Good afternoon everybody and welcome to our Lunchtime Webinar Express series. Today we'll be hearing from successful entrepreneur and sales negotiator Mike Lander. For those of you who subscribe to the drum, Mike is a regular with his monthly column and is also founder and CEO of sales consultancy Viscara. So before we get started with Mike's presentation, let's very quickly go over the format for today's session and how you can participate in a live Q&A. We'll be hearing from Mike for around 30-35 minutes. We'll then move into a 10-15 minute Q&A session to answer some of your questions. For those of you registered for the webinar and viewing on the GoToWebinar platform, you'll be able to post your questions for the Q&A at any time during the session by clicking on the question mark you'll see on your screen. If you are watching on a laptop, you'll find the question mark on the right-hand side of your screen or on the top or bottom if you're watching on a tablet or smartphone. 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You'll find the entire back catalogue of our Express series in there too, sessions covering a broad range of marketing skills and insight, all free to access and available whenever you want. If you're a university student attending today's webinar, then you may want to sign up to the CIM Marketing Club. All you need to do is hover your camera over the QR code and that will take you straight through to the sign up page. Alternatively, you can hop onto our website and find it within the qualifications drop down menu. It'll keep you up to date with the latest trends, innovations and concepts in the marketing industry, so it really is worth taking a look and signing up. So, I would now like to introduce our guest speaker, Mike Lander. If you want to turn your webcam on, Mike, I'll pass things over to you and the floor is yours. Thanks, Bill. So, I think I have control of the slides, correct? Let's just check. I do. So, welcome, everybody. Great to see you all online. And, yeah, we're going to spend 30 minutes, 35 minutes going through some principles about basically sales negotiation. So, a bit about me, very briefly. And then a quick thing about learning. How can you maximize the learning out of this session? The myth-busting. There are some common myths in negotiation. I'll talk through those and what the myths are. And then talk you through a simple step-by-step guide to negotiate anything, get a better outcome every single time, and then talk about tactics, mistakes, and how to avoid them. Most importantly here, it's, as marketers, you play a critical role with sales when they come to negotiating deals. And I'll cover what that means specifically in a couple of my slides a bit later on. There'll also be a poll later on as well, so which at least will run. So, first of all, about me. So, corporate citizen until 36 spent a long time in big corporates like KPMG and Barclays and a number of other organizations as well. And then I went out and I raised some money. So, I raised £6.5 million of debt. I built a consultancy to around £20 million of revenue. I had 120 people working for me at one point and £4 million of EBITDA. So, I kind of crossed that bridge of being someone who's worked in the big corporate world and learned the great things that corporate teachers in the entrepreneurial world to be more perhaps fleet of foot and then also in the procurement world as well, which I'll come onto in a second. If any of you meet me in person over a coffee, I'll also talk about how and why I built a special needs school and built that up to a large scale as well and then sold it. Ex-procurement director. So, for those of you that know private equity banked companies, big private equity funds that invest in companies, I was an ex-procurement director working for those companies and our job was basically to act as buyers, work with suppliers to drive value, innovation, quality within their supply chain and obviously deliver improved EBITDA net profits. I've also founded a procurement consultancy and I was also a partner in one of the UK's biggest procurement consultancies, working with big brands, again acting as a buyer. Now, I'm the chairman of an award-winning marketing agency called Resignal, we're an organic SEO agency and also an advisor and practitioner on all things negotiation and procurement. I've basically gone from being on the buy side and I now work on the sell side predominantly, helping sellers understand how procurement work, how to negotiate better deals and how to improve RFP win rates. So a bit of learning theory or as I phrased it, how to make sure this isn't an hour of your life, you simply never get back, or actually 45 minutes of your life you'll never get back. Because you must attend a lot of these seminars. So first of all, a bit of a rhetorical question, who is this? So Phil, if anyone puts it in the chat bar, great, but I suspect it will be not many people know who this person is. The answer is it's Herman Ebbinghaus, 1850 to 1909. So you're probably wondering why on earth am I talking about someone that existed and lived well over a century ago? Well, there's something very simple about learning theory. They looked at, or he looked at, information retention. So you're on one of these webinars. You are obviously on many of these webinars as part of your career and part of your education. After them, what he learned was within actually four to five days after training, almost 80% of that learning is lost. And that's a crime for all sorts of reasons, not in the criminal sense, but in the missed opportunity sense. How do we improve that? Well, what he learned was if you review quickly after each session, what happens is your attention goes up.  As soon as you can after this session, write down your thoughts and what you've learned. Five minutes over a tea, coffee, water, write down what you've learned and what your thoughts were. Then take just one thing and apply it in the next three days to five days. And then put a reminder in your calendar. Here's the critical bit. Five days time, go back to your notes, then take another action within the next three to five days. I was talking to Phil earlier on and Lisa, the slides are full of content for a reason. Presentation skills trainers would say too much content, just use one or two pictures per slide. What I want is when you get the PDF after the event, you can refer to it, you can learn from it, you can reflect on it, you can apply it. So this needs to be an action-based learning set of content. So the slides are quite, but not dense, but they're content rich. And that learning model helps you get the most out of the session. Tell me and I forget. Teach me and I may remember, involve me and I definitely learn. One of my favorite quotes from Benjamin Franklin. So myth busting, three common myths. Negotiations a mystical art which only the few can master. It just isn't true. Anyone can negotiate anything better with the right tools, mindset and support. Number two, marketing's got nothing to do with sales negotiations, not sales, sales negotiations. Again, simply not true. Part of the negotiation is about explaining the value to the customer, the ROI and the uniqueness of the solution. That to me, I'm also a charter marketer, that to me is at the heart of marketing's role, is articulating that value. Myth number three, 90% of people are win-win negotiators. Often have you heard people say I'm a win-win negotiator. The reality is most deals are about claiming value, not creating more value. In negotiation terms, it's called carving up the pie. What you want to do is make the pie bigger. It's quite rare that you can do that. So some foundations. So what is a negotiation? Let's start with some real basics. So this I got from various sources on the web. A series of interventions, i.e. it's not just a face-to-face discussion. Between two or more parties, multi-party negotiations, very complex. You're trying to reach an agreement that satisfies the interests of all parties. We'll come back to interest later on. Hopefully based on some objective criteria. If you can agree some objective criteria about what a great deal looks like before you start, you can always refer back to that after things get tricky. Because you've got some objective criteria, you've both agreed to. So what's an example of when it can go really badly wrong? So this is a story about the Boston Red Sox. I'm not a big baseball fan, but it's a very interesting illustration of what can happen. Anyone that's out there that's got a connection back to the States or is fascinated will probably know this guy called John Lester, who played for the Red Sox. Possibly the most important negotiation of that year, certainly for die-hard Boston Red Sox fans. What happened was the Red Sox negotiation team completely bought their opening in the renegotiation. They threw out a random, low-ball, uncompetitive offer. Now, $70 million over four years. Hardly what we would normally call low-ball, but see what happens later. The Sox had misread Lester. This is on the web. This is not mine. It's on the web. You can research it. What happened was it ultimately drove Lester into the arms of the Chicago Cubs for a six-year, $155 million deal, double the size, and 50% longer on the contract. Asked 11 months later, after his Cubs deal was done, would Lester have accepted an offer of five years and $120 million? Remember, they offered $70 million in four years. The winning deal was six years and $155 million. Would he have