NewsClips June 2014 by Ontario Community Newspapers Association

newsclips JUNE 2014

Understanding Canada’s New Anti-Spam Legislation By Anne Lannan OCNA Executive Director

Canadian businesses have been busy trying to wrap their heads around the transition to some of the toughest anti-spam legislation in the world that comes into force July 1, 2014, and newspapers are no exception. Newspapers Canada has released information about Canada’s anti-spam law (CASL) to help newspapers understand how the legislation will impact their business. It can be found at http:// www.newspaperscanada.ca/news/public-affairs/overview-canadas-new-anti-spam-legislation. CASL makes it illegal for a person or organization to send unsolicited commercial electronic messages (CEM - such as email or a social media messaging platform), to install a computer program without consent, to make false or misleading electronic representations, or to collect electronic addresses without authorization. In addition to covering spam, the legislation and its related regulations also attempt to cover spyware, address harvesting and false and misleading representations involving the use of any means of telecommunications (e.g. SMS, social networking, websites, URLs and other locators, applications, blogs, etc). Violations may result in an administrative monetary penalty per violation - for an individual $1 million and for a business $10 million. CEMs would include an offer to purchase, sell, barter, or lease a product, goods or services, or an offer to provide a business, investment or gaming opportunity. Before an organization sends someone a CEM, they will need to have first obtained the recipients’ express consent. My Inbox has been overflowing with messages asking for my express consent to continue receiving e-mail communications from companies. Most are not conforming to the requirements of the legislation by providing the options of either agreeing or not agreeing

WHAT’S INSIDE:

NEW PUBLISHER FOR METROLAND KAWARTHA Mike Mount acquires leadership of the Peterborough-area division.

See Page 3

in a format that is not pre-selected with I Agree. Many don’t even have the unsubscribe option so I’ve been ignoring them. Interestingly though are the messages themselves that simply provide a company name, but don’t outline what they do or why I should want to continue hearing from them. I want to receive communications from companies that have products and services of interest to Ontario’s community newspapers but I’m not going to search online to find out about them. Don’t assume everyone knows who you are and what you do. So in your communications, please ensure your messages promote the fact that your newspaper company is the main communication vehicle in your community, providing the vital link between readers, community groups and advertisers, etc. and outline some of your products. OCNA will monitor the trends in the ‘unsubscribe’ movement

HUNTERS AND FARMERS Effective ad departments have both and effective managers know how to develop both.

See Page 9

ATTITUDE IS SERIOUSLY UNDER-RATED Don’t let poor attitude convince you that you’re not in control.

See Page 12

June 2014 MONTHLY PUBLICATION OF THE ONTARIO1 COMMUNITY NEWSPAPERS ASSOCIATION www.ocna.org

ASSOCIATION NEWS

How Can Newspapers Take Advantage of the New Legislation?

NEWSCLIPS VOLUME 03, ISSUE 09 3228 South Service Rd. Suite 116 Burlington, ON L7N 3H8 p.905.639.8720 f.905-639.6962 e. info@ocna.org w. www.ocna.org

>>> Continued from Front Page

for businesses in Ontario, as this could help our industry show these businesses that Ontario’s community newspapers continue to grow and reach 5.2 million homes. A business that may have pulled back its advertising budget to move to a larger presence online, will soon be looking for effective methods to reach their customers. Have you considered running house ads in your newspaper and online? Anti-Spam legislation in effect. Need help reaching potential clients? Our newspaper reaches xxx households every week! Let us help you be successful. I have heard some publishers say that the legislation will some advertising sales reps to get on the street to knock on doors of non-advertisers; instead of relying on generic emails. Many are saying this will be a positive step to building meaningful relationships with advertisers since the advent of e-mail. Newspapers also communicate electronically with subscribers and potential subscribers, so they will need to obtain express consent from previous/potential subscribers as well so they can send electronic messages. As Jason Grier, Newspaper Canada’s Senior Advisor, Policy and Public Affairs, states, Canada’s anti-spam legislation has been heavily criticized for being overly broad and subject to multiple interpretations. However, its intent is not to interfere with reasonable business practices but to deal with the public and business concerns about actual spam. We have received assurances from enforcement authorities that organizations that undertake efforts, in good faith, to comply with the law should not face a problem. Please take the time to review the Newspapers Canada material, which should be able to address many of the questions you might have. However, if you still have any specific questions regarding your requirements, please forward your inquiry to jgrier@newspaperscanada.ca and he will work with the appropriate regulatory enforcement authority to provide you with an interpretation.

