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February 29, 2016
An LSP’s Guide to Quoting
by Hélène Pielmeier, Donald A. DePalma  

 
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Summary
As clients become ever more demanding, rates and turnaround times drop, and service levels multiply. How can language service providers close more business in this highly fragmented and commoditized chaotic environment? Before they even think about sales estimation strategies, they should first fine-tune their quoting function.

In November and December 2015, CSA Research interviewed 22 LSPs to identify best practices. Executives and managers will find valuable advice in this report to re-think or refine their setup. While the report focuses on quoting translation jobs, interpreting-centric LSPs will also find relevant ideas and advice. This first installment of findings on quoting practices covers:

  • The Sales Estimation Function. We present the goals of the function and how LSPs adapt effort levels by quote types.
  • The Quoting Process. We summarize the quoting process and workflows that LSPs use to assemble the various steps.
  • Organizational Structure. We share findings on organizational models, workflows among internal stakeholders, and hiring and training tips.
  • Quoting Automation. We cover the typology of tools available, the benefits counterbalanced with reticence to change, and building blocks that support auto-quote features in translation management systems (TMSes).
  • Measuring Quoting Performance. We compile the variety of metrics that LSPs track and discuss specific key performance indicators to drive improvements.
  • Recommendations. We summarize what LSPs should do to set up the sales estimation function.
  • Information Sources. We provide details on the profile of interviewees.
  • Related Research. We recommend other CSA Research reports and briefs that provide additional data and analysis about the various elements of the sales estimation function.

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Pages: 56
 

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