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.
January 5, 2017 § 7 Comments
2016 was a great year for many of us. Quite a few 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) are willing to pay for what they need but are looking for the best service at the best possible 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 different issues that have to be addressed. Today, 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. In other words, we need to be better interpreters. We need to study, we have to 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 need to attend professional conferences.
I personally find immense value in professional conferences because you learn from the workshops and presentations, you network with colleagues and friends, and you find out what is happening out there 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 have to pick and choose where to go. I understand that some of you may decide to attend one conference per year or maybe your policy is to go to conferences that are 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 2017 conferences that I am determined to attend:
The International Association of Professional Translators and Interpreters (IAPTI) Annual Conference in Buenos Aires, Argentina (April 22-23). I go to this conference because it is IAPTI. Because it is about us, the interpreters and translators! This conference, and this organization for that matter, presents a unique point of view of our profession that I consider priceless. It is the only international conference of this size where there are no corporate sponsors. All you see is translators and interpreters like you. Some of the results of this innovative approach are that the conference attracts a very important group of colleagues that stay away from other events because they are bothered by the corporate presence. This is the conference to attend if you want to learn how to deal with agencies, corporate clients and governments, because the absence of all those other players fosters this dialogue. You can attend the presentations and workshops knowing that no presenter is there to sell you anything and that is fun to have at least once a year. Extra added bonus: Beautiful Buenos Aires! I am personally delighted that IAPTI decided to take its conference to Latin America where so many colleagues need these events.
The National Association of Judiciary Interpreters and Translators (NAJIT) Annual Conference in Washington, D.C. (May 19-21) I am determined to be in Washington, D.C. in May for the largest judiciary and legal interpreter and translator gathering anywhere in the world. This conference lets me have an accurate idea of the changes in this area that is so important for our profession in the United States. It is a unique event because everybody shares the same field and you get to see and network with colleagues that do not attend other non-court interpreting conferences. Extra added bonus: As the capital of the United States, Washington, D.C. offers interpreters and translators the opportunity to physically see where it all happens: the government institutions and agencies, monuments, museums, and the federal court system: History and the law!
International Federation of Translators (FIT) XXI World Congress in Brisbane, Australia (August 3-5) This is an excellent event to attend for several reasons: It is an international meeting of professionals who actually live all over the world. There are other big events where interpreters and translators from many countries get together, but most of them live in the United States or the United Kingdom; at the FIT World Congress most of the professionals attending the event will be coming from their respective countries, bringing along different perspectives, points of view, and first-hand information on the status of the profession somewhere different from the country where you live. Extra added bonus: Despite the long trip for most of us, the central theme of the congress is “Disruption and Diversification”. Enough said: This are issues that affect all of us and should be near and dear to the heart of all professional interpreters and translators.
XXI Translation and Interpreting Congress San Jerónimo (FIL/OMT) in Guadalajara, Mexico (November 25-26) Every year the Mexican Translators Association (OMT) puts together a magnificent program featuring well-known presenters from all over the world. Coming from an unprecedented success during their XX Congress, the 2017 edition will surely 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 a purchase some books, listen to some or the most renowned authors in the world, or just window shop in between sessions.
I know the choice is difficult, and some of you may have reservations about professional gatherings like the ones I covered above. 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 of these conferences, 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 2017.
October 16, 2014 § 17 Comments
A couple of weeks ago I received an email that concerns me enormously. I am sure that many of you who are based in the United States have received similar emails from state-level judicial agencies. In my case, I got an electronic communication from the Administrative Office of the Courts of one of the fifty states in the U.S. (not the federal government) this was one of those global emails that are sent out to everybody on a master list. Basically, the message was that the National Center for State Courts in the United States (NCSC), apparently in coordination with (at least) some states, is planning to offer remote telephonic interpreting across state lines, and for that purpose, the states (and I assume the NCSC as well) are compiling lists of state-level certified court interpreters who may want to be part of the interpreter pool that will be used to interpret court hearings from a different state. Although I hope the message’s meaning was different, this is what I understood. The email is written in such a way that, to the reader, this idea looks good and beneficial for everyone: the interpreters, because they will have more work (although I would guess that the fees offered by the state governments will not be anything to brag about) the states with underserved populations due to the lack of interpreters, because they will get somebody who has been certified somewhere by a state-level judiciary, and the foreign language speaker, as they will have the services of a professional interpreter instead of a family member or a paraprofessional.