Continued on Page 6 >>>

OCNA BOARD PRESIDENT

Gordon Cameron

FIRST VP INTERIM

Dave Adsett

SECOND VP

Andrea DeMeer

SECRETARY/ TREASURER

Dave Harvey

PAST PRESIDENT

Mike Mount

DIRECTORS

Anne Marie Creskey Abbas Homayed Mike Power Rick Shaver Ray Stanton John Willems

OCNA STAFF EXECUTIVE DIRECTOR

Anne Lannan

CONTROLLER

Todd Frees

04 ......................RELEVANCE NEEDED TO USE NAMES IN COURT STORY

MEMBER SERVICES

Karen Shardlow Kelly Gorven

05 ..............................CO-OWNER OF LAKEFIELD HERALD PASSES AWAY

ACCOUNTING

Lucia Shepherd

AD*REACH

Ted Brewer Carolyn Press Erica Leyzac

IN THIS ISSUE... 06 ..................................................ENCOURAGE YOUR READERS TO VOTE 07 ....................................UPCOMING ONLINE MEDIA CAMPUS WEBINARS 09 ...........................................................................HUNTERS AND FARMERS 10 ...........................................HIGH VALUE QUESTIONS IN NEGOTIATIONS 11 ......................................................................................................FAVE FACES 12 .....................................................ATTITUDE IS SERIOUSLY UNDERATED

June 2014

www.ocna.org

MEMBER NEWS

Mike Mount Now Leading Metroland’s East and Kawartha Division

OCNA MEMBER SPOTLIGHT

With the retirement of Kawartha Media Publisher Bruce Danford, Mike Mount has acquired the leadership of the Peterborough-area division, on top of his already-busy role of overseeing Metroland East. The new division has 11 offices and 24 newspapers stretching from northern Durham Region to the Quebec border. Over the past few months, staff in both divisions have been getting to know each other and finding ways to best work together. They share some synergies, not only in sales, finance, distribution and news coverage, but in the direct-mail sector as well. The goal is to build on those strengths and adopt best practices of both divisions. “Both the Metroland East and Kawartha divisions have been successful in their markets,” Mount says. “I hope staff in both operations can learn from each other and we continue to strengthen our positions in the communities where we publish.” He is dividing his time between the Smiths Falls, Ottawa and Peterborough offices as he becomes acquainted with his new co-workers. Mount has worked in the printing and media business for 18 years, beginning with Performance Printing which Metroland purchased more than two years ago. He is also the past president of the Ontario Community Newspapers Association.

NEWSNOW CONTINUES TO EXPAND NewsNow in Grimsby is expanding its publication stable with its first foray into Stoney Creek with an advertorial-style magazine titled ‘Under Construction’. The 15,000 circ ‘progress edition’ will go throughout Stoney Creek with feature editorials on residential and commercial growth in the municipality in addition to the business stories. The 32-page book sold out quickly. Also, NewsNow publisher Mike Williscraft is pleased to announce the launch of West Niagara’s first glossy lifestyle magazine, ClubWEST Magazine. This 15,000 circulation mag will be circulated in $100,000+ income homes, with rack placement in key locations. “We know Niagara West is a great place to live, work and play. Residents here have joked for years that is like our own little club,” said Williscraft. “So why not have some fun with that? We will expand the circulation annually for a tourism destination-style book to allow us to showcase all the things we have to offer right here in our own corner of Niagara Region.” NewsNow –– independently owned and operated by Williscraft –– has seen its circulation grow to more than 25,600 homes serving the communities of Grimsby, Lincoln, West Lincoln and Winona since its inception in May 2012. A full online e-edition of NewsNow can be read at newsnowniagara.ca, while ClubWest Magazine can be read at clubwest.ca.

Did the Election Get You Pumped?

We want to hear from you! Please share your news and/ or opinions with us:

Well, your association is looking for one more community newspaper representative on our newly-created Public Affairs Committee. So if you are interested in the workings of the provincial government, and even the municipal government, we would like you to participate in this committee that is responsible for reviewing public policy issues that impact our industry and provide guidance to the association staff. Chaired by OCNA First Vice-President Dave Adsett, the committee will meet by teleconference about three to four times per year on average. Our industry’s lobby day at Queen’s Park is tentatively scheduled for Wednesday, September 24, pursuant to the legislature being in session. For more information, please contact OCNA Executive Director Anne Lannan at 800-387-7982 ext 228. June 2014

