【访谈】共绘大湾区金融蓝图——对话汇丰中国副行长兼大湾区办公室总经理陈庆耀

陈以诺是麦肯锡全球董事合伙人，大中华区金融行业核心领导，常驻香港分公司

凭借“三面环山，三江汇聚”的独特地理优势，粤港澳大湾区拥有众多产业集群，成为中国经济对外开放的一张闪亮名片。据统计，该区域总面积5.6万平方公里，2022年末总人口逾8600万，经济总量超13万亿元人民币，是世界级城市集群。而作为融通经济血脉的金融行业，在大湾区经贸一体化发展中扮演着不可或缺的角色。

汇丰拥有悠久的历史，在区域经贸往来方面积累了丰厚的经验和业务专长，面对粤港澳大湾区经贸一体化发展带来的历史性机遇，汇丰集团也进行了相应业务布局。为探讨大湾区未来发展前景，帮助更多金融机构捕捉业务机会，麦肯锡全球董事合伙人陈以诺与汇丰中国副行长兼大湾区办公室总经理陈庆耀围绕一系列重要话题展开了深入交流。

今天非常开心与汇丰中国副行长兼大湾区办公室总经理陈庆耀交流，请分享一下对于金融机构而言大湾区未来发展前景如何？

粤港澳大湾区是中国开放程度最高、也最具创新力的区域之一。它依托香港、澳门作为自由开放经济体和广东作为改革开放先行地的独特优势，深化改革、扩大开放，尤其通过制度创新的先行先试，释放增长潜力、培育新增长动力并引领着中国经济的高质量发展。 CXO UNION-CXO联盟（cxounion.cn）

今年在内地经济重启的推动下，粤港澳的跨境商贸与人员往来日益频繁，“一小时生活圈”全面恢复，大湾区经济一体化也不断提速。为进一步畅通人流、物流和资金流的跨境流动，三地政府加快了政策创新与改革的步伐，推动大湾区“互联互通”机制向纵深发展。

例如，今年2月中央发布前海、横琴 “金融30条” ，引入了多项试点项目，扩大跨境投融资渠道、推动跨境金融便利化，其中，前海引入跨境数据流通的全新试点，将便利香港企业和居民的跨境信用融资。此外，国家网信办与香港特区政府创科与工业局6月签订合作备忘录，共同推动大湾区数据跨境流动。广东省近期也发布了“数字湾区”建设三年行动方案，以数据流动带动区内资源和要素的顺畅流通，包括支持区内征信机构开展跨境合作、探索推进征信产品互认等。

对于金融机构而言，我们相信，大湾区“互联互通”的深入发展、政策创新的先行先试，将加速区内金融规则衔接与市场机制对接，大湾区的金融服务业也将出现更深层次的整合，并有望引领中国更大范围的高水平金融对外开放。这不仅给区内金融机构带来了前所未有的新机遇，也将要求跨境金融更高效、高质量地服务大湾区的民生与实体经济。

从企业客户的角度来看，在大湾区粤港澳都有业务的公司需要什么金融服务？面临什么困难？

大湾区外向型经济发达，2022年出口总额近14亿美元，约占中国总出口的35%。作为中国的制造业基地，区内聚集了300多个产业集群、全国80%的供应链企业，深度参与全球产业链的分工与合作。一直以来，不论是珠三角企业 “走出去”，还是外资企业 “走进来”，企业多是利用香港作为国际金融中心进行跨境贸易与投资。随着大湾区的经贸往来日益密切，企业对无缝衔接、一体化跨境金融服务的需求不断提升，尤其是跨境支付与融资的便利化，对提升运营效率与客户体验十分关键。 CXO UNION-CXO联盟（cxounion.cn）

为此，汇丰充分利用数字化的平台与技术，推出了联动粤港澳市场的 “大湾区企业五通”服务，涵盖开户、付款、信贷、贸易和客服，提供一体化跨境服务。

近年来，国家将推进高质量发展作为经济发展的首要任务，大湾区利用区内制造业、科技创新与金融资源聚集的优势，推动传统产业转型升级、培育战略性新兴产业，也孕育了大量创新型新经济企业。为支持新经济的发展，近年来，科创板设立与创业板注册制改革为创新企业提供了融资便利，但并未能覆盖其全生命周期，特别是未盈利的早期阶段。

