Roger Towers Smith weighs in on the art of business development...

罗杰·托尔斯·史密斯(Roger Towers Smith)对商业发展的艺术进行了权衡。

2023-11-18 14:00 multilingual


阅读模式 切换至中文

The world of the business development manager is a busy one. It takes an eye for detail, clear communication, and a commitment to delivering the best results possible for clients. Roger Towers Smith, a veteran in the field, understands that all too well. Luckily, he wasn’t too busy to share his thoughts on his career and the future with MultiLingual contributor Nicolás Maximiliano Martín Fontana. Why do you like reading MultiLingual magazine? MultiLingual magazine is a gateway to the industry, it’s great to keep up to date, and stay informed of changes and trends, but also, simply, in the “home office” world, to feel part of something bigger than one’s self. How did you join the translation business? I actually come from a vastly varied background and “fell” into the translation business. I’ve been a head chef, hotelier, builder, actor, HGV truck driver, and a few more, but being part of such an inclusive industry as translation has been one of the best experiences I can think of. “Falling” into the industry was as simple as tripping over a social media post looking for a business development manager (BDM) and being completely drawn in. Having now been in the industry for some seven years, I couldn’t imagine my life without it! How has the business evolved since you started as a Business Development Manager in 2016? I think that from the perspective of a BDM, the translation business has evolved massively, some good ways, some not so good, but the welcoming feeling of our industry has varied very little. I remember in my first few months of being in the business, I attended a conference in London, and although I was a fresh face, I was drawn into the group and welcomed like an old friend. Some parts of the business, however, have evolved in a way which, in my opinion, detracts from that welcome feeling. Technology has advanced and, with that, removes some of the interaction, some of the camaraderie, some of the relationship aspect. How has the translation industry developed over the years? I don’t think it’s a question of development but progress. Like any industry or business, you have to adapt to the environment, and as I said before, technology has become a massive part of what we do. From a BDM point of view, we’re not so immersed in said technology, but as an industry, there’s a feeling that technology may limit or remove an element that gives our industry its identity. I’m a strong advocate for the skills and talents of our linguists and project managers, all of whom give our business that unique and admired ability, and like so many, I’m concerned about the pathways that technology might take us, but in the same breath, and returning to the skills and talents, without them, we’ve got no industry or business, I mean, technology, right now, cannot replace the mind or the creativity of a real person. Also, I think there’s a need for people in our industry — but not only on the production side — creating the relationships between ourselves and our clients, and that of our linguists and project management teams, not only gives strength to our business but creates a bond and long-term relationships that machines cannot ever establish. I honestly believe that the best business relationships come with time and with adding value — not only monetary but as human beings! Who was your first client? Thinking back, it’s hard to say who was my first client. However, I’ve built many strong business relationships as a BDM. Like many people, I made a few errors in the early days in the industry, but in doing so, I helped build some of the strongest relationships. For example, during my first trip to an in-person conference, I also booked client meetings, which only enhanced the relationship. The human connection is perhaps our strongest ally in