newsclips@ocna.org

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ASSOCIATION NEWS

Relevance Needed to Use Names in Court Story, Press Council Rules

OCNA MEMBER SPOTLIGHT

Ontario Press Council

A complaint filed by an individual, who was named along with his wife in a court story by the Windsor Star, was upheld by the Ontario Press Council at its June meeting. The reason was naming of the individuals could not be shown to be in the public interest. Steven Tunks and his wife Jen St. Jean were included in the story following a verbal altercation with a reporter and a photographer attempting to get a picture to illustrate a story of a drug dealer following his conviction in court. The couple was named and the incident reported at the end of the story after Star journalists said they were threatened and prevented from getting a picture outside the court. Tunks said that they exchanged words with the journalists but did not threaten them. He also said the convicted man had already left the scene. The Press Council decided that the facts surrounding the confrontation were not the issue, but rather why a decision was made by the reporter to include the information in what was, up to that point, a straight-forward, factual story about the trial. Council determined that the information about the argument outside the court house and naming the individuals added nothing of relevance to the story, not could it be shown to be a matter of public interest. Council said the reason for naming of people in a court story “should be made clear and unassailable” to readers and show relevance. In upholding the complaint, Council said that in this case the reporter failed to do that.

PAPER GEARS UP FOR HOMECOMING Wingham Advance Times staff prepare for WINGHAM HOMECOMING 2014, which will take place from July 31-August 4, 2014. From left to right: Laura Johnston, front office/parttime sales; Pauline Kerr, Editor; Sandy Woodcock, Advertising Consultant.

BULLETIN HOPES TO AID UNEMPLOYED JOURNALISTS AND SALES PROFESSIONALS

Affordable media insurance for Canadian Community Newspapers

The Toronto Downtown Bulletin is busily working on applications for licenses to publish versions of the Bulletin in cities across Canada. The idea is to give teams of laid-off journalists and ad-sales professionals a chance to own community publications for little investment and with complete assistance based on 15 years of publishing and mailing the Bulletin. In addition, licensees share the Bulletin’s long-established printing and mailing contracts, while serving their communities with their own editorial positions. Advertisers benefit from a welcome new local voice that’s delivered directly via Canada Post into the mailboxes of high-rise apartment and condo residents. But now the publication is researching the U.S. market since www.mediabistro.com picked up the story from MarketWired and journalists in several Georgia and Florida cities. Basic information about the offer to give laid-off journalists and other newspaper professionals a chance at ownership for minimal cost, with maximum freedom and opportunities to profit, is can be viewed online at http://bit.ly/1oO5ske. June 2014

Service includes: Libel, Invasion of Privacy, Plagiarism, Piracy, Infringement of Copyright, PrePublication Hotline Contact us for a quote: Todd Frees, General Manager 905-639-8720 ext. 234 t.frees@ocna.org

www.ocna.org

ASSOCIATION NEWS

Simon Connolly, Co-Owner of Lakefield Herald, Passes Away By Patricia Heffernan, Lakefield Herald A boy is born, and raised until the age of 10, on the East Coast of England, spending much time in his grandfather’s country rectory. The boy and his family, including two brothers and two sisters, arrive at Yonge and St. Clair in Toronto. He catches rock bass in the river running through Lakefield during a week-long stay at a cottage near Toth’s Marine. Eventually, the boy’s family moves from Toronto to Montreal and ultimately to Vermont. The young man stays behind in Toronto. A local weekly paper in the Niagara Peninsula searches for a salesperson. They find the young man. The young man finds a wife. He immersed himself in the workings of the newspaper business and makes a gutsy move by starting the Brighton Independent with very little capital. He asks advertisers to trust him, to invest in their community. Advertisers agree and pay in advance during the initial ‘heart in the mouth’ phase. The risk pays off. The weekly paper stabilizes. The need for a ‘viability report’ of a weekly newspaper finds the man in Thunder Bay. The weekly is in danger of collapse. The man makes his recommendations. The paper is bought by a media company, the owner of several radio and television stations, and the weekly newspaper lives on. A valuable part of the community is on stable ground, ensuring accountability, preservation and arguably, good government. A new National Salesman arrives on the scene. Terry McQuitty and Simon Conolly meet.

The Katchewanooka Herald is for sale. The two men talk. Word spreads among villagers and neighbours that change is afoot. Lamentations emanate and appreciation for accomplishments of important work by the Katchewanooka Herald is sincerely noted. Some register that a valuable part of the community may be at risk, making way for potential deficit in community accountability, preservation and arguably, good government. Two men make the gutsy move of striking out together to establish a viable business based on publishing a community newspaper. The Lakefield Herald is born. The two men work around the clock and take people into their employ. They ask the community to trust them and to invest in themselves. The community’s watchful welcome slowly grows into trust and blossoms into mutual respect, loyalty and friendship. Roughly fourteen years later, the name Simon Conolly is known, respected and loved. He was heavily involved in organizations such as the Kawartha Lake Stewards Association and community projects such as the Lakefield Primary Healthcare Centre, Habitat for Humanity, Lakefield Lions Club and the Lakefield Legion. Simon Conolly, the introspective, accomplished man, established a viable business placing a valuable part of the community on stable ground while ensuring accountability, preservation and, arguably, good government. Simon Conolly passed away on May 29, 2014. Thoughts go out to Simon’s family, friends and coworkers.

