Waiting for Translations: New Pricing Model?

On call: doctors and translators.

The German-speaking blogosphere recently saw an interesting discussion about pricing models for translations centered around whether should you should charge by the line/word or by the hour/project, which is an important topic, as is pricing in general. While the jury is still out on this one (we personally like the hour-based approach for certain projects and have written about this issue extensively), Dagy recently had a very unique request from an advertising agency client that we'd never had before: they asked her to provide a quote for her availability for possible translations, six days in a row, including the weekend.

After consulting with her favorite business partner, Dagy decided to charge EUR 500 per business day and EUR 750 for every day of the weekend, plus a slightly discounted rate per line for any translations. In exchange, she guaranteed permanent availability and the fastest possible completion of all translations, every day from 9 a.m. to 6 p.m.  Even though we've worked hard on developing and insisting on professional rates for our services, Dagy did fall into the stereotypical self-exploiting freelancer trap with one thing: she didn’t even think about including a lunch break in her quote. We've made many business mistakes, and we usually don't make the same one twice, so next time we will definitely contractually set a lunch break. Lesson learned!

The client happily accepted after zero haggling. Dagy had to cancel quite a few appointments she had scheduled during those days, but it certainly paid off. Most days, she received no translations. On two days, she did a lot of translations, which had a nice impact on the final invoice. While Dagy did feel a little limited in her daily activities, she was certainly happy with what ended up being a highly lucrative week. During her stand-by times, she also proofed several hundred pages of a German-language annual report, which is per se a major project, and also worked on a wide variety of other client projects.

We believe this experience goes to show that even very unique pricing models are possible in our industry and that clients are prepared to pay adequate prices for extraordinary services. Why not keep that in mind next time you negotiate with a client?

By the way: what Dagy ended up translating were documents regarding a highly confidential company acquisition by a large European company. The estimated purchase price was in the billions. It does feel nice to have been part of such a major deal, even to a very small extent. 

While a friend suggested she use part of that money (it was, after all, a lucrative week) to upgrade to business class on her upcoming flight to the US, Dagy decided to put some of the money aside for future tax payments and to make a donation to the United Nations High Commissioner for Refugees (also known as the UN Refugee Agency) to benefit people who are much less lucky than she is. 

On Making Rates Public

Image created on www.canva.com.

Happy Friday, dear readers and colleagues! Today's quick post is about making or rates (or fees) available publicly. We have chosen to do so, but we understand that many linguists choose the opposite approach. We think it's an interesting topic indeed, and here are some of our thoughts on this:

• In general, we believe transparency is a good thing for the market and for the industry. We don't really see too much of a downside n making rates public. Most other businesses and service providers do.
• It's important to think of the client. Think of yourself as a customer: if you are on someone's website, and when you click on "rates" and it says "please call," do you really call? Or do you simply go to the next provider who does disclose rates? We usually do. 
• Making your rates public saves you time. We don't get too many e-mails of potential clients just asking our rates without having a specific project in mind that we can quote on, but when we do, we simply e-mail them a link to our rates. Most potential clients will have already seen them on our website, though, which saves both them and us time we could also spend on better things.
• We very much understand the argument that some collleagues don't want to publish their rates becuase they are afraid it's not good that they charge different clients different rates. There's nothing wrong with that, though. This is an unregulated industry, and you are welcome to use price differentiation. Pretty much every business on the planet does it. For instance, your glass of wine is cheaper during happy hour at the bar than an hour later and ten feet away in the restaurant area, skiing is more expensive on Saturdays than on Wednesdays, and seniors get a discount on train tickets. You get the idea - it's fine to offer different price points, including discounts to certain groups (non-profits, teachers, military --whatever works). If you'd prefer to post a range, which we think is a good idea, go ahead and do that.
• Oftentimes, colleagues mention that they are afraid of pricing themselves out of the market. That's a good point, but once you set rates at a level that work for you, you should probably stick to them -- and they shouldn't change too much, whether you disclose them publicly or not. And you probably don't want the bottom-feeder clients who want to pay peanuts anyway, right? The bottom line: you will definitely price yourself out of some work (we all do), but your best bet is to go after the business you want at a price point that allows you to be a happy linguist who runs a profitable small business. 