初创期的新经济企业，由于研发投入大、市场化不确定性高、收益周期长，其融资需求与银行传统 “注重盈利、风险敏感” 的风险评估模式难以匹配。因此，银行服务新经济，首先需要深刻理解行业特征与规律，才能准确为企业 “风险定价”、以创新方式设计融资方案。

例如，汇丰今年推出总额30亿美元的 “新经济信贷基金”。在信贷评估中，有别于传统，我们基于行业特点与运营数据来判断企业发展前景，不强制盈利、质押或担保，支持内地与香港获得A轮融资的新经济企业，此基金在香港还可为向完成B轮融资及以后阶段的创新企业提供创投债务融资。我们也相信，金融创新将赋能大湾区企业的成长与发展，通过更个性化、更精准的金融服务，帮助它们开拓更广阔的市场新机遇。

从个人客户的角度来看，香港及大湾区内地城市的客户，在客户偏好及银行服务模式上有什么主要区别？存在什么痛点？

大湾区拥有120多万富裕家庭、50多万高净值家庭，其中，广东高净值家庭超过30万，位居国内省份之首 ，存在巨大的财富管理需求。 CXO UNION-CXO联盟（cxounion.cn）

在内地，近年来，由房地产和基建投资驱动的经济增长模式逐步转型，富裕人群对财富管理的偏好，也从喜欢储蓄、投资高风险产品和房地产，逐渐转向投资金融产品，并注重资产配置的多元化和国际化。

与内地不同，香港作为国际金融中心，有着丰富和多元的投资产品，汇丰卓越理财2023新中产报告显示，拥有“百万级”流动资产的富裕阶层，倾向于购买投资产品和固定资产以实现进一步财富增值，而拥有“千万级”流动资产的富豪阶层，多采取较进取的投资方式，平均将70%的流动资金投资于不同类型的金融资产。

可以看到，以多元化、国际化的资产配置来实现财富的保值与增值，是大湾区居民共同的需求。2021年“跨境理财通”的推出，一方面为大湾区内地居民通过香港配置全球资产、构建多元投资组合，提供了更多选择，另一方面也为港澳居民投资收益稳健的人民币产品、分享内地经济发展红利提供了新的渠道。其优化措施也有望近期落地，将为区内居民提供更便利、更多元、更灵活的跨境投资选择。

此外，不论在内地还是香港，我们也观察到，大湾区富裕人群不再单纯追求财富的富足，而更关注身心健康与财富健康的 “双平衡”，与此同时，他们对家庭健康保障、家族财富传承的需求也日益增长，因此，尤其期待银行能提供涵盖全生命周期的财富管理服务。 CXO UNION-CXO联盟（cxounion.cn）

以汇丰为例，我们粤港澳三地团队携手合作，充分利用境内外市场的丰富金融产品，提供健康保障、财富管理、家族传承等一站式的服务，并建立全渠道的数字化平台，进一步提升服务效率与客户体验。

大湾区正在加速融合，未来的人员及商业往来将会越来越紧密。银行如何把握这个机会？需要什么关键能力和外部支持？

全面恢复通关以来，三地人员往来逐步恢复，国庆期间已达到疫情前水平。“北上南下” 跨境生活与消费持续旺盛，从跨境开户、消费支付、投资理财到保险保障，区内居民对跨境金融服务的需求出现了倍数级增长。对企业而言，大湾区商贸密切往来带动了跨境贸易和投资增长。近年来面对全球金融周期转换、市场波动加大，它们对利用境内外两个市场，优化跨境资金管理、贸易融资、资本市场安排的需求也不断提升。

对于银行而言，充分理解客户的跨境金融服务需求、敏锐捕捉并回应其需求变化十分关键。这也要求我们在产品和服务上能加快创新和优化、不断提升客户服务体验。

一方面，银行应充分把握大湾区的政策改革与突破，开发全新的跨境金融产品与服务，例如“跨境理财通”和未来有望推出的“保险通”，另一方面，应充分利用数字化平台与技术，推动跨境金融迭代创新，提升服务便利化。例如，为支持区内蓬勃发展的跨境电商，汇丰在香港和内地不仅推出了便捷高效的数字化跨境收付款服务，还进一步与跨境电商数据API平台合作，基于数据模型与算法、为电商提供境内外贸易融资服务。同样重要的是，金融机构还应加大对人才的投入，尤其是推动区内人才流动、增加大湾区相关培训，让他们更好地了解三地客户差异化的需求，不断提升跨境金融服务的能力与水平。

