December 30, 2019 § 5 Comments
Interpreting is a profession, but unfortunately, it is not always perceived as such. To be recognized we need to look and behave like better-known professions like physicians, attorneys and accountants. A big part of this effort concerns the way we get our clients. As an attorney, I worked with direct clients, therefore, when it was time for me to practice interpreting, and understanding interpreters are also professionals, I looked for my own clientele. Every time I have a chance, I tell my interpreter friends and colleagues to look for direct clients and move away from the agency-dependent model.
The first thing many colleagues ask me is how they can get direct clients and free themselves from having to deal with agencies, and give them part of what they earned. There is no silver bullet. There are several approaches and we must use the tactics that best suit our specific practice, personality, and needs. I will now share some actions that have brought me positive results and have allowed me to directly work with my clients without intermediaries who tell you what to do, force you to fill out tons of paperwork to get paid, impose nonsensical requirements to the way you deliver your services, and often pay late.
One of the first things we can do is to look at our lives, relatives, friends and acquaintances and see if someone can be a direct client or could be a bridge to get to our clientele. Sometimes a cousin or an in-law might work for a business where our services are needed. Many interpreters live and work in countries different from their birthplace or where they went to school. Look at your classmates and their immediate environment. Sometimes you discover that the kid you saw at the school cafeteria or the college library is now a bank president, owns a big business, married an entrepreneur, or is now an elected official in a position to hire interpreting services. If you have a president, governor, CEO, business owner, or professional on your list, go knock on their doors and renew that relationship. I have done this often and clients have come through former college friends now high-ranking politicians, businesspeople, and professionals in various countries.
Another useful practice is to keep up with business developments in your community, your field of specialization, and economic and political changes where you live. I once learned that one of the biggest companies in the world was moving to my hometown lured by tax incentives. I visited them as soon as they opened for business and offered my services, followed up several times, and when the opportunity came, I provided my services going the extra mile to please them and to develop trust. They do business all over the world and they have been my clients for years now.
I am a firm believer in conferences and I attend plenty of them every year. I go to interpreting and translation conferences all over the world, but unlike many who only attend them to get continuing education credits or to see their friends, I also promote my teaching and training services with fellow colleagues and organizations, and I look for capable newcomers in all languages and from all locations, not to recruit them for an agency and get them to work for peanuts, but to add them to my database I share with my preferred clients when they ask me for a certain language or specialized interpreting service I do not provide. Part of keeping your direct clients happy, and keeping them away from the agencies, is to point them in the right direction so they can directly retain their other interpreters. No agencies involved, and I do not charge a finder’s fee or take a commission from the interpreters’ pay. My benefit is not the few dollars I can make from sharing my interpreter databank with the client (If I needed that little money to make a living I would not be working as an interpreter) my benefit is the deepening of the bond with my client, that trust that makes you indispensable to them.
I also attend non-linguist conferences on subject matters and sectors I work as an interpreter. If you interpret medicine or biology, go to medical, pharmaceutical, biology and dentistry conferences, that is where you will find your direct clients. In my case, going to business, aviation, financial, legal, and sports conferences and trade shows allows me to meet potential direct clients and try my sales pitch.
Writing articles, blog posts, books and manuals helps you reach potential clients. It is also an ice breaker and a useful tool to back up your position or to explain why the clients need you.
A very successful and reliable way to get direct clients is letting potential clients watch you providing your services to another entity, even their competitors. At many times the counterparty at a negotiation table approaches me after the session and asks me if I would work with them; a person attending a conference talks to me about interpreting for a conference they are organizing somewhere else in the world. I cannot tell you how often attorneys from the law firm opposite to the law office I am providing my services for have asked me how I do long consecutive interpretation, tell me that all interpreters they worked with before constantly ask them to stop so they can interpret short segments, and then invite me to discuss a possible collaboration at a later time.
I keep my eyes and ears open all the time, and when the time is appropriate, the opportunity looks good, and the other person is receptive, I offer my services, it does not matter where: a bar, a sports stadium, an airplane, and many other situations.
I use these opportunities to explain what I do and the value of my services. I explain I am not cheap, and when I learn the person has used interpreters, or they tell me their company uses the services of an agency, I explain to them the benefits of retaining me directly, including the money they will save by elimination the middle guy.
Sometimes I work with agencies and I provide my services to international organizations and government agencies in several countries. There are good agencies, for the most part at the top end of the market, who care for quality and pay professional fees. Professional interpreters can work with some of these high-end agencies, international organizations, and government agencies for occasional services after signing a contract. In these situations, the agency that retains an interpreter to do a Nobel Prize winners conference, or the official entity that hires you for a service where you decide whether you accept the assignment or not, are your direct clients. This is a very different situation from an ongoing, several times a week (or month) assignments where the agency sets conditions, orders you not to talk to their client about your services or qualifications, and calls interpreters based on their availability, not individual skills and credentials. This is a direct client model and such practice is unacceptable.
