科尔尼－中国银行—boc proposal letter-vivien

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1、A.T.KearneyProposalToBankofChinaJanuary10,2005Page7January10,2005Ms.XXXProposalonAssistingBankOfChinaOnTradeFinanceTransformationDearMs.XXX:ThankyouandyourteamformeetingwithusbeforetheNewYearandChristmasholidaystodiscusswithusyourspecificprojectrequirementsandforustosharewithyouourexperienceandpr

2、ojectexamplesinrelevantareassuchastradefinancebusiness,processcentralizationandITtransformation.WeareveryexcitedattheopportunitytoserveBankofChinaandbelieveweareparticularlywell-qualifiedtomeetyourspecificneeds.Theremainderofthislettersummarizeshowwewouldworkwithyouonthisengagement.Thecontentsofo

3、urproposalisorganizedasfollows:I.A.T.KearneyPerspectiveonGlobalTrendsandDevelopmentsinTradeFinanceII.OurUnderstandingofBankofChina’sTradeFinanceTransformationProgramIII.ProposedProjectApproachandDeliverablesIV.ProjectTeamArrangementsV.RationaleToAppointA.T.KearneyAPPENDIX–A.OurRelevantExperienceA

4、ndCaseExamplesB.SelectedConsultantResumesI.A.T.KearneyPerspectivesOnGlobalTrendsAndDevelopmentsInTradeFinanceTherehasbeenafastgrowthtrend(CAGR7.1%from1999to2003)inglobaltradebusiness,bothintermsofexportandimport.GivenitsrecentreformandaccessiontoWTO,Chinainparticularhasexperiencedafastergrowththa

5、ntherestoftheworld.Aswerecentlywitnessedtradevolumegrows,theassociateddemandformoresophisticatedproducts/servicesandlower-costandmoreefficientwaysoftransactionshasbecomethekeydifferentiatorsthatmanybanksandtradefinancespecialistsarestrivingtodevelop.Incopingwiththesophisticateddemandandchallenges

6、fromcompetition,manyleadingtradefinanceplayersarefocusingtheireffortsonenhancingtoplinerevenuegrowththroughproductinnovation,suchascashmanagementande-enabledsolutionsandonreducingbottom-linecoststructurebyconsolidatingandcentralizingback-officelow-valueandroutineoperationprocesses.Leadingplayerss

7、uchasHSBC,StandardChartered,andABNAmrohaverealizedthebenefitsofcentralizationandhavetakenadvantageoftheeconomyofscaleinlargevolumetransactionprocessingandhavealreadycentralizedtradefinancerelatedprocessestooneormultipl