News media can be a fast-paced environment, and it’s easy to become overwhelmed, especially when resources are limited and difficult decisions about budget cuts or reallocations must be made. This constant drive to stay ahead often leads to innovation fatigue. To address this challenge, E&P columnist Richard E. Brown developed the S.C.O.R.E. framework — a tool designed to evaluate and communicate strategies and guide the entire innovation process. more

The enduring success of “The Dirty Dozen,” a film that captivated audiences at its 1967 Detroit debut, offers timeless lessons for media sales professionals today. Just as director Robert Aldrich prioritized authenticity over accolades, media sellers must focus on genuine value and results to win in a competitive landscape. With its cast of real-life war heroes and a commitment to gritty realism, “The Dirty Dozen” reminds us that in both film and sales, true success comes from dedication, strategy, and an unwavering commitment to the mission—whether it’s winning on the battlefield or closing the deal. more

Drawing from his experiences managing and training sellers and general principles from established profiling tools like the Myers-Briggs Type Indicator and DISC assessment, E&P columnist Richard E. Brown has identified four primary profiles — the Aggressor, the Analyst, the Actor and the Ally. This A-Suite concept is designed to help salespeople identify strengths and areas for improvement, not only for themselves but also in understanding the business owners and decision-makers they work with. more

In the last three years, we have announced our “15 Over 50” salute. However, again this year, the nominees have been so deserving that we expanded the group to include more in our salute — while retaining the “15 Over 50” moniker. The 22 news media professionals you’ll meet here are hopeful about the future and proud to be part of guiding the next generation forward. We know their passion for this industry will shine through their profiles.   more

In the fast-paced world of news media sales, traditional tactics can feel like a tired script. However, what if there’s a more powerful approach? E&P columnist Richard E. Brown delves into a topic that's been on his mind lately: his approach to selling sponsorships in the news media industry — an approach that frames the news organization as the “hero” in a hero's journey tackling community issues. more

Richard Brown will become the director of engagement, growth and innovation for Wisconsin Watch starting June 17.  more

In his early days working with newspaper ads, one pizza restaurant taught E&P columnist Richard E. Brown invaluable lessons about sales, time management and the true essence of value. This wasn’t a fancy pizzeria; it was a run-of-the-mill establishment with a couple of branches across town. However, interactions with the owner opened Brown's eyes to a new perspective on advertising. more

People are more likely to trust news outlets they feel a personal connection with. This highlights a crucial strategy for the news media to rebuild trust: fostering a sense of community and focusing on local stories that resonate with readers. more

Trust is a foundational element in news media, spanning decades and sometimes even centuries, especially concerning editorial concepts and community connectivity. However, regarding the revenue side of news media, trust is the linchpin for businesses deciding which advertising medium and sponsorship relationships to work closely with to help shape their narrative and value. more

In news media advertising, organizations often spend too much time analyzing rates and comparing them to similar-sized outlets. It’s important, but sometimes, focusing too much on rate hinders the ability to assess an opportunity directly. Before immediately delving into pricing considerations, it’s crucial first to identify opportunities aligned with your organization’s goals. more

The 2024-25 Local Investigations Fellowship class welcomes 10 new fellows from eight states who will report from the communities where they live. The program is led by the Fellowship’s executive editor, Dean Baquet, deputy editor Chris Davis and program and editorial director Sona Patel. more

Discipline serves as the foundation for creativity to thrive. The key is consistently maintaining focus on creating vibrant communities through insightful reporting while having the creativity to celebrate the positivity within the community. This ensures the development of resourceful content and attracting revenue sponsorship opportunities. more

The New York Times has launched “Encore,” a new collection of short films from Op-Docs, The Times’ series of short documentaries from independent filmmakers. The series will resurface films sourced from public and private archives that have not been available to and/or seen by the public in recent decades. more

Visual media organization CatchLight has received a collective investment of $7.5 million to fund the national expansion of its collaborative model, CatchLight Local: Visual Journalism Initiative, including $1 million from the newly formed philanthropic partnership Press Forward, with funding from the MacArthur Foundation, as part of its first cohort of grantees. more

Long Island University will mark the 75th anniversary of its George Polk Awards in journalism by honoring 16 individuals whose careers reflect the awards' commitment to outstanding investigative reporting as the first-ever Polk Laureates. more

Richard E. Brown, senior director of retention for The Daily Beast and a columnist with Editor & Publisher, is convinced that 2024 will be a year dedicated to strengthening the bond between advertisers and audiences, fostering a culture of continuous improvement and collaboration. He says this commitment will ensure that "the future of local news media remains vibrant and aligned with the diverse needs of the communities served. Furthermore, emerging trends complement this dedication, promising continued growth and a positive, sustainable trajectory." more

Although daunting for some, budget season has always been a therapeutic and comforting time for me. It’s when our focus shifts to the outlook for the upcoming year. This is when we create comprehensive game plans involving contingencies, market nuances and gap analysis and align projects to meet potential objectives and stretch goals. We diligently put everything in place to view things in three dimensions: mitigate risks, address issues head-on and navigate relationships that contribute to the community's perceived value of the organization. more

Throughout my career in revenue generation, I have analyzed this situation from various perspectives, encountering both benefits and challenges. The print versus digital argument in local news media revenue has posed challenges for decades. However, one positive aspect has been the ability of any advertising to generate desired outcomes, including customer conversions, business transactions and income generation for local advertising sponsors. It is crucial to incorporate more impactful digital advertising that can replicate the sense and experience of a print ad. more

The path to revenue growth lies in mastering the strategy behind renewals, whether in advertising sales or subscriptions, while driving new acquisitions and assessing their long-term impact on the bottom line. It’s an area that combines strategy, sales and financial analysis and presents a compelling model for outlining the foundation of revenue growth in news media organizations. more

In the ever-evolving media landscape, driven by technology and shifts in consumer behavior, the concept of sustainability within news media has gained profound significance. In pursuing sustainability, news leaders must embrace the complexity of their roles, engaging in a constant assessment of finances, an unwavering commitment to the community and the capability to reinvent — guided by consistent principles and practices. more