Up to this point, we have covered several means to get direct clients; we will now deal with the most difficult part of working on your own, like a real professional: You need to keep the client.
Keeping a client is very difficult, mainly at the beginning of the professional relationship, but it is an ongoing challenge. You cannot assume a client will stay with you until eternity. Clients are vulnerable to market changes, economic developments, financial crisis, technological developments, legislative amendments, and C-suite changes that set different priorities and new policy. As interpreters we must navigate through these unchartered waters and stay afloat.
Because this is difficult, and time consuming, interpreters should need to evaluate every professional relationship, and assess each client’s value. When the return on your investment is poor or non-existent, drop that client. Keep the best of the best. Develop a strong relationship only with those clients who will benefit you in all (or at least most) of these areas: honesty, reliability, respect, easy access to the top, flexibility, cooperation, professionalism, pay, field of practice, loyalty.
These are your “A-list” clients. You may only have one, maybe there is nobody there yet. That is fine, but do not lower the bar. It means that at this time your best direct clients are “B-list” entities and individuals. Always keep, and fight to keep your “A-listers”, keep your “B-listers” until you have to make room for an “A-list” client, and dump the rest.
To retain “A-listers” you have to keep them happy all the time. This means you have to provide impeccable service and then you have to go the extra mile. Your job with the “A-lister” goes beyond the booth, the law office, or the negotiating table. It includes consulting, providing suggestions, volunteering evaluations, quick research, flexible hours, and priority services. From suggesting the type of interpreters needed, location of the booths, equipment to be used, cultural aspects to be observed or avoided, witness preparation, speaker orientation before a conference, review of printed materials and Power Point slides and translations, to evaluating sound quality of videos to be interpreted, most convenient hotels, restaurants and coffee shops near the venue in a foreign country, and escort interpreting for the principal, sometimes at no extra cost. To keep the “A-list” client you have to be willing and available to travel at the last minute when needed, and to take the four-in-the-morning phone call from the client.
Not all direct clients need (or deserve) that level of attention, but you have to give them something that your competitors, individuals and agencies, will not provide. You need to offer all services mentioned above, but you have to decide what level of intensity to offer as part of your service case-by-case. You now see why you cannot keep all direct clients, but just the best ones. It is time-consuming, you need to gain the client’s trust and loyalty. That is hard.
It is a lot of work, but it is well-paid, not just monetarily (although this is an essential element) but also in freedom, dignity and appreciation. All excellent, reliable interpreters can work exclusively with direct clients, it is a matter of time and effort. It will take some time, but if you are willing to try, start your transition to direct clients now. I now invite you to share with us your suggestions to get and keep direct clients, and please, do not write to defend agencies, they have their own blogs where they constantly praise the benefits of their business model in the interpreting industry.
January 24, 2019 § 3 Comments
2018 was a great year for many of us. Many of you developed professionally and became better at what you do. I congratulate you for that important achievement; unfortunately, competitors are still out there, languages are still changing, technology continues to improve, and clients (agencies or direct corporations) will pay for what they need but are looking for the best service at the best price. The question is: How do we adapt to reality, keep up with technology, and improve our service? The answer is complex and it includes many issues. Like every January, at the dawn of a new year, the time for planning activities, and programming agendas, we will concentrate on one of them: Professional development.
It is practically impossible to beat the competition, command a high professional fee, and have a satisfied client who does not want to have anything to do with any other interpreter but you, unless you can deliver quality interpreting and state-of-the-art technology. We need to be better interpreters. We must study, we must practice our craft, we should have a peer support network (those colleagues you call when in doubt about a term, a client or grammar) and we must attend professional conferences.
I find immense value in professional conferences because you learn from the workshops and presentations, you network with colleagues and friends, and you discover what is happening out in the very competitive world of interpreting. Fortunately, there are many professional conferences all year long and all over the world. Fortunately (for many of us) attending a professional conference is tax deductible in our respective countries. Unfortunately, there are so many attractive conferences and we must choose where to go. I understand that some of you may attend one conference per year or maybe your policy is to go to conferences offered near your home base. I also know that many of you have professional agendas that may keep you from attending a particular event even if you wanted to be there. I applaud all organizations and individuals who put together a conference. I salute all presenters and support staff that makes a conference possible, and I wish I could attend them all.
