Freelancers: 7 Things to Know Before Your Next Negotiation

This post was originally published on the Copyediting.com website on June 20, 2017. It is reposted with permission of ACES, The Society for Editing.

Editorial business owners are always negotiating. Whether it’s terms for an upcoming project or an existing contract that’s gone out of scope, having these tough conversations is part of the job.

Here are 7 things to know before your next negotiation with a client.

1. BE READY TO SAY NO

The fear that many of us have around negotiations is hearing, and saying, “no.” But remember that every negotiation starts with a “no.” Otherwise, why would you be negotiating?

Practice saying “no” in a mirror, or with a friend—whatever it takes for you to get used to saying that tiny, yet powerful, word. Soon it will feel like second nature, and your business (and personal life!) will be better than ever.

2. PLAN TO AIM HIGH

Before the negotiation begins, it’s important to know your bottom line. What’s the lowest number you’ll consider before walking away from the deal?

Then, decide what you’ll ask for in the negotiation, and aim high—as high as you can while still being relatively realistic (don’t ask for $1 million for a proofread). Even if this number feels ridiculous to you at first, know that you’ll negotiate down from there.

Here’s the key to this concept: if you go into a negotiation knowing exactly what you want and you start there, you’re actually showing that you’re not willing to negotiate anything. You’ll look like you’re not willing to compromise, and the client will almost always call you out on it.

3. START ON COMMON GROUND

In their simplest form, negotiations are based on one fact: someone wants to buy something, and someone wants to sell it. As a freelance editor, you want to sell your services, and your client wants to buy them. This is your common ground.

Start every negotiation by simply stating your common goal, in very general terms: “I would love to work with you, so let’s talk about ways we can make that happen.”

Strive for a respectful tone, and use “we” to show that you’re invested in working together to achieve a win-win result.

4. NEVER SHOW YOUR CARDS

Once you’re in the middle of a negotiation, be careful not to show your cards. This gives the other person all the power, and you will lose ground without gaining anything.

Avoid phrases like these at all costs:

  • “The least I can do this for is $200.”
  • “The most I can pay is $100.”

These types of phrases give away your bargaining power and back you into a corner.

5. BE THE FIRST PERSON TO THROW OUT A (HIGH) NUMBER

Not showing your cards doesn’t mean you should avoid being the first person to throw out a number. In fact, studies have shown that the first number mentioned during a negotiation serves as an anchor, especially if the seller says it.

For example, if a graphic designer is negotiating with a CEO who wants a new logo, the graphic designer should be the first to say that the logo design will cost $10,000. Even if the CEO had planned on offering $4,000, he or she will usually respond with something closer to the anchor number, like $6,000.

6. DON’T RUSH INTO A “SOLUTION”

As freelancers, we often feel caught between wanting to make our clients happy and still needing to make a living. Many times, we go above and beyond to find a quick “solution” that really isn’t addressing the root problem. One example of this is accepting projects that offer lower pay and/or unreasonable deadlines.

Instead of rushing into closing a deal that you know isn’t a good fit, give it time to breathe. Don’t rush into something just to make the other person happy—the beauty of negotiation is that it can, and should, benefit both sides.

7. BE PREPARED TO WALK AWAY

Let’s face it: walking away from a negotiation is hard. We’re often afraid to disappoint a prospective or current client, or we’re scared they might spread rumors about our business or try to go after us in some way. This is especially true with authority figures, such as an influential person in the community.

But it’s so important to be able to leave the contract on the table if the terms aren’t right for you. Just remember: walking away from the wrong client frees you up to attract your ideal client.

Look Out(!) for these Red Flags in Client Communications

Over the years I’ve received a lot of spam emails from would-be “clients” requesting my services. Here are just a few of the red flags I look for to determine whether an email is from a legitimate client or a scammer.

Ambiguous requests

“Hello, I’m contacting you in regard to an English content document worth 11,633 words (44 Pages). I need this document translated into [your language here]. I would like to know if you are interested and available to get this done for me. Please get back to me as soon as you can. Thank you.”