So those are our main thoughts on this topic -- what do you think? We'd love to discuss this important topic here on this forum and look forward to your comments. 

BP17: A Translation Conference, Reinvented

This May, we are both quite excited to be heading to the same conference together: BP17 in Budapest, which is organized  by our colleague Csaba Ban (yes, remarkably, there's  no big association or organization behind this conference). Throughout the last few years, we've heard amazing things about this conference, and this year, Judy is honored to be a speaker at the event. 

What we love about this conference is that it is quite different from traditional T&I conferences, and we are always looking for interesting and new experiences. The twelve TED-style talks (limited to 20 minutes) will be given by a great selection of speakers from four continents, including Paula Arturo, Nick Rosenthal, Michael Farrell, Jonathan Downie, and many others. These short talks are a great idea to get lots of information in a short period of time, and we also happen to love TED talks (who doesn't?). These will be held on May 5, and May 4 will be all about masterclasses, including Judy's. There are six of them -- and one of them is an ATA certification exam, which is fantastic, as those are relatively rare in Europe. As you can see, Csaba has been busy! May 6 will be a more traditional conference day with lots of sessions to choose from, which we look forward to. Half of the sessions will focus on business, which we applaud -- we need more conferences that focus on business, as we are all businesspeople first and linguists second. All sessions on May 4 and 6 will be held at the Hotel Arena, the

conference hotel.

And there's the venue for May 5, which we are already drooling over: a beautiful old movie theater called Urania. It's the loving maintained theater that you wish you had in your hometown -- and we bet it will make for a great picture backdrop!

Unlike many other conferences, if you purchase a full pass, the price will include a farewell dinner, which will apparently turn into a party (count us in) as well as lunch. The best deal is the 2-day conference pass (masterclasses are extra), and you can bring a guest to the farewell dinner for EUR 42. The two-day pass is quite reasonably priced at EUR 239, and the conference hotel is affordable as well. Amazingly, Csaba has also organized several day trips that can be booked separately -- we just might go to one of them. These trips are something we have never seen at American conferences, and we are all for them. There's nothing quite like getting to know your colleagues while on a short trip.

So in case you cannot tell: we really are very much looking forward to this conference, and look forward to seeing all our friends and colleagues. We've been to Budapest before, and it's a spectacular city. See you there the first week of May?

Keeping Your Distance

View from US District Court, Reno, NV.

If you are intrigued by the title of today's post, you might or might not be a court interpreter. If you are (and even if you are not), please read on for today's brief comments on ethics and keeping your distance.

One of the pillars of the code of ethics for court interpreters is neutrality: we don't get involved, we are on no one's side, and we are certainly not allowed to give legal advice (nor are we qualified). We are there to interpret and to do absolutely nothing else. Obeying this basic rule will serve you well as a court interpreter, and it seems easy enough, but in practice it can be tricky.

One of the rules of thumb that we try to use is to not be alone with a person who needs interpreting services in a judicial setting. One usually needs at least three people for interpreting to take place (in our case, the non-English speaker, the non-Spanish speaker, and the interpreter) and no good usually comes out of having any sort of one-on-one conversation with the non-English speaker (LEP), so it must be avoided at all costs. The question is: how do you avoid talking to people if they walk up to you in the hallway? What if you see them in the parking lot afterwards and they have a question about their loved one's case that you are not allowed to answer? These situations can be tough, and there's no one right answer, but we usually use this approach:

• Avoid being in public places where you could run into one of the parties alone. Ideally, walk with the lawyer/person you interpreted for. If their client comes up to the two of you, then you can certainly interpret.
• Avoid leaving a hearing right after the LEP or his/her family so you don't put yourself into the situation of being asked a question about the case. Wait a few minutes inside the courtroom if need be. This might be awkward, but it does remove you from a potentially challenging situation.
• If an LEP comes up to you without his/her attorney and asks a question, excuse yourself as quickly as possible. LEPs usually see you as their ally because you speak their language, but as a court interpreter, you are no one's ally and you must avoid all appearance of conflict of interest. One option is to briefly apologize about not being able to talk, and say that the code of ethics does not allow court interpreters to speak with LEPs on their own because we are neutral parties, and go looking for their attorney as quickly as possible. This is oftentimes quite disappointing for LEPs, but you must stick to the code of ethics. You don't ever want to get into a situation where an LEP says in court: "The interpreter told me...." It happens more often than you would think, so don't put yourself in the situation.
• If necessary, go to the bathroom. This doesn't sound like a very elegant solution, and people might still want to talk to you inside the bathroom, but being inside a stall is usually a solid bet.