accepted five years and $120 million? Lester said, probably. Misreading Lester cost the Red Sox their star player. So what's the lesson here? Preparation. Understanding your counterparty's interests. They're battener. What's battener? Best alternative to a negotiated agreement. You always need a battener. Market values. They're all critical if you're going to succeed in negotiations. So they hadn't done their preparation. They hadn't understood Lester's real interests. They didn't understand the market unless they had a battener. So transactional versus strategic negotiations, holding on time, 13 minutes past one. So not too bad. A couple of examples. So let's make the example really simple. Really, really basic and simple. A transactional example. So you see a genie's lamp in a bazaar. The vendor wants 50 pound for it. You like it, but you're outraged by the price. You offer 30 pound. The vendor's shocked and says it's worth at least 45. You walk away. They chase you. You settle on 43. Clearly you don't need a framework for this. It's a very straightforward barter in a transactional negotiation. We could talk a lot about where you start anchoring, where you end, and counter anchoring. But that's probably for a more detailed session. A more strategic example. You've picked for a big deal. You've been told you're shortlisted. It's a 300,000 per annum deal. You've then been told to negotiate with procurement. Remember, I'm an ex-procurement director. I'm an ex-buyer at scale. You've looked at the buyer. They've got 20 years of procurement experience. All procurement people I know are trained negotiators. They're trained in theory. They're trained in practice. They have feedback sessions, and they do role plays. They're experienced negotiators. You absolutely need a framework and templates to negotiate that. You see the massive difference. The stakes are so much higher, not just financially. I've been mistaken negotiations. You know, I talked before about interests. Well, the counter is demands. So see if you recognize any of this. Positions, the demands people make. I need 100,000 pounds for this, or the deals off. You know, the maximum contract term we give you is six months. It's a red line. Interests is a really important simple point, but very powerful. And this I got from William Yuri's book on getting to yes. He's a very, very clever capable negotiator from Harvard. Interests are the motivations behind people's demands. We'll say that again. The motivations behind the demand. Why they want something. Their concerns, their expectations, the things they hold dear. So your task in any negotiation is find out why they want something. Don't just accept the demand. Explore, ask probing questions in a professional way. Why is that so important to you? What is it about that that's so important? Are there any options? Finding out their interests and the motivations are absolutely key to a successful negotiation. So how do you negotiate anything better every single time? Well, you prepare. How do you prepare? So I created this thing called the negotiating wheel. It starts like this and we'll run through it quickly and then I'll explain a bit more detail. Step one, what's the context? What are the goals? Step two, what negotiation process are you going to use and what are the time scales? Step three, now prepare for your negotiation using templates. Step four, now you can engage with the account party and learn and go around the loop. Just look at this. So the research says over 80% of the value, 80% of the value is created in basically your preparation. Only 20% is at the table. So you'll create more value using a process, tools, and learning from the skills of expert negotiators. Let me just quickly unpack what's in here a little bit because I think we've got some time. Yeah, we have. What's the context and define your goals? What's the background to this deal? Where did it start? What are your objectives? You've got to try and guess at their objectives. If they've stated them great, if they haven't, you've got to try and work it out. You know I mentioned BATNER before, best alternative to negotiated agreement. You need to work out what your BATNER is. You need to think about what their BATNER is. I was on a call this morning with a client about the negotiation and one of the key questions I said to them was, if you don't reach an agreement, what are you going to do and what might they do? I remember as a seller, your best BATNER is often a strong sales pipeline. As a buyer, an ex-buyer, I will have three suppliers I'm negotiating with. You might be my preferred supplier. I'll have two others waiting in the wings. I have a BATNER. So work out the background, the goals, and the BATNERS. A lot of people miss this bit. I'm glad on the process on the time scales. I believe in the act of writing something down helps you think it through. If you write down the stages in the negotiation you're going to go through and roughly what the time scales are, send it to your counterparty, ask them if they agree. Get them to add their thoughts, change the time scales. When they put their fingerprints on that timeline, if you start to drift away from that timeline, you can go back to them and say, I think we agreed these are the kind of time scales. Is something changed? What's changed? In negotiations, something is always, always changing. And then preparing your deal negotiation itself. So the template that goes with this, again, anyone that wants any more detail can follow up afterwards. But I built a negotiation strategy that I teach as part of my training and coaching programs. You basically want to write down your negotiation variables. So in this, you write down your variables. What do I mean? Price is a variable, contract term is a variable, notice period is a variable, intellectual property is a variable. Write down your variables and then do one simple thing. What's your ideal outcome that you'd like? And then what's your least acceptable outcome? You've now got two limits within which you can negotiate. The problem is most people focus on price and it's a bit of a race to the bottom. In the negotiation, start to trade things. For a better price, you want a longer contract. You want better termination rights. You want to hold on to the IP. There's all sorts of things that you can negotiate around. And I see it as a bit like if you're an audio engineer and you're mixing a record. As you turn one dial up, you probably turn another dial down. And you're trying to do that all the time in your negotiation when you're preparing. And then obviously engage. Use your framework. Think about your goals. Start negotiating. Learn more. Go back to your preparation. Reprepare, carry on. As the negotiations get bigger, more strategic, higher value, take someone with you. It doesn't matter how senior they are or how junior they are. The key thing you want is high attention to detail. Take someone with you who can write notes, keep a track of what's going on. And that way you won't lose track of what people have said and what was implied. So value-based selling and again the critical role of marketing. There are a couple of slides on this. Some foundation principles about value-based selling. You'll hear lots of talk about value-based selling.  Client discovery call. You have a discovery call. Understand their context. Ask smart questions. And then you'll outline your solution. The key thing here as marketers is when sales start to position your offer to the client, and bear in mind you've researched your competitors so you know what else your client's looking at, you've got to focus on your key differentiators. What truly makes you stand out? That has a massive impact during the negotiation. If they value those differentiators. Then obviously it's about managing the buyer's risks and concerns, but also about building the business case, the return and investment model. As marketers, part of your role, I believe, is to work with sales to build that business case, to build the templates, to do the pencil sell as I was taught many, many years ago, so that you can see some kind of directional ROI. If you spend £50,000 with us on our solution, we see clients typically get a return of 7 to 1. £350,000 for a £50,000 investment. Here's how it happens. So building that business case and the ROI model is critical. And I believe that's at the heart of your role. Differentiators, building the business case and ROI model with sales. And then obviously running proof of concepts, POCs. To prove the business case, so you do an experiment, you prove the business case. Check the benefits match what's in the business case. And then close and negotiate. So price versus value-based negotiations. There's a power balance. I think we're doing okay for time. So on a spectrum where the buyer has more power or the seller has more power. If the problem solution fit is very simple, it's not complex. The benefits and stakes are low. The buyer is relatively low in the organizational hierarchy and the buyer perceives the offer as a commodity and it's packaged as a simple product and it's easy to get a comparable price. You can see the traits here. This is like commoditized product-based selling. Then obviously the buyer has got more power because it's being treated as a true commodity because you can compare it in the market. You can find an alternative really simply because it's a simple problem to solve. The seller's got much more power in the negotiation if the problem solution fit is highly complex because they can't compare because it's a difficult problem to solve where the benefits and the stakes are very high. If you're involved with senior executives, you know, C-suite, the CEO, the CMO, again very high stakes, senior sponsors, complex problems, very difficult to actually go out and just find another commodity supplier that can deliver that. If the buyer perceives the offer as truly differentiated, truly bespoke, very high value add, and co-designed with them, the seller's got significant power. If you've ever worked with some of the very big consultancy firms, you'll see they're extremely capable of doing this. I worked with McKinsey and PwC and KPMG, EMY, all sorts of organizations. Their partners are very, very capable at operating at C-suite and ensuring that they're not just going to get price-compared because it's a highly complex, value-based negotiation. So tactics, mistakes, and success factors. I think we're heading towards a poll. She's got a quick poll. I'll say what it is first and then Lisa's going to run the poll.  