ND Focus – Elia’s networking days for Executives / 9-10 May 2019 / Dubrovnik, Croatia

Agenda

Agenda

ND Focus – Elia’s networking days for Executives presents a unique structured format for each track giving every opportunity for spontaneous and lively discussion with an expert moderator. 

Participants should come equipped with an open mind and a willingness to share experiences and perspectives in a safe environment, becoming part of the conversation.

Do you as a leader understand where customers are going?  Do you understand how trends in your customer’s industry may impact LSP business strategies and the opportunities they present?  Out of the ashes of Blockbuster rose Netflix offering endless opportunities for our industry. Out of the ashes of travel agencies rose Expedia and again many opportunities for our industry.  What’s next? Change creates opportunity if we know how to best take advantage of it. If you’re an SLV talking to an MLV, this is just as relevant!

LEADERSHIP & INTELLIGENCE

Are you a business leader up-to-date on the latest trends and developments and are you prepared with your organisation to anticipate the accelerated changes in our industry?
Throughout the two days in Dubrovnik, we will address a variety of business areas: artificial intelligence, industry trends, technology management, customer engagement, understanding customer business drivers.The future offers opportunities. Plan for them rather than react to them, for example “local precision at a global scale” and “cross border data flows increasing exponentially” and “markets such as India, SE Asia and Africa are hotbeds of growth” and more… There are many opportunities for deepening and broadening your service offerings to help customers access and succeed in these markets.

CUSTOMER ACQUISITION AND GROWTH STRATEGIES

The Customer Acquisition and Growth Strategies track will tap into understanding customer business drivers and aligning your organisation with ever-changing customer requirements. How do you as a decision-making executive tackle these business areas and how can your leadership take your company to the next level?
During the two days, we will have peer-to-peer discussions around the challenges of effective and successful customer acquisition and growth strategies.
Topics will include, but are not restricted to, customer management, customer engagement and customer retention strategies: which customers to invest in, how to grow existing accounts and maximise revenue as well as giving yourself the competitive edge.

Wednesday 8 May

19.30 Welcome dinner at the Dubrovnik Palace

Top
Day 1
09 May 2019
Leadership and Intelligence
Customer Acquisition and Growth Strategies
10:00 am-11:15 am
How are you using buyer clustering exercises to better understand who your clients are and what they are looking for? The latest industry research into the behaviors and thought processes of language services companies will be used to provide the backdrop of discussions and observations from the participants on the evolution of how translation, localisation, and other language services are bought and sold in 2019 and beyond.
How do we know/measure how much value our team is adding to our clients? How do we attract, motivate and retain high performing people? Sales is changing, do we know the difference between outbound, account management and combined roles (and how they impact our business)?
11:15 am-11:45 am
Coffee break
11:45 am-1:00 pm
With the rise of the "beta release" and "minimal viable product", the demands clients are placing on their supply chains are changing. What roles do quality and customer service play in localisation and how is this changing in relation to speed and cost?
Even if you have a team of one there needs to be process to help you manage the opportunities and focus your best efforts where you’re most likely to win. Looking at both existing clients and new business let’s compare and contrast strategies with other professional services firms.
1:00 pm-2:30 pm
Lunch
2:30 pm-3:45 pm
LSPs are famously bad at marketing. What is your company doing to make sure that potential clients know who you are, what you do, and that you are the most qualified company for the job? How can you better market to your clients, whether you are targeting direct clients or multiple language service providers?
Do you know which projects create the largest amount of value for your company? Are there any metrics other than financial ones when considering acquiring a customer? Should we look at the sustainability of the business model of our key accounts? How do we determine the strategic attractiveness of a new/existing account? Are there clients you wish you’d never won (and how do you fire them)?
3:45 pm-4:15 pm
Coffee break
4:15 pm-5:15 pm
Anu Carnegie-Brown
Managing Director - Sandberg Translation Partners
Manal Amin
CEO - Arabize
Michael Oettli
Managing Director - NLG
8:00 pm-11:00 pm
Networking Dinner at the Excelsior Hotel
Day 2
10 May 2019
9:15 am-9:45 am
Morning coffee
Leadership and Intelligence
Customer Acquisition and Growth Strategies
10:00 am-11:15 am
Is your company truly global? If your leadership team is not geographically dispersed, then should they be? This discussion will explore the pros and cons of remote management and discuss methods leaders in the localization industry use to build trust and team cohesion across time-zones and remote offices.
Selling to the end customer can unlock a much larger markup/margin than selling to a larger LSP. The counter to this is that the cost of sales may be larger. How do we become attractive to the end customer? Where do we prioritise our resources to maximise returns? How much time should we spend with our clients understanding them (and the customer’s customer)? Is there an opportunity to innovate our offering and increase barriers for a competitor?
11:15 am-11:45 am
Coffee Break
11:45 am-1:00 pm
Micromanaging is costly. Executives need to “macromanage” by setting a clear vision and giving their managing their leadership team towards goals and KPI's. During this session, executives from diverse companies can discuss and share best practices for data-driven management by objectives.
Let’s explore what technology there is in Sales: CRM, InBound, ERP, Social Media, Workflow, Rolodex, LinkedIn… what are we using and what works. Extremely useful for expanding existing business, maximising opportunities with existing accounts, mapping customers and innovating new opportunities.
1:00 pm-2:30 pm
Lunch
2:30 pm-3:45 pm
What is the difference between a manager and an executive? Every successful company needs both! What profiling methods can be used to help understand your team members (and yourself) so that you can make sure that you have the right mix of skills and personalities to accomplish your strategic goals.
In business as in life, you don't get what you deserve, you get what you negotiate… No matter what model/technology we apply to sales/marketing it often comes down negotiating and pricing. Let’s explore how we negotiate.
3:45 pm-4:15 pm
Coffee Break
4:45 pm-5:15 pm