A pan-European agreement on translation working practices?

 

Future-proofing panel at EC Rep. in the UK © Anglicity

At the French CNET conference, Miklós Bán of Proford explained how a 16-page agreement had transformed the translation business climate in Hungary. The agreement was worked out between AHTI (the Hungarian Association of Translators and Interpreters) and Proford (the Hungarian Association for Language Service Providers). I believe that s similar agreement should be worked out not only in France and the UK, but across the European Union - and maybe even worldwide in the future?

Towards a Pan-European agreement? © md3d

Miklós Bán is the Chairman of Proford, the Hungarian Association of Translators and Interpreters. Proford is a young association by comparison with the French CNET network founded in 1977 or the UK's ATC founded in 1976. It was founded in 2012 and has just 11 members. CNET has a membership of 30 French LSPs and the ATC has a membership totalling nearly 150 worldwide LSPs.

A future for the British translation industry? © UMB-O

Historically, there had been a lot of animosity between the freelancers and LSPs in Hungary. Cooperation was difficult and tough market conditions had exacerbated the situation. It was in the LSP's best interests to reach an understanding. After all, they need good translators for their businesses to function well.

Miklós viewed freelance translation and translation companies as essentially two different professions. There was a lack of understanding between the two sides. They needed a point of reference - a document that could act as a professional standard to outline what each side could expect from the other.

Recommendations

Recommendations for translation company associations to reach a similar agreement included:

1. Start any improvements on your own side first.

2. Do not criticise the freelancers.

3. Be prepared to make the first gesture - in fact, make the first 15 gestures to establish trust.

4. Invite freelancers to translation company events free of charge.

5. Work under the International Federation of Translators' (FIT) umbrella - for an external viewpoint, to check proposals against international practices and legal issues.

6. Recognise that in any conflict, there is generally fault on both sides. Always criticise your own side first.

7. Encourage any translator employees or freelance translators to join the freelance associations - especially younger generations with fresh viewpoints.

8. Share viewpoints on the whole translation process - companies often can't see the freelance viewpoint and vice versa.

FIT Conference in 2014  © Anglicity Ltd

Drafting the agreement

The agreement set out the rules between the parties and had several key stages:

1. agreement on the topics to be covered and scope

2. drafting

3. editing

4. lock-up

5. compromise

6. acceptance and endorsement

By the end of stage 3, they had two separate 16-page documents - a freelance version and an LSP version. At this point, they locked the two sides in a room together to work on a single, unified text. It took 8 hours. 

An lock-up lead to the final agreement © pict rider

Details

1. Definitions

They used those set out in the European translation standard EN15038.

2. Terms of cooperation

Covered non-disclosure, no sub-contracting, NDA, NCA, certification and references.

3. Quality

Mutual requirements. What input is needed? Who does what?

4. Complaint management

5. Technology

CAT, MT, IT, infrastructure

One of the biggest issues was over intellectual property (IP). Case argued for translation memory as client's property.

6. Payment

·      Capacity and output

·      Basis of payment

·      Payment terms - not the exact terms, but they have to be specified in advance and accepted. Payment has to be respected by the LSP.

·      Public procurement

Minimum rate

Proford tried to set a minimum rate. (I will return to my discussion with Miklós in the break on this subject in a separate blog).

The tricky points

Miklós outlined the tricky or sticking points in the negotiations between the two sides.

1.    Gain insight and empathy for the opposing viewpoint. (The viewpoint of the company owner may be far removed from the freelancer, if no project manager experience).

2.    Mutual reality checks on the right way to do business together

3.    Ownership

4.    Basis of payment

5.    Money

6.    Terminology/identity - what is an LSP?

7.    Change - climate change, openness, commitments, responsibility

A chain of agreements from Hungary to UK/Europe?  © H.Peter

The Hungarian document now offers an endorsed outline on best practice in the translation industry. Proford would like to share it outside Hungary. Having worked on nearly all sides of the industry (client, translation buyer, freelancer, project manager), I have witnessed the lack of trust and its consequences for all parties. I believe that this proposal should be given serious consideration and support by all national associations and the European Union.

For further information on Anglicity's services, email karen@anglicity.com.

Karen Andrews runs
Anglicity Ltd. She is a

technical writer and 

translator with over

15 years' marketing

experience. Anglicity offers

marketing consultancy and

content marketing with a 

particular focus on innovation.

Sales at the French CNET Conference

Eiffel Tower stands tall in March sunshine

Following UKTI's embassy event on Big Data, I remained in Paris for the French association of translation companies' annual conference. CNET (Chambre Nationale des Entreprises de Traduction) held the event in a five-star hotel near the Eiffel Tower. The conference title was Vendre Plus, Vendre Mieux (Sell More, Sell Better).