Psychology at the table, active listening, creative problem solving, rigorous preparation, rapid decision-making, or hardball positions set out at the start? So pick one of them. Lisa, could you please run the poll? So it'll take about a minute or so to run the poll. I hope for the votes are starting to come in. How are we doing on the poll, Lisa? We're still collecting some of the responses. We're closing, hopefully, 10, 15 seconds. Perfect. So again, if you've got your last vote, if you put your sandwich down, or your tea, or coffee, or water, and just hit one of the voting buttons, that would be great. There's probably a whirring wheel. There we are. So the good thing is, hopefully, in my materials, rigorous preparation, absolutely. It has the biggest impact, absolutely active listening, creative problem-solving, really good. So that's whereby we're going to make the pie bigger for everyone, because we're going to solve complex problems and add more value to our clients and position ourselves as highly differentiated. Brilliant. To be honest, that's a really, really encouraging poll. I was expecting slightly more of a skew towards the psychology. So great. Psychology is important, of course, but the dominant factors are rigorous preparation and active listening. Thank you. At least I think we can close the poll. Back to the slides. Okay. So I'm running about five minutes filled all together, so we'll run three minutes slightly over the half past for questions. Just check here. Yes, there we are. Most common negotiating mistakes. Let's just run through a couple of these.  Personality is getting in the way, i.e. it becomes personal. It shouldn't be. Take emotions out of the negotiation. It's a very common mistake. Preparation we've talked about. Believing you have to make a decision in the room. Clearly you don't. Don't get trapped into it's a time-expiring deal if you walk out of the room the deal's off. It's not true. It's just a tactic to get you to agree to something. You can read the others at your leisure when the slides come round. And again, same with the observations around successful negotiations. But asking questions, testing your baton, make the first offer. It's called anchoring. Again, you can do some research on that. So here are some examples of aggressive negotiation tactics. These all exist by the way. These aren't made up. Clients talk to me about these virtually every day. So the table thumper. It's outrageous. It's nothing like what we agreed. The use of emotion and anger to overwhelm you. They want you to doubt your own memory and cave in. It's still used, thankfully, not very often. It's an aggressive negotiation tactic. Hello, baller. Your services just aren't worth anywhere near 50,000 euros. You don't understand your market. The most we're going to pay you is 30,000 euros. Take it or leave it. So again, this is called counter-anchoring. And again, we can follow up about that afterwards. But again, it's a very, very classic tactic. We close our supply shortlist at 9.30 a.m. at a sharpening pencils if you want to be in with a chance. Deadlines can force you to make irrational bad choices. I'm old enough to remember Colombo as a series on TV. I call this the last-minute chipper or the Colombo negotiator. And it's the... There's just one more thing before you leave. The one more thing is normally the most important thing. You think you're at the finishing line. They've got something big they want to talk to you about. So, strategies and tactics. It's a massive topic. I write for the drum, which I love. Many of you all know the drum. So, look up, there's a link there. But yeah, if you look at Mike Lander and the drum, I write something called Ask the Negotiator as a regular column, which I'm doing again next week, I think. So, my conclusions. If you've enjoyed this and you've got value out of it and the poll looks like you certainly learned at least two things. You can sign up to my Insight series. This is not a newsletter. No one needs any more newsletters. It's an Insights and Tactics email series. I share things like how to negotiate better deals, tools and templates, how you unstick tricky sales situations, ways to improve your sales process, KPI dashboards, and how to win more RFPs. But lots of stuff on negotiation tactics and how to improve them. I also become an Insights, given I'm an ex-buyer. So, I think some key messages at the end. Marketing play a critical role in sales negotiation. Hopefully, I've demonstrated that to you in a number of ways. Win-win negotiations is the norm, I believe is a common myth. And anyone, I mean anyone, anyone on this call can 10x their negotiations if you just prepare well, use that negotiation wheel. Great preparation requires a step-by-step guide. I've got a book called The Higgle Book, which if you go online there's a Higgle framework that I developed with templates, which is all about preparation. And follow that negotiation wheel. And certainly lack of preparation and understanding interests can have a catastrophic results as you saw from the John Lester example. By the way, there were more than three. Clearly, there were five key messages of polishes. And that's it. Hopefully, that's been valuable. Phil, back over to you. Should I turn my webcam off? And then you can host the questions, Phil. Okay, so thanks very much, Mike. I can clearly see why marketing can perform such an important role in sales negotiations. There's just complete bedfellows. So thanks again for the presentation, Mike. So we're now going to have a short Q&A session. We've already got some questions to get us on the way, which we'll get to in a second, but please do continue to post your questions from Mike. I select the question mark icon and we'll try to get through as many as we can in the next 10 to 15 minutes. Thank you very much. Thank you, Mike. And for those of you who are watching via Facebook or YouTube today, if you want to take part in future Q&As for our Webinar Express sessions, we need to register for the Webinars to the CIM Events page on our social posts and join via the GoToWebinar app. Okay. Mike, which questions would you personally have loved to be asked by salespeople for this type of negotiation? Hello. What's important to me? Really simple. I wouldn't want to start with that as the first question, clearly, but quite early on in our discussions, just can you talk to me about what's really important, Mike? What's important to you right now, given where you are in your financial year for this type of negotiation? And I may have said savings, really important. I think that's the solution. And most importantly, you've got to be a high-quality, reliable supplier. And already, if I'd have said that to my counterpart who's selling, they're better informed about where to position the negotiation. Okay, that's great. I think this next question probably resonates with a lot of marketers. I'd love to take a more active role in our sales negotiations messaging, marketing staff for our sector. It's impossible to keep up any tips. Great question. Very good question. I've been in that role. So yeah, my tip would be you want to find, so first of all, in 30 salespeople, there'll probably be at least three to five salespeople who are much more open to this kind of discussion with marketing. So find out who the three to five are, first of all, that are interested in you joining in with them to support their sales negotiation. Secondly, I would then focus on where are the bigger deals, the more complex deals. Because the more tactical deals they're probably sorted. Focus on something that's a bit more difficult, bit more high value, bit more complex. Either problem they're trying to solve for their client. And then thirdly, what I'd do is I'd be writing that ROI business case, differentiators, thought leadership paper.  