1. Translators -Who would need a translators? _____________________________________________________________________ -Why would they need a translators? _____________________________________________________________________ -When they needed a translator-What would they care about? _____________________________________________________________________ Call Opening Questions: Can you normally use individual translators who will translate in their “native language”? Do you provide samples of your text conversion to get an idea of how closely the translation is to the target audience? How many total number of languages is your company able to provide translations for? Are you an “Accredited” translator? (Note: Being accredited means following a specific set of standards of qualities and guidelines) Can you provide help for all types of translation requests…for example, technical books dealing with machinery, medical, etc. where the translator has some knowledge of the subject matter? Do you offer various levels of service including translation quality review, final proofreading, etc.? Do you have a good track record in terms of meeting client deadlines? Do you offer any type of satisfaction guarantee? Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________

2. Translators Needs Analysis Questions: What are your most profitable/desirable types of clients? (possible headline) _________________________________________________________________________________ What % of your clients do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of clients do you handle? Would you like more of these cases? (for example, interpretation as well translation headings) _____________________________________ _______________________________________ How many translators do have? How many clients do they handle at one time? _____________________________________ _______________________________________ How many more clients (on average) could they handle? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one case? (ROI) __________________________________________________________________________________ WHY is your translation agency the best choice for someone? (subheadline) __________________________________________________________________________________ Do you have access to any experts, or have any on staff? __________________________________________________________________________________ Where will you work with potential clients, anywhere? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your agency now? (continuity of ad messages) __________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions