Should I hire an account manager? This is a question most language service providers (LSPs) will be trying to answer at some point during their growth trajectory.
Once a lead becomes an actual customer, the sales Core Function of an LSP takes the form of account management. The key responsibility of the account manager is to foster the relationship and grow the business with this customer.
Sometimes, the people you have are not enough to respond to growing demand from your existing customers in a timely manner, because no one anticipated it. Or worse, you are missing out on potential opportunities to grow the business because production is too absorbed by delivering projects and salespeople are too busy hunting for new clients and you didn’t know there was a whole new business line to develop with the customer. These are the moments you should seriously consider bringing on board a dedicated account manager. The larger your company grows, the bigger the need for one becomes.
Sales is a function that happens (or should happen) every single time a customer or potential customer interacts with, hears about, or talks about your company. Ultimately, everybody in the company is responsible for sales.
In our industry, it often boils down to what people are willing to pay for having their content localized. Let's look at pricing.