请您分享一下汇丰集团对于大湾区的愿景和部署。

大湾区是汇丰的亚洲业务策略重点，汇丰也致力于成为大湾区领先的国际性银行和财富管理专家。粤港澳资源联动与全球化服务网络，是汇丰服务大湾区发展最突出的优势。

过去几年，我们整合大湾区境内外市场的服务资源与市场优势，推动数字技术与金融服务深度融合，为大湾区客户打造“一站式”、无缝衔接的跨境金融服务。我们还加大了对新经济以及可持续发展的支持，推动与生态圈伙伴的全方位合作。 CXO UNION-CXO联盟（cxounion.cn）

汇丰集团也加大对财富管理业务的投入，加快拓展私人银行、私人财富规划和保险服务，为大湾区居民提供全方位的财富管理与健康保障。其中，2021年汇丰成为首批参与 “跨境理财通”业务试点的银行之一，去年汇丰中国的环球私人银行在广东规模扩大一倍，并与汇丰前海证券建立策略伙伴关系，今年汇丰保险更在澳门开设了全球首家保险策划中心。

未来，我们将在数字化建设、跨境产品、创新服务以及人才培养等方面不断投入，帮助大湾区的企业与居民把握区内经济与财富增长的新机遇。

最后，你如何看待大湾区金融业未来的人才需求？对于年轻人而言，需要掌握什么技能来捕捉这个机会？

大湾区有着境内外两个金融市场、三种不同货币、关税与法律制度，要帮助客户把握大湾区 “互联互通” 带来的机遇，金融机构需要兼具国际视野并了解本地制度与文化的金融人才。

因此，对于年轻人而言，应尽早开始建立对三地市场的认识，通过增加交流或亲身体验，积累跨地域、跨行业的知识与经验。香港特区政府从2021年起推出 “大湾区青年就业计划” ，支持香港青年到大湾区内地城市工作，汇丰也有幸支持了这一计划，连续两届一共为200名香港青年提供了18个月派驻广州和深圳的工作机会，让他们在财富管理和个人银行、工商金融等业务部门工作并接受在职培训。

此外，随着数字技术加速推动金融创新，我也鼓励年轻人不断学习并掌握前沿的数字科技，结合对大湾区市场需求的认识，未来可以开拓金融科技全新的应用场景。以汇丰科技为例，我们在广州的科技服务团队，将前沿科技与市场需求结合，为香港乃至亚太区市场提供数字化金融解决方案。未来大湾区在政策、市场、科技等的多层次持续创新与发展，相信将给年轻人的职业发展带来无限可能。 CXO UNION-CXO联盟（cxounion.cn）

翻译：

Drawing the Financial Blueprint for the Greater Bay Area — In conversation with Stephen Chan, Vice President of HSBC China and General Manager of the Greater Bay Area Office

Enoch Chan is a global Managing partner of McKinsey & Company and a core leader of the financial sector in Greater China, based in Hong Kong

With the unique geographical advantages of “surrounded by mountains on three sides and converging with three rivers”, the Guangdong-Hong Kong-Macao Greater Bay Area has numerous industrial clusters and has become a shining business card of China’s economic opening-up. According to statistics, the region covers a total area of 56,000 square kilometers, with a total population of more than 86 million by the end of 2022 and an economic aggregate of more than 13 trillion yuan, making it a world-class urban cluster. As the lifeblood of the economy, the financial industry plays an indispensable role in the economic and trade integration of the Greater Bay Area. CXO UNION-CXO联盟（cxounion.cn）

With a long history, HSBC has accumulated rich experience and business expertise in regional economic and trade exchanges. Facing the historic opportunities brought about by the integrated economic and trade development of the Guangdong-Hong Kong-Macao Greater Bay Area, the HSBC Group has also carried out corresponding business layout. In order to discuss the future development prospects of the Greater Bay Area and help more financial institutions capture business opportunities, Enoch Chan, Global Managing Partner of McKinsey & Company, and Tony Chan, Vice President of HSBC China and General Manager of the Greater Bay Area Office, had an in-depth exchange on a series of important topics.

