Selling Yourself as a New Translator
Andrew Mann
As a Tutor on the MA course in Translation & Interpreting at University of Bath, one of the main questions I am asked by students when they are thinking about how to start their career as a freelance translator is, “How on earth am I going to find work?” This is also, no doubt, a question more established translators ask themselves from time to time.
Unfortunately, no amount of enthusiasm on its own is going to make the telephone ring or the inbox overflow with emails. Instead, new freelance translators need to think about building long-lasting relationships with agencies, with the long term aim of becoming one of their preferred suppliers.
Part of the initial process involves constructing a concise and coherent CV, which can be used as an initial point of reference for agencies. This may sound obvious to some, but there is more to it than blindly sending out CVs to dozens of agencies and hoping for a response. In this article I hope to offer some ideas on designing a CV that will get you closer to the top of the pile, as well as discussing some tips on keeping it there.
Before sending out CVs by email, it is worth thinking hard about what you want to get out of the exercise. As a freelance translator, do you want one-off projects or on-going work? Do you want to do occasional work for a range of agencies or to become a preferred supplier for a particular language combination or specialist area? Do you want to work full-time or do you prefer a more casual approach?
It is also worth thinking about why an agency should engage you to translate a piece of work at all. There could, of course, be many reasons – including price, accuracy, availability or reliability. Is there anything you can offer them which is different to other translators? An agency is likely to have a large number of potential suppliers on whose services they can call, many of whom may already meet their requirements on price, quality and turnaround speed. So what can you do to make yourself stand out from the crowd?
It is worth remembering at this point that, despite increasing automation in the industry, people generally still buy from people, and therefore still require a human element in the supplier selection and buying process. This means that building a lasting relationship with existing and potential clients is really the cornerstone of your business as a freelancer. There is no easy or quick way to do this unfortunately, but there are some simple things you can do to get the ball rolling and to starting building relationships.
During the past 10 years of working in translation agencies, I have seen dozens of CVs arrive every week via email to ‘info’ or ‘enquiries’ mailboxes in the hope of sparking an interest and being added to a database. Sadly, in many cases, the person assigned the task of dealing with applications, either a Project Manager or Vendor Manager, may only be able to handle a small number from time to time, due to other work pressures. This means that many applications get ignored, many don’t even receive an acknowledgement, and the lucky few who may get asked for further details or a sample or test translation, may subsequently be added to the database but then forgotten about.
Of course, this suggests that the agencies in question should manage their processes, time and vendor relations better. However, there are a number of things you can do to prevent your CV being ignored and which will help a Vendor Manager to remember you as a translator, but also as a person.
Although a small number of translators may occasionally call an agency as a first contact method, it is really rather rare. However, as most freelancers use email as the first step, a quick call can be a good way to start building rapport with a real person and start standing out. It is also an ideal opportunity to squeeze into the conversation something unique about you as a person, whether this is an achievement or an interest, and make yourself more memorable. Although some may see this as ‘cold calling’, it isn’t really the case, as it should already be clear that agencies have an established need for freelancers’ services, which means much of the hard work is already done.
Your initial call can then be followed up with a carefully constructed email to a named person with a CV attached. It is important to get this part right, as it will help to strike a balance between a formal application and being considered friendly and accessible.
Most people can construct a coherent and informative CV, which they might use as a general starting point for applications. However, with a few small changes to the standard layout, you can present the Vendor Manager with the core information they’ll be looking for, meaning they won’t miss a vital piece of information previously hidden away somewhere on the second page.
When designing the CV, rather than listing all your work experience and qualifications in a long list, it is worth thinking about the information a Vendor Manager is likely to want to know and synthesising this into a brief, bulleted profile, framed and placed in the top third of page one.
For example, they are likely to want to know a your language combinations and competencies, details of your relevant qualifications, your specialist areas, your experience, your rates (including minimum charges), whether you used Translation Memory tools, your contact details; as well as a very brief personal statement to offer some insight into you as a person.
Rather than being spread throughout the document, this information should all be concentrated at the beginning and can then be extended in the subsequent “Work History” and “Education” sections. It will be the first thing the Vendor Manager reads and is likely to make a lasting impression.
With the main information synthesised into a readable form at the top of the page, you should then concentrate on fine-tuning the rest of your CV. It also goes without saying, of course, that there shouldn’t be a typo anywhere near your CV. This is, in fact, surprisingly common, but will instantly mean your credibility is lost and it is unlikely anyone will read any further.
Delivery of your CV by email is also something which needs careful consideration. Firstly, the filename should include your name, the language you translate and the date. Some applicants simply call it “CV” and attach it to a blank email and jettison it into cyberspace. This suggests that communication is probably an afterthought and it is unlikely to grab anyone’s attention.
A CV on its own is a fairly limited tool. However, if you can combine this tool with some information about yourself as a person, as well as with a follow up call, you stand a better chance of building a rapport and getting yourself onto a shortlist of potential suppliers.
It may, of course, be the case that a single call isn’t enough to tempt or persuade some Project Managers or Vendor Managers. It is probably worth devising a call-rotation plan and calling at least every 6 months, particularly if they are friendly and receptive. This is also an opportunity to discuss rates – not only to learn of the agency’s expectations, but also to make them aware of your expectations. This too, will help to develop the relationship and will therefore increase your chances of being offered work.
In summary, a CV should be thought of as a starting point in building a relationship with the agency. Combined with follow up calls and rapport building, it can be very effective. As with all relationships, however, it does take time. But if you’re new to freelancing, you have to start somewhere and if you’re going to be spending time and money building contacts, it is worth making them count.
This article was first published in the ITI Bulletin magazine, September 2010