Now I would call them clearly thought leadership papers. Build your thought leadership papers, half a dozen pages, a great role for marketing. Work with sales on that thought leadership paper because they can use that as an asset not just during negotiations, but during their early discovery calls as well. And their skill here is it's not a sales document as such. It's a thought leadership document to educate potential buyers and to demonstrate the ROI of the kinds of solutions that they should be looking for. So I'd start with find a few two or three sales people a few complex deals and work with them on that ROI differentiator thought leadership paper. Does that help? Great. I think that's probably the answer to this next question that you may have something else to add. So is how can marketing ensure they're involved with a sales team who believe negotiations are 100% their remit? So how do you sort of make that breakthrough? Yeah, good question. I first of all wouldn't challenge them. I wouldn't say no, no, no, we should be involved at all. I'd say absolutely it's 100% your accountability. I understand what I was trying to do was I'm hoping to help our association in support by looking at things like differentiators and looking at the ROI model and helping you think about some of the other variables that you might have outside of just like kind of price and where we can add more value as an organization. And the initial reaction will be I don't need to know that. I've seen it all before. The good thing is with marketing is you see across the entire business a sales person sees their deals. So you can say, well, look, actually I've worked across many aspects of our business and I've talked to lots of sales people about opportunities. What I'm finding is these are the kind of common themes that are coming up. I wonder if any of these are coming up for you as well. Are these some of the questions you're being asked? Because I can help answer them. So I'd be positioning it around you have a wide view of the organization. You talk to many sales people. You picked out the key themes and you think that some of these ideas in this thought leadership paper may well be a benefit when they're negotiating their next deal. Okay, thanks. What's the most important thing to know or do when entering a negotiation wherein you have very little control or power? So the first thing I'd say that I would do is I'd go back further up the chain and work out why you don't have much power. But let's assume for a minute that actually you're in a relatively commoditized market. Whereby it's relatively easy for you to or rather for the customer to kind of benchmark and therefore you're in a pretty tough position. The first thing to do is prepare your mind. It will be a tough negotiation. It will be aggressive. So the key thing is you've absolutely got to know your market data. You cannot walk into that negotiation not knowing who your competitors, what their pricing is, what their incentive plans are, what their special offers are, you've got to prepare and research really well. Because if you don't you'll just be used as for example you'll be used as a price lever for them to go to the people they want to work with to reduce the price they're going to buy at. What do I mean by that? If you've got no differentiation at all in your offer and you're desperate for the deal they'll beat you up on price. Say the price was 100 and they get you to a price of 75. If the market price bottom is 90 they've now got a bid at 75. You they'll take that bid to someone else. They won't tell who obviously made the bid and they'll say to the one that they want I can get this in the marketplace at 75. So like for like basis take it or leave it the one they want to do the deal with may well go down to 80. So they've just got an extra 10 points off the price. So you'll be used as a price negotiating lever not as a real contender. So you've got to prepare really really well. Is that okay for? Yeah indeed. Preparation again is key. Do you have any preparation? Yeah. Do you have any simple tips for dealing with the table some part? Yes I do. Don't react. So first of all there'll be a blush response in all human beings. We have this flushing effect when we get frightened it's a natural physical response. So what you do is there's a bang on the table so you get shocked. Just take a breath.  So there's a model called pack which is a parent adult child model in psychology and what that says is basically you don't want to be in the parent child scolding the child. You want to be in an adult-adult professional relationship and adults talk to adults about facts and situations and objectives. So when the reaction happens stop breathe don't talk and then go back to can we just go back to the facts that we talked about before can we just go back to what we've agreed already and then can I understand what your reaction is based around. If they do it again what seems to be happening here you're looking for an emotional reaction from me but we're negotiating a deal aren't we? So you take if you see something happening in the room my advice is talk into what's happening call out an aggressive negotiation tactic for what it is most people will back down at that point does that help? Yeah sounds great advice Mike you mentioned anchoring during your presentation can you explain a bit more about how you said that? Yeah yeah so price anchoring is a very well researched topic lots of stuff on the Harvard site so Harvard program on negotiation if you look that up and price anchoring is a great reference source as hopefully I am as well but price anchoring basically is all the research that was done and they've got lots of research to think on their site was often certainly in a UK culture British culture we often feel embarrassed about setting a price that we think or we feel is too high and the research came back and said actively what you want to do is you should set the price you should anchor the price at the highest level you can within the realms of market acceptance it's called the zone of agreement so do your research understand where the market pricing is you set the price you anchor the price at the highest level in the market and what will happen is people negotiate typically about 10% around the anchor so for example if the market maximum price is 100 and you came in at 60 because you were slightly embarrassed about saying 100 then you'll end up at 54 if you set the price at 100 long as you're credible and you're calm and you're controlled and you're well prepared the likelihood is you'll end up at 90 with a trade for something else for that 10% discount but look it up online with lots of research just got time for a couple more before we have to close so the first thing is once the sale is done is marketing's role completed? so in theory yes in practice I believe no because the feed button loop I believe is essential so what should be happening is when the deals are done and the sales are closed then you ought to be talking to your sales colleague to say how could we improve what could we improve two simple questions what went well with the negotiation regarding what I gave you was I helpful so we'll do more of that and then what could we improve so what didn't go so well but I could change next time we do a negotiation the other thing I'd say Philly is very importantly that thought leadership paper you've written that should be being refined every time you close a deal and you learn you should be feeding it into your materials I run these negotiation training programs I've now got 17 modules that's probably now got in it I don't know 200 250 slides because every time I run the program I learn and I incorporate new materials the same should happen with your thought leadership papers keep refining and keep on updating excellent okay and finally Mike what would be your top tip for marketing professionals regarding negotiating I would say there's two things as marketing professionals you'll be negotiating your budgets every year or every quarter depending on your cycle use the same principles use the same principles when negotiating your budget when told or being asked to chop 30% do your homework be prepared go back with a well if we did that it looks like the sales uplift we're going to get the revenue generation will be impacted by another like 20% so maybe if we spent a bit more over here then we'd get more uplift but not quite as much as we were hoping for so you're negotiating so prepare well and the second thing is I'd get close to your sales colleagues because they're close to the market and what we as marketers want is to be close to our customers and sales people are very close to prospects and customers I hope it's been really helpful, thank you for the questions thank you very much Mike that's brilliant so we're now going to have a sorry that's my way of it so unfortunately that's all we've got time for for today's Q&A we'd like to say thank you to Mike for his fantastic presentation and to the CIM Great London Group that you've enjoyed the session and found it interesting and worthwhile we'll be sending out a short survey in the next few hours and we'd love to hear your feedback it will only take a few minutes and all survey responses are anonymous so please do let us know your thoughts and what you would like to see from our Webinar Express series in the future we'll be back with our next Webinar Express on Tuesday the 11th of October and I'll use your time at 1pm with our guest speaker Edna Poampal we'll be sharing insights on the award winning getting under the skin behavioral change campaign you'll find further details listed on the events page of our website where you'll also be able to register for the session and this is the best way if you want to get involved in the Q&As and submit questions so if you've been watching us via Facebook or on YouTube remember to register for the session and then watch us via the GoToWebinar platform by clicking on the giant link in your reminder email so that just leads me to say a final thank you to everyone for joining us today thank you once again Mike for our fabulous presentation and some great answers to the questions we do hope that you've enjoyed the Webinar take care everyone and we look forward to seeing you again soon