CONNECT WITH US! @OCNAAdreach BREAKING NEWS

Newspaper layout expert goes freelance • More than 20 years’ experience in newspaper production • Deadline-driven, meticulous production professional • Reasonable rates • References available

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If you are an established or start-up newspaper looking for a reliable design and production expert to work from home, give me a call...let’s chat.

613-612-5373 • patti@pattimoran.ca www.coroflot.com/pattimoran

June 2014

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ASSOCIATION NEWS

Independent Publisher’s Retreat >>> Continued from Page 1

OCNA is looking forward to hosting this annual networking and professional development opportunity for our independent publishers, held the first Friday evening and Saturday of November each year. Please mark your calendar for November 7-8 for this year’s event that will be held at the Fern Resort in Orillia. Karen Shardlow, OCNA’s Member Services Coordinator, is working with the Independent Publishers’ Task Force to prepare the social functions and educational sessions. Providing meaningful sessions and relevant content are a priority so any feedback and comments are greatly appreciated. K.shardlow@ocna.org. 800-387-7982 ext 232. Sponsorship opportunities are also available. Registration packages will follow.

Queen’s Park Day

Mark Your Calendars! Independent Publishers’ Retreat November 7-8 The Conference Centre at FERN 4432 Fern Resort Road Orillia, Ontario Independent Publishers can look forward to social and networking opportunities, informative sessions, food and fun! Stay tuned for more information.

Our provincial election is behind us and Premier Kathleen Wynne’s Liberals now have a majority government. As the Premier establishes her new cabinet, OCNA will begin plans for our industry’s Queens Park Lobby Day and Publisher’s Reception. Anticipating a return to the legislature in September, we expect Ontario publishers to converge on Queen’s Park on Wednesday, September 24, but will confirm that date once Wynne makes the announcement of when the house will resume. Of note to Wynne’s cabinet shuffle are Glen Murray, Toronto Centre, and former Minister of Infrastructure and Minister of Transportation, who has been named Minister of the Environment. Ted McMeekin, MPP for Ancaster-Dundas-Flamborough-Westdale, will be the Minister of Municipal Affairs and Housing. Mitzie Hunter, MPP for Scarborough-Guildwood, will become Associate Finance Minister responsible for the new Ontario Retirement Pension Plan. David Orazietti, MPP for Sault Ste. Marie, goes from Natural Resources to Consumer Services and Government Services. Northern Affairs and Mines Minister Michael Gravelle remains in the same post.

Encourage Your Readers to Vote for their Favourite Front Page Daily and community newspapers are strongly encouraged to engage their readers by asking them to vote for their favourite front page stories from the past 150 years. Public voting begins at www.frontpages.ca on Monday, June 30 and will run for eight weeks. Two categories will be featured during each twoweek voting period starting with ‘Canadian Sports’ and ‘Canadian Science & Technology’. To help promote their competition, Newspapers Canada is providing members with a series of free promotional ads in both print and online formats. Please visit www.newspaperscanada.ca/front-pages to download the ads and for full competition details. The last day to vote will be Friday, August 22 and the winners will be announced in September. June 2014

Vote now for your favourite Front Pages from the past 150 years! Monday, June 30 – Friday, August 22

TRUSTED Ι CONNECTED Ι TARGETED

www.ocna.org

ASSOCIATION NEWS

OCNA’s President Visits Members in Eastern Ontario Gordon Cameron, OCNA President and Managing Editor of Hamilton Community News recently attended the Quebec Community Newspapers Association (QCNA) conference. He made some stops during his trip to meet with OCNA member publishers in the east. Not pictured below is J.T. Grossmith, Publisher, Alexandria Glengarry News.

TRAINING ONLINE MEDIA CAMPUS WEBINARS: OCNA has teamed with the Online Media Campus to help the association fulfill its mission of providing affordable and relevant training to members. ▄▄

July 10 - InDesign 201: Become a Typo Superhero

It’s easy to put type on a page in InDesign. But using basic techniques on a large document can be VERY time consuming. Master Styles, and other techniques that will allow you to create, place and format text quickly and with more exciting designs than you might be doing now. Some of what you’ll learn: - Creating Basic Character and Paragraph Styles - Format an entire page or ad in seconds with Next Styles - Amplify your designs with Nested Styles which also saves you time - Much more ▄▄

Sam Laurin, Morrisburg Leader.

