Romania tries to use GDPR to force journalists to reveal sources

first_img“We condemn this misuse of the European Union’s new data protection provisions with the aim of intimidating investigative reporters and violating the confidentiality of their sources,” said Pauline Adès-Mével, the head of RSF’s EU-Balkans desk. November 14, 2018 Romania tries to use GDPR to force journalists to reveal sources Romania is ranked 44th out of 180 countries in RSF’s 2018 World Press Freedom Index. © Puiu Alexandru RomaniaEurope – Central Asia Protecting journalistsProtecting sources CorruptionOrganized crimeInternetEconomic pressureJudicial harassment to go further News November 23, 2020 Find out more Ten RSF recommendations for the European Union RSF and 60 other organisations call for an EU anti-SLAPP directive Organisation News May 26, 2021 Find out more RSF is also surprised by the speed with which Romania’s Data Protection Authority wrote to RISE Project after it posted the articles on Facebook. This agency normally takes several months to respond to complaints by Romanian citizens, according to the Organized Crime and Corruption Reporting Project (OCCRP), which consulted specialized lawyers. Follow the news on Romania As grounds for issuing this order, the letter cited the GDPR, otherwise known as EU Directive 2016/679, which took effect on 25 May. Newscenter_img RSF_en Reacting to this misuse of the GDPR on 12 November, European Commission spokesperson Margaritis Schinas said Romania had to make exceptions for the media. “It is of upmost importance that Romanian authorities implement that obligation in national law, to provide exemptions and derogations to protect journalist sources, in particular, from the powers of the data protection authority,” he said. Compliance with this recommendation is all the more essential since Romania is due to take over the EU rotating presidency on 1 January This alleged scandal is said to involve senior Romanian politicians, including Liviu Dragnea, the president of the ruling Social Democratic Party (PSD), and Tel Drum SA, a construction company already implicated in another case. The same massive corruption scandal was the subject of Bulgarian journalist Viktoria Marinova’s last broadcast on the Bulgarian TV channel TVN before her brutal murder on 6 October. Receive email alerts “The GDPR is meant to give Europeans more control over their personal data and the way companies use their data. It is definitely not intended to prevent journalists from publishing information in the public interest.” Romania: In an open letter, RSF and ActiveWatch denounce judicial pressures on investigative journalists following a complaint from a Bucharest district mayor News RomaniaEurope – Central Asia Protecting journalistsProtecting sources CorruptionOrganized crimeInternetEconomic pressureJudicial harassment Help by sharing this information The articles to which the letter referred were published by RISE Project in the course of the investigation it has been conducting jointly with the Bulgarian investigative website Bivol into the alleged embezzlement of around 21 million euros in EU funds. When Romania and Bulgaria joined the European Union in 2007, they were placed under a mechanism that allows the European Commission to monitor the pace of their judicial reforms and efforts to combat corruption. In this mechanism’s latest report, published yesterday, the Commission again called on Romania to “combat corruption” – the subject that investigative journalists find hardest to cover. Reporters Without Borders (RSF) calls on Romania’s Data Protection Authority toimmediately cease its alarming attempts to use the European Union’s General DataProtection Regulation (GDPR) to violate the confidentiality of the sources of investigativejournalists. December 2, 2020 Find out more In a letter received from the Data Protection Authority on 9 November, the Romanian investigative news website RISE Project was told it could be fined up to 20 million euros if it failed to reveal the sources for the “personal data” in a series of Facebook articles and all other information related to these articles.last_img read more