Does it sound good to you? Well, if I understood the email as a communication asking permission to include interpreters’ names on a master list to indiscriminately interpret by phone, regardless of the state, it did not sound even half decent to me. Let me explain:
It is true that state-level certified interpreters are better equipped than paraprofessionals, and therefore the service provided should be of better quality. It is true that all state-level certified interpreters have attended a basic orientation and they have passed a court certification test (now administered by the NCSC or CLAC) and in many cases they have also taken an ethics and professional responsibility test. This obviously puts them ahead of those unscrupulous people that are roaming through the hallways of many courthouses in the United States. Unfortunately, and this is the real and very big problem: these interpreters, who have been certified by one of the fifty states, would now interpret cases from other states where both substantive and adjective law are different. That is the problem. The interpreter will interpret legal proceedings based on legislation that he does not know. Unlike U.S. federally certified court interpreters who work nationwide because they interpret the same federal legislation all across the country, these state-level individuals will have to deal with fifty, sometimes very different, legal systems.
Just like the age to get married and gun control laws vary from state to state, the catalog of crimes and civil law contracts are different. Think of one single situation: battery and assault; or is it assault and menacing? Well, the answer is: it depends on the state, and the differences are radical. Penalties and procedures also change depending on the state. This is why attorneys can only practice in those jurisdictions where they have passed the Bar Exam. It is a very delicate matter.
If this is indeed what the NCSC and the states want to do (and I hope I am wrong) then I am extremely concerned as an interpreter, because this will be another attempt to de-professionalize our jobs and make them look more like the legal secretary who can work anywhere, and less like the attorneys who can only practice in the state (or states) where they are members of the state bar. Sure, I understand that state-level agencies will praise the “benefits” of this solution, which in reality will solve their own problem (not the interpreters’ or the foreign language speakers’): Compliance with Title VI of the Civil Rights Act. This is a state-level priority because states that do not comply will lose federal money.
I am also worried as an attorney for several reasons: First, states will allow interpreting services across state lines using telecommunications. This could be an interstate commerce issue where the federal government has to participate (at least); but the second reason is the one that motivated me to write this post: interpreters who do not know the legal system of a particular state will practice in that jurisdiction. They may physically be in the state where they are certified, but their services will affect a court system, and litigants in another state where they have never demonstrated their capacity to practice. I believe attorneys who represent foreign speakers need to be aware of this potential “solution” so that from the beginning they know that perhaps the case could later be appealed for ineffective assistance of the interpreter. Attorneys need to know that when they are advising their client on an assault charge in their home state, they may be using the services of an interpreter from a state where assault really means battery. Lawyers will need to assess the potential procedural complications in case they sue the interpreter. Jurisdiction will have to be determined, and these lawsuits could end up in federal court.
If this “program” has also been planned for civil cases, then the problem is worse. Remember, there are at least three different civil legal systems in the United States, the one followed by those states who have a system based on the Anglo-Saxon tradition, those whose system comes in part from the days where these territories were part of the Spanish Crown (just think divorce and community property division) and then Louisiana and the Napoleonic written system. As an attorney, or a foreign language speaker, I would not want to have an interpreter from another state, much less one from a state where the system is different.
I sure hope that this “solution” (if conceived as I understood it) is discarded and the states look for better options such as a higher fee for those interpreting in state courts. There are very good and capable interpreters everywhere in the United States, it is just that they will not work for the fees currently offered. A more attractive fee would also encourage others who would like to join the profession but are reluctant because of the lack of money to even make a decent living.