July 31 - Mobile Gadget Lab: Creating Great Video

CLASSIFIED AD

Drake University professor Chris Snider spent three months testing and researching hardware and software tools to improve the quality of video you can produce with an iPhone or other smart phone. This webinar will uncover his findings and teach you how to create and edit highquality video with your smart phone. We’ll introduce you to tools for stabilizing your video, adding external lights, adding external lenses and getting crystal clear audio (and a few tools to add creativity to your videos). We’ll also discuss the best apps for shooting and editing on your phone. ▄▄

Scott Johnson and Jean Morrison, Napanee Beaver

InDesign 301: Working with Images and Graphics

InDesign offers MUCH more than just placing photos. Are you interested in taking your ads and editorial pages to the next level of design? Then this class is for you. You’ll also see some of the many features that integrate InDesign with Illustrator and Photoshop for additional power. Some of what you’ll learn: - Working with Photoshop files in InDesign - Using Illustrator files and tools in InDesign - Cool design tricks that are fun and easy

For more information and to register, visit: www.onlinemediacampus.com Jeff Green, Frontenac News.

June 2014

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ASSOCIATION NEWS

A Canada Canada Day A DayMessage Message From the the Hon. David From DavidC. C.Onley, Onley,OOnt., OOnt., Lieutenant Governor Lieutenant GovernorofofOntario Ontario

Asrepresentative The Queen’s representative in Ontario, I am most for pleased As The Queen’s in Ontario, I am most pleased to send my best wishes a happyto Canada Day. send my best wishes for a happy Canada Day.

It was New Year’s Day 2014, when what I thought would be my last message to you was printed in your local community newspaper. As fate would have it, I have had the good fortune to serve you into 2014. My tenure has been seven years the longest for aDay Lieutenant Governor Second World War. be I must It –was New term Year’s 2014, when since whattheI thought would myadmit, it is hard to say goodbye!

last message to you was printed in your local community newspaper. As

I willfate soonwould return tohave privateit,life. Serving as the Lieutenant enormous I have had goodGovernor fortunehas to been serveanyou into privilege, 2014. but the transition is made easier knowing I am a citizen of Canada. We enjoy freedoms and a quality of life that is truly MyFrom tenure hasNation beenpeoples seventoyears – the term a Lieutenant a blessing. our First our most recentlongest newcomers, wefor all continue to build this country, a country that is consistently ranked as one of the world’s best places to live. It is our shared values and respect for Governor Second must admit, hard to say together all cultures that makessince Canadathe unique. On thisWorld day, we War. not onlyI celebrate all that it weis have accomplished as a society, we celebrate the gift of one another. goodbye! A nation, however, does not come into existence without struggle and sacrifice. It has been my duty and privilege to recognize and remember those who have served ourServing country in as the Lieutenant military. I will soon return to private life. Governor

been an enormous but the Governor’s transitionSuite is made easier If youhas are in the Toronto area, I inviteprivilege, you to the Lieutenant to visit our newest art exhibit entitled Lest We Forget, a visual commemoration of the First World War by renowned contemporary knowing I am a citizen of Canada. We enjoy freedoms and a qualityartist of Charles Pachter. life that is truly a blessing. From our First Nation peoples to our most Accompanying the exhibit is awe collection of essays notable Canadians including Jean Chrétien, recent newcomers, all continue tobybuild this country, a country that is Jack Granatstein, Kim Phuc Phan Thi, and Joseph Boyden, offering their reflections on the subject “what have we consistently ranked as one of the world’s best places to live. It is our learned from war.” shared values and respect for all cultures that makes Canada unique. On Serving the people of Ontario has been the most extraordinary and humbling experience of my life. I thank thismuch day,forwe not only celebrate allinto that we have accomplished you so very welcoming Ruth Ann and me your communities. We shall never together forget your as hospitality, yourawarmth, and your many kindnesses. society, we celebrate the gift of one another. As The Queen’s representative in Ontario, I wish you and your family a very happy Canada Day.

June 2014

A nation, however, does not come into existence without struggle and sacrifice. It has been my duty and privilege to recognize and remember those who have served our country in the military. If you are in the Toronto area, I invite you to the Lieutenant Governor’s David C. Onley Lest We Forget, a visual Suite to visit our newest art exhibit entitled commemoration of the First World War by renowned contemporary 8 www.ocna.org artist Charles Pachter.