Because this is impossible, I decided to share with all of you the 2019 conferences I am determined to attend. In other years I have attended more conferences than the ones on my list, last-minute changing circumstances and personal commitments let me go to events I had not planned to attend at the beginning of the year. Besides great content and first-class presenters, when I attend a conference, I consider other elements that, in my opinion, are as relevant as content and presenter quality. I do not attend conferences organized by entities (individuals or agencies) who strategically put together great content and top-notch presenters to attract interpreters for the purpose of directly or indirectly recruit them to work for low fees and deplorable work conditions. I do not go to conferences organized, or partly organized, by individuals or agencies well-known for paying low fees and treating interpreters as medieval serfs or commodities in their so-called “industry”. With one exception (and you can discover the reasons) I do not participate in conferences with side shows such as trade shows and corporate members who directly oppose the interests and well-being of professional interpreters and translators; and you will never find me at events co-sponsored by entities (individuals or agencies) who are attempting to create a favorable image in new markets to enter said markets and lower the standards by imposing their practices in the new countries they intend to profit from. My money will not go to these corporations and individuals, regardless of the show they bring to town. I will not do it.
As of today, the conferences I plan to attend this year are:
The First Africa International Translation Conference in Nairobi, Kenya (February 8-9). I will attend this conference because I want to be part of history and support the tremendous efforts of our often forgotten African colleagues. They have put together a program with excellent presenters, interesting topics, and the potential of networking with so many colleagues that do not go to many events in Europe or the United States. If you are an interpreter, translator, proof-reader, linguist, teacher, or you just love languages and cultures, this is an event you need to attend.
The Institute of Translation and Interpreting (ITI) Conference in Sheffield, U.K. (May 10-11). The ITI conference is the biggest professional conference for interpreters and translators in the United Kingdom. This event does not happen every year, and the two-year wait is worth it. Those who live in the United States should travel to Sheffield and hear presenters who do not travel to the events in the Americas. The conference will have a track dedicated to interpreting issues. You can also enjoy the invaluable experience of learning about the problems our colleagues are facing across the Atlantic, and hopefully learn from the strategy they resorted to solve a problem that could be similar (sometimes identical) to a situation we may be fighting in the United States at this time. I hope to see many of my American and European friends and colleagues at this event.
The National Association of Judiciary Interpreters and Translators (NAJIT) Conference in Nashville, TN (May 17-19). Because of the size of the event, and its content, NAJIT offers the premier conference for judiciary interpreters and translator, in the United States, and I dare to say anywhere. This event covers legal interpreting from all angles: court, out of court, ethics, business, domestic and international, and many others. It also deals with legal translation and transcription topics no other conference covers. The association went through a bumpy ride that in my opinion affected its credibility and ability to represent the common professional interests of the legal interpreter and translator community, but after a successful election, and with a new Board, that is now in the past. I am looking forward to a great conference in one of the most spectacular cities in the United States.
Quinto Encuentro Internacional de Traductores dentro de la Feria Universitaria del Libro (FUL) in Pachuca, Mexico (August 30-31). I have attended this conference from its inception and it is bigger and better every year. This conference centers on a topic every year and 2019 will offer interpreting and translation workshops and presentations related to human rights. I like this event because of the many students from several Mexican States. Most conferences are attended by professional colleagues with years of experience, but this “encuentro” is attended by bus loads of translation, interpreting, and other language-related colleges and universities from the hone-state of Hidalgo and surrounding States. It is also known for its broad coverage of issues rarely covered by other conferences such as indigenous languages, political rights, and others. The conference takes place within the International University Book Fair (FUL) and this gives it a unique atmosphere. If you live in Mexico, I encourage you to attend this event.
American Translators Association ATA 60 Conference in Palm Springs, CA (October 23-26). Every year, the American Translators Association puts the biggest show on earth. More presentations to choose from, more attendees, and a great chance to see old friends and make new ones. Besides the content of its presentations and workshops, this conference includes other events I am not a fan of under the same roof: they do a trade show and provide a space for many multinational agencies to approach and convince interpreters and translators to work for laughable fees and conditions. These sore spots should not keep professional interpreters from attending the honest academic portions of the event. To take advantage of the conference without being exposed to the many predators that attend every year in agencies, vendors, and “well-intentioned colleagues”, I pick my activities carefully, never losing sight of those in attendance who want to destroy our profession and turn it into an industry of commodities. With that warning, and despite the difficulties to reach Palm Springs for most of our colleagues from around the world, go to Palm Springs and enjoy the conference, vote for Board members who do not put corporate members over individual interpreters and translators, and have a great time with your friends.
XXIII Translation and Interpreting Congress San Jerónimo (FIL/OMT) in Guadalajara, Mexico (November 23-24) Every year the Mexican Translators Association (OMT) puts together a magnificent program featuring well-known presenters from all over the world. Coming from a very successful sold-out XXI Congress, the 2019 edition will have workshops and presentations in varied, useful, and trending topics. This is the activity to attend this year for those colleagues who work with the Spanish language. Extra added bonus: The Congress is held in the same venue (Expo Guadalajara) and at the same time as the International Book Fair, one of the largest in the Spanish language world. Besides the professional sessions, attendees can also stroll up and down the immense fairgrounds, purchase books, listen to some or the most renowned authors in the world, or just window shop between sessions. Other events may appear from time to time, but this remains, by far, the premier translation and interpreting event in Mexico.
