How to get (and keep) direct clients.

December 30, 2019 § 5 Comments

Dear colleagues:

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.

How to study for the federal court interpreter exam.

June 5, 2015 § 14 Comments

Dear Colleagues:

This is the time when every two years many court interpreters in the United States, and abroad, are getting ready to take the federal court interpreter certification exam. This test is only offered every two years to those candidates who have previously passed the written portion of the exam.  The test is relevant mainly for two reasons: (1) those who have this certification can work as interpreters in all federal courts in the United States (all fifty states and all territories) where work conditions are usually better and the pay is slightly higher compared to the state-level courts; and (2) For better or worse, this certification is by far the best-known and universally recognized interpreter credential in the United States, even for work that has nothing to do with court proceedings.  In other words, passing the exam improves the credibility of an interpreter and boosts his resume.

This blog is not the place to discuss the pros and cons of the certification being used as a reference for other non-legal interpreting assignments in the United States, it is just a statement of fact that it is a test widely known by agencies, promoters, and direct clients. It is also a fact that, unlike many other certification exams, the passing rate is very low because the test is really difficult.  Add this to the fact that many interpreters in the U.S. do not have an academic background, and the test turns into a useful tool to decide who to hire for a job. Finally, we must keep in mind that the exam only exists for Spanish, Navajo and Haitian-Creole.

My only goal in writing this post is to contribute to the success of those taking the test some six weeks from now.  I am not going to talk about what to study from the academic perspective. I will not discuss terminology either. Those things should be learned in school and attending workshops and seminars to improve the interpreting skills of the candidate, and to learn how to study for the test in order to pass.

Today, I will limit to those things that are important, and a candidate must do when the exam is a few weeks away. In this case: about six weeks from now.

The first thing that a candidate needs is honesty. Be honest about what you know and what you can do as a court interpreter.  This is the time to work on your weaknesses while at the same time taking care of your strengths as an interpreter. Do a self-examination of everything that will be tested and rank your strengths:  At least you need to know where you rank in:

  • Sight translation of a paralegal document from English into the target language;
  • Sight translation of a legal document from the foreign language into English;
  • Consecutive interpreting of a testimony under very strict time limitations;
  • Simultaneous interpreting of a monologue;
  • Simultaneous interpreting of a dialogue at a relatively fast rate of speech;
  • Legal terminology and procedure; and
  • General vocabulary in both languages.

You can add other categories if you feel they are needed, but you should at least consider the ones mentioned above.  Once you have ranked your skill and knowledge, you have to develop a study plan that will emphasize your weakest points without forgetting about your strengths. Let me explain:

Let’s say that you concluded that simultaneous interpreting is your strongest mode because you practice it daily in your state court or community interpreting assignments. This does not mean that you are going to ignore or neglect simultaneous interpreting for the next six weeks. All it means is that you will dedicate less time to simultaneous than consecutive and sight.  In the same example, you decided that sight translating a legal document from the foreign language into English is your weakest point, but consecutive interpreting, especially under the time constraints of the exam, is something you feel less confident about.  In those circumstances, your study plan for the first two weeks could look similar to this:

  • Sight translation 40% of study time (60 percent of this time for legal documents written in the foreign language)
  • Consecutive interpreting 30% of study time (working on concentration, visualization, memory, and very brief note taking with a rendition starting almost as soon as the speaker stops talking)
  • Simultaneous interpreting 10% (with special attention to expert witness testimony, opening and closing statements)
  • Legal terminology and procedure 10% (making sure to learn the federal jurisdiction terminology and procedure, not the state level vocabulary)
  • General vocabulary 10% (paying attention to “laundry lists”, regional expressions, bad words and slang)

Two weeks later, you self-assess your work and reorganize your study schedule to reflect the newest results. You may decide that you need more time for the consecutive and less for vocabulary and sight translation for example.  From this point on, I would do this self-evaluation every week and adjust my plan accordingly.  It is important to remember that you cannot ignore any of the sections of the test, even if you are very good at consecutive interpreting. It is like playing the piano: you must practice every day to keep your skills sharp.