Judge orders Puerto Rico Electric Power Authority officials to explain privatization plans

first_img FacebookTwitterLinkedInEmailPrint分享 senior officials of the Puerto Rico Electric Power Authority (PREPA) must appear in court and explain why the public corporation is allegedly refusing to provide two nonprofit organizations with information about the privatization process and the power grid.That is what San Juan Superior Court Judge Anthony Cuevas ruled. Cuevas -who presided over a follow-up hearing to the “mandamus action” that CAMBIO and the Institute for Energy Economics and Financial Analysis (IEEFA) filed last May “to obtain information about the electric power utility’s (PREPA’s) system and the ongoing privatization process.”Astrid Rodríguez (Legal Consultant), engineer Hiram Medero (Chief Strategy and Information Officer), engineer Efran Paredes (Planning and Environmental Protection Director) and Fernando Padilla (Project Management Director) are the four PREPA officials called to appear at a new hearing on September 26, with a follow-up hearing on September 30.“The Authority is trying to make it appear that there have been misinterpretations in our requests and that they are willing to provide the documents, but that is not the real experience. The real experience has been that we have to insist that the documents do exist for them to provide us those documents. The requests have been clear,” said CAMBIO co-founder and president Ingrid Vila.She added that PREPA “has refused” to provide them with documents that exist – or that should exist – invoking confidentiality clauses that, in her opinion, do not apply. Judge Cuevas ordered CAMBIO and IEEFA to present, on or before next Thursday, a list of the information that PREPA allegedly owes them.Rodríguez confirmed that the organizations insisted on “stating there is information that PREPA has not provided.” “However, they did not specify what information was missing,” she said.More: PREPA officials will be held accountable Judge orders Puerto Rico Electric Power Authority officials to explain privatization planslast_img read more