One who passes through our lives some lessons are painful some are painless, but all are priceless Thank you Would the clerk please call the roll? 14 I present Tonight for the Pledge of Allegiance Eric Getch is joining us Eric on May 20th Eric was awarded the rank of Eagle Skeletal Grace Episcopal Church He's a member of troop 801 and prior to that troop 890 Eric's Eagle project was the Lincoln-Erdman environmental and fitness trail Project involved planting trees a new visual white strip on part of the fence Planting perennials to raised beds trimming down perennials and other raised beds new soil a weed spilled and Eric led a total of 17 scouts and 10 adults totaling 90 project 91 project hours And Eric's future plans involved to finish off his schooling at sale The summer will be working at RCS Eric. Would you please come forward and lead us in the Pledge of Allegiance? Pledge of Allegiance to the Plague of the United States of America and to the Republic for which it stands One nation under God There is no liberty and justice for all Thank you very much Eric Next is the approval of the minutes Alderman Hammond. Thank You mr. Mary move to approve the minutes of the previous council meeting second They moved in second to approve those minutes. Is there any discussion? Seeing none, although please the clerk, please call the roll 14 eyes Next we'll move not move on to item 1.5 confirmation of council appointments Alderman Hammond Steve McLean first document for you is dated May 20th May 20th Mike Helmke to be considered for appointment to the Schwoig and Transit Commission fill the expired term of Lee Montemayor whose term expires for 30 2015 Joseph Arroyo to be considered for appointment to the plan commissioned to fill the unexpired term of Todd Wolf whose term expires 428 2014 signed by the mayor are two that are letters from the county board Advising that's a pursuant to first one is pursuant to cities ordinance 92-0405 Please do appoint supervisor mark Winkle to serve as Schwoig and counties representative on the board of marina park and forest Recommissioners for one-year term which expires April 2014 signed by Roger Tastrodi chairman of the board and the second is pursuant to County board resolution number 20 and city Schwoig and resolution number 16193 94 Pleased to advise that I have appointed the following county board supervisor to serve on the city county shared services committee for the remainder of the 2012-2014 board term that supervisor Edward Procek Again signed by Roger Tastrodi chairman of the board Now Alderman Hammond. Thank you, mr. Mary move to confirm the appointments second moved and seconded any discussion on the appointments Seeing none all those in favor, please press your I button or opposed your name button 14 eyes Okay, next we're gonna move into comments from the candidates for the vacant aldermanic seat in the first district so the clerk will call up the candidates and And when you come up, you'll have like three minutes or so to Give us some reasons why the council people should vote for you later on when we go proceed into the election Okay, what we're gonna do because there are several candidates combined with both districts We're gonna take district one first So I'm gonna be calling you up and if you give your comments And then we're gonna do the election for district one after that and then we'll do comments for district six Candidates and do the election after that Okay, first one on my list is Ty Dassler Ty if you wouldn't mind coming up, please You may go ahead. Okay. My name is Ty Dassler. I Grew up in Sheboygan and then lived in Chicago area for 15 years and moved back to Sheboygan about eight years ago With me. I brought my wife and two kids Choosing to live in Sheboygan it explains a great place When the seat came open I just found myself in a position that at the time and Resources to commit to the seat so I decided to to throw my name in for For consideration other than that. I think you got my questionnaire and you got my initial letter of intent Thank You Ty Next could we have Nicholas Dassault, please? Good evening. My name is Nick Dussault. I've been a resident of Sheboygan for about 33 years now and I've raised my children here and really liked the city and my reason for Applying was that I have the time. I'm retired and would like to contribute to the the betterment of the city I have sent my Documentation in and I only have a couple of things to expand upon From that documentation. The first is I like one of my current activities involving the city is that I am working through the auspices of habitat for humanity To work on the gateway project in the Erie Avenue revitalization program My wife is the president of habitats so I get involved in a lot of these projects And I'm currently working on a grant to expand our number of partnerships and the funding to help rebuild number of the buildings as the property is acquired The second area that I would like to expand upon is I worked in the Green Bay area school district. I Participate I was on the superintendent's cabinet. I participated in six budget deliberations at that level where we Over those six budgets cut about 30 to 40 million dollars given the constraints of cross controls and the Other limitations on our budgeting the very difficult process to do Have an exposure to all the different perspectives on what should be kept and what should be cut and during those six Opportunities I we increasingly developed better and more sophisticated ways to look at the budget To collect information about what was important to rank those Areas that Were less needed than others and to be able to present those budget cuts to our constituents and to our Employees in a way that was acceptable. So that was a valuable learning experience not an easy one We learned how to study The various elements of the budget how to how to make the tough decisions and how to move on from those decisions and as the six budgets went through we got a lot better with the practice of Making those decisions and we're able to even though the decisions were tougher. We were able to make those decisions And and to move forward with being in compliance with the budget constraints I'd like to thank you for the opportunity to apply and Before the hearing the other candidates. Thank you Nicholas Next could we have William Rigsby, Jr. You may might want to pull the mic up just a little bit. There you go Good evening. My name is William Rigsby. I've been a member of this great community since 1986 and moved here from the northern part of Wisconsin, and I think I felt An immediate connection that sheboygan was the kind of place I wanted to be I retired several years ago and have gotten Pretty involved in in the community. I'm a member of the senior center a volunteer at Sunny Ridge I'm a election poll worker and this year. I'm the co-chairman. I'm a veteran I gave four and a half years to my country. I believe in the democratic process and I look forward to the opportunity of serving on the council. Thank you Thank you, Bill and next will be Seth Fuller Mr. Mayor madam clerk ladies and gentlemen the council my name is Seth Fuller I'd like to thank you for giving the opportunity to speak to you this evening I believe I've clearly stayed in my positions and quality is an email you received The email lost also asked me to keep this very short. So I have I Would be honored to be appointed to work with the citizens and a council to address all matters of city business and citizen concerns I would strive to maintain or improve the quality of life for all citizens To continue to attract new employers and to help current employers Expand and provide well-paying jobs for the community I'll be dedicated to providing the highest level of city services at reasonable cost and And to recruit and maintain the employment of qualified caring and hard-working employees. Thank you Thank you, Seth And lastly we have Daniel Hill Daniel Honorable mayor of vanderstein Distinguished members of the Common Council fellow residents of Sheboygan. I Stand before you today seeking your approval to fill the vacant seat of alderman for the first district a Short-term ago. I vied for the seat during a time when our community was starting to face several challenges considering our economy on employment and tax issues that both the property and small business owner would be facing Like most if not all the members of the Common Council I walked door-to-door in an effort to raise the importance of these issues and to learn a great deal from the residents within my community a Few of the people that I met later became professional clients of mine Some of them decided to become more involved within our community Several of them on our lifelong friends and neighbors But all the people that I had the opportunity to meet with their voices were heard and their concerns were duly noted After touching base with several of these residents within my district once again a resounding message has resonated from them Today they are struggling financially to meet make ends meet for their families They are deeply concerned about the safety of their children at their local schools and they believe that after you They are worried about the escalation of crime within their neighborhoods. I Believe that after you view the resume that I submitted along with my letter of introduction for this position That you