Because you will be studying a lot, you have to make it fun and interesting. Variety is the key to success and consistency when you study. To increase my vocabulary, I would try to learn 10 new words every day, picking words from the same theme of course; let’s say that today I decided to learn 10 words for items found in a lawyer’s office: desk, chair, file, briefcase, computer, client, pleadings, paralegals, investigators, and telephone. The next day I pick things found in a courtroom, then things in a hospital emergency room, a crime lab, and so on. If I do this every day, by Friday I will have worked with 50 new words; Of course, I will probably remember about 20 of them. That is 20 words I did not know on Monday.

To practice my sight translation from English into the foreign language, I would look for documents that are about the same size as the test to be sight translated during the exam, that are of some quasi-legal content. Letters from your bank, utility company, mortgage creditor and other similar communications usually work pretty well.  For the legal sight translation from the foreign language into English I would look for documents on line or from attorney friends in the country of origin. In the case of Spanish, I know that many of the big law offices in Mexico carry “sample” documents in their websites. You can download and use leases, wills, powers of attorney, court orders and decisions, etc.   Just remember to divide large documents into several exercises so that you are always practicing with a document the size of the one that you will find when you take the test.  Remember to always practice with the same rules as the exam regarding time to review the document and time to provide the rendition. Finally, please record every single exercise you do so you can grade yourself afterwards. You will not be able to see any progress unless you do this.

To practice simultaneous interpreting, I suggest you do two things: First, go to your local federal courthouse and watch a trial or a motions hearing. It does not matter if there is an interpreter or not. You will be interpreting under your breath and you will be taking vocabulary notes for your glossaries.  Please avoid state courts because it is very difficult to hear what is actually happening due to the noise, and also, keep in mind that you need to practice with federal terminology, not state. In fact, if there are staff court interpreters in your courthouse, try to talk to them and see if they can tell you when the trials or long hearings are taking place between now and the test. Who knows? Some of them may be nice enough to let you use a receiver if a court interpreter is working a hearing.  Now, because interpreting under your breath is always carried without any mistakes, you also need to practice yourself. I suggest you access any of the online sources that exist and provide live coverage of trials. Unfortunately, the viewers’ appetite for live court on TV has declined in the United States, so there is no Court TV anymore. Fortunately, you can find hearings on line. A good place to start is http://cvn.com you can also visit: www.nbcnews.com which is showing the Aurora Colorado movie shooting trial live, www.supremecourt.gov/oral has the United States Supreme Court oral arguments for you to listen whenever you are ready to do it. Many state-level Supreme Court websites do the same. I suggest that you record your rendition, and please make sure that your exercises are similar in length to the ones you will have to render when taking the test.

To practice consecutive interpreting, you can use the same resources listed above for the simultaneous exercises, as long as you stop the recording after each question and answer in order to render your interpretation.  Please do no more than 2 repetitions per exercise, and please observe the exam’s time limit at all times. This is crucial for your rendition and note taking practice. Remember, you do not have a lot of time to review your notes and once the time is up, everything you did not get to cover will be considered wrong in the exam.  This is extremely important. Too many people fail because they run out of time taking great notes.  For the consecutive exercises I suggest you draft a family member or a friend who can help you by reading from a text that you can also download from some of the websites above. This will be a great change of pace and will let you concentrate in your rendition as your assistant will be in charge of timing and repetitions.

For legal terminology and procedure, I suggest you focus on federal matters. Remember: This is the federal test. Terms are very important and as you probably know, we are in the middle of a huge change for many Spanish-speaking countries. It is true that many of the terms we have used in the past will now be obsolete and you should learn the new legal terminology developed by these countries’ legislators, scholars, and judges; but for now, for purposes of passing the federal exam, please continue to use the terminology you feel more comfortable with. For the test all terms will be considered correct if they exist in a recognized publication or dictionary.  Obviously, for those terms you do not know yet, I suggest you learn the correct terminology from the start, and if your combination is EN<>ES I suggest the two volumes of Javier Becerra’s dictionary.

To keep your studying fresh and exciting, I suggest you vary the order of the various subject matters: sometimes start with sight, other with simultaneous, etc. Also, I strongly encourage you to have a study-buddy. Someone else who is taking the test and can benefit from the mutual help and encouragement when you are tired, frustrated, or things are just not going as well as planned. With current telecommunications, your study-buddy can be anywhere in the world.  Just remember: You are getting together to study.

