Treats VS Needs

PROVIDING EXCELLENT CLIENT SERVICE IS A TOP QUALITY THAT SINTIJA RIMSA, THE RECENTLY-APPOINTED HEAD OF ACCOUNT MANAGEMENT, SEES AS CRUCIAL. IN THIS INTERVIEW MARIA DEBRINCAT INVITES SINTIJA TO SHARE HER EXPERT INSIGHTS ON ACCOUNT MANAGEMENT AND GOAL ACHIEVEMENTS.

HOW DO YOU DECIDE ON WHICH BUSINESS DECISION TO MAKE TO PROGRESS FORWARD WITH YOUR CLIENTS?

To start with, we have to establish a good relationship with our clients and understand their needs. My primary goal is to approach each client with the intention of helping them solve problems that might arise and achieve their targeted business goals together. Selling a product or a service comes later. As in any B2B and media company it is undeniable that each employee has to have a good business judgment especially in account management. We as a team follow latest trends and news in the industry and this allows us to make the best business decisions not only for us, but also for our clients and their future marketing strategies. A combination of analysing data and feedback, knowing trends and trusting your gut feeling always leads to progress no matter the situation. Your clients don’t really care how much you know until they know how much you care for them.

AS HEAD OF ACCOUNT MANAGEMENT, HOW DO YOU FOSTER GOOD RELATIONSHIPS WITH YOUR CLIENTS?

Clients and partners are just human beings who at the end of the day are focussing on achieving their business targets, but also want to spend time with like-minded people. Clients ideas as well as concerns have to be heard and taken seriously. I think it’s crucial to know your client on a personal level, establish a long-term holistic relationship with them and achieve enjoyable communication which is progress oriented.

YOU CLEARLY DEAL WITH A LOT OF DIFFERENT CLIENTS FROM DIFFERENT CULTURES, HOW WOULD YOU HANDLE A PERSONALITY CONFLICT?

When dealing with complicated relationships between parties from different cultural backgrounds one has to keep in mind the strengths that these individuals have. Personality conflicts and disagreement can easily arise when there’s money involved but the best way forward is to first focus on a solution that will justify and serve the needs of the client and lastly use different resources including in house employees who are mostly coming from different cultures and backgrounds to get a fresh perspective on the dispute.

WHAT STEPS DO YOU TAKE TO HIT YOUR REVENUE TARGETS?

To achieve successful revenue targets we focus on our own existing client base before seeking new clients, and do our best to keep that client base satisfied. Our main responsibility is to keep the key strategy stable. We have received a lot of feedback from our clients who admire the fact that we adjust to the never ending changes in the market. We strive to work our way with services according to emerging trends and at the same time serve the targets as well as needs of our clients by offering them novel, creative solutions. Nevertheless, seeking trendy solutions and fresh new verticals from different markets and products is a vital cornerstone of hitting revenue targets.

L'EXCELLENCE DU SERVICE À LA CLIENTÈLE EST UNE QUALITÉ QUE SINTIJA RIMSA, RÉCEMMENT PROMUE RESPONSABLE DE LA GESTION DES COMPTES, CONSIDÈRE COMME CRUCIALE. DANS CETTE INTERVIEW, MARIA DEBRINCAT INVITE SINTIJA À PARTAGER SES CONNAISSANCES D'EXPERTE SUR LA GESTION DES COMPTES ET LA RÉALISATION DES OBJECTIFS.

COMMENT DÉCIDEZ-VOUS DE LA DÉCISION COMMERCIALE À PRENDRE POUR PROGRESSER AVEC VOS CLIENTS ?

Il faut d’abord établir une bonne relation avec nos clients et comprendre leurs besoins. Mon objectif premier est d'approcher chaque client avec l'intention de les aider à résoudre les problèmes qui pourraient surgir et à atteindre ensemble les objectifs commerciaux qu'ils se sont fixés. La vente d'un produit ou d'un service vient plus tard. Le fait de suivre les tendances du secteur nous permet de prendre les meilleures décisions commerciales, pour le client et pour nous. La combinaison de l'analyse des données et du retour des clients, de la connaissance des tendances et de la confiance en son intuition permet toujours de progresser, quelle que soit la situation. Vous devez montrer à vous clients à quel point vous vous souciez d'eux.

EN TANT QUE RESPONSABLE DE LA GESTION DES COMPTES, COMMENT FAVORISER DE BONNES RELATIONS AVEC VOS CLIENTS ?

En fin de compte, les clients et les partenaires se concentrent sur la réalisation de leurs objectifs commerciaux mais ils veulent aussi passer du temps avec des personnes qui partagent leurs idées. Les idées et les préoccupations des clients doivent être entendues et prises au sérieux. Je pense qu'il est crucial de connaître son client sur le plan personnel, d'établir avec lui une relation holistique à long terme et de parvenir à une communication agréable et axée sur le progrès.

IL EST CLAIR QUE VOUS AVEZ AFFAIRE À DE NOMBREUX CLIENTS DE CULTURES DIFFÉRENTES, COMMENT GÉRER UN CONFLIT DE PERSONNALITÉ ?

Il faut garder à l'esprit les points forts de ces personnes, en effet, les conflits de personnalité et les désaccords peuvent facilement surgir lorsqu'il y a de l'argent en jeu. Mais la meilleure façon de procéder est de se concentrer d'abord sur une solution qui justifiera et servira les besoins du client et enfin d'utiliser différentes ressources pour avoir un regard neuf sur le conflit, y compris les employés internes qui sont pour la plupart issus de cultures et d'horizons différents.

