【精品】信贷评分方法在建立可持续的中小企业信贷业务中的作用.ppt

《【精品】信贷评分方法在建立可持续的中小企业信贷业务中的作用.ppt》由会员分享，可在线阅读，更多相关《【精品】信贷评分方法在建立可持续的中小企业信贷业务中的作用.ppt（51页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、【精品】信贷评分方【精品】信贷评分方法在建立可持续的中法在建立可持续的中小企业信贷业务中的小企业信贷业务中的作用作用2 2007 Fair Isaac Corporation. Confidential. l 导言导言 Introductionl 中小企业的定义 The Small and Medium Enterprise (SME) definedl 数据对中小企业信贷决策的作用 The Relevance of Data for SME decision-makingl 贯穿中小企业客户生命周期的信贷评分工具 Credit Scoring across the SME account l

2、ife cyclel 结论 Conclusion议程议程 AGENDA 2007 Fair Isaac Corporation. Confidential. 3 2007 Fair Isaac Corporation. Confidential. l 导言 Introductionl 中小企业的定义中小企业的定义 The Small and Medium Enterprise (SME) definedl 数据对中小企业信贷决策的作用 The Relevance of Data for SME decision-makingl 贯穿中小企业客户生命周期的信贷评分工具 Credit Scorin

3、g across the SME account life cyclel 结论 Conclusion 2007 Fair Isaac Corporation. Confidential. 议程议程 AGENDA4 2007 Fair Isaac Corporation. Confidential. 中型和小型企业（中小企业）中型和小型企业（中小企业）详细定义详细定义The Small and Medium Enterprise (SME) definedl 设定背景对经济的贡献 Setting the context/Economic relevance:l欧洲 Europel拉丁美洲 Lat

4、in Americal美国 USl中国 China 2007 Fair Isaac Corporation. Confidential. 5 2007 Fair Isaac Corporation. Confidential. 设定背景（欧盟）：欧洲委员会关于中小企业的官方定义设定背景（欧盟）：欧洲委员会关于中小企业的官方定义 Setting the context (EU): European Commission official definition of an SME*l具有以下特征的企业具有以下特征的企业 A business entity thatl员工人数少于250人 Has n

5、o more than 250 employees l单个更大企业股东单独或联合持有的股份少于25 Is not more than 25% owned, either singly or jointly, by a larger company l年销售额少于4300万欧元 Has an annual turnover of no more than 43 million *欧洲委员会布鲁塞尔，欧洲委员会布鲁塞尔， 2003年年5月月6日日 European Commission Brussels May 6, 20036 2007 Fair Isaac Corporation. Confi

6、dential. 设定背景（欧盟）：对经济的贡献设定背景（欧盟）：对经济的贡献 Setting the context (EU): Economic relevancel微型和中小企业对社会和经济起着十分重要的作用 Micro, small and medium-sized enterprises are socially and economically important l欧盟99的企业为微型和中小企业 Represent 99% of all enterprises in the EU l这些企业提供了6500万个就业机会 Provide around 65 million jobsl

7、为放贷人带来许多业务成长机会 Lots of growth opportunities for lenders2004年Eurobarometer对创业精神的调查：在过去三年中，只有4的欧洲人参与了企业创办（而美国的这一比例接近12） 2004 Eurobarometer survey on entrepreneurship: Only 4% of Europeans involved in setting up a business in last 3 years (US rate is close to 12%)7 2007 Fair Isaac Corporation. Confiden

8、tial. 设定背景（拉丁美洲）：小企业定义设定背景（拉丁美洲）：小企业定义 Setting the context (Latin America):Small business definition哥伦比亚哥伦比亚 COLOMBIAl员工人数不超过200人 Number of Employees up to 200l年销售额少于100万美元 Annual Sales of up to $1 million l信贷总额不超过20万美元 Credit of up to $200,000l小企业的类型 Types of Small Businesses:l个人独资 Sole Proprietors

9、l合伙制 Partnershipsl公司制 Corporations墨西哥墨西哥 MEXICOl员工人数不超过100人 Number of Employees up to 100l年销售额不超过50万美元 Annual Sales of up to $500,000l信贷总额不超过20万美元 Credit of up to $200,000l小企业的类型 Types of Small Businesses:l个人独资 Sole Proprietorsl合伙制 Partnershipsl公司制 Corporations8 2007 Fair Isaac Corporation. Confiden

