir hinh va phat trien 51 2.1.2 Co’ cau to chuc khai thac bao hiem du- an 60 2.2 THUC TRANG KHAI THAC BAO HIEM DU AN TAI TAP 62 DOAN TAI CHINH BAO HIEM BAO VIET 2.2.1 Quy trinh khai thac 62 2.2.2 Tinh hinh khai thac va cac ket qua dat dirge 67 2.2.3 Nhung van de ton tai 76 Chuang 3: CAC GIAI PHAP NHAM HO AN THIEN CONG TAC 80 KHAI THAC BAO HIEM DU • AN TAI • BAO VIET • 3.1 TINH HINH KHAI THAC BAO HIEM DU AN TREN THI 80 TRUONG HIEN NAY 3.1.1 Tiem nang 80 3.1.2 Tinh hinh canh tranh tren thi trirang 81 3.2 CAC GIAI PHAP HO AN THIEN CONG TAC KHAI THAC 86 BAO HIEM DU AN TAI BAO VIET 3.2.1 Cac giai phap doi noi cua Bao Viet 86 3.2.2 Cac giai phap doi ngoai cua Bao Viet 91 KET LUAN Tai lieu tham khao DANH MUC CAC CHU VIET TAT BV Bao Viet BH Bao hiem BHDA Bao hiem dw an DNBH Doanh nghiep bao hiem QB Quyet dinh TT Thong tw DANH MUC CAC BANG, SO DO So hieu Ten bang, so1 bang Trang Sod6 1.1 Trinh tu hinh du an 1.2 Qua trinh dau tu du an 1.3 Thai han bao hiem don moi rui ro lap dat 27 2.1 To chuc khai thac bao hiem dir an 49 Bang 2.1 Ket qua kinh doanh nghiep vu bao hiem xay dung, lap 54 dat tai Bao Viet 2.2 Ket qua kinh doanh nghiep vu bao hiem may moc xay dung tai Bao Viet 57 TRirdNG DAI HOC KINH TE QUOC DAN NGUYfiN THI HAI YEN HO AN THIEN CONG TAC KHAI THAC BAO HIEM DU AN TAI TAP DOAN TAI CHINH BAO HIEM BAO VIET • • • Chuyen nganh: Kinh te bao hiem TOM TAT LU AN VAN THAC SY Ha Noi - 2006 LO’I MO DAU Ly chon de tai Cong cuoc xay dung va phat trien dat nude nhung nam vua qua da tao lan song dau tu manh me tren tat ca cac lTnh vuc kinh te, xa hoi, dac biet la cac khai thac la mot mang thi trubng day tiem nang va dang tren da tang trubng xet tren khia canh doanh thu va so luong cac nghiep vu khai thac Chinh vi vay, tinh hinh canh tranh gitra cac cong ty bao hiem tren thi trubng hien dang Viet nhung nam gan day dang bi chia se manh bbi cac cong ty bao hiem khac Nghiem tuc nhin nhan lai thuc trang khai thac bao hiem du an cua Bao Viet thbi gian qua va dua nhung bien phap khac phuc nhung diem yeu kern la doi hoi buc thiet cua thuc tien kinh doanh Chinh vi vay, toi da lira chon de tai: “ Hoan thien cong tac khai thac bao hiem du an tai tap doan tai y r chinh bao hiem Bao Viet” la de tai luan van thac sy kinh te cua minh Muc tieu nghien ciru: Phan tich thuc trang khai thac bao hiem du an tai Bao Viet de thay rd nhung ket qua va nhung ton tai cong tac khai thac bao hiem tu dua nhung giai phap thiet thuc nham nang cao hieu qua khai thac 11 Phuong phap nghien co Ket hop giua ly luan va there tien Cac phuong phap lich sur, phan tich, danh gia tren co so so lieu thong ke Phuong phap luan khoa hoc Mac - Lenin Pham vi nghien ciru: Ve noi dung: tap trung chu yeu vao nghiep vu bao hiem xay dung lap dat vi day la nghiep vu chu chot, chiem tren 80% doanh thu bao hiem du an “tron goi” Ve thoi gian: nghien cuu khoang thoi gian 10 nam tir 1995 - 2005 Ket qua dat duoc r Luan van da dat dupe cac ket qua the hien qua cac noi dung sau day: Chiro’ng 1: Khai quat nhung van de chung ve du an va bao