Dodgers following pattern with innings limits for young pitchers

first_imgRoss Stripling didn’t allow a hit for 7 1/3 innings in his major league debut in April. He was removed after throwing his 100th pitch. Stripling, in his first full season back from Tommy John surgery, went to extended spring training in May to preserve his innings.Jose De Leon, a 23-year-old pitcher currently with Oklahoma City, spent the first month of the season in extended spring training. One hundred pitches seems to be the ceiling at Double-A Tulsa; no one has cracked it in a game this season. At advanced Single-A Rancho Cucamonga, 22-year-old pitching prospect Josh Sborz is limited to four innings per start for the remainder of the season. The low Single-A Great Lakes Loons recently used four pitchers in a game, none of whom threw less than two or more than three innings.Willie Calhoun, a second baseman at Double-A Tulsa, acknowledged he’s had some are-we-even-trying-to-win-the-game thoughts too.“A little bit,” he said, “but I try to let (manager Ryan) Garko take care of that. I trust him — which is good.”Around baseball, the mandate to protect young pitchers’ arms didn’t happen overnight.Four years ago, Washington Nationals pitcher Stephen Strasburg was 23 years old and pitching his first full season following Tommy John surgery. Though healthy, Strasburg never appeared in a game after Sept. 7, having pitched 159 1/3 innings to that point in the season.That was a particularly tough pill to swallow for the 2012 Nationals, who ultimately lost a five-game Division Series to the St. Louis Cardinals with Strasburg on the bench. Speaking at the All-Star Game in San Diego this week, Strasburg admits it “took a few years” for him to make peace with the decision.“At the time I was pretty frustrated,” he said. “Looking back on it now, with the direction the organization’s going, how it’s built for the long haul, I think it’s kind of a tough call — strike when the iron’s hot or potentially deal with the consequences of it?”Ideally, limiting the workloads of Stripling, Urias, De Leon and others now will avoid a Strasburg-like scenario later. Dodgers president of baseball operations Andrew Friedman said there is no “blanket rule” for usage that applies to every pitcher in the organization, but the end result is the same: Stripling, Urias and De Leon might be available to pitch for the Dodgers in September and October, if needed. On the other end of the spectrum are those who deride lighter workloads as harmful and overprotective. In a March interview, Hall of Famer pitcher Goose Gossage claimed that pitch-count limits have led directly to injuries. “The first thing a pitcher does when he comes off the mound is ask: ‘How many pitches do I have?’ If I had asked that f—ing question, they would have said: ‘Son, get your ass out there on that mound. If you get tired, we’ll come and get you’,” Gossage told ESPN.This philosophy has fallen out of favor. In Gossage’s last full season, 1993, eight pitchers threw a total of 250 innings or more. In the last 10 years combined, only three pitchers have reached the 250-inning mark: Justin Verlander (2011), Roy Halladay (2010) and C.C. Sabathia (2008).Friedman believes the egg came before the chicken — that is, the injuries led to innings limits, not the other way around.“A lot of the pitch counts and innings limits were born out of the increase in arm injuries,” he said. “We understood and appreciated all that we don’t know. Teams tend to err on the side of caution.”Even so, Friedman insists he doesn’t intend to shatter the classic model of the “staff workhorse.”“You can definitely build guys up in a methodical way to put 200 to 250 innings on their body,” he said.What will that method look like? The answer is playing out across the minor leagues right now.An underrated obstacle to this process — and a major flaw in Gossage’s theory — is that pitchers who throw more innings at a younger age can thwart any team’s best efforts. By the time a pitcher is drafted (typically between the ages of 17 and 22), there’s no telling how many innings he’s thrown, or whether his body was strong enough to withstand the workload. A pitcher can be run into the ground before a major league organization prescribes its innings limit.Urias is special in this regard, too. The Dodgers have been able to control his workload since his age-16 season — that’s how young Urias was when he threw his first pitch for Great Lakes. He threw 54 1/3, 87 2/3 and 80 1/3 innings his first three professional seasons, not including spring training games.Earlier this week, the National Federation of State High School Associations told members (including California) to adopt a rule regulating the number of pitches a high school pitcher can throw in a game. Maybe the rules regarding pitcher workload will trickle up, too.Scott Boras, Urias’ agent, has an idea of what that might look like.“I think we’re going to have to develop in this business a way to have a pitcher on the roster who can throw 120 innings his first year, 150 the next year, and then get him up to where he can throw 180,” Boras said. “To do that we need a 26th man. Someone has to cover those innings. I think we’re going to find that it’s economically advisable — and great for the development of the young players — to have great talent in the big leagues at a young age but understand you can only use it within limits.” Urias’ usage might be the most prominent example of an evolving trend, one with broad implications — not just for the Dodgers’ top prospect but his teammates, other minor league prospects, and even the future of major league pitching staffs.Jharel Cotton has spent the entire 2016 season on the Oklahoma City roster. Speaking at the Futures Game last weekend in San Diego, he said that watching Urias pitch “is a fun sight to see.” Sometimes that makes Urias’ innings limit difficult to accept.Cotton was asked if he ever wonders whether the Dodgers are trying to win when Urias is yanked in the middle of a shutout. He paused.“I’m so used to hearing that he’s a young guy, 19 years old in Triple-A, I guess I’m stuck on that,” Cotton said. “The kid’s going to be around for a long time. I think it’s going to be a big, long career as a big leaguer. I guess they’re trying to protect him. I don’t know.”It isn’t just Urias. The Dodgers use some variation on an innings or pitches limit at every level of the organization. The Oklahoma City Dodgers were leading the Colorado Springs Sky Sox, 1-0, after six innings of their Pacific Coast League game on May 9. Dodgers pitcher Julio Urias was firmly in command, scattering four hits and three walks in the thin Rocky Mountain air.Urias has usually dominated in Triple-A this year, but this game was special. Security Service Field in Colorado Springs sits at 6,531 feet above sea level, believed to be the highest elevation of any professional ballpark in the United States. In a place where earned-run averages go to die, Urias reached a new height — literally and figuratively.Once Urias was out, the Sky Sox scored seven runs in the seventh inning to put the game out of reach. Oklahoma City lost 7-3. For the Dodgers’ Triple-A affiliate, this situation was hardly unique.Five times this season Urias has been removed from a shutout with no more than six innings or 85 pitches on his ledger. The 19-year-old left-hander, ever the good soldier, never complains about his workload restriction. He is currently parked in the Oklahoma City bullpen as the Dodgers hope to preserve his remaining innings for later in the season. (He’s currently up to 78 1/3.)center_img Newsroom GuidelinesNews TipsContact UsReport an Errorlast_img read more

