Our Analysts' Insights

In January 2018, CSA Research reported on the business outlook on 2017 and early 2018 based on a survey of 85 CEOs of the language service providers in our list of top 100 providers. In August and September 2018, we surveyed respondents on their mid-year results and their predictions for the rest of the year.

From their earliest stages, LSPs face the question of whether to build or buy the software on which they run their business. Triggers can include the need for differentiation, the need to tailor work processes for different customers and job types, or the requirement to stitch together disparate systems for monitoring and reporting. The question of when to begin proprietary development is important because if they wait too long, they may miss growth opportunities. But jumping too soon can result...

Language service providers (LSPs) – in particular small and mid-sized ones – often ask, “How can we increase sales? Where do we start? How can we build the best sales team?” The smaller ones often have a negative experience as they start formalizing the sales function. Sales training programs, including our own in the past, were just steps in the process – either planning, hiring, cold calling, objection handling, or account management.

Are you wasting sales and marketing resources going after the wrong leads? Many language service providers (LSPs) aren’t sure which prospects to pursue, so they market to a broad spectrum of buyers, with little in common, and which cross company sizes, industries, geographies, and countless other attributes. The more LSPs struggle to grow in a predictable fashion, the more they talk about hiring additional salespeople, redesigning incentive plans, and going after any prospect – good or bad.