Some of the details I noticed here:

  • No deadline
  • Nothing about the topic
  • No mention about why you would be the right linguist for the job
  • It comes from a Gmail account or some other free domain

Trying to get personal / Grammatical errors

“I hope that you are enjoying the best of health and this message meet you well.

I would like to know if you are interested and available, I got your contact from an online Directory of Translators and Interpreters.”

Note the writing errors:

  • Sentences are separated by periods instead of commas
  • Poor subject-verb agreement; “this sentence meets you well” would have been correct

Inaccurate claims about your profile

“Your portfolio published on [your association here]…”

We don’t put portfolios on our association websites! We have profile listings that describe our skills and specialties. That’s an immediate red flag.

Math about the experience of their staff

Sometimes a client will try to convince you they are great by saying they are “managed by highly erudite professionals with over [xx] years of combined experience.” We don’t know how many professionals are on the management team, so if their combined experience adds up to 50 years but there are only 20 people, this doesn’t mean much.

Unusual contracting procedures

Some clients will claim to offer a certain amount of pay per month, and will report with a 1099-k structure. That means that they are not the ones sending you the 1099; whoever processes the electronic payments is. That would be PayPal, QuickBooks, or whoever they work with. You have to receive either 200 payments or $20,000 through that system to get a report through them. In other words, they do not do their own 1099 reports.

Phone number and address

When in doubt, I call the phone number listed in the potential client’s email. If I get a Google phone message, this raises a red flag. A Google message is unusual for a language company, especially if it does not identify the company the email supposedly came from.

You can also look up their listed address on Google Maps. Occasionally it is at a Dollar Tree, a barber, or a storage unit site—I have seen all three of these! As soon as I ask why they operate from that type of address, the emails stop coming.

Better Business Bureau rating

If a company reaching out to me has a poor rating on the Better Business Bureau website, that’s a red flag too. The company isn’t worth working with if they are known to be delinquent in payment to their contractors. If a company has one star out of five, beware!

Unsolicited prepayments

Some clients will try to send me a check before I have started the job, without me asking them to do so or agreeing on a price. Once, I got the translation… and a check in the mail for an amount I had not negotiated. We had not negotiated any price at all! Then I got persistent emails asking whether I cashed the check instead of asking whether I had any questions about the translation. This is a red flag, too!

I went to the bank and discovered it was a fake account from a fake bank. The bank destroyed the check. I never cash a check before finishing my assignment; first I have to negotiate the deal, then complete the assignment, then receive payment.

When something looks off, it probably is. If you think something is questionable, it probably is. Standard business practices exist because they prevent problems. It is always helpful to find colleagues to check with when you have questions, though. Local chapters and national professional associations such as ATA are excellent resources.

Image source: Pixabay

So You Want to be a Freelance Translator (or Interpreter): Tech and Tools

This post is the fifth and final (first post, second post, third post, and fourth post) in a series of posts written in response to questions we at The Savvy Newcomer have received. Sometimes these questions have come from people within the translation world, but also from bilingual friends and family who are interested in translation and interpreting (T&I). Our hope is that this series will serve as a guide for people who are considering a career in T&I and want to know where to start.

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So You Want to be a Freelance Translator (or Interpreter): Tech and Tools

When an artist sits down to begin a new project, he collects his paints and paintbrushes, selects the right canvas, sets up an easel, and sits down at a chair that’s just the right height. He also chooses the right setting to work in. What about translators and interpreters? What tools do we need to be prepared for the task at hand?

Technology

If you’ve started researching technology for translators, you might think that the only software a language professional uses is a CAT, or “computer-assisted translation,” tool. This couldn’t be farther from the truth! While a CAT tool is an advisable purchase and a time-saver in the long run, a number of other software tools exist that can be useful and beneficial to translators and interpreters. However, we’ll start with translation-specific software and work our way to other types of software you may not think to consider when equipping yourself as a translator or interpreter. The links included for each category are a non-exhaustive list—I’ve selected a few ideas to suggest based on what I have used myself and options that my colleagues and other Savvy team members have used.