ADVERTISING

Hunters and Farmers By John Foust Raleigh, NC

I was talking to Kirby about the makeup of the ad team he manages. “A big key is to match personalities with job tasks,” he said. “For years, I’ve heard that salespeople can be categorized as either hunters or farmers.” These terms are self-explanatory. Hunters live for the thrill of the chase. Ask them to find new prospects, and they’ll be out the door in an instant. They love to attend networking events, find people who have just opened businesses in town, and make presentations to new prospects. On the other hand, farmers are at their best when they are providing customer service and working with clients to move them to the next marketing level. “It’s important to have both types,” Kirby said. “In industries like real estate and automotive, it’s fine to have a lot more hunters than farmers, because they’re always dealing with new prospects. But in the media business, where you build long-term marketing partnerships, you need more balance. Hunters keep the sales pipeline filled. And farmers strengthen existing relationships.” In other words, hunters provide width and farmers provide depth. Hunters specialize in bringing in new advertisers. And farmers specialize in helping those advertisers develop and tweak their marketing campaigns. One is not better than the other. They’re simply different. By nature, hunters need the stimulation of newness. New prospects. New contacts. Instant results. Get a contract today and start looking for the next one tomorrow. Farmers take a longer view. What did they learn from the last marketing campaign? How can they build on that? “Obviously, it’s not always practical to have one group for new business and one group for existing accounts,” Kirby explained. “That’s

June 2014

why the best managers become matchmakers with account assignments. In addition to making the right hires, they have to figure out how to best use the talents of their staff. Along the way, it’s part of their job to help hunters become better farmers and farmers become better hunters.” Kirby’s comments are right on target. In general terms, many hunters need to work on providing better customer service – an area which does not produce the instant gratification of a new contract. And many farmers need to cultivate prospecting skills which require a higher level of assertiveness. Kirby also had some observations about sales managers. “A lot of managers have risen through the ranks,” he said. “They became sales managers, because they did a good job as sales people. It’s human nature for managers to want to surround themselves with people like them, but that can be a mistake. They have to be flexible enough to cultivate personalities that may be the opposite of theirs. They shouldn’t approach management like they approached selling. Now, their success depends on helping others perform at their best.” Hunters and farmers. Effective ad departments have both. And effective managers know how to develop both.

(c) Copyright 2013 by John Foust. All rights reserved. JOHN FOUST has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time and get quick results from in-house training. E-mail for information: jfoust@mindspring.com

www.ocna.org

BUSINESS

High Value Questions in Negotiations...Invaluable. By Patrick Tinney Managing Partner Centroid Training & Marketing

“

are essential to collecting the kind of information from the other side that allows us to avoid making assumptions and costly mistakes in negotiations.

Curiosity is the basis of education and if you tell me curiosity killed the cat, I say only the cat died nobly - Arnold Edinborough

To put this in context, if a business negotiation were a military exercise can you imagine leading a team on to the battle field without having asked piercing questions to build reconnaissance on the opposing side? Not likely!

”

An astute negotiator will have a list of ‘High Value Questions’ in her pocket before she enters every client negotiation meeting. These questions will be ranked by importance of revenue or objectives.

Curiosity in negotiations saves money. It’s as simple as that, so be the cat!

If they are delivered in a non threatening manner and the other side starts to answer at length, four important things should happen:

The way we channel our negotiation curiosity is to ask ‘High Value Questions’. ,High Value Questions, are questions that cannot be answered with a ‘yes’ or a ‘no’.

1. The person on our team that asked the questions should

Examples of High Value Questions on negotiation training are as follows:

then assume the role of interviewer and gently encourage the other side to continue with their line of response so the interviewer can ask deeper questions.

1. When and why was negotiation training introduced to

2. If our side is on a four legged call with the client, the

your team?

person not asking questions should be taking detailed notes.

2. What was the big difference in your team after negotiation training?

3. After the meeting these notes are then dissected and

matched against our ranked list of ‘High Value Questions’ and objectives.

3. Where do you think you will gain the most from negotiation training?

4. Finally, a new set of ‘High Value Questions’ are created

4. Who on your team needs negotiation training? 5. How much revenue is your company hoping to capture

for the next meeting in the negotiation.

The outcome of the meeting may not be as important as the information gathered through well conceived ‘High Value Questions’.

with negotiation training?

The person who curiously enquired with the above ,High Value Questions, would certainly have gained a lot of information on:

Centroid believes “Curiosity was framed. Ignorance killed the cat!”

1. Timing 2. Corporate Culture 3. Response Expectations 4. Goals 5. Personnel 6. Budget information

PATRICK TINNEY is the founder of Centroid Training and Marketing, a consulting firm helping organizations make and save money through consultative selling, sales prospecting and business negotiation training. www.centroidmarketing.com.

