May 2024
Focus on Executives 2024
16-17 May | Malta

About Execs 2024

Join us in historic and vibrant Malta for ELIA’s Focus on Executives, taking place on
16-17 May 2024. The 8th edition, featuring speakers Robert Martin and Kimberly Harris, promises an enriching experience for language industry executives.

Explore two compelling tracks, focusing on practical strategies for client acquisition and business growth. Engage in interactive sessions to master client relationships, discover niche market positioning, and understand the dynamics of successful business expansion. This event offers a perfect mix of learning, networking, and staying updated on latest industry trends, all set against the backdrop of Malta’s stunning architecture and rich cultural heritage. 

Don’t miss this opportunity to connect with peers, gain valuable insights, and empower your business for success.

Track 1: Client Acquisition 2024 – A Practical Playbook
by Robert Martin

Track 2: Leading for Success: Making Business Growth Your Ultimate Goal
by Kimberley Harris


  • 15 May
    Day 1
  • 16 May
    Day 2
  • 17 May
    Day 3
19:30 – 23:30  
Welcome Dinner

BBQ Dinner at Olive Grove (venue)

  • Track 1: Client Acquisition 2024 – A Practical Playbook | Robert Martin
09:00 – 09:30  
Open Registration & Welcome Coffee

09:30 – 09:45  
Event Opening

09:45 – 11:15  
Laying the Foundations – Defining Our Niche

In Session 1, we will:
- Assess current position, set goals, Show more...and select a niche market aligned   with strengths and passions.
- Gain a deep understanding of niche dynamics, including industry   structure, buyer personas, and their needs.
- Explore how we can differentiate from competitors and create clear   selling propositions tailored to target clients.
- Build customer intimacy to create tailored solutions that foster strong    and durable relationships.

11:15 – 11:45  
Coffee Break

11:45 – 13:15  
Uncovering Opportunities

In Session 2, we will:
- Understand available inbound and outbound Show more...strategies to attract and   engage potential clients.
- Develop a compelling content framework to establish authority and   build relationships.
- Harness the power of social selling to connect with target audiences   and drive lead generation.
- Adapt to the latest outbound sales tactics and avoid common pitfalls.
- Explore ecosystem selling as a growth strategy, forging partnerships to   expand reach.
- Leverage tools and technology to optimise marketing and sales efforts.
- Identify important key performance indicators (KPIs) to measure   success and drive continuous improvement.

13:15 – 14:30  

14:30 – 16:00  
Closing Deals – Expanding Relationships

In Session 3, we will proceed to closing deals and nurturing relationships. Show more... We will explore using structured processes and tools, recognising that each new stakeholder within a company presents a potential new sales opportunity. Topics we will cover will include:
- Discovery Calls
- Client Alignment
- Qualifying and Managing Opportunities
- Proposals
- Negotiations, Dealing with Objections, and Closing

Once closed, we can focus on expanding the relationship beyond the initial project. This involves:
- Successful Onboarding
- Working hand in hand with Production
- Company Mapping
- Client Advocates

By mastering these skills, we can convert clients into loyal partners, driving sustainable growth for our company.

16:00 – 16:30  
Coffee Break

16:30 – 17:15  
Group discussions

20:00 – 00:00  
Networking Dinner

Salini Resort (Bus transfer 19:30 from the hotel)

  • Track 2: Leading for Success: Making Business Growth Your Ultimate Goal | Kimberley Harris
09:15 – 09:45  
Morning Coffee

09:45 – 11:00  
Catalysts for Growth: Unearthing the Drivers of Business Expansion

This session delves deeper into the factors that drive business Show more...growth, discussing both well-known and under appreciated elements. Attendees will explore various strategies for scaling up, understanding market trends, leveraging technology, and enhancing team performance. Interactive elements will allow participants to analyse these aspects in the context of their own businesses.

11:00 – 11:30  
Coffee Break

11:30 – 12:45  
Understanding Barriers: The Power of Fear and How to Overcome It

This session focuses on identifying and overcoming obstacles to business growth. Show more... It includes interactive activities that help participants confront common fears and barriers, such as market saturation, resource limitations, and internal challenges. This session aims to equip attendees with tools to recognise and navigate through these hurdles effectively.