our industry and what makes the difference in daily business. Is it a good time to be a business development manager? That’s a really hard question, and it does depend on your experience and position in the industry, not only as an individual but also the company you’re part of and your target market. As I’ve mentioned previously, technology is gripping our industry hard, like many others, and the ease with which clients can access low-cost or free alternatives to our products means it’s harder than ever to “sell.” However, I’m not casting a darkness over our position, but saying we have to be smarter and adapt to how we approach our role. For example, I’m a huge advocate for building relationships, and I know that the sales process is never an instant fix, sometimes it takes months to just get in the door, let alone actually pin down a client to make that investment in your service. I think if you have the ability to remain calm, to be methodical, and never to forget a potential relationship, then yes, it’s a good time. Still, if you’re simply after quick turnover and rapid-fire results, perhaps it’s not the best time to make that move stick! Like I’ve said, the process takes time, and in my experience, some of the best clients and relationships are forged over a long period, not where you leap blindly and hope for the best! What is your goal for the future? I’m never sure what the future holds, but I don’t wish to steer far from this industry, regardless of the technological developments. However, I honestly believe that without the relationships, skills, and artistic value our businesses offer, there will be no industry. So for me, I’m always going to find a way to praise those who perform the magic of translation, going to endeavor to build those relationships that mean our clients trust us to spread their word regardless of the language, I want to maintain my relationships within the industry and expand my knowledge to best explain and support how our industry evolves. Put simply, since “falling” into this industry, I don’t feel like falling out of it!
业务开发经理的世界是一个忙碌的世界。它需要关注细节,清晰的沟通,并致力于为客户提供最好的结果。罗杰·托尔斯·史密斯是这一领域的老手,他非常清楚这一点。幸运的是,他并没有太忙,无法与MultiLingual贡献者Nicolás Maximiliano Martín Fontana分享他对职业生涯和未来的想法。 你为什么喜欢阅读多语言杂志? MultiLingual杂志是进入该行业的门户,它是伟大的跟上时代,并保持了解变化和趋势,而且,简单地说,在“家庭办公室”的世界,感觉比自己更大的东西的一部分。 您是如何加入翻译行业的? 我实际上来自一个非常不同的背景,并“陷入”翻译业务。我做过厨师长、酒店老板、建筑商、演员、HGV卡车司机等等,但作为翻译这样一个包容性行业的一员,是我能想到的最好的经历之一。“落入”这个行业就像在社交媒体上发布寻找业务开发经理(BDM)的帖子并完全被吸引一样简单。我已经在这个行业工作了七年,我无法想象没有它的生活! 自2016年开始担任业务发展经理以来,业务发展如何? 我认为,从BDM的角度来看,翻译业务已经发生了巨大的变化,有些方式很好,有些不太好,但我们行业的欢迎情绪变化很小。我记得在我进入这个行业的头几个月,我参加了一个在伦敦举行的会议,虽然我是一个新面孔,但我被吸引到这个团体中,像老朋友一样受到欢迎。 然而,在我看来,这项业务的某些部分已经以一种削弱这种受欢迎的感觉的方式发展起来。技术进步了,随之而来的是,消除了一些互动,一些同志情谊,一些关系方面。 这些年来,翻译行业是如何发展的? 我不认为这是发展的问题,而是进步的问题。就像任何行业或企业一样,你必须适应环境,正如我之前所说,技术已经成为我们工作的重要组成部分。从BDM的角度来看,我们并没有那么沉浸在所说的技术中,但作为一个行业,有一种感觉,技术可能会限制或删除一个元素,使我们的行业的身份。 我强烈支持我们的语言学家和项目经理的技能和才能,他们都给我们的业务带来了独特和令人钦佩的能力,像许多人一样,我担心技术可能会给我们带来的途径,但同时,回到技能和才能,没有他们,我们就没有工业或商业,我的意思是,技术,现在,无法取代一个真实的人的思想或创造力。 此外,我认为我们行业需要人-但不仅仅是在生产方面-在我们和客户之间建立关系,我们的语言学家和项目管理团队不仅为我们的业务提供了力量,而且还创造了机器无法建立的纽带和长期关系。我真诚地相信,最好的商业关系是随着时间的推移和增值而来的-不仅是金钱,而且是人类! 你的第一个客户是谁? 回想起来,很难说谁是我的第一个客户。然而,作为BDM,我已经建立了许多牢固的业务关系。像许多人一样,我在这个行业的早期犯了一些错误,但在这样做的过程中,我帮助建立了一些最牢固的关系。例如,在我第一次参加面对面会议期间,我还预订了客户会议,这只会增强关系。人与人之间的联系也许是我们在行业中最强大的盟友,也是日常业务的重要组成部分。 现在是成为业务发展经理的好时机吗? 这是一个很难回答的问题,它确实取决于你的经验和在行业中的地位,不仅是作为个人,而且是你所在的公司和你的目标市场。正如我之前提到的,技术正像许多其他行业一样牢牢抓住我们的行业,客户可以轻松获得我们产品的低成本或免费替代品,这意味着比以往任何时候都更难“销售”。然而,我并不是在给我们的位置蒙上阴影,而是说我们必须更聪明,适应我们如何对待我们的角色。 例如,我是建立关系的巨大倡导者,我知道销售过程从来都不是立竿见影的,有时需要几个月的时间才能进入大门,更不用说真正确定客户对你的服务进行投资了。 我认为如果你有能力保持冷静,有条不紊,永远不会忘记一段潜在的关系,那么是的,这是一个好时机。尽管如此,如果你只是追求快速的人员流动和快速的结果,也许这不是最好的时间让这一举动坚持! 就像我说的,这个过程需要时间,根据我的经验,一些最好的客户和关系是在很长一段时间内建立起来的,而不是你盲目地跳跃并希望最好的! 你未来的目标是什么? 我不知道未来会怎样,但我不想远离这个行业,不管技术发展如何。然而,我真诚地相信,如果没有我们的企业提供的关系,技能和艺术价值,就不会有行业。因此,对我来说,我总是会找到一种方法来赞扬那些发挥翻译魔力的人,努力建立这些关系,这意味着我们的客户信任我们,无论使用何种语言,都能传播他们的信息,我想保持我在行业内的关系,扩大我的知识,以最好地解释和支持我们行业的发展。 简单地说,既然“落入”这个行业,我就不想退出!