hiem du an Chuong 2: Phan tich thuc trang khai thac bao hiem du an tai Bao Viet Chuong 3: Cac giai phap nham hoan thien cong tac khai thac bao hiem dir an tai Bao Viet iii CIIUONG 1: NHUNG VAN DE CHUNG VE DU• AN VA BAO HIEM DU• AN 1.1 A •> Tong quan ve du an 1.1.1 Khai niem va phan loai dw an a Khai niem dw an Co nhieu each dinh nghia khac ve du an dau tu, nhung dinh nghia deu dung tren cac muc tieu khae de nhin nhan du an Theo ngan hang the gidi (WB) : “Du an dau tu ia tong the cac chinh sach, hoat dong va chi phi iien quan den duqc hoach dinh nham dat duqc nhung muc tieu nao thoi gian nhat dinh” Cho du co nhieu cach tiep can khac nhau, viec xac dinh khai niem du an cung phai dua tren mot so dac trung nhat dinh, ia co muc tieu ro rang, thoi gian xac r r dinh, san pham cua du an mang tinh don chiec, co tinh bat dinh va rui ro b Phan loai dw an: Co nhieu tieu chi de phan loai du an nhu: theo co cau tai san xuat, theo iinh vuc hoat dong xa hoi cua du an, theo giai doan hoat dong cua cac du an dau tu, theo thoi gian thuc hien va phat huy tac dung de thu hoi von da bo ra, theo phan cap quan iy.v v Tuy nhien, xet tren goc kinh te, nguon von la mot tieu chia quan Theo tieu chi nay, du an duqc chia du an dau tu huy dong von nuoc, d u an dau tu huy dong von tu nuoc ngoai, du an su dung hon hqp nhieu nguon von 1.1.2 Trinn tir hinn ttianli dur an: • • Nhin mot cach tong the, tu goc quan iy nha nuoc, du an duqc hinh theo trinh tu sau: 83 hiem Moi gidi (co the la moi gidi goc hoac moi gidi tai bao hiem ) se lua chon cong ty bao hiem nudc phu hop vdi yeu cau cua khach hang va cong ty nhan tai Hinh thuc canh tranh chu yeu thong qua ty le tai bao hiem va hoa hong tai, hoa hong moi gidi Vdi viec gia nhap thi trudng cua cac cong ty bao hiem va ngoai nudc nhu QBE, AIG,BIC, VASS va md rong pham vi hoat dong cua cac cong ty hien co, muc canh tranh cang trd nen gay gat Canh tranh bang quan he: day la mot nhung hinh thuc canh tranh dac biet quan trong khai thac bao hiem phi nhan tho noi chung, bao hiem du an noi rieng Trong nhieu trudng hop, no co y nghia quyet dinh den kha nang gianh duoc dich vu Khai thac bao hiem du an: “ Xay dung nha ga hanh khach quoc te san bay Tan Son Nhat” dudi day la mot vi du dien hinh: ■ Thong tin du an: du an xay dung nha ga san bay Tan Son Nhat, khdi cong 27/08/2004 tren dien tich 92.920 m2, hoan tat vao cuoi nam 2006 Tong von dau tu du an la USD 219.000.000 85% von dau tu, tri gia 22.768 ty Yen Ngan hang hop tac quoc te Nhat Ban (JBIC) cung cap qua hinh thuc ODA, so lai qua Ngan sach cum cang Hang khong mien Nam (SAA) Qua dau thau, lien doanh nha thau KTOM ( gom Kajima, Taisei, Obajashi va Meada) da duoc chon thi cong xay dung, nha thau chinh la KAJIMA Theo thoa thuan hop dong xay dung, KTOM da duoc duyet phan chi phi xay dung bao gom ca kinh phi bao hiem KTOM chiu trach nhiem chinh dam phan ky ket hop dong bao hiem Dien bien: • KTOM muon chon VIA lam nha bao hiem chinh cho du an vi day la cong trinh su dung nguon von dau tu Nhat Ban Hien VIA va