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8:30 am–1:00 pm

ALC Board of Directors Meeting  

12 Noon–5:00 pm Exhibitor Move-In  

1:00 pm –4:00 pm ASTM F43.05 Meeting  

2:00 pm–7:00 pm Registration  

3:00 pm–4:00 pm Speakers Orientation  

4:15 pm–5:15 pm New Member/First-Timer Orientation

5:30 pm–7:00 pm Opening Reception

WednesdayThursday, May 12FridaySaturdaySunday

8:00 am–9:00 am Continental Breakfast  

8:00 am–5:00 pm Registration and Tabletop Exhibits Open  

9:00 am–9:30 am President’s Welcome
Camilo Muñoz, ALC President, Translation Source, Ltd.

9:30 am–10:30 am

Email Marketing–The Lead Generation System You Need to Be Using
Mark Mikelat, Building Aspirations

You need results in your email marketing. How can you get through the noise, connect with your customers and get them to buy? You need to find the customers, connect with them, engage them, and excite them before you can sell anything to them. You can do this if you know what to do. You can enjoy huge success with Email Marketing. Come and learn how.


10:30 am–11:00 am Break  

11:00 am–Noon Rehabilitating and Reinvigorating the Language Company–Freelancer Relationship
Steve Lank, Cesco Linguistic Services, Inc.

The language company-freelancer relationship is arguably the foundation of our industry and the key to our success. Stating the obvious? Perhaps, but if we know that then why aren't we giving this relationship the attention and care it requires? Rather than honoring and nurturing the relationship we have taken it for granted and allowed it to fall into dysfunction. This is reflected in our antiquated approach to vendor management, which I feel is seriously flawed. The term itself says it all, suggesting an unbalanced relationship where one side has the power and imposes the rules. How can we as companies ensure that we are providing the best work product to our end-clients if the stakeholders producing that work are locked in an adversarial relationship where one side doesn't truly trust the other (and even the fact that there are sides)? How can we change this to everyone's mutual benefit and still meet our business goals? While this, like all relationships, is a two-way street, we can only control what we can control, so I think it is up to the companies to lead the way. In this session we will talk about what that looks like, breaking the problem down into its component parts and identifying solutions that will help us rebuild the trust and restore this essential relationship.

Noon–1:00 pm Lunch  

1:00 pm–1:30 pm Exhibitor Spotlights  

1:30 pm–2:30 pm

Washington DC Panel Discussion–How Decisions Made in the Nation’s Capital Impact Our Industry: What Can (and Should) We Do?

William Rivers, Ph.D., Joint National Committee for Languages, National Council for Languages and International Studies
Kristin Quinlan, Certified Languages International
Lexie Casey, ICA

Kathleen K. Diamond, MA, Kathleen Diamond & Co.

This panel discussion will go over:

  1. Employee misclassification and the US Department of Labor's incentive programs.
  2. Contracting: Lowest Price Technically Applicable (LPTA) vs. Best Value.
  3. The GSA Professional Services Schedule and the Service Contracting Act: how a bad survey by the Bureau of Labor Statistics is affecting ALC businesses.
  4. The Affordable Care Act (ACA) and how it affects business operations and costs.
  5. Executive Order—Establishing Paid Sick Leave for Federal Contractors—what does it mean and how does it affect ALC businesses?

2:30 pm–3:00 pm Break  

3:00 pm–4:00 pm

Operating Budget: How to Keep Tabs on Your Company and Motivate Your Staff
Roberto Ganzerli, Arancho Doc

Like all other businesses, translation and localization companies should design, compile and use budgets not only to plan and record their revenues and costs but also to forecast profits, identify problems and opportunities as they arise and make timely adjustments to maintain financial stability. Join us in a hands-on session where Roberto Ganzerli will share his company's budget model and show how we use budgeting to involve our staff in achieving company goals and motivate them to work in teams.


4:00 pm–4:30 pm Break  

4:30 pm–5:30 pm

The Power of Understanding What Is NOT "Said"
Ryan Foley, Foley Learning

Delve into the world of nonverbal communication and explore how we unconsciously broadcast more about our thoughts, opinions, and intentions than we know. Learn how managing our own nonverbal behaviors, spotting key “leaks” unconsciously communicated by others, and applying appropriate conversational tactics can give smart communicators the edge in management-employee relations, negotiation, sales, as well as in their personal lives.