I know the choice is difficult, and some of you may have reservations about professional gatherings like the ones I covered above. I also know of other very good conferences all over the world, some of the best are local, regional, and national events; others are specialized conferences tailored to a certain field of our profession. I would love to attend many but I cannot. Some of you will probably read this post in a group or website of an association whose conference I will not attend this year, you will probably see me at other conferences not even mentioned here; that is likely. To those I cannot attend this year: I wish you success and productive conferences. Remember, the world of interpreting is more competitive every day and you will need an edge to beat the competition. That advantage might be what you learned at one conference, or whom you met while at the convention. Please kindly share your thoughts and let us know what local, national or international conference or conferences you plan to attend in 2019.
May 14, 2018 § 6 Comments
Globalization has created a world market where we all compete, regardless of our location. Although this has raised professional fees for some colleagues in places with small economies, it has hurt most interpreters to a different degree, depending on whether they stuck to their local economy and clients, or they went to the international market and taking advantage of new technology acquired clients they would have never even considered before globalization. In a market like the United States, with very high speed internet, thousands of airports and flights to every corner of the planet, and a very reliable infrastructure, many of us felt no downturn in our business; in fact, we benefited from the change.
Unfortunately, and without getting into politics, some recent U.S. government decisions, and later changes to the way we did business and conducted our international relations, have created a state of uncertainty, and sometimes resentment, which have affected our profession.
Some of the conferences and international events we had interpreted for many years have been cancelled; others have been moved to other countries due to the uncertainty on the admission of visitors to the United States, as the organizers avoided the risk of investing on a project that a significant segment of attendees could not attend because of their country of origin. For the same reason, many international programs at universities, non-for-profit organizations, and government agencies have been considerably downsized or postponed. The situation for community interpreters is not any better, because less foreigners in the country means less litigation and less foreign investment, which impacts court and legal interpreters; and when foreigners visit the United States less frequently, they use hospital and medical services at a lower rate. This hurts healthcare interpreters.
Faced with this reality, it was time for me to decide how I was to continue to enjoy the same income level despite the new reality we are living; and turn this poison into medicine and even generate more income than before.
Many freelancers get scared when they find themselves in this position, and their first impulse is to lower their fees to keep the clients they have, and to advertise their services at a lower fee than before. They operate under the false idea that money is the main motivator in a client decision making process.
Fortunately, my professional experience has showed me that quality trumps price in everything a client values. That is why people spend more money on a better doctor, a safer airline, and a renowned university. All have cheaper alternatives, but with the things people value the most, there is always a thought that crosses their mind: “It is more expensive but, if not for this, what is money for?” At that point I decided to raise my professional fees.
With this in mind, I carefully studied my client portfolio and classified my clients according to their business value, considering the income they produce me, how frequently they require of my services, the affinity of the type of work I do for them to my personal interests, and the prestige a certain client brings to you in the professional world. I considered a separate category for difficult clients, but to my surprise these were very few, and I needed them for my plan to work.
I immediately realized there were clients on that list I wanted to keep no matter what, and there were others that I would lose regardless of my best efforts. They were in a category where my work was not one of those services that they value the most.
I approached my clients according to how badly I wanted to keep them. If I really wanted them, I would explain this change in person when possible, or by phone or Skype if they were abroad or if their schedule could not fit me within a reasonable period of time. Next, I decided to contact the rest by e-mail on a carefully worded communication that was clear, not too long, and that ended with an open invitation to discuss this raise in more depth in person or by phone if they wanted to do so.
It would be a conciliatory email. No ultimatums, or “take it, or leave it” type of notice. I was out to make friends, not to fight with my clients. I knew that I had two things working in my favor: They already knew my work, and I already knew how they like their interpreting.
For my strategy to succeed, I needed to present my proposal to somebody with the authority to decide. Talking to somebody down the totem pole would be a waste of my time. I decided that I would only talk or write to owners of small companies or agencies, and to senior management in larger corporations, organizations, and government agencies. (There is a video on this subject on my YouTube Channel).
I drafted a talking points memo to be used with my “A” list clients when I told them I was raising my fees. The points I would make to the client had nothing to do with globalization, current American politics, or the uncertain future interpreters were facing in the United States. I recapped the successes we had in the past, and I listed some of the professional things I do for them that are not always found in other interpreting services, but I was not heavy about it. I figured that if they had agreed to talk in person or by phone, it was because they already considered me an asset to their company. It was all about the quality of my professional service and the time and effort I would devote to the success of their conferences, projects, and other events.
I lost some clients, none from the “A” list, all those who stayed with me are now happily paying the new higher fees as they are now getting a more personalized service, and because of this new practice, I have acquired new clients, who were in part, referred by my old clients who stayed with me despite the raise. We now have a better working relationship because they know more about what I do, and their internal decision making process to continue working with me made them realize my true value for their organization.