KTOM dang qua trinh dam phan hop dong 84 • BVSG thuong xuyen lien he voi chu dau tu SAA de qua SAA tac dong toi KTOM chon BVSG la nha bao hiem cho du an Tuy nhien, theo nhan dinh cua BVSG, kha nang lam cho KTOM thay doi y dinh chon VIA thay vi BVSG la rat han che • BVSG bao cao Tong Cong ty ( Phong BHDA) xin tro giup • Voi chuc nang lam dau moi giao dich va co moi quan he tot voi cac cong ty r r az bao hiem nuoc ngoai, P.BHDA da lien he voi VIA de nghi hop tac; gap va lam viec truc tiep voi KAJIMA • Tai cuoc gap nay, Bao Viet da chung minh la nha bao hiem co nang luc cung r r r r cap dich vu tot nhat cho du an Bao Viet cung cam ket se tuan thu theo dung A ' ' cac dieu kien bao hiem ma KTOM da thong nhat voi VIA trudc • Trong do, Bao Minh co quan he tot voi SAA va SAA da hua giup Bao Minh du an • Bao Viet dua phuong an dam phan voi VIA: Mot la, VIA thuyet phuc KTOM chon Bao Viet la nha bao hiem cho du an va gioi thieu Bao Viet voi SAA VIA va Bao Viet se cung hop tac chia se loi ich.( Theo luat Viet Nam, VIA khong duoc phep cap don bao hiem cho cac du an xay dung va lap dat tai Viet Nam) A A A Hai la, Bao Viet dong y dong bao hiem voi Bao Minh voi dieu kien Bao Viet la nha bao hiem dung dau cho du an ( Leader) voi 70% share va Bao Minh phai tuan thu chuong trinh tai bao hiem thu xep qua VIA • VIA chon phuong an va thuyet phuc KTOM cong Bao Viet duoc chon la cong ty bao hiem nhat cap don cho du an 85 • Ngay 15/09/2004, Don bao hiem moi rui ro xay lap va trach nhiem ben thu da duoc Bao Viet cap voi su dong thuan cua KTOM, VIA Chuong trinh tai bao hiem cung duoc thu xep hoan tat • Ngay 04/10/2004, sau cap don, Bao Viet da co cong van thong bao den Bo Tai Chinh, Bo Giao thong van tai, Cuc Hang Khong dan dung Viet \ a r Nam, Cum cang Hang Khong san bay mien Nam ve viec cap don cho du an b r • \ Khi biet thong tin nay, Bao Minh da tac dong voi SAA va thong qua SAA de nghi KTOM thay doi chuong trinh bao hiem da ky cho du an ( Theo dieu kien hop dong voi SAA, KTOM phai thong bao ten cong ty bao hiem va dieu kien bao hiem du an de SAA phe duyet) • Bao hiem dau (PVI) cung tiep can du an qua SAA • Ngay 15/10/2004, SAA co cong van moi Bao Viet, Bao Minh, PVI cung den tham du hop ban ve noi dung bao hiem cho du an • Ngay 18/10/2004, Bao Viet gui cong van den KTOM thong bao su bat ngo r or nhan duoc giay moi boi don bao hiem Bao Viet da cap la hoan A toan hop phap voi su dong thuan cua KTOM - nguoi chiu trach nhiem thu xep hop dong bao hiem cho du an Quan diem cua Bao Viet la se tham du cuoc hop nhien, Bao Viet chi co trach nhiem lam viec ve noi dung hop dong bao hiem voi KTOM va SAA; Bao Minh va PVI khong co vai tro cuoc hop • Tai cuoc hop, SAA de nghi Bao Viet xem xet lai chuong trinh bao hiem cho du an va yeu cau chuong trinh bao hiem phai duoc dong bao hiem voi Bao Minh va PVI, Bao Minh se la nha bao hiem dung dau ( Leader) • Ngay 21/10/2004, Bao Viet co cong van de nghi SAA xem xet lai y kien da neu cuoc hop tren 86 Ngay 25/10/2004, Bao Viet gui thu den KTOM, thong bao