Tinjić Progressed on the WTA List

first_img(Source: Fena/ photo sportsport) Bosnia Herzegovinian best tennis player Jasmina Tinjić has moved four places on the tennis WTA list.On this week list Tinjić occupies 389th place. Dea Herdželaš progressed for 5 places and currently occupies 585th place on the list of female tennis players in the world, while Anita Husarić regressed in two places and is now on 718th place.American tennis player, Serena Williams, who last night won the U.S. Open and won her 18th grand slam title is still on the first place.last_img

Middletown’s Seven Arrows Farm: More than Just Growing Produce

first_imgBy John BurtonMIDDLETOWN – Mike Meier and Megan Paska are in the business of farming organically, raising fruit and vegetables, some livestock and honeybees on a portion of a 20-acre estate in Locust.But there is a bigger picture and message to what these two young farmers/ business partners are doing.Mike Meier, left, with intern Amy Portman, is co-owner of Seven Arrows East Homestead in Middletown, and raises organic fruit, vegetables and honeybees in Locust.“It’s really about homesteading,” Meier said. “Sure this is our livelihood, how we pay our bills … but it’s about how we live.”Seven Arrows East Home­stead at 160 Hart­shorne Road sits on a sprawling estate overlooking the Navesink River that has been owned by the Knipscher family since 1959.Meier and Paska, who are working to grow sustainably and organically for themselves and others, began their first planting season this spring on the approximately 3 acres using a format called “community supported agriculture” or CSA. That is “a common business model” in the industry and means that their “mini-farm” is one that benefits all who participate, Meier said.“Your neighbors buy a share,” he said, though in this case, it extends to more than those who live in the immediate vicinity of the rustic neighborhood.Seven Arrows – the name was taken from the title of a book by Hyemeyohsts Storm – has about 30 shareholders right now. A share costs $660 for the season – 22 weeks at $30 a week. Seven Arrows already has a waiting list of people who want shares for next season.“It’s a shared risk, shared benefit,” Meier said. But more importantly, the shareholders “also feel very connected to what’s happening out here on the farm.”Megan Paska, co-owner of Seven Arrows, a mini-farm on Hartshorne Road, raises about 50 varieties of fruits and vegetables.Right now about 50 different varieties of fruits and vegetables – including tomatoes, kale, cabbage, cucumbers, green peppers, apples “and the most amazing garlic” – are being raised on about three-quarters of an acre. Along with the produce, they raise chickens, ducks, turkeys and goats.Paska, who is an expert on urban beekeeping and has a book being published on the subject, tends to about 10 hives on site and sells the honey.The farm is “also about fostering the romantic relationship with food,” Paska said.By that she meant, people get to see what is grown, how it’s grown and get to know who is growing it, something they are finding many are interested in. The business partners note that people are buying what is grown locally and want really good ingredients for those recipes they’re getting while watching The Food Network.“We’re focused on growing really dynamite food,” Meier said.“We don’t make a lot of money but we eat better than anyone we know,” Paska said.Seven Arrows East also operates a small farm market, open to the public on Sunday afternoons, where Meier and Paska sell the remainder of what they grow.Some livestock is raised on the farm.Marie Jackson, a CSA member who owns and operates the Flaky Tart bakery in Atlantic Highlands, isn’t only interested in getting fresh produce from the farm for her family. “Whatever they have, I try to snag for the bakery,” she said.She is especially partial to tomatoes and uses them in the bakery’s tomato tarts, which “have a cult following.“I’m so in awe that they came here, working the land, raising these beautiful things that we’re privileged to enjoy,” Jackson said. “That’s what we’re looking to do, aren’t we? We’re looking to grow healthier things, grow it locally, support our neighbors and create a community – and they’re doing it.”That community they have created also includes a yoga retreat, operated in a cottage on the farm property by friend Summer Quashie.“We’re trying to be living examples of sustainability,” said Quashie, as customers and clients also look to sustain mind and body.“The farm and the yoga are intertwined and will continue to be so as long as we grow here,” Meier said.For Paska it’s all connected in what she calls “living aesthetically … living your life, growing your food, helping people feel more connected.”Seven Arrows is East Homestead is located on a portion of a 20-acre estate in Locust.Meier, 26, who is originally from South Florida, and Paska, 33, who hails from Baltimore, Md., got to know each other when they were living in Brooklyn. Quashie, 37, who grew up in Middle­town, was also living in Brooklyn, operating a yoga studio. Paska and Meier were involved in urban farming there, with Paska beekeeping and Meier running a rooftop farm for a company called Brooklyn Grange.“I knew after that experience I wanted to continue growing and farming,” he said.The three relocated after finding out about the property from mutual friends who said the owners might be interested in leasing land for farming. Paska and Quashie live on the property in separate cottages. Quashie operates her yoga retreat there, catering mostly to weekenders from New York, and conducts yoga lessons a few evenings a week. Meier lives in Middletown, where he also works with Impact Oasis, a not-for-profit organization that works with autistic adults. Meier is helping that organization establish its own small farm, he said.Meier and Paska hope that the CSA model catches on in the area.“If we could crank out a few new farmers who can do this,” Meier said, “that would be great.”last_img read more