By the way, these problems apply to those languages where there is no certification and the interpreters are registered or qualified to work in court by a particular state.
I really wish I am mistaken and this is not happening in the United States, but if it is, I will continue to watch the developments of this program, and if needed, I will speak up in legal forums to bring awareness of the potential risks generated by using state-level certified interpreters in places where they have never been certified. I now ask you to share your thoughts, and concerns, about this potential change that would end up rendering a state-level court interpreter certification useless.
November 19, 2013 § 4 Comments
As interpreters and translators we have been gathering for decades in workshops, conferences, and professional associations. We are lucky to have so many places where we can improve our skills, enhance our knowledge, and do networking with others. We have the fortune to have excellent organizations that are international and very big like ATA and FIT; others that are regional and smaller, some that are specific to a particular field like NAJIT and IMIA, and we even have separate organizations exclusively for interpreters or translators. All these professional groups are very important and useful to our profession. They all serve different purposes, and we need them all. A few years ago we witnessed the birth of InterpretAmerica, another forum for all interpreters to talk to each other as professionals, and to directly address the other players in our industry: equipment providers, government contractors, the big language agencies, academic institutions, international organisms, and others.
We had all these resources to thrive in our profession but something was missing: We had no outlet to talk to each other as individual professional interpreters and translators; a place where we could talk about the business side of our work. A forum where we could address the recent changes brought to our work by the globalization movement; the disparity and often times ruthless competition that we face as freelancers in a world where new technology and gigantic language service providers are driving the professional fees down; and in some cases the quality of the service even lower.
We all know of the court interpreting crisis that has developed in the United Kingdom. Many of you know that, unlike the U.S. federal court system where you find the best court interpreters because it pays the highest fees, American immigration courts pay very little under less than ideal working conditions, and for the most part do not use the services of top tier interpreters. Of course, it is common knowledge that big language service providers are paying incredibly low fees to good translators based in developing countries, and it is no secret that every day more businesses turn to machine translation to solve their most common communication problems.
What most interpreters and translators do not know, is that there are other countries in the world who want to emulate the United Kingdom’s model; that there are government agencies who outsource the authority to “certify” or “qualify” individuals as interpreters or translators in order to comply with legal mandates and to meet the demand for these services, at least on paper.
A few weeks ago I attended in London the first congress of the International Association of Professional Translators and Interpreters (IAPTI) an event where hundreds of well-known veteran interpreters and translators from all over the world met with the most talented new generation of professional interpreters and translators I have ever seen in my life. The reason for this event: to discuss all these developments and issues that we currently face in our profession, in order to be better prepared and armed with skill and knowledge to embrace technology and face globalization as freelancers. The organization and the conference are for individual translators and interpreters. No corporate memberships. No big language service providers. It was refreshing to attend presentations that dealt with issues such as how to protect your market, defend the quality of your work, and honor the real value of your work so you never give in to those who want you to work for less than a fair fee. It was wonderful to see so many colleagues taking note of the business side of the profession so they can do better when competing for the good client in the real world. I salute the brains, heart and soul of this much needed type of professional association: Aurora Humarán and Lorena Andrea Vicente, President and Vice-president of IAPTI respectively.
Dear colleagues, in this new global economy, where we are all competing in the same world market, we need all the professional associations we have. They are all useful.
I invite all of my freelance interpreter and translator friends and colleagues who want to thrive in this new economy to acquire the necessary tools and resources to win. IAPTI is an essential resource. I encourage you all to submit a membership application and to attend next year’s conference. I can assure you that you will be inspired by the talent and energy of this new group of young interpreters and translators. As a member of IAPTI you will be in a better position to flourish in our industry. You will love the atmosphere of a IAPTI conference where everybody is like you: an individual translator or interpreter trying to deliver an excellent product in exchange for an excellent pay. I invite our friends and colleagues who are part of IAPTI, and those who were in London for the conference, to share their comments with the rest of us.