Today, it is a great pleasure to talk with Mr. Chen Qingyao, Vice President of HSBC China and General Manager of the Greater Bay Area Office. Would you please share with us the future development prospects of the Greater Bay Area for financial institutions?

The Greater Bay Area is one of the most open and innovative regions in China. Relying on the unique advantages of Hong Kong and Macao as free and open economies and Guangdong as a pioneer of reform and opening up, it has deepened reform and expanded opening-up, and in particular, has released growth potential, fostered new growth drivers and led the high-quality development of China’s economy through pioneering and pioneering institutional innovation.

This year, driven by the economic restart of the Mainland, cross-border trade and personnel exchanges between Guangdong, Hong Kong and Macao have become increasingly frequent, the “one-hour life circle” has been fully restored, and the economic integration of the Greater Bay Area has also accelerated. In order to further smooth the cross-border flow of people, logistics and capital flows, the governments of the three places have accelerated the pace of policy innovation and reform, and promoted the development of the “connectivity” mechanism in the Greater Bay Area.

For example, in February this year, the central government issued the “Financial 30” in Qianhai and Hengqin, introducing a number of pilot projects to expand cross-border investment and financing channels and promote cross-border financial facilitation, among which, Qianhai introduced a new pilot of cross-border data circulation, which will facilitate cross-border credit financing for Hong Kong enterprises and residents. In addition, the Cyberspace Administration of China and the Bureau of Innovation and Industry of the Hong Kong SAR Government signed a memorandum of understanding in June to jointly promote cross-border data flow in the Greater Bay Area. Guangdong Province has also recently issued a three-year action plan for the construction of the “Digital Bay Area” to promote the smooth circulation of resources and factors in the region with data flow, including supporting cross-border cooperation among credit investigation institutions in the region and exploring and promoting mutual recognition of credit investigation products. CXO UNION-CXO联盟（cxounion.cn）

For financial institutions, we believe that the in-depth development of “connectivity” in the Greater Bay Area and the pioneering trial of policy innovation will accelerate the convergence of financial rules and market mechanisms in the region, and the financial services industry in the Greater Bay Area will also see deeper integration, and is expected to lead China’s high-level financial opening up in a wider scope. This will not only bring unprecedented new opportunities to financial institutions in the region, but also require cross-border finance to serve the people’s livelihood and the real economy of the Greater Bay Area more efficiently and with high quality.

From the perspective of corporate customers, what financial services do companies with operations in Guangdong, Hong Kong and Macao in the Greater Bay Area need? What difficulties do you face?

The Greater Bay Area has a developed export-oriented economy, with total exports of nearly $1.4 billion in 2022, accounting for about 35% of China’s total exports. As China’s manufacturing base, the zone has gathered more than 300 industrial clusters and 80% of the country’s supply chain enterprises, deeply participating in the division of labor and cooperation of the global industrial chain. All along, whether enterprises in the Pearl River Delta “go out” or foreign enterprises “come in”, enterprises mostly use Hong Kong as an international financial centre for cross-border trade and investment. With the increasing economic and trade links in the Greater Bay Area, enterprises are increasingly demanding seamless and integrated cross-border financial services, especially the facilitation of cross-border payments and financing, which is critical to improving operational efficiency and customer experience.

To this end, HSBC has made full use of digital platforms and technologies to launch the “Five Links for Greater Bay Area Enterprises” service linking the Guangdong, Hong Kong and Macao markets, covering account opening, payment, credit, trade and customer service, and providing integrated cross-border services.