7:00 pm

Optional ALC Dinner
Join everyone for an all-you-can-eat dinner at the delicious Fogo De Chão Brazilian Steakhouse, located just a few blocks away from the US Grant Hotel in the Gas Lamp District.



WednesdayThursdayFriday, May 13SaturdaySunday

8:00 am–9:00 am Continental Breakfast  

8:00 am–5:00 pm Registration and Tabletop Exhibits Open  

8:00 am–5:30 pm Exhibits  

9:00 am–10:00 am Secrets to a Successful Business Partnership
Project What We Want to Reflect  
  Caroline Myers, Foreign Language Services, Inc.

Are you in business together with a partner—maybe a friend or a family member? This presentation will discuss how to maintain a successful business partnership within a Language Service Provider without all of the stress. What happens when it is time for one partner to retire, but the other partner must work? We will address common concerns, such as how to divide representation, responsibilities, and company assets. Using personal experiences from over 35 years in business, the presenter will also address her next steps toward retirement.

Giovanna Carriero–Contreras, Cesco Linguistic Services, Inc.
Steve Lank, Cesco Linguistic Services, Inc.

Language companies have an important role to play in molding and developing the identity of our profession and influencing how we are perceived in the marketplace. Most buyers experience our industry through companies, not individual linguists, and if there is a gap between what we project and what is reflected back, then we have a problem. And we do have a problem. Our industry organizations can do a lot to raise our profile and educate the public, but if the picture they paint is not reflected in the work we do and how we present and conduct ourselves, then it is all for naught. What can we do? This interactive session will present ideas from our experiences on the translation, interpreting, and training side and hopefully elicit a lively discussion on the issue, including strategies to address it and actions we can take.

10:00 am–10:30 am Break  

10:30 am–11:30 am Levers, or How to Succeed at Disrupting Your Business Model  
Do We Speak the Same Language–Employers and Practitioners Needs Assessment
  Gabriela Lemoine, Hispano Language Advisory

This session is about a development on the Canvas business model that enables company strategists to dig into their own identity, capabilities, and resources as a company in order to learn about themselves and discover the company's levers. Knowing your levers as a company is necessary to plan for the future, whether you want to confirm your business model, change it, or create a new one, thus ensuring a long-lasting, healthy company life.
Winnie Heh, Middlebury Institute of International Studies at Monterey

As a Career and Academic Advisor at one of the world’s premiere educational institutions for translators, interpreters and localization managers, Winnie Heh continuously forges productive partnerships with LSP employers, large and small, in order to convert her insights into curriculum innovation and enhance students’ employability. Through her teaching and coaching programs, she has also gained insights into what the millennial language professionals look for in their future work life. Combining her diverse experience as an interpreter, a trainer of interpreters, a veteran LSP executive, and now a Career Advisor, she is uniquely qualified to address the practical opportunities/challenges in creating sustainable human capital for the industry’s future.

11:30 am–11:45 am Break  

11:45 am–12:45 pm 11:45 am–12:45 pm
11:45 am–12:15 pm
Into the Great Wide Open Industry Overview–An M&A Perspective
Anu Carnegie-Brown,
Sandberg Translation Partners Ltd.

With success comes the burden of responsibility. As the number of employees at an LSP grows, the management needs to rethink the company’s HR policy, organizational structure, recruitment model, and talent management. An in-house team requires continuous input into its professional development and training and only flourishes under the supervision of skilful, supportive managers. How do we attract new talent to our industry? How do we manage the talent we already have? How do we cooperate with those who train our future employees? The graduates go into the great wide open as they move from classroom to workplace to seek their place in the translation community. At the same time, the translation community itself is going into the great wide open, seeking and redefining its place in the changing commercial marketplace. What are the business models that will survive? How lean can we get before starving to death? And how do we make sure we will still be working with intelligent, highly educated people in the future?
Leo Whitt, Hillard Lyons

This session will present an overview of the market, including the status of the current market, who the players are, and how they are impacted; how the market will consolidate, the drivers involved, and cross-border implications; and the options those involved in the market have in a rapidly growing, highly fragmented industry.

