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本次报告基于贝恩公司与恒生银行对大湾区460多家中小企业的调研和深度访谈。报告显示，2021年，大湾区常住人口达到8700万，GDP约为1.9万亿美元，几乎与加拿大或韩国持平，是世界上最具活力的经济体之一。受疫情和地缘政治等因素的影响，中小企业对大湾区短期前景的信心有所削弱，但是依然看好该地区的长期增长潜力。
中小企业看好长期经济增长前景和政府政策
调研显示，超过三分之二的中小企业认为大湾区长期经济增速将接近甚至超过历史增速。这些企业也做好了投资大湾区的准备。大约80%的内地中小企业和60%的香港中小企业预计今年将拿出至少15%的收入投资大湾区。
大湾区地方政府同样致力于将大湾区建设成世界级的技术、创新和电商中心。在过去两年，大湾区政府颁布政策，推动地区间的互联互通。
贝恩公司全球合伙人梁国权表示：“大湾区中小企业十分看好大湾区经济前景，也渴望增长。参与调研的内地和香港中小企业中有大约70%对政府的互联互通政策持乐观态度，也有大约80%的中小企业希望政府能够加快政策实施的速度。但是，中小企业在金融服务方面依然需要很大支持才能实现扩张，尤其需要内地和香港的金融机构为它们量身打造跨境金融产品以及便捷的服务模式。”
报告指出，大湾区中小企业正在准备进入下一个增长阶段，有强大的金融服务需求。它们的扩张离不开金融服务机构的支持，包括便捷的借贷服务、专业的理财服务、灵活的保险政策和全面的现金和流动资金管理。对于金融服务机构来说，这是一个不容错过的重要机会。
参与调研的中小企业中有很多无法获取足够的资金
报告显示，中小企业有很高的资金需求，但是很多都无法获得足够的资金。调研发现，60%的内地中小企业和35%的香港中小企业未来三年的融资需求还存在40%左右的缺口。但是，能否在大湾区内实现融资需求是摆在中小企业面前的一道难题。
贝恩公司全球合伙人李思瀚表示：“中小企业需要足够的贷款来满足自己的融资需求，但是它们在申请流程方面遇到不同程度的困难。我们看到，一些金融机构在信用审批中开始使用创新手段，例如替代数据等，能够帮助中小企业有效地缓解痛点。”
强烈的跨境金融产品需求和大湾区扩张愿望
值得注意的是，中小企业渴望在大湾区内扩张，他们也对跨境金融产品表现出极大兴趣。大约一半的内地中小企业希望进军港澳地区，75%的香港中小企业表示它们可能扩张至内地大湾区城市。
大湾区的零售投资者也强烈认同跨境金融服务需求，尤其是富裕家庭和有退休规划人士。即将发布的《大湾区零售报告：如何通过金融服务实现跨境生活方式》显示，休闲、工作和退休旅行将成为支撑大湾区内互联互通的主要驱动力。
贝恩公司全球副合伙人赵雯婷博士表示：“随着出入境限制解除，扩张计划有可能会增多。金融服务机构可以根据客户的具体需求量身打造跨境金融产品和服务。例如，通过简化产品服务的申请、购买和使用流程，为不同客户创造出良好的跨境多渠道体验。”
成功离不开三个方面的考虑
报告认为，金融服务机构可以抓住这个机会，与大湾区中小企业一同增长。为了实现这个目标，金融服务机构需要重点关注以下三个方面：
1、明确大湾区在其未来发展中的地位和作用：在制定跨境计划时，金融机构可以瞄准差异化的细分跨境服务，或者开展更大范围的服务，直接与国内金融服务机构竞争。例如，已经建立国际业务网络的大湾区银行可以首先着手于实现中国与世界其他地区在金融领域的“互联互通”，尤其是通过供应链融资或应收账款融资。
2、根据不同行业的潜在金融服务需求，以及自身满足需求的能力，在大湾区展开行业评估：金融机构需要了解各行各业独有的挑战和偏好，以此推出具有吸引力的产品服务，赢得市场。例如，科技型中小企业通常需要抵押担保要求低、还款期限长的贷款产品。希望在这一领域有所建树的金融机构需要深厚的科技知识来有效完成信用评估，也需要直接的行业知识和经验来了解产品的开发流程、商业化潜力和风险。
3、深入了解跨境客户：照搬国外的经验和方法无法帮助金融机构直接赢得本土业务。想要快速制胜，金融机构必须要深入了解跨境客户的需求，寻求平等的机会分享和学习不同地区的经验，从而学会如何调整产品、服务、条款或渠道，以此吸引跨境客户。
Small and medium-sized enterprises (SMEs) located in China’s Greater Bay Area (GBA) are set for the next phase of growth and are showing growing appetite for financial services, according to new research by Bain & Company.