Please never study when you are tired, angry or frustrated. You will learn nothing and you will waste your time and energy. Be wise and know when to quit. For that same reason, until the last 2 weeks, have a day off every week, and on that day do not study or even think of the exam. During the last 2 weeks you will need to study every single day. Sorry: No social engagements during those last 14 days.  You will need to end your study at least 24 hours before the test. In other words: please abstain from studying the day before the exam. By now you will know everything you could learn. Let your brain (and body) rest so you can be sharp on the day of the test. If you have to travel to a city to take the exam, try to get there at least one day earlier so you can find the venue ahead of time.

Finally, on the day of the test, wake up early, have a good nutritious breakfast, and do whatever you enjoy doing: listen to music, workout, read a book, watch TV, anything but interpreting. Do not talk to any interpreter friends, especially if they are also taking the test. We know they are showing their support, but this is not the time for you to talk. Get to the test site early, you need to plan for traffic, parking, and public transportation.  Once you arrive at the venue, avoid all others who are taking the test. Do not even acknowledge them. You will have plenty of time to explain why after the exam.  You do not need to think of any term, word, phrase, or anything at this point. Keep your brain rested and stress-free.

During the test, do not start any section of the exam unless you are ready to do it. Adjust the headphones, the volume, and the chair; make sure you have your favorite pens handy, remember to time yourself, especially during the consecutive rendition. Use your time wisely during the two sight translation exercises, make sure you use your repetitions during the consecutive only if you really need them, and please, do not stop any exercise because you will not be able to restart it. Do not stress out if you do not know one word, remember, nobody fails for missing one word, but many people flunk the test for losing concentration and missing many scoring units after losing concentration because of a single word.

Now go out there and start studying very hard. You have been working for this certification for at least one year since you took the written portion of the test. Believe in yourself and do your best to pass the exam.  In the meantime, keeping in mind that we cannot talk about the contents of the exam, I invite other colleagues who have passed the federal court certification test to share their study tips with the rest of us.

An interpreter ethics class that is useful and fun?

October 23, 2012 § 3 Comments

 Dear colleagues:

This Friday I will be presenting during the ATA Annual Conference in San Diego. This is nothing new of course. Many of you have attended my presentations in the past; however, this time I will be covering ethics for interpreters.

That’s right, I will be delivering a presentation on that arid subject that most of us need in order to (at least) keep our licenses, certifications, or registrations current.  The title of the presentation is: “The Client-Attorney Privilege and the Interpreter’s Duty to Maintain Confidentiality.”  As you can see, it is a legal interpretation topic that up until now has been little explored by our colleagues, by the Judiciary and by the Bar.  When I decided to tackle the “ethics presentation” one-ton gorilla in the room, I set some goals: First, the presentation had to be useful. I had to find a topic that interests interpreters, but more importantly, I had to look for something that would help them with their career; something that they could use time and again for the rest of their professional lives. Then, I decided to find a way to do it fun. Of course, we will not have stand-up comedy (Darn. I guess I thought of it too late to incorporate it) but we will have fun by making this session an interactive exchange where we all explore concrete situations that we face in our profession, and try to find a solution that is legal, ethical, and good for our practice (meaning: our business!)  How many of us know when we are legally bound to do or abstain from doing something because of the person we are working for? How do we know when we are covered by the client-attorney privilege and when we are not? How do we stand up to a Judge when we are ordered to do something we are legally barred from doing? These are some of the everyday scenarios legal interpreters face all the time at courthouses, law offices, jails, board meetings, hospitals, and many other settings.  The goal is that by the end of the session we will all understand the client-attorney privilege, when it affects the work of an interpreter, how it influences what we do, and what are the differences between this privilege and our ethical duty to uphold confidentiality.  I believe that the practical cases I have selected will teach us how to correct some behaviors, how to detect a potential problem, and how to look for a solution.   While we do this, I will also try to dissipate some myths about so-called privileges like the medical, religious, and others. My opinion is that this session represents a great way to get those ethics credits that you may still need, and at the same time you will learn something that will benefit your interpretation practice and business.  The session will be presented in English. I invite you to join me this Friday, October 26 in the sapphire H room at 2:00 PM, and then, after the session is over, I invite you to join me and our good friend Freek Lankhof at the InTrans Book Service stand (6 & 7 of the Exhibition Hall) from 3:30-4:00 PM for a book signing of my new court interpreter manual: “The New Professional Court Interpreter.”  I am sure you will like the book.

Please join me for a fun and useful interpreter ethics session in San Diego!

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