‘High Value Questions’, sometimes called ‘open ended’ questions June 2014

www.ocna.org

DESIGN

Fave Faces

By Ed Henninger Henninger Consulting It happened again just recently. I was working on a redesign with the lead designer at that newspaper when he asked: “So…what are your favourite typefaces?” “Ever?” “Ever. I mean, you do have your favourites…don’t you?” “Yeah.” “So…?” “Well, I can count them on one hand. Five of them. It changes occasionally with one or two of them, but most have been favorites for a long time. “So…tell!” “Okay, top of the list is Kepler. I love Kepler. It’s elegant. Beautiful proportions. Gorgeous italic. And 168 fonts! Imagine that: A great-looking typeface with 168 fonts in the family! It’s a gift-that-keeps-on-giving for those of us who love classic typefaces.” “Wow…168 fonts.” “Yeah, but don’t get excited. I only recommend about a dozen or so. You really don’t need more than that for news design—even for the most choosy designers.” “Another?” “Photina. I often have trouble deciding which I like more: Photina or Kepler. They’re both graceful and inviting serif faces. Photina is sophisticated yet clean. Simple. Crisp. And, like Kepler, it can be used for both display and text if you make the right choices and treat them in the right way. Photina comes in about six or eight fonts, depending. I try to stay away from the bold—it’s a bit too heavy for my taste. So, I work with the semibold a lot. The ultra? Never!” “How about sans serifs?” “Easy. I’ve found a new favourite. Antenna. I really like the way Antenna works in so many different ways—and it’s because there are more than two dozen fonts in the family. Antenna is great for display and it works well in text sizes for captions, lists, infoboxes, etc. It’s certainly a breakaway from tired serifs like Helvetica, Franklin Gothic, Frutiger and Univers. With so much use during recent years, even Myriad is tired now.” “Sounds like you’re in love with Antenna.” “I am. I’ve used it in some recent redesigns and it gives those papers an entirely new feel. It’s modern yet its proportions are true to the sans serif tradition. And I really like the choices of different weights and widths— everything from a compressed thin to a very wide black. I’m excited by the possibilities Antenna offers.” “You said you think some serif typefaces, like Helvetica, Franklin and others, are ‘tired.’ Are there others you recommend?” “Yes. One: Akzidenz Grotesk. Don’t be fooled by the name, it’s neither an accident, nor is it grotesque. The name translates loosely to ‘sans serif printer’s type.’ It, like Antenna, has about two dozen fonts in the family. It, too, works well in both display and text sizes. And, again like Antenna, it has a wide choice of weights and widths. I’ve used it in several June 2014

redesigns and I never tire of its Extra Bold Condensed for impact—and its light condensed for subheads, labels and the like.” “OK, so you said five. What’s the fifth?” “Well, those I’ve mentioned are all designed mostly as display fonts. Y’know: Headlines, subheads, labels, pullouts and that kinda thing. So, that leaves text. And that means Nimrod.” “Nimrod? Really.” “Yeah…terrible name, great face. I’ve been doing this consulting thing for 25 years now and I’ve been recommending Nimrod for all of that time. Other typefaces—Benton and Poynter, for example—have come along during that time. A few years ago, Minion was the fad and I never understood why. I put them all up against Nimrod for x-height, legibility and reading comfort. I test them against Nimrod by setting the same story in the typeface-du-jour and Nimrod and comparing the look. Nimrod wins…every time.” “Wow.” “Yeah…every time.” “So…about the Kepler and Photina…” “Yeah?” “If you had to choose between them. Absolutely had to choose.” “Yeah?” Well…which one would you pick?” “I think…uhhh…both.” ED HENNINGER is an independent newspaper consultant and the Director of Henninger Consulting, offering comprehensive newspaper design services at: www.henningerconsulting.com. 11

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HUMAN RESOURCES

Attitude is Seriously Under-Rated, In Fact - It is Everything A TwoGreySuits Article People who harbor poor attitudes or people who beat themselves up easily generally blame it on other things which have happened to them in life. Maybe it is personal relationship problems, financial problems, perhaps a recent job loss. They see themselves as victims. But it doesn’t have to be this way. Don’t let poor attitude convince you that you’re not in control. This is a downward spiral. You have the power to choose your attitude, and ultimately your life’s outcome. The process of human change begins within us. We all have tremendous potential. Each of us has the ability to put our unique human potential to action and acquire a desired result. But the one thing that determines the level of our potential, produces the intensity of our activity, and predicts the quality of the result we receive is our attitude. Attitude determines how much of the future we are allowed to see. It decides the size of our dreams and influences our determination when we are faced with new challenges. No other person on the planet has control over our attitude. People can affect our attitude by teaching us poor thinking habits, unintentionally misinforming us or providing us with negative sources of influence, but no one can truly control our attitude unless we voluntarily surrender that control.