chap nhan phuong • > an dong bao hiem vdi Bao Minh, PVI nhien Bao Viet se la Leader cua du an Qua nhieu giao dich, ty le share cuoi cung giua cac cong ty bao hiem da duoc • quyet dinh la: Bao Viet- 35 %, Bao Minh- 35% (Leader), PVI (30%) va Bao Minh la cong ty bao hiem cap don cho du an 3.2 Cac giai phap 3.2.1 Cac giai phap doi noi cua Bao Viet r r 3.2.1.1 To chuc quan ly ( sap xep cong viec, chi phi quan ly) Vdi mang ludi khai thac rong khap cac tinh va the manh cua mot tap doan r r \ tai chinh- bao hiem, Bao Viet co the manh doi vdi nhieu dich vu, dac biet la cac du an ldn Tuy nhien, de the manh thuc su phat huy hieu qua, dieu dau tien va quan nhat la ban than Bao Viet phai xay dung va thuc hien duoc cac nguyen tac quan ly thong nhat tren cac phuong dien sau: r r p Thong nhat phan cap khai thac: Theo do, cac cong ty vien toan he r r r thong chi duoc phep truc tiep khai thac cac du an vdi gia tri nhat dinh, vi du: tu r 10 trieu USD tro xuong Cac du an ldn hon cac cong ty vien phai bao cao Tong Cong ty de xu ly Co so de xac lap dinh muc la tiem nang kinh te xa hoi va tinh hinh dau tu cua tung dia phuong theo tung nam hoac tung thdi ky Xay dung co che bao cao ro rang, thong tin bao cao dam bao chuan xac, trung thuc Trach nhiem ngudi bao cao va ngudi tiep nhan bao cao phai duoc quy dinh cu the Cac cong ty vien co trach nhiem tham muu va thuc thi moi chi dao cua Tong Cong ty, tranh tinh trang tu y khai thac doc lap Vdi cach lam nay, Bao r r r r r r % Viet se tro mot khoi thong nhat, tiet kiem toi da cho phi, tan dung toi da suc manh cua minh 87 Phan chia dia ban khai thac rd rang: dieu dac biet quan doi vdi cac dia ban diem nhu Ha Noi hoac Ho Chi Minh bdi cac dia ban cung luc thudng tap trung nhieu bo phan khai thac Tai Ha Noi, canh tranh cong khai da nhieu lan xay giua TCT ( Phong Bao hiem du an) va Bao Viet Ha Noi qua cac du an nhu: Bao hiem du an Nha Quoc Hoi, bao hiem nha may hoa chat DAP Hai Phong Viec xay khong nhung lam suy giam uy tin cua Bao Viet trudc khach hang, ton kem chi phi thdi gian va tien bac ma gay nhung cang thang khong dang co noi bo r r Xay dung nguyen tac phan chia doanh thu va chi phi rd rang doi vdi nhung dich vu tren phan cap khai thac: chinh sach co the thuc hien theo mot hai phuong phap sau: • Tong Cong ty chiu trach nhiem dau moi cua toan bo chi phi va doanh thu Khi dich vu duoc khai thac cong, doanh thu va chi phi se duoc phan bo tuong ung giua TCT va dia phuong Trudng hop khong khai thac duoc, chi phi se duoc phan bo deu theo ty le 50/50 • TCT va dia phuong chu dong chi nguon chi phi khai thac cua minh Cac khoan chi phai dua tren nguyen tac cong khai va thong nhat Doanh thu khai thac duoc sau se phan bo dua tren cong suc dong gop cua moi don vi Trudng hop mat dich vu, chi phi cung duoc chia se 50/50 giua cac ben Co the noi, day la mot nhung nguyen tac quan ly quan nhat Neu duoc thuc hien cong, day se la mot giai phap hieu qua, giai quyet co ban nhung chong cheo va vudng mac quan ly khai thac, tro dong luc thuc day tinh tich cuc