QUELLES MESURES PRENEZ-VOUS POUR ATTEINDRE VOS OBJECTIFS DE RECETTES ?

Nous nous concentrons sur notre propre clientèle existante avant d'en chercher une nouvelle, et nous faisons de notre mieux pour que cette clientèle soit satisfaite. Nous nous efforçons d'adapter nos services aux nouvelles tendances et aux nouveaux marchés verticaux tout en répondant aux objectifs et aux besoins de nos clients en leur proposant des solutions nouvelles et créatives, et les clients sont très satisfaits. Ce sont des éléments essentiels pour atteindre les objectifs de revenus.

AMONGST THE ARRAY OF PROJECTS BY SiGMA GROUP, SiGMA FOUNDATION IS ONE OF THE COMPANY’S MOST TREASURED CONCEPTS, ONE THAT ENABLES IT TO GIVE ITS OWN HELPING HAND TO PEOPLE AND PLACES IN NEED BY DOING WHAT IT DOES BEST; ORGANISING EVENTS AND FUND-RAISING ACTIVITIES.

在SiGMA集团的一系列项目 中，SiGMA基金会是公司最珍贵 的概念之一，它使公司能够通过 做它最擅长的事情——组织活 动和筹款活动——向需要帮助 的人和地方伸出援手。

The foundation also carries certain traditional events such as the Kilimajaro Challenge, and the SiGMA Trails which have really taken off and serve as a fantastic way of easing one’s tense and stressful mental and physical states, by exploiting the beautiful Maltese shoreline through trekking.

It’s reach is not limited to financial aid, or for that matter, local financial aid, but it includes academic and more tangible education that helps people in need to have a more self-sufficient life, and one example of this is the inauguration of the primary school in Ethiopia in January of 2020. Despite the severe limitations of this year, the foundation still managed to get the subsistence and sponsorship for around five other schools in Ethiopia; financed the setting up of the Jimma Disability rehabilitation program, flying in specialised staff to the country to service and recondition prosthetic limbs and other walking aids; and we also helped with the setting up of a COVID-19 testing hub.

基金会开展了一些传统活动，如乞力马扎罗挑战赛， 以及SiGMA步道——该活动非常成功，通过徒步旅行 探索美丽的马耳他海岸线，成为缓解人们紧张和压 力的心理和身体状态的一种奇妙方式。

它的影响范围并不局限于经济援助（或者说是当地 的经济援助），更包括学术和更多实在的教育，帮助 有需要的人拥有更自给自足的生活，其中一个例子， 就是2020年1月埃塞俄比亚小学的落成典礼。尽管今 年受到严重的限制，但基金会还是为埃塞俄比亚的 另外五所学校争取到了生活费和赞助；资助JIMMA 残疾康复项目的坐席，有专门的工作人员飞往该国 进行服务并修复假肢和其他助行器；我们还帮助建 立了一个新冠肺炎测试中心。

Apart from Ethiopia, the foundation has also done work in the Philippines where it started the Jose Depiro Kabataan Okestra and the Jose Depiro Formation Centre in Bataan, with the intention of keeping children off the streets, providing them with a tool of expression and teaching them something which in itself helps to enhance the mind and the self; music. The centre itself is a hub that protects children as they’re growing up, offering them a better start in life and helping them to find gainful employment in the future.

Moreover, there’s an expedition in the pipeline for April 2021, and the compass is pointing towards Toubkal in Morocco. This adventure will coincide with the launching of another project the foundation has in Marrakech, and furthermore, there are also plans to launch an ‘El Camino de Santiago’ for next year as well, so it’s definitely going to be an exciting year.

Now that it is officially registered as a recognised legal entity, the foundation has enabled itself to open its doors and encouraging industry companies to make use of it, having one recent example being Hero Gaming sponsoring the yearly subsistence of a school in Ethiopia. In a recent interview, SiGMA Foundation’s Chief Philanthropy Officer, Keith Marshall said ‘for companies who treat their corporate social responsibility with care and complete consciousness, I remove my hat. I believe this world isn’t just about being successful and making money. If we are able to help people along the way, why shouldn’t we?’

除了埃塞俄比亚，基金会也在菲律宾开展工作，在那 里创办了JOSE DEPIRO KABATAAN OKESTRA和位 于巴丹的JOSE DEPIRO培育中心，目的是让儿童远 离街头，为他们提供表达的工具，同时教给他们一些 有助于提升心灵和自我的东西：音乐。该中心本身就 是一个枢纽，保护儿童成长，提供更好的人生起点， 并帮助他们在未来找到有收益的工作。

此外，2021年4月，还有一场远征活动正在酝酿中，而 罗盘指向摩洛哥的TOUBKAL。这次的冒险将与基金 会在马拉喀什启动的另一个项目相吻合，此外，明年 也计划推出 "EL CAMINO DE SANTIAGO"，所以明年 绝对会是令人兴奋的一年。

现在，基金会已经正式注册为一个被认可的法律实 体，基金会打开了自己的大门，并鼓励产业公司利用 它，HERO GAMING对埃塞俄比亚的一所学校赞助了 年度生活费正是最近期的一个例子。SiGMA基金会 首席慈善官KEITH MARSHALL在最近的一次采访中 表示："我将向那些用心、全然有意识对待企业社会 责任的公司致敬。我相信这个世界不只是为了成功 和赚钱。如果我们能够在前进的道路上帮助人们，何 乐而不为？"