12:15 pm–12:45 pm
Buyer-Seller Beware: What to Look for That You Cannot See…Then Finding the Right Fit
Michael Klinger, Anzu Global

This presentation is for buyers and sellers of translation and interpreting businesses. The goal of the presentation is to offer tools for evaluating whether your “buyer” or “seller” is the right fit for you. The “mergers and acquisition” process is challenging, and many of these problems do not surface until after completing the deal. The content of this presentation is around finding and resolving the unseen problems. Examples include assessing cultural fit, determining client retention, and evaluating financial trends and personnel turnover.

12:45 pm–1:45 pm Lunch  

1:45 pm–2:15 pm Exhibitor Spotlights  

2:15 pm–3:15 pm Overcoming Barriers to Growth
Bob Donaldson

Whenever the talk turns to growth, we inevitably start discussing sales. Sales are necessary, of course, but often there are other barriers to growth that do not become apparent until we look closely at the symptoms…employee burnout, customer churn, shrinking margins, and workdays that seem to never end. And, while the specifics differ from industry to industry, the basic problems are not limited to LSCs. In this session we will discuss some of these growth-limiting obstacles, learn how to anticipate their arrival, spot leading indicators, and preemptively clear the way so that growth in sales actually translates into business growth. The format will be interactive; there will be multiple opportunities for attendees to share their own experiences and explore approaches for overcoming these common growth barriers.


3:15 pm–3:45 pm Break  

3:45 pm–5:30 pm

Establishing Value Around Your Product or Service
John E. Flannery, Flannery Sales Systems, LLC

Making sure that existing or prospective customers understand how they will use your product or service to increase revenue, decrease costs, and mitigate risk is a key component to establishing value. But before we can “tell” someone what our value proposition is, we must first understand how they currently operate today in the absence of what we are selling. Make sense? Is it easier said than done? Definitely.
All the features and benefits in the world don’t mean anything until existing or prospective customers have a clear understanding of how your product or service addresses the challenges they are facing and helps them meet their business objectives. So, it makes sense that we must first understand what the business objectives and challenges are before discussing how we can achieve or overcome them. This concept is so basic and fundamental that it is often overlooked. On May 13, we will make sure we all understand the concepts before the session adjourns.  


WednesdayThursdayFridaySaturday, May 14Sunday

8:00 am–9:00 am Continental Breakfast  

8:00 am–12 Noon Registration and Tabletop Exhibits Open  

9:00 am–10:00 am ALC Stakeholders Forum
This meeting will address a wide variety of topics of interest to business owners and will offer a great opportunity to assess how you can get the most out of your membership.

10:00 am–10:30 am ALC Industry Survey
Steve Chu, Treehouse Strategy and Communications

The ALC Annual Industry Survey has been conducted for more than 10 years and has provided key data that allow Language Service Company owners to compare the performance of their companies with those of their industry colleagues. For the fourth year in a row, ALC has conducted the survey in collaboration with the European Language Industry Association (ELIA). Come to this session to find out what’s new and how survey data can better aid you in benchmarking the performance of your company.

10:30 am–11:00 am Break  

11:00 am–Noon Endangered Languages
K. David Harrison, Ph.D., Swarthmore College

The world's 7,000+ languages are in drastic decline, and most are predicted to vanish before they will be recorded or documented. This talk demonstrates how language extinction leads to intellectual impoverishment in all fields of science and culture. Concerted efforts to sustain, value, and revitalize our linguistic diversity are now underway in indigenous communities worldwide and may help to reverse the process. Audio and video recordings from endangered language communities around the world help to illustrate this trend.

Noon–12:30 pm Closing Ceremony
We saved the best for last! The ALC president will present a summary of the conference and give more exciting details about the 2017 Annual Conference!

WednesdayThursdayFridaySaturdaySunday, May 15

8:00 am Start Time The Navy's Bay Bridge Run Walk Optional