Скачать с ютуб Keynote presentation, Managing Customers. Richard Brooks at memoQfest Budapest 2023. в хорошем качестве

Keynote presentation, Managing Customers. Richard Brooks at memoQfest Budapest 2023.

Presenter: Richard Brooks (Localization Industry Business Coach & B2B Sales Expert) Procurement professionals often use a model like the Kraljic Matrix (1983) to quantitatively measure supply risk Vs the impact on profits. Suppliers who are perceived as providing a service not being strategically important to them will be treated like a commodity (lowest price wins the deal). You can often tell which box you’ve been put in by the seniority of procurement professionals you deal with and the type of conversations you have (sales people being eternal optimists assume they’re in the strategic supplier box but very few actually are). Your client facing teams need to counter this by being the messengers of value. The concept of value in B2B Sales can be thought of as being the impact on the customer’s business minus total cost of ownership. This needs to be calculated and presented in a format the customer can understand. Its not up to the customer to work this out and tell you, you have to tell them. To solve this conundrum the customer’s world needs to be analysed, understood and then shown how your service will impact upon it in a positive way (bonus marks for using financial calculations here). This helps you have a much broader conversation. A place where innovation happens and one that moves you away from being focused on the lowest cost provider in the marketplace. More info about Richard is here: https://richard-brooks dot com. #memoQ #memoQfest #memoQfest2023 #tms #l10n #translationworkflow #translationconference