12:45 – 14:00  

14:00 – 15:00  
Futurising Business: Understanding Your Why

In this future-focused session, participants will engage in visionary Show more...exercises to project their business landscape three years ahead. Based on the insights from previous tracks, this session will involve strategic planning and visualisation exercises, helping attendees set clear, achievable goals for the future.

15:00 – 16:00  
Panel Session - Innovative Partnerships: Solutions for Leveraging Technology and Diversifying Services

Marija Jestric photo
Marija Jestric
Diego Mosca photo
Diego Mosca
Maii Abdel-Wahab photo
Maii Abdel-Wahab
16:00 – 16:30  
Recap & Event Closing

16:30 – 17:00  
Closing Drinks


Robert Martin
Magic Beans
Founder and Growth Consultant
Robert Martin
Kimberley Harris
Heaven is Below Sea Level
Mental Coach / M&A Coach
Kimberley Harris

Who should attend?

ELIA’s Focus on Executives is a highly exclusive event created to bring together a select group of senior language industry executives from Europe and beyond to discuss the future of their respective companies. Through a structured format, this event encourages thought-provoking conversations and provides a platform for Owners, General Managers, Managing Directors, C-level Officers, and other senior-level decision-makers in the language services industry to network and share their knowledge.

Benefits of the programme

For you

  • Build and refine your leadership skills.
  • Become part of an exclusive group of industry leaders.
  • Gain actionable insights and reflect on the latest trends.
  • Network with the best industry minds and peers.
  • Drive the discussions shaping the future of the industry.

For your company

  • Make your organisation more competitive for the future.
  • Gain new ideas and discover new strategic concepts and imperatives.
  • Understand your company’s strengths and weaknesses.
  • Increase your company’s strength by leading through best practices.
  • Develop existing partnerships and create new ones.


Cancellation Policy

All requests for cancellation and refunds must be received in writing; this also applies to registration substitutions. Please contact us via email.

To view the full cancellation policy and for more information about ELIA’s Event Terms & Conditions, please click here.



Situated on the northwest coast of an island paradise, the Radisson Blu Resort & Spa, Malta Golden Sands lies on the magnificent shores of Golden Bay Beach. This amazing beach resort offers everything you could wish for from an upscale spa hotel, including panoramic views and easy access to the sand and clear blue saltwater.

For attendees of ELIA’s Focus on Executives 2024, we have agreed special rates.
We recommend that you book your room as early as possible, as the hotel will release all rooms by 21/4/2024. After this date, rooms will be subject to availability.

To book your room at Radisson Blu Resort & Spa, please use the following BOOKING LINK and add the promo code: ELIAEXEC
€170 Superior Country view | €185 Superior Sea view
€195 Suite Country view | €220 Suite Sea view
(Single or Double occupancy)
Government Eco Fee (€0.50) per person, per night is not included in the rates.

Radisson Blu Resort & Spa
Malta Golden Sands
Tel: +356 23561000 info.goldensands@rdbmalta.com Visit Website

Social Events

What would an ELIA event be without networking and fun?

Don’t miss out our networking events at Focus on Execs 2024, where you can mix & mingle with fellow attendees, speakers, the ELIA Board & Team in inimitable ELIA style.

Welcome Dinner

Wednesday, 15 May | 19:30 – 23:30
BBQ Dinner at Olive Grove (venue)
€62 per person (attendees & guests).

If you wish to sign up, please confirm during registration. You are welcome to bring any guest(s) and seats are limited.

Please click here for the menu.

Networking Dinner

Thursday, 16 May | 20:00– 00:00
Salini Resort, Salina Bay, St Paul’s Bay

(Bus transfer 19:30 from the hotel)

The Networking Dinner is included within the price of registration. If you wish to bring a guest(s), the cost is €75 per person.

Please click here for the menu.


Diego Cresceri
Creative Words
Event Chair
Diego Cresceri
Dorothy Scerri
Global Translation Solutions (GTS)
Programme Committee
Dorothy Scerri
Maii Abdel-Wahab
Programme Committee
Maii Abdel-Wahab


If you are interested in sponsoring Focus on Execs 2024, please click here or contact us.


Looking to Become a Member of ELIA?
For additional information contact us by email