Hardware: First things first! You need a device or devices you can trust. I personally prefer my ultrabook laptop over a desktop computer for quick, quality performance and mobility—be sure to select a machine with a strong processor and plenty of ram to handle many applications at a time and still operate quickly (8 or 16 GB is ideal). Other translators may use desktops and store their files securely in cloud-based storage so they can access them anywhere (say, from a tablet while on the road). Multiple monitors are also a good idea for translators, since much of our work involves comparing two documents (the source and target) or doing research in a web browser while working in a CAT tool. Having additional monitors helps reduce eye strain and the time it takes to open and close documents repeatedly, among a host of other benefits.

CAT Tools: A variety of vendors sell CAT tools from open-source to thousand-dollar project management versions, but the three I see most often are SDL Trados, MemoQ, and Wordfast. It’s important for beginner translators to be aware that a CAT tool is different from machine translation—CAT software helps you translate more efficiently and consistently by offering suggestions based on previously translated text from a “translation memory”. It can also aid your work by breaking down large chunks of text into more manageable pieces or sentences called “segments”. The makers of the various CAT tools available on the market will also offer terminology and localization tools, either paired with their main products or at an additional price.

Editing or QA Software: Editing software isn’t only for copyeditors and reviewers—it’s great for helping to check your own translation work as well. PerfectIt and Xbench are two favorites for proofreading and QA.

Invoicing: Some translators use a basic Excel spreadsheet to track projects and invoices, but you can also consider paying for an invoicing tool like QuickBooks, Translation Office 3000, or Xero to record your financial information, send invoices, and run reports.

Speech-to-text: Translators often find it useful to use speech-to-text or text-to-speech in order to dictate translations or proofread their own writing. Free versions of text-to-speech tools exist on most word processors, and Dragon Naturally Speaking is a popular speech recognition software that can help save time during translation.

OCR Software/PDF Editor: Clients will sometimes provide files in flat PDF format, which can make it challenging to estimate a word count or use the source file in a CAT tool. Software tools like Adobe Acrobat and ABBYY FineReader can help translators edit PDFs or run optical character recognition (OCR) in the course of their work.

Security: In order to comply with independent contractor agreements and government regulations, translators and editors should secure their files against viruses, hackers, and hardware problems. See this post on antivirus software for some helpful ideas. As for a backup solution to restore your data in the event of loss, options include cloud storage services, cloud backup software, and network attached storage (NAS) systems. Last but not least, don’t forget about encryption software.

Other Tools

Office supplies: Don’t worry about going to Staples and buying the latest standing desk right away, but make sure that you are comfortable in your office environment. You may not be concerned about health problems now, but if you plan to make a full-time job of freelance translation, you’ll want to invest in equipment that’s good for your health at some point! An ergonomic computer mouse and keyboard is a great addition to your office repertoire, and even if you aren’t ready to purchase an adjustable desk or exercise ball chair, you should be sure to elevate your computer screen(s) so that you won’t have to crane your neck to view it. Some companies, like Contour Design, for instance, will even offer a free trial so you can see if their products are right for you.

Then there is the matter of desk organization preferences. If your desk is too cluttered, invest in a file organizer. If you edit best by reading printed materials, buy a printer and some paper so you can make hard copies when reviewing documents. If you expect to be translating a lot of official documents that need to be notarized and mailed to clients, get yourself some stamps and envelopes. The bottom line is to purchase what you think you’ll need. Many office expenses are tax-deductible, so don’t stress over buying these small-ticket items for your office that make your work life easier or more efficient.

Print resources: Dictionaries may seem a thing of the past to anyone outside our industry, but they can be of great value for specialized translators in certain language pairs. You don’t need to have a library-sized collection when you’re just getting started, but keep an eye out for online sales or conference bookshops that offer the types of print resources you may want to reference depending on your specialty area and language.