 
CNET's President, Pierre Bastos, opened the conference. Some faces were familiar from previous ATC and EUATC conferences. Participants had travelled from as far as Israel, Greece, Estonia and Finland. Most were French, with a fair number from Lyon as well as Paris.

EUATC

Pierre then handed over to Catherine Granell, CNET's General Secretary. She gave a presentation on the EUATC's forthcoming conference in Lisbon on 23-24 April. She stressed the value of networking with other European translation companies. She expressed her concern at how poorly France is represented at such international events each year. In 2014, just 4 French companies attended the EUATC conference, despite the fact that it took place in Juan-les-Pins, France. Over lunch later, a number of French participants said that they were considering attending the ELIA (European Language Association) conference from 16-18 April in Lyon.

Sales

There followed an excellent presentation on sales by Dominique Zouzou. Dominique is an experienced Sales and Marketing Director for major international companies. His presentation was well-supported with data and graphics. He demonstrated the change in sales approach required by today's clients. I was fascinated to hear confirmation that the marketer's task has increased, while the sales role is now confined to the very end of the cycle. 


Dominique supplied some interesting figures: 

• Sales is a thankless task with a 99% failure rate from prospects.
• 90% of sales prospects never reply to cold calls.
• 93% of clients today use internet research before contacting you.
• The sales process is 57% complete before you even know about it.
• 65% of the top sales performers use social media.

Dominique took us through the changing demographics. He explained the changing contact preferences of the different generations - from the Baby Boomers to the future's Generation Z. The data came from the US. I wondered if social networking was advancing at the same rate in France. (Networking over lunch in France seems as important as ever).

E-business

The next presentation Selling Translation on the Internet followed on neatly. Welshman Nigel T Packer of Pelatis Online presented in English. He advised participants that their translation teams would need new e-business and transcreation skills - or, (Nigel teased) UK e-businesses might cross the Channel and "steal" their work. He spoke of a new 10-week course at Swansea University, hopes for a Masters course and his planned masterclass at April's EUATC conference.

CNET Survey

Next up was Hugues Mantoux, CNET's administrator. He presented the CNET membership survey that first began in 2002. No official survey of the French translation market exists. Concerns about the number of active participants in CNET's 2015 survey casts some doubt on the validity of the findings and figures.

The French market appeared much smaller than I would have expected. There are relatively few new entrants to the market with most companies being mature and well-established. The average French translation business was experiencing a decline in its turnover, especially in Paris. Any industry growth seemed to be outside Paris. Concerns over payment delays and pricing are shared with the rest of Europe. There was a worrying 11% drop in internships.

Hungarian Agreement

After a very enjoyable lunch, Miklós Bán presented on how Proford, the Hungarian Translation Companies' Association negotiated an agreement with its freelance translator associations. There is much food for thought here for other European associations. With 15 years' experience in the industry, Miklós shared a perception that it is not always easy to work with French freelance translators. In Hungary, two agreements (one for translation and the other for interpreting) resulted in a 16-page document that transformed the business climate.

A lack of trust and understanding existed between Hungarian translators and translation companies. There was also a generational gap between the older and younger translators. Hungarians often still look to the state to resolve professional issues and conflict. Democracy and self-regulation are newer to Hungarians than the French. (I will return to this interesting agreement in a separate blog with greater detail and my own thoughts).

Translation Buyer's Perspective

Arnaud Kauer then gave a translation buyer's perception of a multinational's translation requirements. As I gave a presentation at ELIA Budapest in 2012 from my then translation buyer's viewpoint, I was very interested to hear his views. I noted some cultural differences in his approach to the subject. I also observed how his comments were received in the room.

Social Media

Juliette Eskenazi gave the final presentation of the day on social media, thus building on its demonstrated importance to sales today. She discussed Facebook and LinkedIn primarily. Facebook is the main French social network with 28 million users. There seemed to be some reticence in the room about social media, particularly from Brittany. Our speaker and her audience demonstrated the same difference in attitude between the generations as found in other countries.

Two very full days in Paris came to an end. It was good to meet new contacts at the CNET conference and exchange contact details. I hope that some will become good future business partners and prospects. We said our farewells in the hotel's garden. We had missed the solar eclipse earlier in the day. The morning's mist had cleared. The Eiffel Tower now stood tall in a sunny, blue sky.

Karen Andrews runs
Anglicity Ltd. She is
a technical marketing

consultant. She offers

content writing,

editing and French to

English transcreation 

services.

Contact: karen@anglicity.com 
for further information.