khai thac cua TCT va moi don vi vien he thong 3.2.1.2 To chu’c khai thac 88 Nhung dich vu ldn la co hoi the hien dang cap va tinh chuyen nghiep cua moi doanh nghiep bao hiem Tuy nhien, de dat duoc muc tieu nay, dieu kien tien quyet la su phoi ket hop chat che cua cac bo phan lien quan nhu: Phong( don vi) khai thac truc tiep, Phong Tai bao hiem, Phong nghiep vu bao hiem ky thuat, Phong boi thudng Be co may duoc van hanh mot cach tron tru, Bao Viet can dua cac quy tac sau: • Nhiem vu, chuc nang cua moi phong can duoc quy dinh ro va chi tiet den muc cao nhat co the de moi phong nam ro nhiem vu cua minh, tranh hieu nham, day viec • Xay dung va thuc hien co che chiu trach nhiem va khen thudng ro rang • Tan dung toi da su chuyen mon hoa cua moi phong moi khau cong viec tu khai thac den hudng dan thuc hien hop dong • Thudng xuyen dao tao, nang cao trinh cua can bo thOng qua cac hoi thao, cac khoa hoc nghiep vu va ngoai nudc 3.2.1.3 Chuan bi nhan lu’c Vdi xu hudng phat trien manh me cua thi trudng bao hiem noi chung va thi trudng bao hiem du an noi rieng thdi gian tdi day, moi doanh nghiep bao hiem muon chien thang canh tranh can phai no luc tren nhieu phuong dien, so luong va chat luong nguon nhan luc la mot nhung yeu to quan La doanh nghiep bao hiem lau nam nhat, Bao Viet dang sd huu mot doi ~~ r i zx • x 1*1 • zx ' r ' zx < ' zx zx x zx zx zx rr-i • sx ngu can bo giau kinh nghiem, co kien thuc sau rong ve chuyen mon Iuy nhien, vdi viec thi trudng cang duoc md rong bdi su gia nhap cua nhieu cOng ty rm ■» x bao hiem mdi vdi chinh sach dai ngo hap dan, tam ly cua nhieu can bo Bao Viet da dao dong va hien tuong “chay mau chat xam” da xay Thuc te cang dat X cho Bao Viet nhieu thach thuc cOng tac nhan luc, dac biet cac linh 89 vuc phuc tap doi hoi cao ve nang luc nhu bao hiem du an Cung vdi ke hoach tuyen dung can thudng xuyen duoc soat va cap nhat, chat luong can bo phai luon dam bao: r • x r trr t Dap ung tot nhat yeu cau cong viec, the hien qua viec hieu va nam bat duoc cong viec duoc giao, luon hoan cong viec dung han, co tinh than trach nhiem cong tac x e • Thudng xuyen duoc dao tao, nang cao trinh ve chuyen mon nghiep vu • Bo tri dung ngudi, dung viec • Han che toi da tinh trang tieu cuc than quen, nhd va tuyen dung va bo tri cong tac • Xay dung va thuc hien cac chinh sach luong, thudng phuc loi hap dan, cong bang nham tao dong luc thuc day tinh than lam viec cua can bo nhan vien, r tranh chay mau chat xam 3.2.1.4 Xay dung co sd vat chat chuan Nhu da phan tich tren day, bao hiem du an se chu yeu thuc hien thong qua hinh thuc dau thau va so luong cac du an thuc hien thong qua dau thau cung mot thdi diem cang ldn De tranh sai sot, dam bao tinh chuan xac, chuyen nghiep thong nhat bai thau va tiet kiem thdi gian, chi phi viec chuan bi ho so du thau, viec lam can thiet la tu bay gid, Tong Cong ty phai xay dung mot co sd thong tin chuan cho dau thau du an Phan Gidi thieu Bao Viet, x r cac thong tin chung, chung minh nang luc, kinh nghiem la nhung phan bat buoc hau het