will feel that my experience education and qualifications will be beneficial and complimentary to this council By working together we can draw upon the qualities and strengths of each member of this council To conceptualize fresh new and strategic decisions to address not only these immediate concerns That I brought before you today But also take a stand to become a more proactive common counsel for those issues that we face tomorrow In closing I would like to reiterate the last statement contained with my letter of introduction That was submitted for your consideration. I Would like the opportunity to honorably represent my constituents with the fullest amount of compassion and zeal That I can in an effort to help our community to strive toward a better future for our children a future of social conscience and fiscal responsibility a Vote of confidence from the common counsel for me to serve as alderman for the first district would indeed be a great honor But it would also send a clear message to our community That together we have decided to make a firm commitment to raise the standards of our local government and to provide a better quality of life For all of our residents. Thank you. Thank you, Daniel Okay, next well first of all wanted to thank everyone for their comments and and for Taking the time to look at the possibility of becoming an alderman Next we'll go on to the election of alder person for district number one I'd entertain a motion to on the nominations Thank You mr. Mayor I move that nominations be received from the floor voting to be done by open ballot And if more than two candidates are nominated the candidate with the lowest number of votes be dropped from the list and balloting to Continue until one candidate receives a majority Thank you very much for that motion in second Alderman Hammond, thank you. I'm gonna ask the candidates to please stand when they're announced because of the number And this is a no specific order I nominate the following for district district one all the person mr. Ty Dassler Mr. Nicholas Dessault Mr. William Rigsby, Jr. Mr. Seth Fuller And mr. Daniel Hill has been moved in seconded to place these candidates In nomination for the position of alderman for the first district Is there any other nominations? Are the other other nominations are there any other nominations See none alderman Hammond. Thank you again. Mr. Mayor. I move nominations be closed It's moved and seconded to close nominations with a clerk. Please call the roll Any all eyes All those in favor signify by saying aye aye opposed passes Alderman born Thank You mayor van der steen. I'm a little bit confused on the process here We're going to take a vote for the candidate now. It is one candidate Have to get a majority of the council or can how is this going to work? City attorney According to As far as the process If there are more than two candidates are nominated a candidate with the lowest number of votes Drop from the list and balloting continues until one candidate receives a majority of Alderman if you could print on the first line it says print last name so we can get What your name is not that I'm insulting you by your snide and didn't say that Okay, we do not have a majority yet Ty Daszler received four votes Nicholas DeSalt Received three votes Seth Fuller received three votes Daniel Hill received two votes and William Rigsby received two votes So we drop out the two lowest candidates and we go forward with the other three So new ballots will be distributed and again, it's a vote for either Ty Daszler Nicholas DeSalt or Seth Fuller Okay, we still do not have a majority, but the vote came out as seven votes for Ty Daszler Five votes for Nicholas DeSalt and two for Seth Fuller So that Seth Fuller's name will be dropped from the next ballot. We'll be voting for either Ty Daszler or Nicholas DeSalt Okay, the votes came out nine votes for Ty Daszler and five votes for Nicholas DeSalt Ty Daszler welcome to the common council. You can come up here and Grab the seat that Alderman Wolfe had occupied previously and Join us for this meeting now. You won't be able to vote, but I wanted to make sure that you felt like an alderman for the rest of the evening and I want to thank all the other candidates who participated in the First district aldermans appreciate all your time and effort and in trying out for this role and let's give our Congratulations to Ty Okay, next clerk will call up the candidates for the vacant aldermanic seat in district number six Brian bitters Good evening ladies and gentlemen of the common council and mayor. I came here in 1991 I Was supposed to be working for Kohler company for one month One that was 1991 22 years later. I am still here I am now Married in a father of two children. I have a daughter who who's here tonight in that time I watched a lot of things and Wanted to put my two cents in Every time around Blue Harbor development the Marina The shared ambulance service any number of things I could Monday morning quarterback all you want Where I want to end up that I want to I want to say I put my stamp on it Complain endlessly about how other people did things but at some point you have to say No, if you're gonna do it do it yourself And that's how I stand before you tonight Whatever happens and no matter what side of the issue you'll always get my honest opinion. That's That's the best promise. I can give any of you with that Ask for your vote and those are all my remarks for tonight. Thank you very much Good evening, ladies and gentlemen My name is Joel Penteco. I've been a resident of the city of Sheboygan for just about 10 years I was raised in East Troy lived in Manitowoc Monomony Milwaukee and a number of other Wisconsin cities a short time in Maybank tents as Texas I've been a Wisconsin resident all of my life all of the places. I've lived I've enjoyed for various reasons, but in Sheboygan I finally, you know find a place that I feel as home and I can settle down and enjoy it here One of the things I like about Sheboygan It has many of the amenities of a feels like a larger city with a small town type of feel with the people Large events like broad days and smaller events like Octoberfest for L and L's which is almost right in front of my house give a sense of community and it's that sense of community that Inspires me to seek a position as all the person in my district so I can help you know bring something back to the city I'm the type of person that gets excited when I get a jury summons and a little let down when I don't get selected I have a passion for research and debate When someone asked my opinion, I don't I sit down I read I talk to other people other experts in that area And then I form an opinion Sorry, I lost I'm excited because I get to be stand up here like I said participating in the in the process and Kind of makes me a little lightheaded But this habit of research I have and the passion I have for you know getting to the meat of any matter Means two things. I'll understand as much as I can all sides of the issue and try to find a solution that works The best way for everyone involved I would be you'd love to use these gifts. I have To assist the cities of Sheboygan and work with all of you and make the city a better place to live for everyone Thank you. Last is Bill Longamann. Good evening. This place has a strange familiarity As peanuts said in a famous peanuts cartoon this like deja vu all over again You all have copies of the documents. I wrote I can assure you I did him in absolute sincerity The reason to whole lot to say I was going to write a self a grandizing speech And I turned that down very quickly because I found out I didn't have much material to work with but The main reason I'm here is to ask for your support And coming back to the council once again It's always been a deep honor for me to serve Be a deep honor to serve again Thank you Thanks, Bill Thank you to all the candidates and now we're going to go on with the election of all the person for district number six Alderman Hammond I move that all nominations be received from the floor voting to be done by open ballot And if more than two candidates are nominated the candidate with the lowest number of votes be dropped from the list and Balloting to continue until one candidate receives a majority Second it's been moved and seconded to conduct the elections for the Aldermanic seat in district number six Where clerk, please? Call the roll Okay, again, if you could please stand when your name is announced and this is in no special order Nominate the following for district six other person mr. Brian bitters Mr. Joel Penteco Mr. William Wongaman Are there any further nominations? Are there any further nominations are there any further nominations with a clerk, please call the roll Lies all those in favor, please signify by saying aye opposed Passes, okay the voting will then take place So Brian bitters two votes Joe Penteco six votes and William Wongaman six votes So a Brian bitters will be dropped from the list and we'll vote again for either Joe Penteco or William Wongaman Okay, the votes were Joe Penteco eight votes and William Wongaman six votes We have a new alderman Joe Penteco There's a vacant seat up here for you Yep We'll be doing the swearing in the two new alderman at the beginning of our next meeting And I'll have the committee appointments before you then for consideration at that meeting as well Next is the public forum public forum this evening. We have three First on the list is Joanne Scrivner Joanne