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So you want to be a translator or interpreter…what do you think? Are you ready to take the plunge? We hope this blog series has helped to answer some of your questions about getting started and put you on the path to a successful career in translation and interpreting. Here are a few more ideas of steps to take as you get started:

  • Join ATA and get involved by attending the annual conference, joining divisions, etc.
  • Join your local professional association and attend their events
  • Take a course or courses (see GALA’s Education and Training Directory, one of the courses offered in the ATA Member-to-Member Program list, etc.)
  • Read blogs or books by translators and interpreters (The Savvy Newcomer is a great start!)

As you take your first steps into translation and interpreting, keep in touch with us at The Savvy Newcomer. We would love to hear your advice for newbies to this profession.

Image source: Pixabay

Pursuing the Translation Dream: Professional Demeanor

Your translation career is moving right along: you have a growing slate of repeat customers and a modest circle of close colleagues. You can even hear a little voice in your head wondering whether you’ve finally “made it.” But that little voice has a devilish counterpart that doubts work will always be plentiful and that you’ll earn enough to meet your goals.

This post, which is part four of a five-part series on how to achieve a successful professional career in translation, explores what it takes to continue to build your business and foster professional relationships that will help you meet your long-term goals.

This series is inspired by the ATA’s Self-Evaluation Questionnaire for Translators. The previous three posts in the series contemplated what to know before the phone rings, what to know after the phone rings, and how to keep the phone ringing. In this fourth installment, we’ll look at selected questions from section 4 of the questionnaire, on “Professional Demeanor.”

Have I honed my “client education skills”? (For instance, what would I say to politely refuse a request for a job with an unreasonable deadline or fee?)

Sooner or later, newcomers to the profession will hear old-timers talk about the need for client education. But it can be hard for a budding translator to imagine what client education looks like until she finds herself in a situation that calls for it. Even then, it can feel easier to shy away from the problem than to figure out how to face it.

Here are two recommendations on how to help clients understand your work as a translator:

Talk to experienced colleagues. If there’s no one you feel comfortable seeking advice from, consider consulting the enlightened and lively participants of the ATA Business Practices list, where you’ll be sure to reap advice from those who have worked through their own trial and error. (For the record, we’re always happy to answer your questions here at The Savvy Newcomer blog, too!)

Use the power of visualization. In other words, put yourself in the client’s shoes. Close your eyes and imagine you’re the client. Visualize yourself in their office, at their computer, even literally in their shoes. Now think about what drives that person, what worries them.

Now think of the client’s role in the exchange at hand: Imagine you’re the one who needs the translation. You’re the project manager challenged with delivering a quality translation to the end client in a short timeframe and you must find a well-matched translator who’s also able to deliver on time. Or you’re the head of marketing trying to figure out how to produce effective copy to attract customers in other languages without the CFO questioning“unjustified” expenses.

Now open your eyes and return to your own shoes. Think about how you can communicate in a way that speaks to the “client version” of yourself. How can you help the client solve their problems, while still taking into account your knowledge of the nature and value of your own work?This may mean finding common ground with the client, or it may mean forgoing the project altogether in order to maintain your own sanity and professional standards.

Either way, understanding the other party’s perspective is key.Not only does this allow us to demonstrate empathy and solve our clients’ problems; it also helps us better understand the factors that impact negotiations. If you recognize the importance of a certain text or a critical deadline, there may even be room to negotiate a higher fee commensurate with the value you can offer.

Do I request constructive feedback on my work and services? (Do I accept criticism graciously, and consider it seriously with the intent to learn and improve my skills and services?)

We’re taught from a young age to seek positive feedback, whether in the form of good grades or “gold stars” for following the rules. This can make it uncomfortable to receive critical feedback later in life, since we often understand criticism to mean that we’ve done something wrong.

Yet constructive criticism is key to honing one’s professional skills. What master cellist, ballet dancer, or surgeon perfected their craft without any guidance? Similarly, the craft of translation is no easy feat and can’t be mastered in isolation.

Indeed, many translators are content to translate in the privacy of their own homes and share their work only with the clients who hire them. The best translators, on the other hand, spend painstaking hours teaming up with keen-eyed colleagues who help them refine their craft.

