6年，0到500亿元！中小券商资管破局突围秘诀曝光

Core Viewpoint - The article highlights the successful transformation of Century Securities' asset management business from nearly zero in 2019 to over 50 billion yuan in active management scale, positioning it among the top quartile in the industry, providing a model for small and medium-sized institutions to follow [1][4]. Group 1: Company Background and Challenges - Century Securities, established in 1990, underwent a second entrepreneurial phase starting in 2019 when new major shareholders entered, leading to a relocation and a focus on asset management [3]. - At the beginning of this phase, the company faced significant challenges, including a lack of management scale, sales channels, and a mature team, with overall management scale being less than 10 billion yuan [3][4]. - The company struggled with weak customer bases and difficulties in channel expansion, making it hard to compete with larger firms that had established brand recognition and trust [4]. Group 2: Development Strategy - The company adopted a strategy summarized as "professional deep cultivation, warm companionship," focusing on specialization and customer service to navigate the competitive landscape [4][5]. - Century Securities established a "core + satellite" strategy, emphasizing fixed income investments as its foundation while exploring diversified strategies in low-volatility arbitrage and enhanced index products [5][6]. - The firm has achieved a 100% benchmark performance rate for its fixed income products, with an average excess return of nearly 200 basis points [6]. Group 3: Talent and Service Approach - To address talent acquisition and retention challenges, Century Securities implemented a dual-track talent strategy, combining elite team formation with internal training to develop new talent [6][7]. - The company emphasizes a "warm companionship" approach, encouraging investment managers to communicate market insights in simple terms and provide timely analysis to build trust with clients [6][7]. Group 4: Future Challenges and Strategies - As the asset management industry evolves, Century Securities recognizes the need to shift from traditional investment models to a strategy-driven approach, developing a multi-layered toolbox of strategies to adapt to market changes [7][8]. - The company is enhancing its risk control capabilities by integrating personnel and technology, ensuring robust management of over 400 accounts [8]. - Future strategies include activating wealth management transformations, embracing institutional clients, and forming strategic partnerships to enhance service offerings [8][9].