cac du an; do no phai duoc tieu chuan hoa va dua vao khuon mau, tranh tinh trang lam du an nao biet du an day nhu tinh trang hien 3.2.1.5 Xay dung kenh thu thap thong tin va nghien cuu doi thu canh tranh 90 De chien thang canh tranh, ngoai su co gang tu doi moi cua moi doanh nghiep thi viec nghien cuu ky doi thu canh tranh tren tong the cung la mot bien phap phong chong canh tranh hieu qua Hien nay, o Bao Viet, viec khai thac bao hiem du an noi chung tai cac cong ty vien chua nhieu thieu kinh nghiem khai thac va thieu thong tin ve doi thu canh tranh Bang cach xay dung mot kenh chuyen mon hoa thu thap thong tin tai Tong Cong ty, tren co so nghien cuu, phan tich doi thu canh tranh song song voi tong ket, duc rut bai hoc kinh nghiem tu thuc te va bien toan he thong, Bao Viet se dat nhieu ket qua kha quan hon nua khai thac 3.2.1.6 Hoan thien cong tac cham soc khach hang Trong kinh doanh, khach hang la doi tuong ma ta luon luon phai huong toi Trong khai thac bao hiem, dieu cang co y nghia hon bao gio het vi san pham bao hiem la san pham vo hinh, khach hang khong cam thay gia tri cua san pham luc mua ma chi co the cam nhan co ton that xay Do do, de lam hai long khach hang, mang den cho khach hang su an tam, thoai mai, cong tac cham soc khach hang ca truoc, va sau tham gia bao hiem phai duoc dac biet coi trong; the hien qua mot so hinh thuc sau: • Luon luon giu chu “tin” voi khach hang moi viec tu giao tiep den chat luong dich vu • Thuc su la nguoi ban dong hanh voi khach hang viec dam bao an toan tai chinh cho khach hang; giai quyet nhanh chong, co trach nhiem ton that xay Thuc hien dung tinh than: “ Trach nhiem voi cam ket” • Tham hoi khach hang thuong xuyen de quan tam, cap nhat nhung thay doi ve a r rui ro va tu van cho khach hang cac bien phap phong chong rui ro hieu qua 91 A • Co chinh sach uu dai cho cac khach hang lau nam va khach hang truyen thong 3.2.2 Cac giai phap doi ngoai cua Bao Viet 3.2.2.1 Xac dinh thi truong chien liro’c Su phat trien lien tuc va on dinh cua nen kinh te da va dang md nhieu co hoi 9 ■ - ■ ' cho nganh bao hiem noi chung va bao hiem du an noi rieng Tu den nam 2015 va xa hon nua, chung ta hoan toan co co so de noi rang, tinh hinh dau tu vao cac du an xay dung co so tang se phat trien manh me gap nhieu lan hien tren khap cac linh vuc: cong nghiep, quoc phong, an ninh, v.v Cau hoi dat la giua mot thi trudng rong ldn nhu vay, moi cong ty bao hiem se lam the nao de chien thang canh tranh? Cau tra ldi chi co the la xac dinh cho minh mdt mans thi trudng chien luac bdi thuc te la moi cong ty chi co loi the d mot so mat nhat dinh, va bi gidi han bdi cac nguon luc ve nhan su, thdi gian va chi phi Doi vdi Bao Viet- mot tap doan cong kenh ve tai chinh- bao hiem, viec xac dinh ro rang “ san choi” cua minh cang co y nghia quan Thong ke cac dich vu bao hiem du an Bao Viet da lam cho den thudng tap trung vao mang ldn, la : Du an dien (Thuy dien va Nhiet dien) thuoc EVN, du an cau, cang, duong thuoc Bo GTVT, du an nha may xi mang Trong thdi gian