if you could come up to the front and Joanne. I need your home address, please Free Seneca trail, okay, and you will have five minutes I would like to thank mayor van der steen and the Schweden common council for the opportunity to speak again at public forum First I would like to give a public service announcement and endorsement for Sparkies sparkies hot dog stand is the place to go around noon for lunch or five o'clock p.m. For supper or any time that you are hungry between 11 a.m. And 6 p.m. On a Monday through Friday or 11 a.m. Through 2 p.m. On a Saturday If you like hot dogs sparkies is definitely the place to go You can buy a regular hot dog with ketchup and onions and mustard and other condiments for only two dollars and fifty cents or You can really splurge and buy a sparkies Chicago hot dog with the works for only three dollars and fifty cents So when you're hungry check out sparkies Hot dogs stand at two locations in Sheboygan at superior discount liquor parking lot down there by the southeast street bridge or You can go by the superior discount liquor store by wilgus and superior avenues once in so right here in Cooler by the lake Sheboygan Try sparkies hot dogs today Actually tomorrow since it is after 6 p.m. When they close Sparkies hot dogs voted by Sheboygan County hot dog lovers as the best hot dogs three years in a row 2010 2011 and 2012 try sparkies hot dogs tomorrow Second I would like to talk about an 11 week class that are recently Completed and even got a certificate for taking the course It was signed by the leaders of the class and I might even have the certificate framed and place it on my living room wall right next to the deer mounts or maybe next to the clock or Maybe next to the framed picture. I'll figure out later where I'll place that Certificate Anyway, moving along the class I took is called citizens Academy. I first heard about citizens Academy several years ago from Jerry Doyle My Fulton Park Church sunny school teacher Jerry Doyle used to be an alderman on the Sheboygan Common Council some years ago And he took the citizens Academy class and enjoyed it and he suggested that I take the class sometime if I get the chance I Thought it might be a fun class to try sometime Then this February of year 2013 Sheboygan's fine local AM radio station WHBL 1330 on your AM dial Ran a spot on the upcoming citizen Academy to begin in March 2013 Your friendly WHBL news announcer who was seated right there Michael Kinzel Mike Kinzel or perhaps I was Kelly Meyer the other friendly announcer Was interviewing Sheriff Todd Preby Sergeant Jim Gotzacker and they were explaining about what citizens Academy is about When it started as far as the data was going to start this year how long the class was and who can apply Then your local newspaper the Sheboygan Press Located at 632 Center Avenue right here in cooler by the lake Sheboygan represented here tonight by reporter Michael Ocero Also ran an announcement about the upcoming March 2013 citizens Academy and how to apply So how do you apply? well, you call the telephone numbers listed in the Sheboygan Press or Mention on WHBL Radio there might even be a website you can click on but my favorite tool of communication is still the telephone So I called my favorite sheriff in the whole world Although Milwaukee County David Clark is definitely in the running for that, but my favorite sheriff Todd Preby So I was on the list of applicants and on March 8th 8th of 2013 I received a letter from Sheboygan police chief Christopher Domegalski who is sitting way back there in the back row and Lieutenant Michael Williams mega supervisor saying Dear Joanne You have been selected to participate in this year's Sheboygan police Academy citizens Academy This year's citizens Academy is a joint venture with Sheboygan County Sheriff's Department We hope that you find the Academy to be an interesting and rewarding experience. Excuse me Joanne. Your time is up Yes, Sue. I would like my extra minute Thank you Common Council for letting me again have my extra minute always need that extra minute The letter then went on to explain where to report The class started on Thursday March 14 2013 at 6 30 p.m Went until 9 30 p.m. And met at the Sheboygan police station department at 13 15 North 23rd Street Another reason I took the citizens citizens Academy class besides thinking it would be fun Is that my nephew? Michael John Jocelyn who is my brother's youngest kid Decided to become a cop So and yeah, he's got this police car this neat police car that he you know also and This is Michael John Jocelyn when he was a small kid He was scrawny and they took a lot of built bodybuilding classes and became a bigger kid anyway So that was another reason why I decided to take the citizens Academy course excuse me Joanne. I'm sorry the minute's up later Okay, thank you. Thank you next on the list I Have united council UW students. Do I have one person that's going to speak on behalf of the group? Okay, come on up. I Wasn't sure if you're bringing the whole university or just the few Okay, that's good. All right. I'm gonna need some names here of who's gonna be speaking Why don't we give you your name? Hi, and my name is Amanda McGovern Amanda and my address is 435, Michigan Avenue Okay, and your name My name is Doug Meyer Doug Meyer M. E. Y. E. R. M. E. Y. Yeah, okay, a same address You can put it down as the same address. All right, so which one of you is speaking? I will be speaking and you will have five minutes, sir. All right. Thank you You're welcome. I am a board member on United Council for UW students United Council was founded in 1960 and represents over 180,000 students at 21 universities UW, Wisconsin universities This is a student advocacy Organization and we really recently worked together to pass the tuition freeze that some of you may be very well aware about That is our organization that worked very hard to push that through and Recently by surprise the state legislature made a provision to the upcoming state budget Removing the mandatory refundable fee. This is the three dollar fee that we get from from the UW students tuition that goes towards United Council How that fee starts and how they become a member is by a vote a University-wide vote and the students vote in favor of United Council. They become a member and then we represent them That that income is 98% of the United Council's budget and has recently been taken away from us from this provision So it's imperative that we Do this kind of stuff to get you guys aware of it to try to reverse that process They are trying to change it to more to like an opt-in kind of thing where the students actually have to opt in to give us that money That's literally like us going up to every student asking for three dollars It's something that just can't be done to make a sustainable budget for United Council So why I'm here today is we need to work together and we're passing out flyers and postcards to send to Governor Walker and our senator senator live on who represents us in his district Now the things on why this is important is because United Council recently passed the tuition freeze So we represent students and we're doing things for students to help them go to school Tuitions raising constantly and it's imperative that we stop that and United Council is the student advocacy group that fights for that stuff Not only that but they also offer leadership opportunities for students like myself I'm going into political science and I get the opportunity of sitting on the board of directors for United Council Which is a great learning experience for me It also gives student voices and politics, which is really needed to fight for students So the government knows our needs and can meet them since we are paying such large amounts for tuition We also work towards social justice campaigns, which are campaigns that help with people of color issues as well as lgbt lgbt issues We have great upcoming campaigns and with our funding being removed We may not be able to support the funding to continue these campaigns And if you do research on United Council by going to our website You can see all the other great campaigns that we push that you may not will be very well aware of So this is important just because if United Council loses its funding we can't do these great things for students We have wonderful staff members that will get cut losing jobs for Wisconsin as well as a lot of students unavailable to United Council's Things that can offer them so Having this funding will just support students and help them train because we will be the future leaders of the state And it's great to have these opportunities. Thank you Okay, so we ran out unfortunately we did not bring enough of the green copies because we ran out of paper But the postcards we did gave you give you if you could give them back if you're in support of us We would be happy to mail them out on your behalf and also if you have any other questions We're gonna stick around till the end and feel free to come and ask us individually. Thank you. Okay. Thank you And last on our public forum is Mike brunette. Mike was here. I don't see him Mike left Thank you very much next is the mayor's comments I just like to point out that shabuigan is participating in a Benjamin Moore program called paints what paint what matters and department planning has identified four city blocks on a street and Michigan Avenue to participate in this contest and what it means is If we get the most clicks on their website They will pay to