10、tial. 设定背景（拉丁美洲）：对经济的贡献设定背景（拉丁美洲）：对经济的贡献 Setting the context (Latin America): Economic relevancel 小企业部门是最大的就业来源，它促进了经济和社会的发展 Economic growth and social development by being the leading source of employmentl在哥伦比亚，63的就业机会来自于小企业部门 In Colombia the small business sector employs 63% of work forcel在墨西哥，78的

11、就业机会是由小企业部门创造的 In Mexico 78% of work forcel 绝大部分的产品用于满足国内消费需求 Majority of production is for internal consumptionl哥伦比亚25的国内产出来自小企业部门 Colombia 25% internal production l墨西哥68的国内产出来自小企业部门 Mexico 68% internal productionl 信贷的可获得性对小企业的生存发挥着至关重要的作用 Credit availability plays a fundamental role for survival o

12、f the small businessl 小企业较难获得资金和最新技术 Small businesses have limited access to funding and consequently to the newest technology9 2007 Fair Isaac Corporation. Confidential. 设定背景（美国）：小企业的定义设定背景（美国）：小企业的定义 Setting the context (US): Small business definitionl 年销售额不超过年销售额不超过500500万美元万美元 Annual Sales of up

13、 to $5 million l 信贷额不超过信贷额不超过2525万美元万美元 Credit of up to $250,000l小企业的类型小企业的类型 Types of Small Businesses:l个人独资 Sole Proprietorsl合伙制 Partnershipsl公司制 Corporationsl 美国美国”官方官方“定义定义 The “Official” US Definition:美国的小企业是指独立拥有和经营的，在其行业领域不占主导地位的，符合美国小企业管美国的小企业是指独立拥有和经营的，在其行业领域不占主导地位的，符合美国小企业管理局发布的（理局发布的（联邦法规

14、汇编联邦法规汇编第第1313篇第篇第121121条，修订条款）有关小企业的员工人数、平均条，修订条款）有关小企业的员工人数、平均年销售额或其它划分指标的企业年销售额或其它划分指标的企业 A small business is a U.S. business that is independently owned and operated, is not dominant in its field of operation and can qualify under criteria concerning number of employees, average annual receipts

15、or other criteria as outlined by the U.S. Small Business Administration (CFR Title 13, Part 121, as amended)l企业规模标准依据不同行业和行业分类来决定。没有一个固定的规则是一个复杂的随时可能变动的目标 Size standards are determined by Industry and Industry Classification. No one rulea complex moving targetl美国小企业局曾于2004年考虑将小企业定义中的员工人数指标扩大到1500人。

16、The SBA definition may change in 2004 to include businesses with up to 1500 employees10 2007 Fair Isaac Corporation. Confidential. 设定背景（美国）：对经济的贡献设定背景（美国）：对经济的贡献 Setting the context (US): Economic relevancel 传统上，美国的企业被划分为大型、中型和小型 U.S. businesses were traditionally classified as either large, medium

17、or smalll个人独资企业大约占了企业总数的73 Approximately 73% of businesses are sole proprietorshipsl另外6为合伙制企业 Another 6% are legally filed as partnerships, l21为私营公司制企业 21% are filed as private corporationsl 美国人口调查局1997年的研究显示，按员工人数和年销售额这两个指标进行划分，全国98的个人独资企业、合伙制企业和私营公司制企业都是小企业。 1997 study conducted by the U.S. Census

18、 Bureau, 98% of sole proprietorships, partnerships and private corporations are considered small businesses based upon employee size and annual sales volume. 11 2007 Fair Isaac Corporation. Confidential. 设定背景（美国）：对经济的贡献设定背景（美国）：对经济的贡献 Setting the context (US): Economic relevancel 不管基于何种定义，小企业都代表了美国全

19、部企业数的9598 Small businesses, regardless of definition, represent 95% to 98% of all U.S. businessesl99.7的总就业人口 99.7% of all employersl39的高科技企业工人 39% of workers in high techl6080的新就业机会 60-80% of all new jobsl50的非农业私营部门产出和22.8的联邦主包/分包合同金额 50% of non-farm private sector output and 22.8% of federal prime/