tdi, ngoai viec tiep tuc giu moi quan he tot vdi cac thi trudng nay, Bao Viet can nghien cuu va dua cac bien phap bao ve thi trudng nhu sau: • Chu dong tro giup qua trinh dau tu cua cac don vi la chu dau tu cua cac du an thong qua dau tu truc tiep hoac cho vay von dau tu neu du an co hieu qua 92 Xay dung chien luge dau tu dai han doi voi cac khach hang truyen thong; • r r z thiet lap va gin giu cac moi quan he doi tac lau dai, on dinh, tin tudng va giup lan r Khong ngung nang cao chat luong dich vu va dam bao uy tin vdi khach hang • 3.2.2.2 Xay dung quy tac ung xir thi trudng (lam viec voi Hiep hoi BH) Muc dich cua viec xay dung quy tac la tranh nhung canh tranh khong lanh Z Z manh giua cac cong ty bao hiem va thiet lap nhung quy tac ung xu tren thi trudng Ngoai tac dung tich cue vdi thi trudng va khach hang tham gia bao hiem, z z z doi vdi nhung cong ty ldn nhu Bao Viet, quy tac duoc thiet lap cong Z A A A se mang lai nhieu lgi ich bdi tren thuc te, Bao Viet cd nhieu dieu kien canh tranh hon cac cong ty khac, the hien tren cac phuong dien sau: • Trong cham thau, Bao Viet de cd co hoi chien thang hon cac cong ty bao hiem khac vi co kinh nghiem lau nam, nang luc tai chinh ldn, quan he tot vdi Z Z Z thi trudng Tai bao hiem Do do, neu co co che xu phat nghiem khac vdi cac trudng hop dau thau gian lan se khuyen khich su phat trien lanh manh cua cac cong ty bao hiem, cd Bao Viet • Vdi loi the va uy tin san cd, trudng hop dong bao hiem cua nhieu du an ldn, , Bao Viet thudng duoc chon la cong ty bao hiem dung dau dich vu (Lead Insurer- goi tat la Leader) Theo tap quan bao hiem, Leader gan nhu la ngudi bao hiem chinh cho du an, chiu trach nhiem cap don bao hiem, dam phan hop dong, theo doi va thuc hien hop dong suot thdi han bao hiem; cac cong ty dong bao hiem lai- goi la Follower phai tuan thu het cac quyet dinh cua Leader lien quan den hop dong bao hiem, dupe hudng doanh thu phi va chiu trach nhiem tuong ung vdi phan share cua minh trudng hop xay ton that Chinh vi vai tro quan nhu vay, theo tap quan bao 93 hiem, thoa thuan dong bao hiem, Leader thuong duoc hudng cac quyen loi sau: ■ Ty le % nhat dinh goi la ““chi phi quan Zy va thuc hien hop dong” cac Follower chi tra (thuong dao dong tu 1-2% tren phan share cua cac Follower) ■ Thu xep tai bao hiem cho phan share cua cac Follower qua nha nhan tai bao hiem dung dau dich vu ■ Thay mat Follower chi tra cho nha nhan tai dung dau dich vu chi phi ky thuat quan ly rui ro ( Engineering fee ) theo ty le % tinh tren share cua cac Follower (thuong la 2.5%) Thuc chat day la nhung trach nhiem hop ly cua cac Follower va quyen loi chinh dang cua Leader mot chuong trinh bao hiem, nhien, vi quyen loi rieng cua minh, rat nhieu truong hop cac Follower khong chiu thuc hien cac trach nhiem tren Dieu da lam ton kem rat nhieu thoi gian va chi phi cua Bao Viet thuc hien hop dong Vi vay, vi mot thi truong lanh manh va bao ve quyen loi cua minh, nen chang Bao Viet lam viec voi Hiep hoi bao hiem, Bo Tai Chinh de xay dung quy tac ung xu thong