We'd love to hear other possible solutions/thoughts from fellow court interpreters! 

Quick Negotiation Tip: Final Offer

Happy Friday, dear readers! Today's quick negotiating tip comes, as always, from our own practice.

First things first: just like most people, we don't love to negotiate. We could certainly be better at it, and we are working on it. One thing we've learned recently that oftentimes it pays off to never stop negotiating, even if the other person says the famous words of: "This is my final offer." 

A few weeks ago, while negotiating an interpreting contract, the client, in a very friendly conversation, told us a number that she said was going to be her final offer. We've also learned not to say yes or no right away, but to ask the client if we can think about it, which has served us well as a negotiating tactic. We employed it this time, and the client said sure, that we could think about it for a day or two. Then we talked amongst ourselves: she said this was her final offer, right? Does that mean we do not have a choice but to accept it? We mulled this over a bit, and we came to the conclusion that of course we do not have an obligation to accept it. Everything is still negotiable until one party walks away, an outcome you (mostly) want to avoid (unless the terms don't work for you at all). So we decided to gamble (there is always some risk) and decided to counter one more time. We figured that our client could always reject our counteroffer, which would put us back at square one, but we decided we would cross that bridge in due time.

So we sent a friendly and upbeat email saying that we would love to work with them, and even though their offer wasn't the number we were looking for. We stated that we were willing to work with them and offered a more reasonable rate at X. We told them we looked forward to working with them, and lo and behold: they accepted and everyone is happy.

Lesson learned: a final offer is only a final offer if you accept it. It's usually worth negotiating to see what happens. A caveat: if you really need a particular project, this strategy might not worth be the risk. This is a classic risk/reward scenario, and it requires willingness to assume some risk. Happy negotiating! We would love to hear your negotiating tips if you are willing to share them with us and your colleagues.

Interpreting: Online FCICE Prep Course with Ernesto Nino-Murcia

It's that time again: the oral portion of the FCICE (Federal Court Interpreter Certification Exam) is being offered again in mid-2017, and if you are thinking about taking it, you should definitely already be preparing for it. Our friends at MATI (Midwest Association of Interpreters and Translators) have helped eliminate geographical boundaries, which make it much easier and cost-effective to attend these preparation courses, as they are being offered via Facebook Live. Our esteemed colleague and Judy's fellow federally certified interpreter Ernesto Nino-Murcia is not only a fantastic interpreter, but also a great instructor, as we've seen for ourselves during his presentations at several conferences. We've heard nothing but outstanding feedback about the courses he's offering through MATI, and no, we are not getting paid to say this! Here's the link to sign up. Best of luck on the exam and keep us posted.

Here's to a healthy and happy 2017 -- and maybe to passing the FCICE!  

Upcoming Classes: University of Denver and University of California-San Diego

Another exciting year in the world of T&I is coming to an end, and we'd like to thank all our friends and readers for following this blog, for reading it, and for being part of our fantastic community.

Before we head to Berlin to celebrate the arrival of 2017, we wanted to give you some information about upcoming online classes that Judy will be teaching in the next few weeks. Her class at the University of Denver is brand-new: the 10-week online class titled "The Language Services Business for Translators and Interpreters" is part of UD's master's degree program. Please read on for more information:

1) University of California, San Diego-Extension (online): Introduction to Translation. This popular five-week course starts January 10, 2017. Spanish/English. No prerequisites. Tuition: $250.
2) University of California, San Diego-Extension (online): Introduction to Interpretation. Starting February 14, 2017, aspiring interpreters can get a solid overview of the profession to decide if it's for them. Spanish/English. No prerequisites. Tuition: $250.
3) University of Denver (online): The Language Services Business for Translators and Interpreters. This brand-new 10-week class will commence January 3, 2017. It's part of a master's degree program in Global Studies at the University of Denver, so there are some prerequisites. Language-neutral. Tuition: $628.

