受经济增度下滑、监管趋严、外部形势无法确定等因素的影响，我国证券市场的波动愈加明显，证券交易量低迷。2002年，股票交易佣金实行浮动制，经纪业务作为券商的主营业务，极大地影响了券商的收入。随着互联网化的发展，券商已经呈现高度的同质化，为了争抢客户，纷纷降低佣金率，加入价格战。交易量的减少与佣金率的降低直接导致券商收入的大幅下滑，对于严重依赖经纪业务收入的证券公司，亟待突破已有的发展模式。券商财富管理是当下最具潜力的发展方向，区别于传统的经纪业务，具有更大的发展空间和更稳定的发展速度。为了更好地发展券商财富管理业务，对应的客户关系管理模式也需要做出优化，适应当下市场的变化，助力财富管理业务转型成功。

      本文以A证券江苏分公司财富管理业务的客户关系管理为研究对象，具体研究了当前分公司财富管理业务的客户关系管理发展现状，以优化客户关系管理模式为研究方向。在全面问卷调查的辅助下，结合相关参考文献，针对财富管理业务的客户关系管理中存在问题的原因进行分析，通过对客户精细化地细分，提出个性化的产品组合服务，利用CRM系统进行智能资讯推送，结合信息化技术对客户满意度进行精准反馈。笔者希望通过此方案，为A证券江苏分公司财富管理业务的客户关系管理，提出建设性的优化意见，进一步提升客户满意度，提高公司的服务能力，增强客户粘度，提升分公司的市场竞争力。

      希望通过本次研究成果，提升客户在证券公司所获得的服务体验。同时，本次研究成果对于优化A证券江苏分公司财富管理业务的客户关系管理工作具有重要意义。此外，笔者也希望为其他证券公司，在财富管理业务转型过程中的客户关系管理优化工作提供参考和借鉴。

      Affected by factors such as declining economic growth, stricter supervision, and uncertain external conditions, the volatility of my country's securities market has become more pronounced and the volume of securities transactions has been sluggish. In 2002, the stock trading commission implemented a floating system, and the brokerage business, as the main business of the securities firm, greatly affected the income of the securities firm. With the development of the Internet, securities companies have shown a high degree of homogeneity. In order to compete for customers, they have reduced their commission rates and joined the price war. The reduction in trading volume and the reduction in commission rates directly led to a sharp decline in the income of securities firms. For securities companies that rely heavily on brokerage business income, it is urgent to break through the existing development model. Brokerage wealth management is the most potential development direction at the moment. It is different from traditional brokerage business and has a larger development space and a more stable development speed. In order to better develop the wealth management business of securities firms, the corresponding customer relationship management model also needs to be optimized to adapt to the current market changes and help the wealth management business to successfully transform.

      This paper takes the customer relationship management of the wealth management business of A Securities Jiangsu branch as the research object, and specifically studies the current development status of customer relationship management of the wealth management business of the branch company, and optimizes the customer relationship management model as the research direction. With the aid of a comprehensive questionnaire survey, combined with relevant references, analyze the reasons for the problems in the customer relationship management of the wealth management business, and through the refined segmentation of customers, personalized product portfolio services are proposed, and the CRM system is used for Intelligent information push, combined with information technology to provide accurate feedback on customer satisfaction. The author hopes to use this plan to provide constructive optimization suggestions for the customer relationship management of the wealth management business of A Securities Jiangsu Branch, further improve customer satisfaction, improve the company's service capabilities, enhance customer viscosity, and enhance the market competitiveness of the branch .

      It is hoped that through the results of this research, the service experience of customers in securities companies will be improved. At the same time, the results of this research are of great significance for optimizing the customer relationship management of the wealth management business of A Securities Jiangsu Branch. In addition, the author also hopes to provide reference and reference for other securities companies to optimize their customer relationship management in the process of wealth management business transformation.

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