The lesson learned, dear friends and colleagues, is to face adversity with a cool mind, refuse to give in to fears and peer pressure, and with confidence and self-assurance face the problem and win. It is always better to make more money when appreciated, and an added benefit is that instead of contributing to an even bigger depression of our market, you will do your part to pull it out of the shadows of uncertainty. I now invite you to share with the rest of us what you are doing to win as a professional interpreter in this new reality of globalization and political uncertainty.
August 30, 2016 § 3 Comments
A few weeks ago I was invited to participate in the first legal interpreting workshop for Mexican Sign Language interpreters in Mexico City. It was a three-day event attended by sign language interpreters from all corners of Mexico. With the arrival of the new oral trial proceedings to their country, now Mexican interpreters will play an essential role in the administration of justice. Until recently, the country followed a written proceedings system where interpreters were rarely needed, but now, with a system similar to the one in the United States, interpreters will participate at all stages of a court proceeding; moreover, because Mexico kept their traditional substantive law system, based on Roman, French, and Spanish Law, interpreters will also be needed in all proceedings before a Notary Public where a party does not speak Spanish.
Certainly, Mexico is not the first or the only country switching to this more agile and transparent legal system, but what I saw during the workshop showed me a different, and probably better way to incorporate interpreting into the legal system, and provide a professional service by good, quality interpreters. What Mexican Sign Language interpreters are doing should be adopted as an example by many other interpreter organizations everywhere. Sign language, foreign language, and indigenous language interpreter programs could benefit from a strategy like the one they are now implementing in Mexico.
Like many countries, including the United States, Mexico is facing problems familiar to all judicial systems: shortage of quality interpreters, ignorance by judges and administrators, lack of a professionalization system that eventually will only allow interpreters with a college degree. Unlike most countries, and even foreign language and indigenous language interpreters in Mexico, sign language interpreters are trying to achieve all of those goals by partnering with the courts and academia.
The workshop was the brainchild of a judge from Mexico City’s Electoral Court who identified the need to provide deaf citizens a way to exercise their political rights. The judge devoted her experience, reputation, time, and connections to the project, and after some effort, the Mexico City Electoral Court, Mexico’s Supreme Court, the Mexican National University (UNAM) and some district judges came on board, together with the sign language interpreter associations.
The workshop was held at three different venues in order to get all interested parties involved, and to send a message to Mexican society that the effort was real. On the first day, at the Mexico City Electoral Court, interpreters learned about the Mexican legal system and its recent changes. On the second day, interpreters attended an all-day session at the postgraduate degree school of the Mexican National University (UNAM) where more practical presentations dealing with interpreter problems and participation in a court hearing were discussed. It was refreshing to see how interpreters were able to convey their concerns to some of the highest authorities within the Mexican court system, accomplishing two things: that their voice be heard, and that judges be aware of how little they know and understand of the interpreters’ role in court. During the second day of the workshop, a program to develop a curriculum for Mexican Sign Language interpreters to get formal education and obtain a diploma after a year of studies sponsored by the Mexican National University (UNAM) and perhaps Madrid’s Complutense University (Universidad Complutense de Madrid) got its kickoff. The idea is that eventually, this program will allow sign language interpreters to learn the law, court procedure, and court interpreting by attending a combination of virtual and classroom sessions for one year, so that at the end of the year they be ready to take a certification exam that will first test their bilingualism, so that only those who have demonstrated proficiency in both languages move on to the interpreting portion of the exam. Once an interpreter passes the exam, their name will be added to the list of certified court interpreters they judiciary will have and use to determine who is fit to practice in court. Eventually, the goal is to develop a degree in Mexican Sign Language Interpreting so that all interpreters working the courts have a college degree.
Finally, the third day of the workshop was held at the building of Mexico’s Supreme Court, where one of the Justices addressed the attendees who spent the time learning about the professional and business aspects of the profession. The day ended with a mock court trial where interpreters participated with the help of law students and professors.
I still believe on addressing the private bar directly bypassing court administrators, but in my opinion, the example set by Mexico’s sign language interpreters is a lesson that should be applied elsewhere. Having justices and judges of the highest level, together with college deans and professional interpreter associations generate a plan of realistic action that goes beyond the demagoguery so often practiced by government officials who never had the desire to help in the first place, would change the “balance of power” that court interpreters are suffering in many places, including many states in the U.S. where ignorant administrators pretend to run a court interpreter program with their eyes set on the budget and their backs to court interpreter needs and the administration of justice. Having the highest authorities within the judiciary to listen, understand, and support interpreter initiatives (that are nothing but efforts to comply with a constitutional mandate) would go a long way, and having the most prestigious universities in the land to volunteer to sponsor a court interpreter education program with an eye on eventually turning it into a college degree, would solve many problems we see today in all languages. The Mexican approach encourages the interpreter to professionalize by fostering the direct client relationship between courthouse and interpreter, eliminating once and for all the unscrupulous intermediary that charges for the service, keeps most of the money, pays interpreters rock-bottom fees, and provides appalling interpreting services.
