13 March 2009

Networking Days 4

Paris

Program

 

Thursday and Friday 13-14 March

Registration begins each day at 9:00 in the hallway outside the Cézanne conference room

Thursday 13 March
Executive Sales Management Day 1   Project Management Day 1
Renato S. Beninatto, Chief Connector, Common Sense Advisory   Andrew Draheim, VP Global Operations for thebigword
9.30   Session 1   9.30   Introductions
11.00   Break       The customer situation
11.45   Session 2       Hierarchy of Needs
13.00   Lunch       Perspectives on turn-around time, quality and price
15.00   Session 3   11.00   Break
16.30   Break   11.45   Engaging the customer, part 1
17.00   Session 4       Asking the right questions
18.00   End       Understanding your customers needs
        13.00   Lunch
        15.00   Engaging the customer, part 2
            Buying into a mutual solution
            Matching customer needs with capabilities
        16.30   Break
        17.00   Communication Management
            Reporting
            Crisis Management
        18.00   End
Friday 14 March
Executive Sales Management Day 2 Project Management Day 2
Renato S. Beninatto, Chief Connector, Common Sense Advisory Chris Pyne, Director Partner Management Globalization Services at SAP
9.30 Session 1 9.30 The SAP world today and how its language services work
11.00 Break Projects and streams, Real time translation, 'Embedded quality', Recruiting/selection/onboarding, Gap analysis (active participation), (Re)creating value for yourself and your clients, Key differentiators, How SAP evaluates vendors, Pm as a differentiator (special examples), Building your value proposition (active participation)
11.45 Session 2
13.00 Lunch
15.00 Session 3
16.30 Break 11.00 Break 
17.00 Session 4 11.45 Future scenarios - the SAP world tomorrow
18.00 End Trends: from heroes to processes to automation, Staying ahead of the commodity wave, Project sourcing across vendors, Developing useful interaction standards, Where do you see yourselves (active participation)
Conclusion and wrap-up
13.00 Lunch
Leonid Glazychev, CEO of Logrus International
15.00 Managing and explaining your costs: Complete transparency with your clients?
 Shifting the focus: from Rates to Value
Emphasizing complimentary services and process-related competitive edge
Transparency : dangerous revelations or a way to getting more business and fair deals?
Transparency & efficient communications within the company - fixing your balance sheet
Business and Economy Classes in Localization: Are we really following airlines?
16.30 Break
17.00 Curb Your Conformance: Management with a Local Flavor
Are all these local flavors so bad for business in all cases, or inefficient overall? 
What should we emphasize, promote and explain to our clients about “local flavor”? 
Keeping PMs happy: Is it always the best thing for the project?
What is the best compromise between locally-flavored and globalized approaches?

 
Saturday 15 March
How-to Guide "Crossing the Atlantic:     
Selling and Buying Services on Both Sides of the Pond"  
Gordon Husbands, VP of Worldwide Sales and Marketing      
9.30   Welcome by ELIA         
9.45   The Crossing the Pond itinerary        
10.00   “Going Loco down in Denver”        
    GALA “Going to America “ Survey        
11.00   Break        
11.45   What about US Red Tape, what do I need to know? (Bruce Greenwood, CASE)    
    Q&A Legal/Regulations etc.        
13.00   Lunch        
15.00   Going global while staying small (Denis Huré, The Licensing Agency)    
15.45   Crossing the Pond Panel part 1        
    o   Is there a big cultural difference        
    o   How do you select selling style and deal with the procurement police?    
    o   Where to go and to find the right resources?    
16.30   Break        
17.00   Crossing the Pond Panel part 2         
    o   How is the weak dollar influencing behaviour/how can we respond?    
    o   The time difference: problem or opportunity – how do we manage it?    
    o   What was your biggest challenge /surprise?    
    o   Plus questions from the floor    
17.45   So what did we learn today?  
18.00   End    
Sunday 16 March
Topics in Vendor Management  A Crash Course in EN 15038 Certification
Renato S. Beninatto, Chief Connector, Common Sense Advisory Alfredo Spagna, Managing Director of Arancho Nordic Oy
9.30 Traditional way of looking at vendor management is outdated 9.30 Everything you need to get started
Examples from the evolution in other industries 11.00 Break
Managing vendors on performance and profitability, not only on price 11.45 The innermost secrets of the 15038 revealed - Part 1
11.00 Break 13.00 Lunch
11.45 Vendor relations in a collaborative environment 15.00 The innermost secrets of the 15038 revealed - Part 2 
Tools 16.30 Break
13.00 Lunch 17.00 Certification: procedures and the Quality Manual 
15.00 Maintenance 18.00 End
Scheduling
16.30 Break
17.00 Large projects
18.00 End

 
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