Yet, because translators are generally a kind breed, it can take time to find a colleague who has what it takes—that is, not only the talent, but the willingness—to provide the constructive feedback you need to advance your skills. That said, it’s worth the search.

You’ll find some helpful tips on how to do this and more in this post: “Hone Your Craft Before You Sell—How I Would Have Practiced as a Newbie in Hindsight.”

Do I refrain from casual discussion about an assignment or a client/bureau/colleague, realizing that such casual talk could be problematic and detrimental to everyone – the client and the translation profession as well as my colleagues?

Our job as freelance translators is both thrilling and challenging. There are inevitably times that we want to revel in a positive experience—or vent about a negative one—with colleagues.

Especially when it comes to negative experiences, keep in mind that there’s a difference between sharing factual information—such as a dubious payment record—and badmouthing a client or fellow translator. Before indulging in gossip, consider how your words will come across to others. How would you would react if your comments were to get back to the subject of the conversation (that is, the criticized client or colleague)?

Most importantly, if you have regular complaints about someone you work with, be it a client or a colleague, it’s probably time to find a new customer or collaborator whose praises you’ll want to sing!

Do I acknowledge those who refer clients to me with a thank you note or call, a reciprocal action, an agreed-upon finder’s fee, or some other mutually understood recognition?

Humans are social creatures. We function on reciprocity. A thank-you note or a return favor (for example, a return referral) goes a long way. The lack of reciprocation may go an equally long way—in the opposite direction.

In some professions, it’s customary to reciprocate referrals with a “finder’s fee.” There have been discussions about this on the ATA Business Practices list, and the general consensus has been that translator colleagues prefer a karma-based system (and a sincere thanks) over a cut of the earnings.

There are plenty of simple ways to show gratitude that may not fill anyone’s wallet, but do fill a metaphorical“bank account.” One of these is to let the referrer know you’ll keep her in mind as a resource in the future. If you know she would be a good fit, you could also hire her to collaborate on a project when the opportunity arises.

When you show gratitude for favors or, better yet, have the opportunity to return them in a meaningful way, you find yourself in a mutually beneficial cycle of reciprocity that builds trust, camaraderie, and—yes—more work.

In short, take advantage of the power of word-of-mouth referrals. Do so with grace and the benefits will multiply.

Now that you’ve armed yourself with powerful relationship-building tools and learned how to avoid pitfalls that could make things go sour,you’re ready to explore what it means to become a Promoter of the Profession, the topic of the fifth and final post in this series. Stay tuned!

Image source: Pixabay

ATA59: Making the Most of my First Conference

I finally found the perfect opportunity to attend the ATA’s flagship event, the ATA Annual Conference: ATA59 in New Orleans. It was everything I had hoped it would be and more!

As you think ahead to attending your first conference, I thought it might help to learn a bit about how I prepared for, attended, and followed-up on my first ATA Conference. I’m sharing some of what I did to ensure it was a wise professional investment and not just fun.

Conference Preparation

Understanding What to Expect

I wrote to or spoke with at least a half-dozen colleagues to ask them about their experiences and to ask if they had any advice for me. A few tips I got a lot: 1) plan your conference ahead of time, 2) don’t try to do everything, and 3) stay away from enormous events. I followed tips 1 and 2 but chose to attend the massive Spanish Language Division Dinner with 200 other people, and it was great. Already, on the walk over, I bumped into two Texas interpreters I had been meaning to connect with but didn’t know would be at ATA59.

I also listened to a few podcasts about the event. One was the official ATA Podcast, hosted by Matt Baird. He conducted several interviews with candidates running for the board and led an informative episode with ATA President-elect Ted Wozniak about anything and everything to do with the conference. The Speaking of Translation Podcast, hosted by Corinne Mackay and Eve Bodeux, also has episodes dedicated to the topic of ATA conferences. They discussed making firm plans with anyone you want to meet well in advance, mentioned that the CAT tool companies offer their best discounts at the conference, and recommended choosing your shoes very wisely.

