This article is the first in a series of 10 articles on the techniques which can be used to get Roaming Partners to sign Roaming Agreements with you. Seduction may not sound like the right word for the skill needed to get other Operators to be your partner, but what we really mean here is that you have to “win them over” to your way of thinking. These articles are intended to help you get your roaming agreements signed and launched quick!
If you are reading this in London, Rome or New York you may as well go back to your Caffe Latte because there is very little I can tell you folks about the art of seduction. You all live in cities which for decades have been key roaming destinations, with top attractions and hundreds of Inbound Roamers you can easily get any agreement that you want. However if you are in one of the worlds least favourite destinations, or small somewhat insignificant islands you will know exactly what i mean when i say…. Attracting Roaming partners to work with you let alone launch quickly is hard work.
The Basic Technique: Join the GSMA. It maybe an obvious one but there are a handful operators using GSMA documents who are not members of the GSMA and Operators who are GSMA Members usually know who they are.
If your not a member of the GSMA then you should start with this (If you don’t know how to get all of this started, you can contact the GSMA directly or drop me a line at my contact details below). Get your membership and start looking at the conditions and obligations you must follow to be a GSMA Member, the Roaming Agreement documentation doesn’t even start to cover your obligations.
The Seduction: Be an active participant in the GSMA. This means you should go to GSMA meetings, understand the documents discussed at them and raise useful points or even start producing documents.
This works because your potential Roaming partners have visibility of you and this means that your company is serious about the Roaming Business and will probably be very professional when forming agreements and making commitments for testing. This is a super important.
If your boss is not convinced of this methodology, then identify your top ten high revenue Roaming Partners and identify which meetings they will attend. He or she will soon see how attending GSMA meetings will not only speed up launching with these partners (great networking opportunities) but how attending meetings will give you training on all kinds of operational issues.
Look out for next weeks article on Technique Number 9.
Grow Roaming Consult Rocco.