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Data Visualization Series
by Hélène Pielmeier, February 15, 2018, 1 Pages View abstract 
 
CSA Research produced a series of data visualizations to enable language service providers to benchmark their organization. It is based on 486 survey responses conducted for CSA Research’s 13th annual report on the “The Language Services Market: . . .
 
LSP Differentiation: The Struggle to Stand Out
by Hélène Pielmeier, January 18, 2018, 7 Pages View abstract 
Language service providers have a challenging time defining a unique selling proposition (USP) that makes them stand out from the competition. Based on data from 416 respondents to our global market survey and 305 LSP websites that we analyzed, we present . . .
 
11 Mistakes LSPs Make in Technology Adoption
by Benjamin B. Sargent, January 15, 2018, 8 Pages View abstract 
This report identifies 11 mistakes that LSPs make in formulating strategy for technology adoption along the route from buying to building software. For each, we describe the mistake and its context, identify the leading or current indicators of the problem . . .
 
Career Progression for Project Managers
by Hélène Pielmeier, December 22, 2017, 12 Pages View abstract 
After a few months or years on the job, even the best project managers can feel like they reached a career dead end. Some leave for a better job, others experience a slump in their performance. This reality poses a challenge for businesses to retain and . . .
 
Hiring Project Managers
by Hélène Pielmeier, December 22, 2017, 8 Pages View abstract 
Recruiting skilled project managers can prove to be a tough exercise for language service providers seeking well-rounded individuals capable of thriving in a fast-paced environment. To assess LSP practices for hiring PMs, CSA Research surveyed more than . . .
 
Incentivizing Project Managers
by Hélène Pielmeier, December 22, 2017, 4 Pages View abstract 
Many language service providers complain that it is becoming increasingly harder to retain their production staff and that turnover costs add up. Financial incentives contribute to increasing job satisfaction and to aligning team members with corporate . . .
 
Will AI Eliminate the Need for Project Managers?
by Hélène Pielmeier, Arle Lommel, December 13, 2017, 10 Pages View abstract 
Project management is an essential ingredient for a successful, profitable language service provider. Until recently, LSPs relied entirely on humans to oversee projects and execute individual tasks, sometimes using software to assist. Over the last few . . .
 
Benchmarking LSP Websites
How Language Companies Market Their Activities Online
by Arle Lommel, Benjamin B. Sargent, November 10, 2017, 54 Pages View abstract 
Your website is vital to your marketing strategies, yet delivering a compelling message that sets you apart can be tough. You may craft messages that fail to resonate with your target audience or that do not show up in search results. Understanding how . . .
 
Sales Cookbook – Account Management: Nurture and Develop Clients
by Hélène Pielmeier, July 26, 2017, 25 Pages View abstract 
The customer base of language service providers represents the most critical part of their business. Successful LSPs rely on superior deliverables, responsive customer service, and developing strong relationships with clients to retain and grow these . . .
 
Sales Cookbook – Management: Oversee the Implementation
by Hélène Pielmeier, July 26, 2017, 22 Pages View abstract 
Successful language service providers have strong sales management in place dedicated to training, mentoring, and strategy deployment. This module of the CSA Research “Sales Cookbook” guides LSPs on how to formalize sales management. This . . .
 
Sales Cookbook – Staffing: Design the Job
by Hélène Pielmeier, July 26, 2017, 28 Pages View abstract 
To sell proactively, language service providers need a dedicated sales team responsible for executing the sales strategy. Hiring and retaining the right salespeople is a delicate exercise due to the required investment, the length of sales cycles, and . . .
 
Sales Cookbook – Playbook: Prepare Your Moves
by Hélène Pielmeier, July 19, 2017, 19 Pages View abstract 
To replicate sales success, language service providers must recognize and formalize their best practices. Documenting how they plan to sell and tactics to do so is something that even LSPs without dedicated salespeople must take the time to build. This . . .
 
Sales Cookbook – Tools: Power Your Effort
by Hélène Pielmeier, July 19, 2017, 12 Pages View abstract 
Technology plays a significant role in enabling language service providers to be as efficient as possible in their business development efforts. It frees them to spend more time selling, which could mean closing more deals. This module of the CSA Research . . .
 