20、subcontractor dollarsl53的企业为住家办公型企业，3为特许经营企业 53% of businesses are home bases and 3% are franchises12 2007 Fair Isaac Corporation. Confidential. 中小企业风险管理的要点：中小企业信贷将对经济健康产生影中小企业风险管理的要点：中小企业信贷将对经济健康产生影响响 The point of SME risk management: SME lending impacts economic healthl 中小企业信贷将对一国的经济健康和放贷机构的利润率产生影

21、响 SME lending impacts both economic health of a nation and institutional profitability “信贷评分技术为（美国）市场发展打下了基础它使贷款人能够建立起高度多元化的贷款组合，从而大幅降低信贷风险。（信贷评分）在改善我们的信贷发放系统效率和扩大发放范围方面也起到了主要作用，它使贷款人扩大了它们愿意放贷并能从中获利的借款人基础。” “Credit-scoring technologies have served as the foundation for the development of U.S. market

22、sallowing lenders to build highly diversified loan portfolios that substantially mitigate credit risk. Credit scoring has played a major role in promoting the efficiency and expanding the scope of our credit-delivery systems and allowing lenders to broaden the population they are willing and able to

23、 serve profitably.” 美联储主席艾伦格林斯潘 在美国银行协会会议上的讲话 2002年10月7日 Federal Reserve Chairman Alan Greenspan, Remarks before the American Bankers Association, October 7, 2002“随着经济活动不断增强，以及企业对其客户的需求越来越有信心，企业对贷款的需求将会增加，银行业面临的利润压力将会开始缓解” “As economic activity continues to grow and businesses become more confident

24、about their customers demands, business loan demand should increase, and pressures on banking margins should begin to ease.” 美联储主席艾伦格林斯潘 在美国独立社区银行大会上的讲话（通过卫星联线），2004年3月17日 Federal Reserve Chairman Alan Greenspan, Remarks Before the Independent Community Bankers of America Convention, via satellite M

25、arch 17, 2004 13 2007 Fair Isaac Corporation. Confidential. 中中国的中小企业：经济增长的动力国的中小企业：经济增长的动力 SMEs in China: An Engine for Growthl 中国政府希望中小企业在中国经济增长中发挥更加重要的作用 Chinese Government expecting SMEs to play an increasing important role in Chinas economic growth.l 起草了一系列支持中小企业发展的鼓励政策，举办了诸如2006年第3届中小企业融资大会等促进借

26、贷双方交流的活动 Series of preferential policies drafted to support SMEs as well as initiatives such as Financing Fair during 3rd CISMEF in 2006 to bridge SMEs with Lenders.l 仅广东一省，就有38万家私营中小企业，总投资超过5000亿元人民币（合625亿美元），雇用员工总数超过350万人 Guangdong alone has registered more than 380,000 privately-run SMEs, total i

27、nvestment more than RMB 500 billion (USD 62.5 billion) and employs more than 3.5 million people.l 虽然中小企业被认为是主要的经济力量，但是却仍然较难获得银行贷款，因为它们在传统上被认为是高风险且服务成本较高的对象 Though SMEs are recognized as an important sector of the economy, accessing bank financing remains difficult as SMEs are traditionally perceived

28、 as high-risk & high cost to service14 2007 Fair Isaac Corporation. Confidential. l 导言 Introductionl 中小企业的定义 The Small and Medium Enterprise (SME) definedl 数据对中小企业信贷决策的作用数据对中小企业信贷决策的作用 The Relevance of Data for SME decision-makingl 贯穿中小企业客户生命周期的信贷评分工具 Credit Scoring across the SME account life cycle

29、l 结论 Conclusion议程议程 AGENDA 2007 Fair Isaac Corporation. Confidential. 15 2007 Fair Isaac Corporation. Confidential. 从其它国家市场中可以学习到的主要知识从其它国家市场中可以学习到的主要知识 Key Learnings from other marketsl 数据是最重要的数据是最重要的 Data are paramountl成功依赖于持续地获取、保留和利用所有相关数据的能力成功依赖于持续地获取、保留和利用所有相关数据的能力 Success depends on the abili

30、ty to capture, retain and use all relevant data over timel数据清洗是必需的步骤数据清洗是必需的步骤 Data hygiene is a required stepl 预测模型和分析工具预测模型和分析工具 Predictive models and analyticsl需要充分的准备时间来采取行动需要充分的准备时间来采取行动 Requires sufficient lead time to take actionl战略、报告和合规的组成部分战略、报告和合规的组成部分 Component of strategy, reporting, co

