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Sales Cookbook – Account Management: Nurture and Develop Clients
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. The customer base of language service providers represents the most critical part of their business. Successful LSPs rely on superior deliverables, responsive . . .
 
Sales Cookbook – Communication: Engage Prospects
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Language service providers typically rely on marketing communications to nurture leads and convey their unique selling proposition. Marketing bridges the gap . . .
 
Sales Cookbook – Differentiation: Prepare to Stand Out
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Developing a strong differentiation and a unique selling proposition (USP) is crucial for language service providers to stand out. In turn, it can help them . . .
 
Sales Cookbook – Goals: Quantify Your Objectives
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. When planning for growth, language service providers must determine realistic sales goals for their organization. This module of the CSA Research “Sales . . .
 
Sales Cookbook – Intro: The Recipe to Achieve Repeatable Sales Success
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Language service providers – in particular small and mid-sized ones – often ask us, “How can we increase sales? Where do we start? How can . . .
 
Sales Cookbook – Management: Oversee the Implementation
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Successful language service providers have strong sales management in place dedicated to training, mentoring, and strategy deployment. This module of the CSA . . .
 
Sales Cookbook – Markets: Target the Right Segments
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. To maximize their branding, marketing, and sales budgets, language service providers must focus their efforts on specific markets segments where they have . . .
 
Sales Cookbook – Pipeline: Generate Leads
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Language service providers need to fill their sales and marketing pipeline with the right companies to achieve sustainable sales success. They must deploy . . .
 
Sales Cookbook – Planning: Plot Your Destination
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Successful language service providers maximize their long- and short-term chances of growth by adopting and implementing systematic strategic and growth planning, . . .
 
Sales Cookbook – Playbook: Prepare Your Moves
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. To replicate sales success, language service providers must recognize and formalize their best practices. Documenting how they plan to sell and tactics to . . .
 
Sales Cookbook – Staffing: Design the Job
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. To sell proactively, language service providers need a dedicated sales team responsible for executing the sales strategy. Hiring and retaining the right salespeople . . .
 
Sales Cookbook – Tools: Power Your Effort
by Hélène Pielmeier, June 30, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Technology plays a significant role in enabling language service providers to be as efficient as possible in their business development efforts. It frees them . . .
 
Conversation Starters to Engage Clients Beyond Projects
by Rebecca Ray, Hélène Pielmeier, June 09, 2017, 8 Pages View abstract 
To sustain growth, executives, sales teams, and account managers at language service providers need to up-sell and cross-sell beyond the language services function on the buy-side. This research piece discusses why enterprise globalization frequently . . .
 
CSA Research Survey on Gender and Family in the Language Services Industry: Overall Findings
by CSA Research, June 07, 2017, 42 Pages View abstract 
Issues related to gender, the workplace, and family are among the most important social and political concerns today. Language services – translation, localization, interpreting, and related tasks – are frequently seen as a female-dominated . . .
 
Tech-Savvy Providers Nail the LSP Metrix
by Benjamin B. Sargent, Arle Lommel, Hélène Pielmeier, May 31, 2017, 17 Pages View abstract 
Technology plays a vital role for language service providers, yet deciding how much and when to invest in language or business tools is difficult for them. Technology adoption increases as LSPs mature and is widely perceived to speed that process. However, . . .
 
Optimizing Content for MT: A Checklist
by Arle Lommel, Rebecca Ray, May 10, 2017, 5 Pages View abstract 
Content source optimization (CSO) refers to the process of preparing text, graphics, and other content components for translation. It eliminates obstacles to efficient conversions into another language and creates material in a form suitable for multiple . . .
 
Localization Maturity Model: Release 3.0
Benchmarking Your Globalization Journey
by Rebecca Ray, Donald A. DePalma, May 03, 2017, 39 Pages View abstract 
You can't meet today's global market expectations or outpace local competitors with old-school practices. A more demanding business landscape requires more responsive localization. Sophisticated procedures and behaviors that previously characterized more . . .
 
Content Source Optimization: A Checklist
by Arle Lommel, Rebecca Ray, April 27, 2017, 12 Pages View abstract 
Organizations that struggle to control translation costs and improve quality often find that addressing problems after they occur yields only modest gains, but when they look upstream and improve their source content, it can deliver substantial benefits . . .
 
Is Recommending Centralization Always the Best Option?
by Hélène Pielmeier, Rebecca Ray, April 26, 2017, 9 Pages View abstract 
Language service providers commonly recommend that clients centralize their procurement function. While decentralized operations are easier to penetrate, the lack of consolidation across various groups means that LSPs have to exert more sales and account . . .
 
Data to Support Localization at the Speed of Agile
by Rebecca Ray, March 31, 2017, 5 Pages View abstract 
Many organizations apply Agile methodology to drive software development projects. Its usage has now expanded to other business functions characterized by multiple, quick iterations, thus raising the bar for localization teams. If companies don't already . . .
 
TechStack: Translation Quality and In-Context Review Tools
by Arle Lommel, Donald A. DePalma, March 24, 2017, 17 Pages View abstract 
Translation quality assurance and assessment (TQA) and in-context review tools assist linguists in identifying errors in translated content and fixing them. They play a vital role in helping translation providers and requesters alike understand how well . . .
 
Mobile and Speech Raise the Bar for Localization
by Donald A. DePalma, March 08, 2017, 9 Pages View abstract 
Over the last 20 years, the computer has morphed into an essential and increasingly personal part of life as the cost, size, and complexity of devices plummeted. What's next? Phones, wearables, and the Internet of Things will place more connectivity and . . .
 
Automation: Implementing Technology within Limits
by Rebecca Ray, Donald A. DePalma, February 23, 2017, 11 Pages View abstract 
CSA Research carried out an extensive data collection and analysis exercise in preparation for Localization Maturity ModelTM (LMM) 3.0. We conducted a comprehensive survey of enterprise buyers of language services in 15 countries in June and July . . .
 
Organization: Building Excellence at Every Stage
by Rebecca Ray, Donald A. DePalma, February 23, 2017, 15 Pages View abstract 
CSA Research carried out an extensive data collection and analysis exercise in preparation for Localization Maturity ModelTM (LMM) 3.0. We conducted a comprehensive survey of enterprise buyers of language services in 15 countries in June and July 2016 . . .
 
Process: Globalizing Enterprise-Wide
by Rebecca Ray, Donald A. DePalma, February 23, 2017, 16 Pages View abstract 
Localization teams depend on formal processes to enable on-time delivery of ever-growing volumes of content in multiplying numbers of languages. However, our research shows that an organization is never responsive enough to its domestic multicultural . . .
 
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