About Focus PM 2022

Welcome coffee

LBS Suite workshop

During the training we will show you in detail how to go through Show more...the full workflow with help of LBS Suite, and how to make it as smooth and easy as possible: from quote preparation, creation of the CAT project directly in LBS, management of automatically generated folders, easy supplier assignments, reception of completed jobs and, up to client delivery. You will also discover how to track the quality of your vendors in a precise and efficient way.

Don’t forget to bring your PC: you will gain access to LBS Suite and you will be able to experience the tool yourself by doing few typical project manager’s tasks with our guidance.

Welcome drinks

Atrium / Graduate bar located on the ground floor of the hotel Show more...(not a pre-paid service, pay at the bar only).

Open registration & welcome coffee

Event Opening / PM Training & Certification

Learn. Unlearn. Relearn

Coffee break

Upgrade your ‘Business Savvy’ skills through efficient human connection - part I

Presentation with workshop
Kickstarting the day with the most Show more...important skill in business, clear and transparent communication, learning about exceptional communication and mistakes to be avoided; moving swiftly on to how to make communication in modern LSPs effective and the solutions to communicative issues. Part three includes information on how to give and receive valuable feedback and how to successfully turn the most difficult of co-workers into productive team members. Finishing the presentation with an interactive Q&A where everyone’s questions will be answered!
Each part of the day includes presentations and exercises to ensure everyone benefits from hands-on workshops that have been designed specifically for project and production managers in the translation and localisation industry.

Lunch

Community building or just vendor management / Sell without selling and break new boundaries

Presented by Arancha Caballero (Presentations in group A).
Is Show more...vendor management a transactional job? Is translation a commodity? Will automation replace humans?

If you answered NO to the above questions or are unsure about your answers, come and join us, share your experience and learn from your peers.

We will discuss the questions above and more;
including:

• Is it worth investing in the relationship with our providers?
• What is the real impact of the work of our providers, in our clients?
• What can we learn from our providers?

As Project Managers we do not produce any deliverable but must rely on others. Let´s reflect, discuss and grow as professionals.
------------------------------------------------------------------------------
Presented by Thomas Edwards (Presentations in group B).
Let’s look at a description of sales and the sales process, to understand how sales people are hired, trained and the method they use for new business development.

Project Managers are often tasked with maintaining certain client accounts and that’s why this track will take a look at how we can accomplish this.

Then, we will discuss pre-sales solutions architecting, customer service, customer success, strategic account management, growing house accounts’ revenue and profit by expanding horizontally and vertically within accounts. Finally, attendees will learn the tools and methods to effortlessly sell without seeming to and yet gain fantastic results.

Coffee break

Better your business through your community / I don't do sales workshop - How PMs can effortlessly increase revenues

Moderated by Arancha Caballero (Workshops in group A).
Is vendor Show more...management a transactional job? Is translation a commodity? Will automation replace humans?

If you answered NO to the above questions or are unsure about your answers, come and join us, share your experience and learn from your peers.

We will discuss the questions above and more;
including:

• Is it worth investing in the relationship with our providers?
• What is the real impact of the work of our providers, in our clients?
• What can we learn from our providers?

As Project Managers we do not produce any deliverable but must rely on others. Let´s reflect, discuss and grow as professionals.
------------------------------------------------------------------------------
Moderated by Thomas Edwards (Workshops in group B).
How can we “ask for the business” without seeming to be aggressive salespeople, but instead be partners and consultants to our clients?

In this session, we will use a strategy to map out an account, create a growth strategy for strategic and house accounts. You will learn easy tricks to interact with clients, regardless of personality and leave the session with a clear objective of the next steps required to effortlessly increase revenue.

Networking dinner

Find out more here.

Morning coffee

Sell without selling and break new boundaries / Community building or just vendor management

Presented by Thomas Edwards (Presentations in group A).
Let’s Show more...look at a description of sales and the sales process, to understand how sales people are hired, trained and the method they use for new business development.

Project Managers are often tasked with maintaining certain client accounts and that’s why this track will take a look at how we can accomplish this.

Then, we will discuss pre-sales solutions architecting, customer service, customer success, strategic account management, growing house accounts’ revenue and profit by expanding horizontally and vertically within accounts. Finally, attendees will learn the tools and methods to effortlessly sell without seeming to and yet gain fantastic results.
------------------------------------------------------------------------------
Presented by Arancha Caballero (Presentations in group B).
Is vendor management a transactional job? Is translation a commodity? Will automation replace humans?

If you answered NO to the above questions or are unsure about your answers, come and join us, share your experience and learn from your peers.

We will discuss the questions above and more;
including:

• Is it worth investing in the relationship with our providers?
• What is the real impact of the work of our providers, in our clients?
• What can we learn from our providers?

As Project Managers we do not produce any deliverable but must rely on others. Let´s reflect, discuss and grow as professionals.

Coffee break

I don't do sales workshop - How PMs can effortlessly increase revenues / Better your business through your community

Moderated by Thomas Edwards (Workshops in group A.
How can we Show more...“ask for the business” without seeming to be aggressive salespeople, but instead be partners and consultants to our clients?

In this session, we will use a strategy to map out an account, create a growth strategy for strategic and house accounts. You will learn easy tricks to interact with clients, regardless of personality and leave the session with a clear objective of the next steps required to effortlessly increase revenue.
------------------------------------------------------------------------------
Moderated by Arancha Caballero (Workshops in group B).
Is vendor management a transactional job? Is translation a commodity? Will automation replace humans?

If you answered NO to the above questions or are unsure about your answers, come and join us, share your experience and learn from your peers.

We will discuss the questions above and more;
including:

• Is it worth investing in the relationship with our providers?
• What is the real impact of the work of our providers, in our clients?
• What can we learn from our providers?

As Project Managers we do not produce any deliverable but must rely on others. Let´s reflect, discuss and grow as professionals.

Lunch

Upgrade your ‘Business Savvy’ skills through efficient human connection - part II

Presentation with workshop
Day two ventures into accountability, Show more...responsibility and ownership for good relationships, teamwork is the way to success as Zoran Metikoš believes but it can also be difficult and communication is often the only way forward. Delve into the significance of personal values for motivation and compatibility with co-workers and roll onto project managers’ roles in creating a company culture that ensures long-term stability and how wrong LSPs can be by emphasising technology and workflows instead of communication and culture. All guests will have the opportunity to participate in an exit Q&A to round off all the insightful information Zoran Metikoš will provide at FocusPM 2022.
Each part of the day includes presentations and exercises to ensure everyone benefits from hands-on workshops that have been designed specifically for project and production managers in the translation and localisation industry.

Coffee break

Talk ain't cheap!

Communication is at the heart of our industry and a vital skill Show more...in the project management toolbox. Although it's something we do everyday of our life it isn’t as straightforward as you might first think. Communication isn't linear. What is understood is often dependent on context. You are always sending and receiving messages whether you realise it or not. Even when you think you’re not communicating you are actually communicating, you cannot not communicate.

In this talk I’ll present and explore the Transactional Model of Communication. This is a good introduction to better understand how people actually communicate. This communication theory (developed by Watzlawick & Barnlund) explains how the face-to-face dynamics of human communication works. I’m sure it’ll help you in your growing project management career.

Event recap & closing