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Understanding Translation Buyers Drives Successful Sales
A cornerstone of successful sales and marketing is understanding the individuals to whom you are selling. Not just the kind of company, but the individuals who make decisions. A pitch that meets the needs of a young and relatively inexperienced localization manager at a small startup will be very different from one that works for a procurement manager

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Crown Commercial Service Contract Award Shows Not to Underestimate Small Players
Thebigword’s big win in the Ministry of Justice (MoJ) framework contract wasn’t the only major shift in the United Kingdom’s language services market. The Crown Commercial Service (CCS) framework, known as RM1092, is a supersize government contract that merges for the first time translation, face-to-face, and telephone into one framework

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Has thebigword Managed to Catapult Its Way to the Top 10?
Thebigword won a £120 million lot in a tender to provide over-the-phone and on-site interpreting to the British Ministry of Justice (MoJ) over the next four years. Josh Gould, its chief commercial officer, expects revenue to jump by 60%, which could boost the company from its current #17 position on CSA Research’s list of largest language

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Standard Translation Project Timelines Keep Shrinking
In our recent research on quoting practices at LSPs, we found two recurring themes: 1) the increasing price pressure caused by clients driving the race to the bottom (see our recent blog post on that topic); and 2) the drastic reduction in timelines to conduct projects. In this post, we’ll explore this second issue. We asked our

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LSP Metrix™ Helps Buyers Better Select and Manage Language Partners
Language service providers come in all shapes and sizes — no single element defines the best LSP. Buyers often ask CSA Research how to identify the most appropriate vendors for their needs and what they can do to assist suppliers that seek to meet evolving requirements and expectations. Based on the successful adoption of the Localization Maturity

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Smaller, More Frequent Transactions Will Drive Translation Market Growth
The need for translation comes in many forms. It may be a brochure, a user’s manual, a contract, or an e-mail. Some jobs are big, but most are small. They may be fully predictable, tied to formal marketing campaigns and product launches. Or they might be last-minute reactions to new market requirements. Demand varies greatly in terms of languages

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It’s Time for Buyers to Re-Think RFPs
Buyers and suppliers of language services may not always see eye-to-eye on every issue, but there is one area where they do agree: Both sides continue to experience a high level of pain with the request for proposal (RFPs) process. Common Sense Advisory conducted a detailed analysis of 91 RFPs collected from buyers and providers representing the private

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ALS Experience Highlights Global Lack of Governmental Procurement Know-How
The language services industry reacted vocally and viscerally to the £300 million interpreting contract awarded last year to Applied Language Solutions (ALS). The negative response was largely due to the fact that the U.K. Ministry of Justice (MOJ) awarded the contract to a translation vendor with minimal experience in interpreting which subsequently

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The “Un-cancelling” of the EC Translation Technology Tender
In 2010, the European Commission (EC) opened a tender for bids on computer-assisted translation (CAT) and translation memory (TM) tools to which a number of well-known industry firms responded. In July 2011, a “Corrigendum” was issued declaring the awarding procedure unsuccessful. The reason given? “None of the submitted tenders met

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Much Ado about Standards – Finally
Just as LISA shuttered its site at the end of February, it hosted a Standards Summit near Boston. The Summit drew a small but dedicated cadre of professionals interested in setting standards for the language sector. Delegates represented industry associations, language service providers (LSPs), academics, language tool suppliers, and a small group

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Systran Wins Copyright Verdict
Our discussions with clients about legal issues usually revolve around everyday things like service level agreements, terms and conditions, and translation jobs arriving in large banker's boxes. This week's legal discussion was different -- after a European Union court found in favor of language technology provider Systran in a long-running legal battle

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Predictions for 2011: Increased Visibility for Language Services
Each year since 2005, Common Sense Advisory has issued predictions for the language services industry based on our extensive qualitative and quantitative research. In 2011, language will appear more prominently on the radar of global and domestic organizations than ever before: Marketers of everyday products feature built-in language support

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Buyers Join Forces to Tackle the Translation Quality Measurement Conundrum
We've written extensively about translation quality from the buyer's perspective, arguing that companies purchasing translation services should assume a more proactive role in defining their requirements, developing their own metrics, and communicating with suppliers about how they intend to evaluate their performance. Last Friday, we convened approximately

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“High-Quality” Translation and the Companies That May or May Not Provide It
Earlier this week, the European IT and Certification Institute, a for-profit limited liability company that is also developing translation management software, sent an e-mail blast about its List of High Quality Translation Companies. According to the Institute, the goal of the list is “to promote translation companies which have implemented either

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Localization Maturity Model
For many companies localization is a black art, while others have honed international product and website adaptation into a science. To help companies benefit from the work of others, Common Sense Advisory created the localization maturity model (LMM), an adaptation of the software industry's capability maturity model (CMM). A CMM is a reference model

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Purchasing leaders rank globalization a top issue
Three years ago we wrote in Beggars at the Globalization Banquet that centralized, formal procurement organizations would play a growing, even defining role in sourcing language services. Other reports have uncovered more details on the evolution of the buying strategies, culminating this July with the Online Sourcing of Translation Services report

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Guide to Online Procurement of Translation Services
We’re a little biased here, but we think that this is important stuff. Nearly three years ago we predicted in our first report on best practices in language services that companies would increase their use of standardized procurement practices to translation. Among those practices was e-procurement and the use of “professional sourcers”

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