Launched today, the report Greater Bay Area SME Report: A Story of Resilience and Opportunity is an analysis of surveys and focus groups from over 460 SMEs in the GBA, with contribution from Hang Seng Bank.
With 87 million permanent residents and a GDP of $US1.9 trillion in 2021, the GBA is one of the world’s biggest economies, similar in size to that of Canada or South Korea. Although the pandemic and geopolitical tensions have dampened SMEs’ short-term prospects for the region, they remain confident about long-term potential.
SMEs are optimistic about long-term economic growth and government policies
Over two-thirds of SMEs expect long-term economic growth to be similar to or stronger than the region’s historical growth. These SMEs are ready to invest in the GBA. About 80% of mainland SMEs and 60% of Hong Kong SMEs surveyed expect to invest 15% or more of their annual revenues this year.
Local governments in the region are also committed to developing the GBA into a world-class technology, innovation, and e-commerce hub. Over the past two years, there have been policies launched to promote interconnectivity within the region.
“SMEs in the GBA are highly positive of the economic outlook and they are eager to grow. About 70% of both Mainland and Hong Kong SMEs surveyed are optimistic about the government’s interconnectedness policies, and about 80% would like the government’s initiatives to be implemented faster,” said Frankie Leung, a partner with Bain & Company’s Financial Services practice in Hong Kong. “However, SMEs need help to expand, in particular, support from financial institutions from both mainland China and Hong Kong, tailored cross-boundary financial products, and convenient delivery models.”
SMEs in the GBA have substantial financial service needs, as they prepare for the next phase of growth. They need support from financial service providers for the expansion, including more convenient lending, professional wealth management services, flexible insurance policies, and comprehensive cash and liquidity management. For financial service providers, this is an important opportunity to capitalize on.
Many SMEs surveyed are underbanked
The report shows high demand for funds, but many SMEs are underbanked. About 60% of mainland SMEs and 35% of Hong Kong SMEs need to secure over 40% of the funds they need for domestic investments and operations in the next three years. However, the ability to secure loans within the GBA is a major concern.
“SMEs need loans to meet their domestic funding needs, but they struggle with the application process. Innovations, such as using alternative data in credit assessments, can help alleviate pain points,” said Herbert Lee, a Hong-Kong based partner with Bain & Company’s Financial Services practice.
Strong demand for cross-boundary financial products and GBA expansion
Notably, SMEs are eager to expand within GBA, and they show great interest in cross-boundary financial products. About half of mainland SMEs said they are likely to expand into Hong Kong or Macau, and nearly 75% of Hong Kong SMEs expect to expand into China Mainland.
Retail investors in the GBA also identify strongly with cross-boundary financial services needs, particularly among affluent families and retirement planners. Interconnectivity within the region supported by leisure, work and retirement travel is the driving force, according to preliminary results of the upcoming report Greater Bay Area Retail Report: How to Enable Cross-Border Lifestyles with Financial Services.
“As restrictions ease, expansion plans could increase. Financial service providers can provide cross-boundary financial products and services tailored to customers’ specific needs. For instance, by simplifying the processes of applying, buying and using, and creating cross-boundary and multi-channel experiences for different customers,” said Dr. Wenting Zhao, an associate partner of Bain & Company in Shanghai.
Financial institutions need to consider three key areas to succeed
Financial service providers can use this opportunity to grow alongside SMEs in the GBA. To do that, financial service providers need to focus on three key areas:
1、Clearly define how the GBA will factor into their future portfolios. Cross-boundary plans can be niche by design – or financial institutions can enter into full-scale competition against domestic providers. For example, GBA banks with existing international networks could start by building financial connectivity between China and the rest of the world, especially through supply chain or accounts receivables financing.
2、Evaluate industries in the GBA based on their potential financial services needs—and ability to serve them. Financial institutions need to understand their target industry’s unique challenges and preferences to build attractive offerings and win business. For example, technology SMEs often need loan products with low collateral requirements and longer repayment schedules. Financial institutions looking to win in this sector need deep technical knowledge to properly issue credit assessments. Direct knowledge and experience in the industry is necessary to understand how products are being developed, their potential for commercialization, and risk.
3、Develop a nuanced understanding of cross-border consumers. A foreign approach will not win local business. By giving voices from both sides equal opportunity to share their experiences, financial institutions can learn how to adapt products, services, terms, or channels to attract cross-border customers.