Building Reciprocal Partnership for Multilingual Localization - Harmonies in the Win-Win Structure Shi Li, hiSoft Services

Agenda  Industry Nature  Partnership Management  Methodology  Cultivation  About hiSoft

Collaboration is the nature of L10N  Outsourced to local for translation by native speakers  Volume bursts at certain point requiring substantial resources  Translation should be done independently accompanied by vast communication  Coordination is severely needed to run the business  Consistency in terminology and style

China’s Challenges  Build multilingual solutions by setting up partnership  Increase management skills to gain credit to all of our partners  Act as a coordinator of multilingual projects  Reveal the advantage of each party  Reorganize capabilities from all party to meet clients needs  Find reasonable segmentation of clients assignments

Partnership Program is the Key  Share the opportunities to all interesting parties  Selective ones through interactive communication with strong intention of cooperation  Long term and mutual benefit relationship  Explicitly highlight manner and dedicated expertise  Strict and simple procedures of joining  Four level of vendor grades  Award and punishment rules  Training, cultivation and periodically communication

Sharing Opportunities with All Practitioners  China Localization Industry is booming dynamically  Not a single company can provide all services exclusively  Win-win structure also works for LSP partnership  Make the marketplace even bigger  Each practitioner focus on their own specific  Everyone get what they want

Potential Candidates  Interesting in and settled on the industry  Agree with the conceptual ideas of development  Targeting on the long-term return  Prioritize collaboration  Ready to adapt to partner’s solution  Good manner towards partnership  Strength in one specific field or sector

4-Step Procedure 1.Data Collection  All kind of information  Service prices 2.Pilot Project  Test 2-3 candidates  Detailed feedback about quality 3.Negotiation  Sustainable volume and year-long planning  Simple rate structure 4.Agreement  IP security and NDA  Fuzzy matches and quality standard

Routine: Grade Promotion and Demotion  Primary -Strategic partner -Tier1 choice for dedicated language -Enjoy best rate and payment terms  Regular -Recommended to PM -Receive the project predict  Backup -Qualified partner -Ready to be escalated while short resources  Candidacy -Under qualification procedure -Severe problem happened

Routine: Open and Fair  Never assume partner can deliver good result at the first time of dedicated project  Never kill a partner only base on failure in a project by allowing them the opportunity of improvement  Never use pseudo-pilot or punishment rule to reduce internal cost  In case of failure, feedback with specific explanation and instruction, allowing argument for points disagree  Broadcast new projects to all qualified partners to refine experienced one

Routine: Clear Responsibility  Project Manager -Project Information Convey -Resource Requirement -Distribute Workload -Project coordination -Quality Report and explanation -Agree on final score -Feedback about the partner -Project close  Partner Manager -Recruit New Resources -Partner qualification -Contractual Agreement -Resource Recommendation -Daily Partnership management -High level communication -Partner Training -Payment Issue

Routine: Cultivation  Clever and initiative  Thinking from client’s client perspective  Cooperative and proactive  Never picky and sophistic  Mutual support when difficult  Sharpen the edge of the advantage  Targeting business grow and beneficial  Substantial percentage in whole business  Never recruit new resources before current capability exceeded

hiSoft Overview  Founded in 1996, hiSoft Technology International Ltd. is a premier global IT service provider with operations in China, US, Japan, Singapore, and Mexico.  Over 3,300 hiSoft professionals deliver high quality IT services to Fortune 1000 customers by leveraging a global workforce, comprehensive solutions platform and mature delivery model. hiSoft has rapidly grown to become recognized as one of the leading IT services companies based in China.  hiSoft provides full application lifecycle services including Enterprise Application Services (EAS) such as Packaged Solution Services, Application Development, Management & Maintenance, Quality Assurance Services - and Product Engineering Services (PES) including Product Development, Product Testing, Globalization & Localization, Embedded System, and Technical Services.

hiSoft Globalization/Localization Services  We have Globalization/Localization Centers in China locations such as: Beijing, Dalian, and Shanghai. -Internationalization Engineering -Localization Engineering -Software Localization -Documentation Localization -eLearning/Flash Localization -Desktop Publishing -Technical Consulting of new technologies such as GMS products and solutions

Thanks for your time and interest  Contact Information  Mr. Lishi  VP, hiSoft Services  Tel:  