Goal-Setting

My ATA Mentor (you can read about my ATA mentoring experience here), former ATA President Dorothee Racette, CT, suggested I think long and hard about what my main goal for the conference was and to plan my conference experience accordingly. She suggested reading about sessions and events with my goal in mind, but also encouraged me to allow enough flexibility to miss a session or two in order to spend time in the Exhibit Hall or to continue a great conversation with someone.

Pre-Networking

Two of the best connections I made while at the conference came from reaching out to people I knew beforehand who connected me to others they knew. These two new connections were a wonderful and professional agency owner, as well as a veteran conference attendee who became my unofficial conference mentor, inviting me to join his group for a few meals, and introducing me to a number of his colleagues. Both of these connections made a huge impact on my experience; I treasure the wonderful insights they shared about their working life and was pleasantly surprised that these interesting conversations even led to some work offers after the conference.

Translators and interpreters are a nice bunch, so if there is someone you have noticed on ATA forums, or whose writing has caught your eye in the Chronicle or on the Savvy Newcomer blog, or that you’ve heard about somewhere else, reach out and start a conversation before the conference.

At the Conference

Events Attended

I thought it might be helpful to see how much you really can pack into a few days, so here’s a bit of what I did while at ATA59.

In addition to thought-provoking educational sessions (there were 180 to choose from during 12 slots), I also attended the Buddies Welcome Newbies events held on the first and last days, the Welcome Reception, the Exhibit Hall, the Mentor-Mentee meet-up, the Annual Meeting of All Members, the Law Division lunch, the Spanish Language Division dinner, the Career Fair, and I even was able to enjoy the “Breakfast with Board Members” by sitting at a table with a number of board members.

Meeting people at these events was not only fun, but talking shop face-to-face in informal settings gave me great knowledge of what others in my field are doing. It also led to fantastic conversations with Savvy Newcomer leaders Jamie Hartz and David Friedman, which ultimately resulted in me writing this article. You just never know what might happen!

Follow-Up

The Buddies Welcome Newbies event offered on the last day of the conference had a lot of great tips about following up. Helen Eby, one of the Buddies Welcome Newbies leaders, tallied up the cost of attending the conference, both in terms of actual travel and conference costs and the opportunity cost of not working on those days. Helen asked what we would spend that kind of money on and then just throw away, never to think about again! This obviously highlighted the importance of post-conference follow-up.

I did personally follow-up with a number of people I met, and that has led to many interesting conversations. That being said, have I made the most of the momentum I felt after I returned from New Orleans? I have not thrown away the experience by any means, but I will admit that I have not done as much as I could to incorporate new business skills I learned, for example. I also recognize that I could do more to strengthen connections made.

Next time, I will probably pre-write a to-do list of what to do after I return and pre-schedule those tasks into my calendar before I leave for the conference, so that when I return, I can head to my office and let my calendar remind me to do everything I know I need to do.

Conclusion

My best advice is to recognize that your conference fate is really in your hands, and it is up to you to figure out exactly what you want out of it and to make a plan for how to achieve that. I hope my experience can give you food for thought about how you can make that happen for you. Attending the ATA Annual Conference was a wonderful investment in my career and business, and I am ecstatic when I think about all the conferences in my future. I hope to see you there!

Author bio

Jessica Hartstein is an ATA-Certified Translator (Spanish>English, French>English) and a Texas Master Licensed Court Interpreter (Spanish-English). She holds a MA in Conference Interpreting and Translation Studies from the University of Leeds and graduated Cum Laude with a BA from Rice University. Prior to working freelance, she held full-time, in-house translation positions at a marketing firm in Luxembourg and an oil and gas engineering company in Houston. Jessica specializes in legal, medical, asylum, and oil and gas translation and interpreting projects. She has been fortunate to have lived abroad in Spain, China, Japan, England, and Luxembourg. E-mail: jessica@jessicahartstein.com, Website: http://www.jessicahartstein.com/