In recent years, the State has made promoting high-quality development the top priority of economic development. The Greater Bay Area leverages the region’s advantages in manufacturing, technological innovation and financial resources to promote the transformation and upgrading of traditional industries, foster strategic emerging industries, and nurture a large number of innovative new economy enterprises. In order to support the development of the new economy, in recent years, the establishment of the Science and technology innovation board and the reform of the GEM registration system have provided financing facilities for innovative enterprises, but they have not covered their full life cycle, especially the early stage of unprofitability. CXO UNION-CXO联盟（cxounion.cn）

Due to the large R&D investment, high marketization uncertainty and long income cycle, the financing demand of new economy enterprises in the initial stage is difficult to match the traditional risk assessment mode of “focusing on profit and risk sensitivity” of banks. Therefore, to serve the new economy, banks first need to deeply understand the characteristics and laws of the industry, so as to accurately “price risks” for enterprises and design financing plans in an innovative way.

HSBC, for example, launched a $3bn “New Economy Credit facility” this year. In the credit evaluation, different from the traditional, we judge the development prospects of enterprises based on the characteristics of the industry and operational data, do not force profit, pledge or guarantee, support the new economy enterprises in the mainland and Hong Kong to obtain series A financing, this fund can also provide venture capital debt financing to innovative enterprises that have completed Series B financing and later stages in Hong Kong. We also believe that financial innovation will enable the growth and development of enterprises in the Greater Bay Area, and help them open up new opportunities in a broader market through more personalized and accurate financial services.

From the perspective of individual customers, what are the main differences between customers in Hong Kong and Mainland cities in the Greater Bay Area in terms of customer preference and banking service mode? What pain points exist?

The Greater Bay Area has more than 1.2 million wealthy families and more than 500,000 high net worth families, among which Guangdong has more than 300,000 high net worth families, ranking first among domestic provinces, and there is a huge demand for wealth management.

In the mainland, in recent years, the economic growth model driven by real estate and infrastructure investment has gradually transformed, and the preference of wealthy people for wealth management has gradually shifted from saving, investing in high-risk products and real estate to investing in financial products, and focusing on diversification and internationalization of asset allocation.

Different from the mainland, Hong Kong, as an international financial center, has a rich and diversified investment products. The HSBC Excellent Financial Services 2023 New Middle Class report shows that the wealthy class with “millions” of current assets tend to buy investment products and fixed assets to achieve further wealth appreciation, while the rich class with “tens of millions” of current assets tend to adopt more aggressive investment methods. On average, 70% of liquidity is invested in different types of financial assets. CXO UNION-CXO联盟（cxounion.cn）

It can be seen that diversified and international asset allocation to achieve wealth preservation and appreciation is the common demand of residents in the Greater Bay Area. The launch of the “Cross-border Financial Link” in 2021, on the one hand, provides mainland residents in the Greater Bay Area with more options to allocate global assets and build a diversified investment portfolio through Hong Kong, and on the other hand, provides a new channel for Hong Kong and Macao residents to invest in RMB products with stable returns and share the dividends of the mainland’s economic development. Its optimization measures are also expected to be implemented in the near future, which will provide residents in the region with more convenient, diversified and flexible cross-border investment options.

In addition, whether in the Mainland or Hong Kong, we have also observed that wealthy people in the Greater Bay Area no longer simply pursue wealth, but pay more attention to the “double balance” between physical and mental health and wealth health. At the same time, they have an increasing demand for family health protection and family wealth inheritance. Therefore, they especially expect banks to provide wealth management services covering the whole life cycle.

Taking HSBC as an example, our teams from Guangdong, Hong Kong and Macao have worked together to make full use of the rich financial products in domestic and overseas markets, provide one-stop services such as health protection, wealth management and family inheritance, and establish an omni-channel digital platform to further enhance service efficiency and customer experience.

The Greater Bay Area is accelerating its integration, and people and business exchanges will become increasingly close in the future. How can banks seize this opportunity? What key capabilities and external support are needed?

Since the full resumption of customs clearance, personnel exchanges between the three places have gradually resumed and reached the pre-epidemic level during the National Day holiday. “North to south” cross-border life and consumption continue to flourish, from cross-border account opening, consumer payment, investment and financial management to insurance protection, residents in the region’s demand for cross-border financial services has increased by multiple levels. For businesses, close business links in the Greater Bay Area have led to growth in cross-border trade and investment. In recent years, in the face of the global financial cycle shift and increasing market volatility, their demand for optimizing cross-border capital management, trade finance and capital market arrangements using both domestic and foreign markets has also increased.