31、mpliancel 自动化自动化 Automationl成本节约、一致性、准确性成本节约、一致性、准确性 Cost savings, consistency, accuracyl流程、规则、结果流程、规则、结果 Processes, rules, outputl 必须对战略进行结合、测试和跟踪必须对战略进行结合、测试和跟踪 Strategy must be aligned, tested and trackedl各个不同的层次：产品、定价、决策流程各个不同的层次：产品、定价、决策流程 Various levels: product, pricing, decision making proce

32、ss l在整个客户生命周期中结合数据工具在整个客户生命周期中结合数据工具 Alignment across the account lifecyclel测试和跟踪是关键测试和跟踪是关键 Testing and tracking are key16 2007 Fair Isaac Corporation. Confidential. 对中小企业借款人的认识对中小企业借款人的认识 SME trivial个个人数据：人数据：不断地被证明，它是预测小小企业表现的最强有不断地被证明，它是预测小小企业表现的最强有力的指标力的指标 Consumer data is proven time and time

33、again to be the most powerful predictor of very small business performance l业主作为消费者的表现模式经常被错误地认定为是服务于个人产品的，而它实际上是一个典型的服务于商业（即小企业）产品的数据 Business owner pattern of consumer performance often mistakenly viewed adversely for consumer products yet is typical for commercial productsl商业数据商业数据通常是一个预测借款企业表现的早

34、期指标通常是一个预测借款企业表现的早期指标 Commercial data often an early indicator of performancel在标准付款行为中，应区分商业习惯和付款能力的差别 Difference between standard payment as part of business practices and capacity issuesl小企业选择最先偿还银行贷款，其次是付水电气等公用事业费，最后才是付供应商的货款 Small businesses pay their banks first, utilities second and vendors la

35、st 17 2007 Fair Isaac Corporation. Confidential. 对中小企业借款人的认识对中小企业借款人的认识 SME trivial将个人和商业数据结合使用，将个人和商业数据结合使用，以期以期100100地达到巴塞尔新资本地达到巴塞尔新资本协议的精度要求协议的精度要求 Marrying consumer and commercial data to get to 100% resolution as required under Basel IIl美国中小企业管理局 The U.S. Small Business Administration l从360度的全

36、景、隐藏的细微差别、连通性等方面进行数据清洗 Data hygiene for 360 view, hidden nuances, connectivityl财务数据财务数据（企业自行报送或从公共渠道获得）（企业自行报送或从公共渠道获得） 对评分或自对评分或自动决策没有什么价值动决策没有什么价值 Financial Data (self reported or public) little value in scoring or automated decisioningl行业分类行业分类各人有各人的定义和解释各人有各人的定义和解释 Industry Classifications diffe

37、rent meanings and interpretations depending on audiencel 在人工审贷和自动审贷之间存在在人工审贷和自动审贷之间存在巨大的成本差异巨大的成本差异 Huge cost differential between judgmental and automation18 2007 Fair Isaac Corporation. Confidential. 企业规模确实是一个需要考虑的因素企业规模确实是一个需要考虑的因素Size does matter小型小型 Small大型大型Large19 2007 Fair Isaac Corporation.

38、 Confidential. 数据的作用数据的作用 Relevance of Data Contributions l 早先的生意关系早先的生意关系 Previous Business Relationshipl15 30%l 个人征信机构数据个人征信机构数据 Consumer Credit Bureau datal30 40%l 财务数据财务数据 Financial Datal15%l 贷款申请数据贷款申请数据 Application Datal15%20 2007 Fair Isaac Corporation. Confidential. 成功实施数据驱动型放贷所运用的战术：案例分析成功实

39、施数据驱动型放贷所运用的战术：案例分析 Tactics for data-driven success：Case studyl 是一家在美国东海岸中部地区运营的区域性银行 Regional bank operating in the mid-Atlantic area of the U.S. l在过去的5年时间中，开始加快利用自动化审批和信贷评分技术 Over past 5 years, have begun to accelerate use of automation and credit scoring l 小企业贷款余额为15亿美元 $1.5B small business portf

40、olio l 小企业的定义为年销售额不超过2000万美元。由于Fair Isaac的小企业定义是年销售额不超过500万美元，因此，评分仅能针对总量的50 Small business defined by client as up to $20MM in annual sales. Since Fair Isaac SBSS definition is $5MM, score only 50% of volumel 对客户的贷款处理时间从过去的两周下降到了不超过1天 Average turnaround time with the customer is down from over 2 we