nhat toan thi truong, tiet kiem toi da thoi gian ' • va chi phi cua tat ca cac cong ty bao hiem 3.2.2.3 Day manh cong tac marketing, cao Trong nen kinh te thi truong nay, marketing- quang cao da Ud mot cong cu khong the thieu doi voi cac doanh nghiep san xuat, kinh doanh muon ban duoc san pham cua minh Trong linh vuc bao hiem, cong tac cang co vai trd quan bdi ban than bao hiem da la mot loai san pham vo hinh Doi voi Bao Viet, song song voi chien luoc quang ba, nang cao hinh anh cua tap doan tren cac phuong tien thong tin dai chung, cong tac marketing va quang cao 94 bao hiem da an can phai duoc luu chu hon bdi Ngudi duoc bao hiem cac du an thudng la cac TCT ldn, cac tap doan kinh te, nha thau manh va ngoai nudc, do trinh do, nang luc lam viec, chat luong dich vu la dieu toi quan va la cach quang cao tot nhat cho cong ty Phan dau de trd mot nha bao hiem chuyen nghiep, dam bao uy tin vdi khach hang phai la muc tieu dau tien duoc dat cho moi can bo cua Bao Viet Hy vong rang, vdi tinh than quyet tam va no luc phan dau khong met moi, danh tieng cua Bao Viet luon luon di kem vdi su an toan, vung manh cua cac cong trinh, du an tuong lai 95 KET LUA N r t Canh tranh bao hiem xay dung lap dat noi rieng, bao hiem du an noi chung dang tung tung gid dien rat khoc liet Vdi loi the cua minh, cac cong ty bao hiem da va dang no luc het minh de gianh dich vu, gianh doanh thu, chiem a Ay linh thi trudng Doi vdi Bao Viet - mot tap doan tai chinh da nganh thi van de dat la phai lam nhu the nao de tan dung het cac suc manh Tren co sd nhin nhan nghiem tuc nhung ket qua dat duoc thdi gian qua va phan tich khach quan nhung ton tai cua doanh nghiep, luan van da co gang dua nhung giai phap thiet thuc nham muc dich hoan thien hon cong tac khai thac bao hiem du an tai Bao Viet Ben canh do, tac gia cung dua nhung kien nghi doi vdi cac co quan huu quan nham tao lap mot thi trudng bao hiem du an vdi su canh tranh lanh manh giua cac cong ty, dam bao an tam tai chinh cho khach hang va uy tin vdi thi trudng tai bao hiem quoc te Thuc te khai thac bao hiem du an van dang dien rat soi dong va chac chan tuong lai se rat nhieu van de can phai dao sau nghien cuu ve lua chon thi trudng chien luoc, phuong phap khai thac, chinh sach chi phi, marketing, quang cao Vdi gidi han nghien cuu nhu da de cap, hy vong rang luan van se la mot nhung tai lieu tham khao huu ich dem lai nhung ket qua tot dep cho hoat dong khai thac bao hiem tai Bao Viet thdi gian tdi Xin chan cam on su hudng dan nhiet tinh, cu the cua thay giao PGS TS Nguyen Van Dinh cung cac thay co giao bo mon, cac ban dong nghiep da giup toi hoan luan van Tai lieu tham khao TiSng Viet Bo Tai Chinh, Thi trudng bao hiem Viet Nam nam 2002, 2003, 2004, 2005, Nxb Tai chinh, Ha Noi ~ A Nguyen Van Chinh (2002), Cac gidi phap nham hoan thien kenh phan Nam, Luan van thac si Kinh te, Hoc vien Tai chinh, Ha Noi Hiep hoi bao hiem Viet Nam, Ban tin, cac so nam 2002, 2003, 2004, 2005 Tap doan Tai chinh - 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