late, etc. (all things which raise our blood pressure) We can also choose to think of this unexpected downtime, as new found time to do other things, phone your loved one (hands free of course) or to simply relax by putting on some good music. In other words to decide to accept it for what it is and to immediately put the delay time to better use, such as relaxation even as simple as deep pleasurable thought. No one really makes us ‘angry’. We make ourselves angry when we decide to respond by having no control over our attitude/response. What someone else may have done is irrelevant. We have the luxury of choosing how we respond, not they. Can you allow yourself to be upset or disappointed? Absolutely. But our attitude will serve to quickly bring us out of this state and not let it affect us going forward. If we select a volatile attitude by becoming hostile, angry, jealous or suspicious, then we have failed the test. If we condemn ourselves by believing that we are unworthy, then again, we have failed the test, we have allowed our attitude to affect our go forward actions. If we truly care about ourselves, then we must accept full responsibility for our own feelings and how we choose to respond to certain things. We must learn to guard against those feelings that have the capacity to lead our attitude down the wrong path and to strengthen those feelings that can lead us confidently into a better future. If we want to receive the rewards the future holds in trust for us, then we must exercise the most important choice given to us as human beings by maintaining self-control over our attitude. Our attitude is an asset, a treasure of great value, it largely defines who we are as human beings and it must be carefully thought processed and expressed accordingly. When you have the right attitude, you can do truly remarkable things. Think for a moment of the successful people you know in your life and how you would describe their attitudes. I’d wager there aren’t any long lasting poor attitudes in that group.

Our Attitude is 100% within our Control In other words we have the power to decide the way in which we respond to things happening around us that are often out of our control. As an example, when you are driving along the highway and see that you are going to be in a traffic snarl, all the brake lights coming on, overhead illuminated delay signs, maybe the sounds of tires skidding, we can choose how to respond or think about that situation. We can choose to curse, get angry, try and place blame, worry about being

Everyone Has the Power to Change Their Own Situation Any day we wish, we can discipline ourselves to change almost anything about ourselves, we can choose to open our mind to new knowledge, and we can start something new. We can start the process changing our attitudes. We can do it immediately, or next week, or next month, or next year. The point is we have within us the power to change by understanding that how we choose to respond to events today will determine how things will unfold for us in the future.

Everyone Can Create Their Own State of Well-Being June 2014

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HUMAN RESOURCES

Having the right attitude is a “must have” for success and happiness. The right attitude is one of the fundamentals for living a good life. That is why we must constantly examine our feelings about our role in the world, what gifts and talents we bring to the world and about our possibilities for achieving our dreams. It is our emotional nature that governs most of our daily conduct in our personal and business worlds. It is the emotional aspect of our experiences that determines our behavior. How we feel about life’s events is a powerful force that can either hinder or inspire us to take immediate action on any given day. With the right attitude, human beings can literally achieve anything. With the wrong attitude, they can be road blocked and crushed by simple things that would otherwise be considered insignificant. You can have more than you’ve got because you can become more than you are. The major thing that makes the difference is our attitude and how we choose to respond to events or things happening around us….and the good news in all this is, it is 100% within your control.

This article is part of the TwoGreySuits ‘Employee Performance Management’ Series and is offered by our partner, the TwoGreySuits HR Power Centre as a service to our members. At TwoGreySuits, we have invested in the technology to professionally source the many talent pools in the market, in addition of course to being experts in interviewing and selection. The HR Power Centre and HR Hot Line is a one-of-a-kind product specifically designed to get you the answers you need fast, in hundreds of different HR situations. Signing up is simple. You can call us today at 905-639-8720. Why wait? Don’t let important people management issues go unresolved when you can deal with them today.

June 2014

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GET YOUR PRESS IDENTIFICATION CARDS OCNA can provide you with laminated, business card-sized Press Cards. Cost is $10 each for the first three, and $5 for each one thereafter.

Group Managing Editor

GORDON CAMERON Hamilton Community News 905-523-5800 333 Arvin Avenue Stoney Creek, ON L8E 2M6

Feb. 25, 2014 Date

Contact Kelly Gorven at k.gorven@ocna.org or call 906-639-8720 x239 x 221 for a Publisherâ&#x20AC;&#x2122;s Authorization Form and instructions on how to send photos.

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OCNA acts as a gateway to over 300 community newspapers in all areas of the province. Promote your information to our members here. Send your updates to newsclips@ocna.org.

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