I invite all of you, my colleagues, regardless of where you practice: The United States, Canada, Europe, Mexico and elsewhere, and regardless of your type of interpreting: sign languages, foreign languages, or indigenous languages, even those Mexican interpreters who practice as foreign or indigenous language court interpreters, to consider this Mexican strategy. I believe that it has a better chance to work than those other tactics interpreters have attempted to follow for such a long time.
I now ask you to opine on this very innovative strategy adopted by our colleagues in Mexico with the full support of their authorities and academia.
January 18, 2016 § 4 Comments
Many professional responsibilities and obligations come with a new year. As interpreters and translators we must strive to deliver a better service than the year before, and the best way to achieve it is through practice and study. We need to improve our personal libraries, increase our professional resources, and find a way to learn something new and brush up on our ethics, while getting the continuing education credits needed to keep our certifications, patents or licenses.
This is the time of the year when we plan some of the major events that will happen during the year; the time to block some dates on our professional appointment books to be able to attend professional conferences. Those of you who have read the blog for a long time know that every year I share with you those professional conferences that I consider “a must” due to their content, the reputation of the organizations behind them, and the networking benefits derived from attending the event. This year is no exception.
As always, I start my conference “grocery list” by writing down the characteristics that I consider essential for my professional development. This way I make sure that I will not end up at a conference that will take my money and give me little, or nothing, in exchange.
The right conference needs to offer useful and practical presentations geared to different segments of professional interpreters and translators according to their years of practice. There is nothing more confusing to a new interpreter or translator than finding themselves in the middle of a big conference where nothing in the program appeals to them. There have to be workshops and presentations that speak to the new blood, and help them become good and sound interpreters and translators who will enjoy their professional lives. By the same token, we must have workshops that appeal to the experienced professional. There are hundreds of colleagues who stay away from professional conferences because all they see in the program is very basic. They want advanced skills workshops, advanced level presentations, interesting innovative topics on interpreting, translating and languages, instead of the same old seminars that focus on the newcomers and completely ignore the already-established interpreter and translator. Finally, a good conference has to offer presentations and workshops on technology, the business of interpreting and translation from the perspective of the professional individual, instead of the corporate view that so often permeates the conferences in the United States and so many other countries, and it must include panels and forums on how we should proactively take action, and reactively defend, from the constant attacks by some of the other players in our field: agencies, government entities, direct clients, misguided interpreters and translators, and so on.
To me, it is not a good option to attend a conference, which will cost me money, to hear the same basic stuff directed to the new interpreters and translators. We need conferences that offer advanced-level content for interpreters and translators, forums and presentations that deal with sophisticated ethical and legal situations that we face in our professions. At the same time, the new colleagues need to be exposed to these topics on a beginner-level format, and they need to learn of the difficult ethical and legal situations they will eventually face as part of their professional practice.
I do not think that a good conference should include presentations by multilingual agencies or government speakers who, under the color of “good practices to get more business”, use these professional forums, with the organizing professional association’s blessing (because money talks), to indoctrinate new colleagues, and also veterans of feeble mind, on the right way to become a “yes man” or “yes woman” and do everything needed to please the agency or government entity in order to keep the contract or the assignment, even when this means precarious working conditions, rock-bottom fees, and humiliating practices that step by step chip away the pride and professional will of the “linguist” (as they often call them) and turn him into little more than a serf with no will of his own. I want to make clear that I am all for hosting representatives of government offices and honest agencies who share information as to their policy and operations, but no promotion or indoctrination. There are honest businesses and government officers who are willing to follow this more suitable approach. We are all professionals, and we know that there are plenty of conferences organized by these entities, and we can attend them if we want to get that type of “insight” without having to waste presentation time during our own events listening to these detrimental forces.
I do not see the value of attending interpreter and translator associations’ conferences sponsored by those entities who are trying to convince us that we are an “industry” instead of a profession; because an industry has laborers, not professionals, and the latter demand a higher pay. There is no need to spend your hard-earned money on conferences devoted to convince you that machines should translate and humans proofread, that interpreting services must be delivered by video using underpaid interpreters, and that if you dare to speak up against this nonsense, it means that you are opposed to the future of the profession. I want to attend a conference where we can openly debate these modern tendencies of our professions, where we can plan how we will negotiate as equals with the owners of these technologies, and hold a dialogue with the scientists behind these new technologies, without a discredited multinational agency’s president as moderator of a panel, or a bunch of agency representatives giving us their company’s talking points again and again without answering any hard questions.
I want to be part of a conference where experienced interpreters and translators develop professional bonds and friendships with the newcomers to the professions, without having to compete against the recruiters who, disguised as compassionate veteran colleagues or experts, try to get the new interpreters and translators to drink the Kool-Aid that will make them believe that we are an industry, that modern translators proof-read machine translations, and good interpreters do VRI for a ridiculous low fee because they now “have more time to do other things since they do not need to travel like before”.