Leafs add some scoring punch up front as Nelson begins three-game road trip in Spokane

first_imgAfter scoring two goals in two games to open the season, the Leafs dropped 15 against Fernie and Columbia Valley during the weekend — albeit, a dozen came against Ghostriders in a 12-3 shellacking.Morey believes with a little luck around the net, Nelson could be undefeated heading into the weekend.“I think we could be 4-0 had we had better finish around the net,” he said.Rookie Ryan Cooper leads Nelson in scoring with five points in three games with Jackson Zimmermann, Ethan Beattie, Sawyer Hunt and David Sanchez tied for second, each with four points.Zimmermann leads the Leafs in goals with three.In goal is where Nelson has shined with Josh Williams currently in seventh spot in goalie stats with a stingy 1.50 goals against average in two games.Quinn Yeager is 14th overall with a 2.34 average.Injury updateMorey said forward Logan Wullum is very close to returning to the lineup. Wullum, out with a hand injury, played briefly against Fernie and is now considered day-to-day.Morey said the Leaf assistant captain should be back when Nelson travels to Grand Forks to meet the Bruins.Meanwhile defenceman Michael Bladon is waiting for medical clearance.The rookie rearguard has yet to see action this season.Edmonton native Troy Glionna has left the team for personal reason and has been released.In three games with Nelson, Glionna did not register a point. Fresh from playing the past seven consecutive games at home — four regular season and three exhibitions — the Nelson Leafs venture out for a three-game road trip.The Leafs, 2-1-1, travel to the Lilac City Friday for a division rivalry game against the Spokane Braves.Spokane is off to a good start with the only blemish an overtime loss in four games. The early season result has the Braves tied for top spot in the Murdoch Division with Grand Forks Border Bruins.Nelson will have a new face in the lineup as the Green and White acquired 6’1”, 180-pound forward Jaiden Laporte from the Fort McMurray Oil Barons of the Alberta Junior Hockey League.Leaf GM Lance Morey said Laporte became available after being a late cut from the Northern Alberta squad.“Jaiden is a power forward who processes a big league shot,” Morey said about the new acquisition.“I think it adds another dimension to help our offensive output.”“Adding another big body up front just adds to an already strong forward group that is becoming very tough to play against,” Morey added.The Leafs travel to Creston Saturday for the fourth meeting of the season against a team from the Eddie Mountain Division.Next week the Leafs conclude the three-game road trip against the Border Bruins in Grand Forks before returning to the NDCC Arena to face Creston Saturday, September 30.Lack of finish around the net proves costly early in the seasonlast_img read more


