Dear architects of meaning in a world that just wants speed,
Today I want to give you something useful. Not a theory or a vague tip. A new lens you can use to decide how you’re pricing your work now that AI has changed the pace.
I’m going to show you a real contradiction between two translators using the same tools… and why we’ve landed on totally different strategies. By the end, you’ll be able to see more clearly which model makes sense for you. And you’ll probably get some unexpected clarity on where you’re leaving money on the table without even knowing it.
Last week, I shared how I’ve shifted my pricing as my productivity has increased. I talked about offering CAT tool discounts. I mentioned giving volume breaks. And for the more budget-sensitive clients, I shared how I use a lighter “MTPE-style” workflow that delivers about 80 percent quality for about half the effort. Not garbage. Not conventional post-editing. Just a leaner version of my usual work for projects that don’t demand the gold standard.
I got a reply from a reader that stopped me. I won’t name them, but here’s the gist of what they said.
They told me that their agency client pricing is mostly fixed. CAT discounts are set in stone. Rates are predetermined and inflexible. So instead of trying to layer models or offer alternatives, they just set their rates to reflect their real productivity. And since they’re hitting 800 to 1000 words an hour, even before AI, they’ve got margin built in.
They also said they take MTPE work. Even at a 50 percent discount. Sometimes, they said, it’s more profitable than full-scratch translation. They tracked a recent job where their hourly came out about ten percent higher than usual. For them, lowering rates to win back a lost client isn’t a loss. It’s a business decision. If it pays, it’s a win.
That was eye-opening. Because none of what they said is wrong.
And yet… I’ve built my entire approach around a completely different logic.
So let me pull this apart for you.
If you’re working with big agencies, you know how this goes. You don’t get to name your price. You’re inside their system. And if they won’t budge, you work with what they give you. In that context, your edge comes from productivity. If AI helps you do more in the same time, that margin is yours to keep.
But if you’re working with direct clients, or even agencies that are a little more flexible, you have more room to frame the offer. That’s where I’ve leaned hard on structured choices. Instead of lowering my full-service rate, I offer two distinct options. One is the full process with multiple checks and refined tone. The other is a leaner pass that still gets the job done, just without the bells and whistles.
The surprising part? More clients are open to that than I expected. They don’t always want the cheapest option. They want clarity. They want to know what they’re paying for and whether it fits the need.
And here’s what I’ve learned. If you can show them that distinction in plain language, many will go for the higher option anyway.
I’ll admit something here. When I started offering these two-tier setups, I did it almost reluctantly. I thought it might devalue the high-end work. But the opposite happened. It clarified the value. It positioned the premium work as premium. And it let me stay in conversations that I would’ve lost otherwise.
So here’s what I want you to do.
Look at your current clients. Look at your recent projects. And ask yourself a few simple questions.
Am I assuming I can’t negotiate just because I haven’t tried?
Am I offering more than one version of the service, or am I forcing every job through the same gate?
Do I actually know what I’m earning per hour… or am I still going by gut feel?
Could I win back a client with a smaller scope instead of a smaller price?
These questions don’t come from theory. They come from what I’ve seen working in my own business and in the businesses of translators I talk to every week.
Now, the reader who sent me that email? They’re tracking their work. Not just rate and word count, but the time spent and the actual outcome. They know when they’re winning. They know when they’re not. That kind of clarity is rare. And I admire it.
Most translators don’t do that. They go by feel. They remember the worst part of a job and forget the rest. They don’t have the data to make better decisions.
Which brings me back to something I said earlier. Pricing isn’t just about being profitable. It’s about capturing the full value of what you do, without leaving opportunity, trust, or leverage behind.
And if you take nothing else from this email, take this.
You don’t have to choose between charging more or earning less. You just have to understand which parts of your work actually drive the value… and which parts can be adjusted without compromising the whole.
This is the kind of practical, translator-specific, AI-aware business thinking that’s really hard to find out there.
It’s not theory. It’s not hype. It’s not buried in generic freelancer blogs or plastered all over LinkedIn.
If this email gave you a new way to think about your pricing… or helped you see your own business model a little more clearly… I’d love for you to share it.
Think of one fellow translator who’s trying to figure out how to price smarter with AI in the mix. Someone who’s either racing to catch up or quietly wondering if they’re falling behind.
Forward this email to them. Or better yet, send them here to sign up:
https://cf.cotranslatorai.com/newsletter
I’m off social media right now, by design. Which means this newsletter is the only place where I’m sharing these kinds of insights regularly. If someone wants the real stuff — not just headlines and hot takes — this is where they’ll get it.
Thanks for being here. Thanks for thinking differently. And thanks in advance for spreading the word.
Talk soon,
Steven