41、eks, to less than one dayl 绝大多数贷款申请的处理时间不到15分钟 Majority of applications processed in less than 15 minutes21 2007 Fair Isaac Corporation. Confidential. l 小企业贷款组合是整个银行较赚钱的资产，也是处于成长中的业务之一 Small business portfolio is one of the more profitable areas of the bank as well as one of the growth areas for the

42、 bankl管理层认为经过信贷评分发放的贷款组合比没有经过信贷评分发放的贷款组合的利润率高（运营成本低，不良率低） Management says credit scored portfolio has better profitability than non-credit scored portfolio (lower operating costs, lower delinquencies)集中式放贷和标准化流程（即：使用自动化审贷技术，使用评分工具来达到一致的客观的高质量的决策） Centralized underwriting and process standardization

43、(i.e. use of technology for automation, use of credit scoring for consistent/ objective/high quality decisions)过去在经营上太过保守。研究成果能帮助银行加强信心，使它们能够减少拒绝的客户数 Were too conservative in the past. Research has helped bank get more comfortable, is allowing them to turn less business away帐户管理流程中也使用技术，得益于对内部数据和信贷评

44、分的综合利用 Account management processes also use technology, leverages full internal data and credit scoring l 通过评分发放的贷款组合，其运营成本不良率改善了5到10实现了可观的效益 Operating costs/delinquencies in scored portfolio improved by well over 5% to 10% a significant multiple of improvement成功实施数据驱动型放贷所运用的战术：案例分析成功实施数据驱动型放贷所运用的战

45、术：案例分析（续）（续） Tactics for data-driven success：Case study(Cont.)22 2007 Fair Isaac Corporation. Confidential. 评分既能改善风险业绩又能促进更有效的资源配置评分既能改善风险业绩又能促进更有效的资源配置 Scoring drives both improved risk performance and more effective resource allocation评分评分 SCORE自动接受自动接受AUTOACCEPT自动拒绝自动拒绝AUTODECLINE评估评估REVIEW申请人数量申

46、请人数量 # OF APPLICANTS提高自动审批率提高自动审批率2040 .在不增加贷款风险的情况下降低了客户的运营成本。由于降在不增加贷款风险的情况下降低了客户的运营成本。由于降低了低了FTE成本，中型规模公务卡客户可立即为放贷机构创造成本，中型规模公务卡客户可立即为放贷机构创造140万美元的利润万美元的利润 Increasing auto-approvals 20 to 40% . saves clients operating cost without adding risk to portfolio. Mid-size commercial card client instantl

47、y added $1.4M to their bottom line from reduced FTE costs从1200美元到 100美元From $1200+ to $100“评分能够帮助风险分评分能够帮助风险分散化散化” “scoring helps to diversify risk”23 2007 Fair Isaac Corporation. Confidential. l 导言 Introductionl 中小企业的定义 The Small and Medium Enterprise (SME) definedl 数据对中小企业信贷决策的作用 The Relevance of

48、Data for SME decision-makingl 贯穿中小企业客户生命周期的信贷评分工具贯穿中小企业客户生命周期的信贷评分工具 Credit Scoring across the SME account life cyclel 结论 Conclusion议程议程 AGENDA 2007 Fair Isaac Corporation. Confidential. 24 2007 Fair Isaac Corporation. Confidential. 评分类型评分类型 Types of Scores 25 2007 Fair Isaac Corporation. Confidenti

49、al. Jamaica全球全球FICOFICO 评分的可获得性评分的可获得性 Worldwide FICO Score Availability 全面数据共享全面数据共享部分数据共享部分数据共享26 2007 Fair Isaac Corporation. Confidential. HEADER RECORD (IDENTIFYING INFORMATION)I. Wishfor Credit12 Lost Lane Sams Petrol & Oil805 Main St. Somewhere, 6666 AttendantAnytown, 9999 Date of Birth 1965-

50、05-26 ID 8888888888888 PUBLIC RECORDS (LEGAL ITEMS)1999-02-14 Judgment 1000ACCOUNT INFORMATION (PAYMENT PROFILE)SupplierDate Date Opening Current Account Payment ReportedOpenedBalance Balance Type ProfileNiceWear 2002061997011070054 I 1 1 2 2 1 0 0 0 0 0 1 0 0 0 0 0 0 2 2 2 1 1 0 0 SuperCall 2002071