It is critical for banks to fully understand their customers’ needs for cross-border financial services and to be sensitive to and responsive to changes in their needs. This also requires us to accelerate innovation and optimization in products and services, and continuously improve the customer service experience.

On the one hand, banks should fully grasp the policy reforms and breakthroughs in the Greater Bay Area and develop new cross-border financial products and services, such as “Cross-border Financial Connect” and the “Insurance Connect” that is expected to be launched in the future. On the other hand, banks should make full use of digital platforms and technologies to promote iterative innovation in cross-border financial services and enhance service facilitation. For example, in order to support the booming cross-border e-commerce in the region, HSBC not only launched convenient and efficient digital cross-border payment and receipt services in Hong Kong and the Mainland, but also further cooperated with the cross-border e-commerce data API platform to provide domestic and foreign trade financing services for e-commerce based on data models and algorithms. It is also important for financial institutions to increase investment in talents, especially to promote the flow of talents in the region and increase relevant training in the Greater Bay Area, so that they can better understand the differentiated needs of customers in the three places, and continuously improve the ability and level of cross-border financial services. CXO UNION-CXO联盟（cxounion.cn）

Please share the HSBC Group’s vision and deployment for the Greater Bay Area.

The Greater Bay Area is the focus of HSBC’s Asian business strategy, and HSBC is committed to becoming a leading international banking and wealth management specialist in the Greater Bay Area. The resource linkage and global service network of Guangdong, Hong Kong and Macao is the most prominent advantage of HSBC in serving the development of the Greater Bay Area.

In the past few years, we have integrated the service resources and market advantages of both domestic and overseas markets in the Greater Bay Area, promoted the deep integration of digital technology and financial services, and created “one-stop” and seamless cross-border financial services for customers in the Greater Bay Area. We have also increased our support for the new economy and sustainable development, and promoted all-round cooperation with our ecosystem partners.

The HSBC Group has also increased its investment in wealth management business, accelerated the expansion of private banking, private wealth planning and insurance services, and provided comprehensive wealth management and health protection for residents of the Greater Bay Area. Among them, in 2021, HSBC became one of the first banks to participate in the “cross-border Wealth Connect” business pilot, last year, HSBC China’s global private bank doubled its size in Guangdong, and established a strategic partnership with HSBC Qianhai Securities, and HSBC Insurance opened the world’s first insurance planning center in Macau this year. CXO UNION-CXO联盟（cxounion.cn）

In the future, we will continue to invest in digital construction, cross-border products, innovative services and talent training to help businesses and residents in the Greater Bay Area seize new opportunities for economic and wealth growth in the region.

Finally, how do you see the future talent needs of the financial industry in the Greater Bay Area? What skills do young people need to acquire to capture this opportunity?

With two domestic and international financial markets, three different currencies, tariffs and legal regimes, to help clients seize the opportunities brought about by Greater Bay Area connectivity, financial institutions need financial talents with an international perspective and understanding of local systems and cultures. CXO UNION-CXO联盟（cxounion.cn）

Therefore, for young people, they should start to establish an understanding of the three markets as early as possible, and accumulate cross-regional and cross-industry knowledge and experience through increased communication or personal experience. Since 2021, the Hong Kong SAR Government has launched the “Greater Bay Area Youth Employment Programme” to support young people in Hong Kong to work in mainland cities in the Greater Bay Area. HSBC has also been fortunate to support this programme, providing a total of 200 young people in Hong Kong with 18-month work opportunities in Guangzhou and Shenzhen for two consecutive sessions. Let them work in wealth management and personal banking, industrial and commercial finance and other business sectors and receive on-the-job training.

In addition, with the acceleration of digital technology to promote financial innovation, I also encourage young people to continue to learn and master cutting-edge digital technology, combined with the understanding of the Greater Bay Area market demand, in the future can open up new application scenarios of financial technology. Taking HSBC Technology as an example, our technology service team in Guangzhou combines cutting-edge technology with market needs to provide digital financial solutions for Hong Kong and the Asia Pacific market. In the future, the continuous innovation and development of the Greater Bay Area in policy, market, technology and other levels will bring unlimited possibilities for young people’s career development. CXO UNION-CXO联盟（cxounion.cn）

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