Larsen Globalization is a staffing company dedicated to the localization industry since 2000. Founded in London UK and expanded through the Americas Region in 2006. Currently we have active offices in Europe and US with experience placing hundreds of language professionals all over the world. We work for clients in Asia, South America, North America and throughout the European Union. Our clients are both buyer-side companies across various industries and LSPs. We mainly focus on retained executive search or contingent full-time permanent placement. Occasionally we do contract staffing as well. This presentation was part of the American Translators Association (ATA) conference in Scottsdale, AZ and outlines strategies to help Language Service Providers (LSP) that are looking to grow.

1. Scaling Your Company for Growth Denise Spacinsky Partner & Director, Americas Larsen Globalization Presentation to ATA-TCD Scottsdale AZ March 2010

2. A little about Larsen Globalization Larsen Globalization is a staffing company dedicated to the localization industry since 2000. Founded in London UK and expanded through the Americas Region in 2006. Currently we have active offices in Europe and US with experience placing hundreds of language professionals all over the world. We work for clients in Asia, South America, North America and throughout the European Union. Our clients are both buyer-side companies across various industries and LSPs. We mainly focus on retained executive search or contingent full-time permanent placement. Occasionally we do contract staffing as well. Our site: www.larseng11n.com Our blog: www.larsenglobalizationblog.com

3. Our Sessions at ATA-TCD March 19th Session 1:30pm March 20th Session 1:30pm TOPICS: Language Companies as “People” Businesses Perspectives on Global Talent Pool Calculating Cost of Hiring & Not Hiring Practical Tips & Advice TOPICS: Survey Results on Staffing in the Language Industry Barriers to Growth Scaling Your Team

4. Our Survey on Staffing in the Language Industry www.larsenglobalizationblog.com

5. Participants of the Survey www.larsenglobalizationblog.com

6. Opinions about Growth Industries www.larsenglobalizationblog.com

7. Opinions about Priority Positions for Staffing www.larsenglobalizationblog.com

8. Timing for Hiring in 2010 www.larsenglobalizationblog.com

9. Some Barriers to Growth Doing It Yourself Thinking Small vs. Big! Fear of Failure (and Fear of Success) Money Concerns “The Economy”

10. Doing it Yourself “I can do it myself!” ”Someone new won't do as good a job as I do.” "I'll waste too much time telling people how I want something done. It's easier to do it myself.” People who make this kind of objection to delegating are really afraid of losing control. It's important to realize that you don't lose control of a task just because someone else is doing it.

11. Thinking Small vs. Big! Do you always think of yourself or your company in present terms, in its current size, and recalling how you started as a small one or two person shop? Have you ever thought to stretch yourself? Here is your challenge: Think of your company as if it were double it’s size in revenue. Triple. Quadruple. See what kinds of issues come up for you. Then give them a name and face them. Research companies that have grown in this space to larger and larger sizes over time. Learn from success stories. Also learn from failures of other language companies that have grown. Those experiences can teach you many things.

12. Fear of Failure Fearing failure is one of the more powerful barriers to growth. But you can reposition that fear as your friend. As long as your failures are moving you closer to your desired end-state, they are good for you and your business. When you do fail (and you will if you are growing at all!) take them as learning experiences. And celebrate them! They only mean that you are constantly pushing yourself and your business to new levels. If we don’t risk failure, we’ll never grow. And, if we don’t fail we won’t know what to avoid next time around.

13. Fear of Success Yes, Fear of Success does exist. It’s a funny fear that most of us would not think could turn into a barrier to growth. Try to understand your relationship with success both personally and in your business. Do you think you’ll get too big that you won’t be able to manage? That’s a control issue again. Do you think that people will judge you or look at you differently if you get ‘too’ big for them? It might happen, but it’s more about these “other people” than you. So go for it!

14. Money Concerns Maybe you are not growing because you want to save money and don’t feel comfortable investing in your business in the form of new people, recruitment efforts and related costs. It is very important to get a real sense of what goes into hiring or not hiring new people to grow. We will help you calculate a few key formulas to help you in your decision making for hiring. They are: CORE (Cost of Recruitment Execution) CORD (Cost of Recruitment Delay)

15. “The Economy” "Expectation is the core of an entrepreneurial economy. When ours will recover might be an open question, but how it will recover is already known: It will happen when our expectations turn optimistic again." - Dale Davenport http://www.signsoftherecovery.com /

16. Dale Davenport?

17. Expanding Your Team

18. Basic Organization of an Early-Stage Language Company Owner/Manager Sales Project Management Administration Finance, Legal, Website, Marketing/PR

19. As you Scale Up Remember: Sales Teams Have Many Roles Sales Manager New Business Sales (Hunter) All new business all the time – externally facing “go-getter”. Well paid for experience. Commissions included. Account Development (Farmer) Seasoned Sales Pro with talent for growing business with existing clients. Rather experienced and strategic players. Account Management A Sales position that also works a lot with Operations and Project Management. Can be a good entry to groom new sales people. Solutions Architects A technically-savvy professional that will speak to clients about the details of complex projects. Works closely w/ Engineering & Operations. Lead Generators Dedicated junior-level pros focusing on researching new clients, setting appointments for Hunters, getting responses from prospects. Administrative function totally dedicated to Sales. May be responsible for maintaining CRM, crafting proposals, scheduling travel & meetings Sales Support

20. Operations Roles Operations/Production Manager Project Managers Senior – Major Accts Documentation Technical Language or Region Focused Vendor Managers Freelancers Contractors Localization Engineers Solutions Architect Tool Expert File Prep Linguistic Quality Control Technical DTP Translators Proofreaders Linguists Copy Editors

21. Parting Words "When you reach the top, that’s when the climb begins.” Michael Cane

22. Thanks. Denise Spacinsky Partner & Director, Americas Larsen Globalization Presentation to ATA-TCD Scottsdale AZ March 2010