I want to go to a conference where I will have a good time and enjoy the company of my peers without having to look over my shoulder because the “industry recruiters” are constantly coming around spreading their nets to catch the new guy and the weak veteran.
Unfortunately, there will be no IAPTI international conference this year. Because this organization delivers all of the points on my wish list, I always have to recommend it at the top of my “must-attend” conferences. IAPTI cares so much for its members that after listening to them, it decided to move their annual conference from the fall to a different time of the year. Logistically, it was impossible to hold an international conference just a few months after the very successful event in Bordeaux this past September. The good news is that not everything is lost. Even though the international conference will have to wait until 2017, there will be several “IAPTINGS” all over the world throughout the year. This are smaller, shorter regional high quality events that give us the opportunity to put in practice everything mentioned above. Stay alert and look for these events; there might be one near you during 2016.
For my Spanish speaker colleagues, I truly recommend the VI Translation and Interpretation Latin American Congress (VI Congreso Latinoamericano de Traducción e Interpretación) to be held in Buenos Aires, Argentina, on April 21-24, 2016. Because of its impressive list of presenters and speakers, and from the wide variety of topics to be discussed, this congress represents a unique opportunity for all our colleagues to learn and network in a professional environment with magnificent Buenos Aires as the backdrop. I hope to see you there.
For all my judiciary interpreters and legal translators, I recommend the NAJIT 2016 Annual Conference in San Antonio, Texas on May 13-15, 2016. Although this year’s program has not been published yet, NAJIT is the largest judicial interpreter and translator organization in the United States, and perhaps in the world, and it constantly schedules topics of interest to the legal community; this is a great opportunity to network and give this event, and its current Board, a try. I will personally attend the conference for the reasons I just mentioned, and because I have reason to believe that the organization is moving on the right direction towards the professional individual interpreter and translator and their rights.
During the fall of 2016 I will be attending the 20th. Anniversary of the OMT Translation and Interpretation International Congress San Jerónimo (XX Congreso Internacional de Traducción e Interpretación San Jerónimo 2016) in Guadalajara, Mexico on November 26-27. This is a great event every year. It is held at the same time that the FIL International Book Fair at the Expo Guadalajara, and it brings together top-notch interpreters and translators, as well as celebrities of the world of linguistics and literature from all over. This year the congress turns 20 and for what I have heard, it promises to be the best ever! Join us in Guadalajara this November and live this unique experience.
Although these are the conferences I suggest, keep your eyes open as there may be some local conferences that you should attend in your part of the world. I will probably end up attending quite a few more during 2016. I would also invite you to look for smaller events that may be happening near you; events like Lenguando, and other workshops and seminars somewhere in Europe, Asia and the Americas.
Finally, I invite you to share with the rest of us the main reasons that motivate you to attend a conference as well as those things that turn you off.
June 15, 2015 § 13 Comments
Interpreters face many challenges every day; some are professional, some are technical, and some are market-related. Today we are going to talk about this last category, and we will particularly devote some time to what I consider to be one of the greatest dangers to our profession.
Many times, you have read, heard and complained about the huge bad agencies and the backwards government offices you have encountered during your career. We all know they are there and we should be extremely careful when dealing with them so that our best interests as freelance professionals are protected.
There are other entities in our environment that could be more dangerous because they seemed harmless and deal with many interpreters more often than any other client. I am talking about the small interpreting agencies that exist all over the world in huge numbers. I am referring to those agencies that are individually owned and operate in small markets where so many of our colleagues live and work.
We all heard of the big interpreting agencies, but the truth is that most interpreters do not live in New York City, London, or Chicago. They live in smaller cities and communities where the big agencies rarely take over the market; and they don’t do it because, by their standards, there is not enough money to be made. There are no big conferences, there are no international organizations, and there are no Fortune 500 corporate headquarters. The void left by these big players is occupied by “mom and pop’s agencies” that find these smaller markets attractive, and free of competition against the big language business organizations.
Although there are some honest businesses owned by people who know and care about the profession, many small interpreting agencies are individually or family owned, often times the company owner knows nothing about interpreting or translating, and is monolingual. These individuals come from other professional backgrounds such as sales, computer design, or public relations, and they just happened to stumble upon our profession due to marriage or a change of residence to a more linguistically diverse community. Because of their personal characteristics, and often (but not always) because they are native speakers, they can produce an adequate sales pitch for their not very sophisticated market, and the next thing you know, and without any real knowledge of what we do, they start offering interpreting and translation services and booking interpreters for assignments such as administrative law hearings, medical office visits, and “second-tier” conferences in their own region. So far it sounds bad, but not horrendous. Allow me to continue.