Sales Cookbook – Communication: Engage Prospects
by Hélène Pielmeier, July 12, 2017, 22 Pages View abstract 
Language service providers typically rely on marketing communications to nurture leads and convey their unique selling proposition. Marketing bridges the gap between growth strategy and actual sales conversations. This module of the CSA Research “Sales . . .
 
Sales Cookbook – Markets: Target the Right Segments
by Hélène Pielmeier, July 12, 2017, 11 Pages View abstract 
To maximize their branding, marketing, and sales budgets, language service providers must focus their efforts on specific markets segments where they have a competitive advantage. This module of the CSA Research “Sales Cookbook” guides LSPs . . .
 
Sales Cookbook – Pipeline: Generate Leads
by Hélène Pielmeier, July 12, 2017, 17 Pages View abstract 
Language service providers need to fill their sales and marketing pipeline with the right companies to achieve sustainable sales success. They must deploy rigorous process to proactively identify and develop prospects that meet their segmentation criteria . . .
 
Sales Cookbook – Differentiation: Prepare to Stand Out
by Hélène Pielmeier, July 05, 2017, 17 Pages View abstract 
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 generate repeatable sales success. This module of the CSA Research “Sales Cookbook” . . .
 
Sales Cookbook – Goals: Quantify Your Objectives
by Hélène Pielmeier, July 05, 2017, 16 Pages View abstract 
When planning for growth, language service providers must determine realistic sales goals for their organization. This module of the CSA Research “Sales Cookbook” guides LSPs on how to set achievable stretch goals. Who Should Read This Executives . . .
 
Sales Cookbook – Planning: Plot Your Destination
by Hélène Pielmeier, July 05, 2017, 25 Pages View abstract 
Successful language service providers maximize their long- and short-term chances of growth by adopting and implementing systematic strategic and growth planning, consistently reviewing performance against plans, and adjusting plans based on market conditions . . .
 
Benchmarks for Language Service Providers: 2017
by Hélène Pielmeier, Donald A. DePalma, June 30, 2017, 12 Pages View abstract 
Providers are always eager to compare their performance against that of their peers. In CSA Research’s annual survey of the language services market, we ask about a range of factors that characterize LSPs. In this brief, we provide an introduction . . .
 
Sales Cookbook – Intro: The Recipe to Achieve Repeatable Sales Success
by Hélène Pielmeier, June 28, 2017, 10 Pages View abstract 
Language service providers – in particular small and mid-sized ones – often ask us, “How can we increase sales? Where do we start? How can we build the best sales team?” We developed the CSA Research “Sales Cookbook” . . .
 
Twenty Profiles of Buyers of Language Services
by Arle Lommel, Hélène Pielmeier, November 28, 2016, 13 Pages View abstract 
When language services providers try to promote the virtues of their offerings, they often comment that finding the right individual to target can amount to finding a needle in a haystack. Yet, identifying the best entry points into a prospect can improve . . .
 
Growth Strategies for LSPs
by Hélène Pielmeier, November 23, 2016, 8 Pages View abstract 
Language service providers are often at a loss on what to do next when they develop growth strategies: Should they add new services? Should they go international? Alternatively, should they just strive to close more sales within their current target . . .
 
Effective Market Segmentation
How LSPs Should Identify and Target the Right Market Clusters
by Donald A. DePalma, Hélène Pielmeier, November 07, 2016, 47 Pages View abstract 
Unfocused lead pipelines cause many language service providers to waste precious sales and marketing resources. They aren’t sure which prospects to pursue, so they market to a broad spectrum of buyers that cross company sizes, industries, geographies, . . .
 
How LSPs Can Remove Waste in the Process
by Hélène Pielmeier, September 21, 2016, 6 Pages View abstract 
Like a leaky faucet, a process that creates losses here and there can amount to a big bill at the end. Yet, most language service providers pay very little attention to subtle waste, even when they abide by quality management systems . . .
 
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