first_imgARCADIA, Calif. (Dec. 31, 2015)–Owner/trainer Wesley Ward’s Shrinking Violet returns to Southern California to defend her title against 11 other older fillies and mares in Sunday’s Grade II, $200,000 Monrovia Stakes at 6 ½ furlongs down Santa Anita’s hillside turf course.A well beaten ninth as the even money favorite in the 6 ½ furlong turf Kentucky Downs Ladies Sprint Stakes Sept. 14, Shrinking Violet was a 4 ¾ length winner of the five furlong turf Daisycutter Handicap two starts back at Del Mar on Aug. 7. A 6-year-old mare by Congaree, Shrinking Violet’s lone start down Santa Anita’s unique hillside layout resulted in a length and a quarter score in last year’s Monrovia.With Kent Desormeaux engaged to ride her back, Shrinking Violet has good tactical speed and the ability to kick clear when called upon. Desormeaux, who was aboard for last year’s Monrovia win, has guided her to three wins from five tries. With eight wins from 20 starts, Shrinking Violet has earnings of $456,528.Well beaten going one mile on turf in the Grade I Matriarch Stakes at Del Mar Nov. 29, Brazilian-bred Baruta returns to the site of her Grade III Sen. Ken Maddy Stakes win two starts back on Oct. 25 and will break from the far outside with Flavien Prat. Trained by Richard Mandella, the 7-year-old Baruta is 7-2-3-1 down the hill and will be bidding for her seventh lifetime win from 23 starts. Owned and bred by Rio Dois Irmaos, LLC, she has earnings of $313,808.In her only start at Santa Anita, trainer Arnaud Delacour’s Ageless was a close fourth, beaten three quarters of a length in the Grade I Breeders’ Cup Turf Sprint on Nov. 1, 2014. A winner of Woodbine’s Grade III Royal North Stakes at six furlongs on turf two starts back July 26, the 7-year-old Kentucky-bred mare by Successful Appeal comes off a head victory in a minor stakes going 5 ½ furlongs on turf at Keeneland Oct. 9.Owned by Lael Stables, Ageless will be handled by her regular rider, Julien Leparoux, who was on holiday in his native France the past week. Ageless has an enviable lifetime mark of 22-11-4-4, with earnings of $713,130.In what ranks as one of the best recent claims in Southern California, trainer Matt Chew haltered California-bred Singing Kitty for $32,000 on Dec. 11, 2014, and guided her through a 2015 campaign that included three stakes wins from eight starts and year-end earnings of $267,800.Most recently third, beaten 1 ¾ lengths in the one mile turf Grade III Autumn Miss Stakes Oct. 17, the 4-year-old Ministers Wild Cat filly seeks her first graded win in the Monrovia. Owned by Chris Aulds and Peter Jeong, Singing Kitty drew the rail and will be ridden for the first time by Gary Stevens. Her overall mark stands at 13-5-1-1, and she has earnings of $332,988.The complete field for the Grade II Monrovia Stakes, to be run as the seventh race on a nine-race program Sunday, with jockeys and weights in post position order: Singing Kitty, Gary Stevens, 118; My Year Is a Day, Tyler Baze, 118; Heavens Stairway, Iggy Puglisi, 118; Our Pure Creation, Fernando Perez, 118; Prize Exhibit, Santiago Gonzalez, 123; Shrinking Violet, Kent Desormeaux, 120; Velvet Mesquite, Rafael Bejarano, 118; Illuminant, Mike Smith, 118; Lutine Belle, Alex Solis, 118; Theatre Star, Drayden Van Dyke, 118; Ageless, Julien Leparoux, 118, and Baruta, Flavien Prat, 118.First post time on Sunday is at 12:30 p.m. Admission gates open at 10:30 a.m. –30–last_img read more