Have a happy and healthy start into 2017!

Risks and Rewards

As the end of the year approaches (time flies, doesn't it?) we wanted to discuss, very briefly, something that is near and dear to every entrepreneur's heart: risk. You can't be an entrepreneur and move your business forward without taking any risks, but oftentimes we see ourselves as linguists first and entrepreneurs second, and we've always proposed doing it the other way around. Now, what kind of risks are we talking about here? Allow us to elaborate.

• New clients. While keeping the status quo is always easier and a lot less work, sometimes you might have to take a risk to get better clients if you don't already have them. This might be risky because you'd invest time looking for better clients than taking work from, say, lower-paying clients (the safe bet), but in order to get better clients, this is a risk you need to take. You won't get better clients (and you can define "better" in a variety of ways) just by wishing for them. There's always a downside to risk, but there's also a downside to not taking it.
• Investments. At some point in your career you will have to make relatively small investments to further your business. We are in the lucky position that we have no hard labor costs, no offices, no expensive capital investments, etc., but there will be some things you need, such as specialized software or perhaps a public relations service to increase your company's profile. You don't always know ahead of time if these small or large expenses will work out for you, because unfortunately you don't have a crystal ball, but there's only one way to find out.
• Networking. This may seem like a small issue, but oftentimes we hear of linguists who don't want to take time away from a busy work schedule to carve out time for networking and meeting new people. It might seem counterintuitive to give up paid work to head to an event that might or might not result in new clients, but continuous client acquisition is something you always have to do. The risk here is relatively low, and all you'd be potentially giving up is a few hours of work, but thanks to the nature of our work, you might be able to make up those hours after you return home.

ONe of our main points here is: if you don't like something in your business, you need to work on changing it. Complaining to your colleagues about it might be therapeutic in the short run, but it doesn't change your situation. So go ahead, take baby steps and take a small risk today. We hope it works out -- but not all of it will, which is just the nature of risk. Best of luck!

Job Posting: In-House at Epic (German)

Today's brief blog post is a job announcement that we received because the company in question, Epic, was asking if Judy would be interested in applying. As you might expect, we are not looking to transition from business owners to in-house translators, but there are many advantages to working in-house (been there, done that). First and foremost: a steady paycheck and benefits. Full disclosure: we have absolutely no ties to Epic (a leading healthcare software company), and we are posting this job announcement here for them as a courtesy in the hopes that readers of this blog will perhaps find it interesting. We'd love to know if you applied for the job and/or get it. Please keep us posted! These positions are located in Madison, Wisconsin.

Here are the details:

We're hiring a team of full-time in-house German translators at Epic (all will be based in Madison, WI). 

Here’s a little more about working at Epic and info on the German Translation openings. 

Should You Wear a Suit?

Happy Friday, dear colleagues! Today's quick post is meant for interpreters, especially court interpreters, and the answer to this very simple question should be: yes.

We put on suits for you. Photo by Ulf Buchholz.

Oftentimes in our profession we battle with the fact that we might not be perceived as true professionals by others, which is disheartening. However, we haven't always done ourselves a favor by not sticking to some basic rules of business, and one of them is professional dress. We've seen plenty of underdressed court interpreters, or interpreters who reveal too much, or interpreters who wear clothes that are too tight or simply inappropiate for professional situations. One of the ways we can ensure that outsides to the industry take our profession seriously is by dressing professionally--we have to advance the industry from the inside out. And dressing professionally is something that we can very easily do. You don't have to spend a fortune to look good, and just get a few suits that fit well and have "court" written all over them. In fact, you do want to get mistaken for an attorney, as that is usually a good sign (Judy gets addressed as "counsel" at least once a day).

So what say you, dear colleagues? How about we advocate for the professionalism and importance of our industry without having to say a word? Clothes might sound trite in the big scheme of things, but they are key and also very much contribute to first (and second, and third) impressions. So the next time you ask yourself the "Should I wear a suit question?" we have an answer for you: yes, put on that suit and go interpret and conquer. Save the comfy outfits for home and the tight and revealing choices for a night on the town.

We'd love to hear your comments.