The reason why the get government offices, medical doctors, and small event planners to hire them is twofold: They have enough knowledge of their market to access the places where these clients look for language services (internet search positioning, chambers of commerce, local fairs, etc.) and they offer translators and interpreters for a lower fee. This is the sale!
Remember, when they first started their business they knew nothing about our profession. By now they have learned one thing, the only one they ever cared to learn: You can get translators from poor countries, and local interpreting talent (mediocre at best) for rock-bottom prices. Because of their “sales skills” they are able to convince their client, who is eager to find the cheapest service provider ever, that their professional services are provided by “adequate”, “qualified” native-speaker interpreters. The bureaucrat, doctor, or businessperson who is hiring the small interpreting agency, does not know anything about interpreting experience, certifications, degrees, licensing, patents, or any other interpreter credentials, and they are so thrilled to get the interpreter so cheap, that they will believe anything this ignorant will tell them.
Of course, due to the rickety pay, the agency owner will have these (mediocre at best) interpreters working under deplorable conditions such as obsolete equipment, bad interpreter location inside the room, no interpreting booth, and no team interpreting. Sometimes they will brag to their interpreters that they got them a table-top booth to do their job, and every once in a blue moon they will provide a real technician to be by the interpreter’s side throughout the event.
After the interpreting services are rendered, these agencies will take their sweet long time to pay. Many times a “standard” payment policy will be 90 days, and even then, some of these raiders of our profession will tell the interpreter that “their client has not paid them yet” and will use this as an excuse not to pay the interpreter, who erroneously, will feel sorry for the abusive agency owner, and will gladly agree to wait until the agency gets paid. Never mind the house mortgage payment, the kids’ school tuition, and the family medical expenses. The interpreter will now wait for the “poor agency owner” who will console himself in the meantime with a trip to Hawaii, tickets to an expensive sports event, or at least a fancy dinner.
Dear friends, interpreters will take these terrible assignments, wait forever to get a tiny paycheck, and go back to the same abusive agency owner mainly for two reasons: (1) Because the interpreter is so incompetent, that he knows deep inside that no one else will ever hire him to work, and (2) Because they are so afraid of never working again for this same individual. Not because they are bad interpreters (although each day they will be worse if they stay with the agency and continue to work under those unprofessional conditions) but because they do not know how to get their own clients; because they believe that the clients belong to the abusive small agency owner, and they cannot take them away.
The thing is, dear colleagues, that it is precisely because of the second reason above that these dangerous agencies exist. They are in business because interpreters are too afraid to go directly to the client and explain that the agency is run by a person who knows very little about interpreting, that the service they have been providing through the agency is second-class because they have been asked to work without any technical and human resources, not because they are second-tier professionals. Many times when these interpreters offer their professional services directly to the client, they find out that the agency was keeping more of the paycheck than they thought, and sometimes the government agency, doctor office, and event organizer will realize that they could even save money when they pay the interpreter his full regular fee.
I know that some of you are thinking: (1) What about interpreter services in other languages different from yours? The agency finds and provides all these “exotic” language interpreters on a regular basis. The answer to that is very simple. Although it is not of your concern because you are an interpreter, you can teach the client how to get other language interpreters. If you have been around for some time, chances are that you will be able to provide a name list to the client, and this will satisfy most of his needs. For the others, you can suggest professional associations’ membership directories such as ATA, IAPTI, AIIC, NAJIT, IMIA, etc. and perhaps for those occasions, the client can reach out to one of the big international language agencies. I see no problem because this would help your client without harming anyone. After all, there is nobody in town who could do the job. (2) What about that contract we signed that states that we cannot even look in the direction of the small agency’s client? Many of these agency owners included this provision to discourage interpreters from talking to clients. The best thing to do is to take the contract to an attorney and ask if the provision is enforceable (not legal). If it is not, you know what to do, and if it is, then you just have to wait for the provision to expire, after all none of them is forever.
I know that my colleagues in the big world capitals have little to do with these “family businesses”, but they have appeared here and there from time to time, so please be very careful, avoid them, and remember, in the big city there is always another way to get work. The solution is, my friends and colleagues, to reject work from these entities, fight over the market so they cannot keep it or take it away from you, and observing the law, act like a business. You have an advantage: you know your profession. As you can see, in my opinion we have to separate the big multinational language service providers from these “mom and pop’s” agencies. The big ones meet a market need that we cannot meet individually. Although we have to be firm and careful when negotiating with them, we need them for the big events and conferences. These small ones, these apparently harmless local business are a real danger to the profession. The good news is that in this case you do not need them. You can fulfill the needs of your market. I now ask you, the interpreters, to please share with the rest of us your opinion about these small and dangerous agencies that are all over the place. Please do not reply if you are one of the rare exceptions among this business entities. I already mentioned you as some of the few good guys at the top of the post. And please do not bother to comment if you represent one of these agencies and you want to defend what you do. You have your own forums where you “make your case” all the time.