first_imgLast year, Finn Harps FC took 175 children from Primary Schools in Donegal to the FAI Cup at Aviva Stadium. This was a massively successful day and was enjoyed by all.The club are delighted to be able to announce that they are going to run the same programme and intend to again take children from Donegal schools to the FAI Cup at the Aviva Stadium on Sunday 6th November.If your school is interested in taking attending this year’s FAI Cup Final as part of this programme, please contact John Campbell BEFORE THE SUMMER BREAK if they wish to be included. The following will apply:1) Places are limited to no more that 50 pupils from any one school.2) Finn Harps FC will provide the tickets for the FAI Cup Final.3) Transport and food are the responsibly of the school, but as with last year the club will assist in the fundraising for this. Only Schools who register before the school holidays will be included as the event requires substantial organisingFor further details, contact John Campbell on 083 3820755 or email John at [email protected] YOUR SCHOOL WANT TO GO TO THE FAI CUP FINAL? was last modified: May 24th, 2011 by StephenShare this:Click to share on Facebook (Opens in new window)Click to share on Twitter (Opens in new window)Click to share on LinkedIn (Opens in new window)Click to share on Reddit (Opens in new window)Click to share on Pocket (Opens in new window)Click to share on Telegram (Opens in new window)Click to share on WhatsApp (Opens in new window)Click to share on Skype (Opens in new window)Click to print (Opens in new window)last_img read more

Valve: We Have A “Steam Machine” Prototype, Vague Plans For More Hardware

first_imgRelated Posts readwrite Tags:#now#STEAM#SteamOS#Valve#video games Following up Monday’s announcement of SteamOS, Valve today announced plans for a “new category of living-room hardware”—that is, gaming consoles that run SteamOS. Only without actually providing any actual details.(See also: With SteamOS, Valve Is Taking On The Xbox One And PlayStation 4)Valve’s vague announcement provided no information about what the products will be, what hardware specifications Valve has in mind or who its “multiple partners” might be. The company said it has designed a prototype game machine and is inviting 300 users as initial beta testers. 4 Keys to a Kid-Safe Appcenter_img 12 Unique Gifts for the Hard-to-Shop-for People… 5 Outdoor Activities for Beating Office Burnout 9 Books That Make Perfect Gifts for Industry Ex…last_img read more

Increase Your Focus on Targets

first_imgThere is a man on his hands and knees underneath a street light. He is searching for something he’s lost. A police officer walks by and asks the man what it is he is searching for, and the man answers, “My keys. I’ve lost my keys.” The police officer joins the man in looking for the keys, and asks, “Do you remember where you dropped them?” The man, still on his hands and knees searching, says, “Yes. I dropped them in the alley over there.” The police officer asks, “Why, then, are you looking for them here,” to which the man who has lost his keys replies, “Because the light is better over here.”On VisibilityThere is a difference between targets and leads, targets being far more valuable. Much like the man who has lost his keys, some salespeople (and whole sales organizations, as it turns out) believe that, because they can see the lead, because they have contact information, and because the lead has taken some small, mostly meaningless action that can be measured (read, download), it is better than a cold target. Because a lead is visible, it appears easier than cold targets.No Interest. High Value.A strategic, cold target isn’t easily obtained, just like the keys. The circumstances appear more difficult. Your cold target already has a partner that provides what you propose to provide. The contacts are tougher to reach and are reluctant to schedule a meeting with a salesperson. Creating and winning an opportunity requires that one nurture relationships over time and create value compelling enough for the contacts within the account to consider doing something different. More still, a lot of people within the company have no real interest in changing at all.But for many in sales, the cold strategic targets are necessary to reaching their goals. Even if you have to look in the dark alley instead of under the street light.Your dream clients, the ones for whom you can create massive value, and in doing so, transform your results and your company, are known to you. You know where they are, and you know they will be more difficult to win. As difficult as it might be, it’s still easier than believing that leads are a better strategy—even if they are easier to see under the street light.last_img read more