Wednesday, July 18, 2018 at 10:00 AM BRT
Thursday, July 19, 2018 at 5:00 PM BRT

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PUC-Rio Auditório Cleonice Berardinelli 
Rua Marquês de São Vicente, 225 4o andar - Gávea
Rio de Janeiro

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Denise de Vasconcelos Araujo, Raquel Schaitza, Richard Laver 

Know Your Worth: Understanding Marketing and Negotiating for Interpreters 

Dear interpreters,

If you are an interpreter who wishes to improve your relationships with clients and prospects, gain more respect, and negotiate higher fees, then this two-day event is exactly what you need. You will receive two days of tuition, covering essential skills for any interpreter, costing less than one day’s interpreting fee.

You will be encouraged to take a step back from your own position, and envision the entire client relationship from new perspectives.

We will examine the mindset underlying the marketing and negotiating tasks that you carry out every day, so you may acquire invaluable tools that will have an immediate effect on your bottom line.

We will address questions such as:

What can you do to increase your chances of getting the job once you have targeted the client?

What should you avoid saying, or else the client may never hire you – or anyone else?

What phrase should always end your conversations with any client?

How do you increase your chances of earning what you are worth?

We will discuss concepts such as branding, selling, client relationships, pricing, negotiating tricks, and "coopetition," all illustrated with real-life examples.

Julia draws on parallels with other – often surprisingly similar – professions, and what lessons we could learn from them. She focuses on the upstream work that must be done by the interpreter before advertising his/her services, as well as on the preparation involved before beginning the selling or negotiating process. She will work with you on your examples, as well as case studies from her own experience, showing how these techniques are replicable across markets.

Julia Poger, M.A.C.I. (MIIS); ATA; AIIC, started her career as a marketer and negotiator at a young age, developing her selling skills in markets as diverse as newspaper advertising, books, shoes, ideas and - once she received her Master’s Degree in 1987 - interpreting services. Her interpreting experience includes building and retaining a wide-ranging client base in the private, institutional, and government markets on both sides of the Atlantic. She has worked at presidential and cabinet levels in two US and one French administration, at ministerial and presidential levels for international organizations, as well as for CEOs from various Fortune 500 Companies. Since 1998, she has trained interpreters in consecutive interpretation, English as a B language, and marketing and negotiating techniques, and has taught and/or examined in schools in six countries. She is a member of the Belgian AIIC Network of Trainers (BANT), co-organizes the Cambridge Conference Interpretation Course (CCIC), and offers consulting services on marketing, branding and brand identity for luxury and niche products and services – like interpreting!

Early bird AIIC members (until May 1st) - 320 euros
Early bird non-members (until May 1st) - 370 euros
Full price AIIC members (as of May 2nd) - 370 euros 
Full price non-AIIC members (as of May 2nd) - 420 euros


ATPD training@aiic.net

Brazil Training braziltraning@aiic.net