design the painting scheme for those buildings in those four city blocks and then hire the contract To paint the buildings So you can either go to the city website You'll see it on the front page where you can click on that and I'll take you to a link or you can go to the paint What matters calm and do the same thing now? They're accepting votes through June 30th, and and you can vote once per day. So just so you're aware of that Next we'll go on to a hearing in connection with the changes in the text of the city zoning ordinance to change various Sections to provide for regulation of donation drop-off boxes. Is there anyone wishing to be heard? Please step forward If you please give us your name and address Thank you. My name is Renee bowerman. I'm here on behalf of Goodwill We have a store on the south side of the city of shabuigan. I'm actually here from the Milwaukee office We're Goodwill of southeastern, Wisconsin and metropolitan Chicago and shabuigan is part of that Goodwill Region I want to thank you so much for considering Regulating the unattended drop boxes that some of you may have noticed in the city. We notice throughout throughout our region more and more of these unattended boxes appearing and We're watching with interest as they appear because as many of you are probably aware we rely on Donated goods to fund our mission. We're not alone in this. There are other groups in the community that also Accept donations Bethesda, St. Vincent de Paul and others And so we're watching these boxes appear I've had the opportunity to do a fair amount of research in how different communities regulate the boxes and And have become kind of a follower now as people are considering these regulations many of the boxes I would even say most in the city of shabuigan are operated by For profit companies that don't have a brick-and-mortar presence in the community. So I am happy to see you considering regulations These boxes are often confusing to the general public We've had people pull into our donation drive-up and ask for a Tax receipts and say, you know, it was more convenient for me to make my donation in one in the box across the street Or you know at the grocery store down the block But now I'd like my receipt and we have to say those boxes aren't connected to us They're not related to us. So we know that they are confusing to the public We're also Concerned about image when we see boxes that have piles of goods Around them You know, sometimes people look at all groups that accept donations as one and You know, we've worked really hard to Work on our image as a place that Is more on par with a general retail experience and and we're concerned about that from our image It's interesting because as I was driving in this evening I saw two boxes together and there were piles and piles of things around I took a picture with my cell phone I know it doesn't do much good, but just right here less than a mile from from City Hall And so I know that that happens And we don't like to see it and I don't think others like to see it It also breaks my heart to see these goods that are left Out in the elements when they could be valuable to our organization or some other organization that serves a Community need So I really want to bring it, you know, bring the boxes to your attention I'm so glad that you're considering them and urge you to Consider these regulations carefully and to pass the strongest and most specific Regulation that that you can as I've seen other communities do this and struggle with Enforcement, I think that that you know is important and urge you to take that into Consideration That's all I have so thank you very much. Thank you. Is there anyone wishing to be heard? Is there anyone wishing to be heard? Is there anyone wishing to be heard Alderman Hammond? Thank you, mr. Mayor. I moved to close the hearing second moved in second and close the hearing all those in favor Please say aye. I opposed Next is the consent agenda 14 eyes Next is the consent agenda items 3 1 through 3 1 2 Alderman Hammond Thank you again. I've moved to accept and file all RO is accept and adopt all our season put all resolutions upon its passage second Thank you for that motion in second. Is there any discussion on the motion? See none with a clerk all the roll Next we'll go on to item number four reports of officers items 4 1 through 4 6 will be referred And under resolutions Items 5.1 through 5.6 will be referred Under reports of committees 6.1 is an RC by law and licensing recommending denying a beverage operators license Number 9873 based on his failure to accurately reveal all relevant convictions on his applications His record of violations related to the licensed activity and a negative recommendation from the shabuigan police department Alderman Vander wheel Mr. Mayor move the RC be accepted and adopted Been moved and seconded to accept and adopt the report of committee any discussion. Yes is Joshua Orville here this evening He is here The committee met on we actually had denied his license back on February 26 2013 4 to 1 vote and then he was it was brought to council and We talked about it at council, and it was voted 15 to 1 on March 4th to deny the license He came before our committee again on May 14th, and we discussed it again. There have been no changes in his record And we did deny the license again on May 14th 4 to 1 Thank you. Is there any other discussion? Did you want to reply to any of the comments you want to step up to the microphone, please? And now much has changed really the first time I came in there were a whole bunch of problems with the application things that weren't reported and Inaccuracies with dates and blah blah blah, and you guys were really stingy about them and told me, okay What I need to change I went back Edited the the application a little bit added a lot of things added more accurate dates So when I came back I had a lot to tell you I Changed I think all three of the things that that were missing two or three of them. I everything is covered on the application now and Really, I was just instructed Keep your nose clean kind of a thing. It's a matter of time keep coming to the meetings. So Frankly, I'm just here To be Thank you for those comments. Yeah, is there any further discussion by the alderman? Seeing none then the motion on the floors to accept and adopt the report of committee all those in favor Please press your eye button or pose your name button clerk can call the roll 13 eyes one no Next is 6.2 an RC by public protection and safety recommending the referral of a document submitting a communication From Shane Hall stating that he wishes to report a noise disturbance from the rehab bar and grill located at 1450 South A Street Alderman Carlson that'll be referred and we'll also refer 6.3 to finance and Ordinance 7.1 that will also be referred along with 7.2 to the public protection and safety and city planning commissions respectively in Matters laid over 8.1 is an RO number 2013-14 by the city Planning Commission amending the city zoning ordinance so as to provide for the regulation of Donation drop-off boxes Alderman versey Hey, mr. Mayor, I like to accept and file and place the I roll past the ordinance Second it's been moved and seconded Is there any discussion on that motion? See none will the clerk please call the roll 14 eyes Next we'll move on to other matters City Attorney 9.1 is an RO by the city clerk submitting a communication from Christopher Bernier requesting a waiver from the sex offender residency Restrictions in order to live at 2102 superior having that referred to public protection and safety 9.2 is an RO by the city clerk submitting various license applications for the period ending June 30 2014 and June 30 2015 That'll be referred to law and licensing 0.3 is an also RO submitting various license applications for the period ending June 30 2014 and June 30 2015 That'll be referred to law and licensing 9.4 is a communication submitting a communication from Thomas and Christina Blindauer Regarding parking concerns involving a boat and an RV referred to public protection and safety 9.5 is communication from Pam Snekloth stating that garbage is still a problem at Wildwood Cemetery That'll be referred to the Public Works Committee 9.6 is a RO by the city clerk submitting a tabulation of bids for the Erie Avenue resurfacing project from North 14th Street to North 8th Street That'll be referred to both finance and Public Works Committees 9.7 is an RO by the city clerk submitting various license applications for the period ending June 30 That'll be referred to law and licensing next we have a closed session planned Alderman Hammond Thank you. I moved to move to convening a closed session on the exemption provided in section 19 point 851 E Wisconsin statutes for the purpose of delivering the possible grant of an access easement and the terms thereof Over a portion of the former sugar property where bargaining reasons require closed session I get moved and seconded to go into closed session for those reasons would a clerk, please call the roll And if there's no objection by the alderman will invite the two new alderman to stay for the closed session Thank you. Very good. Thank you


Well, hello and welcome back to this little series of short videos. Today's short video is giving you five ways to get people onto your mailing list. Now I talk about a mailing list an awful lot on this channel and everywhere else really. So if you'd like a bit more in-depth look into mailing list, I'll put some links to all my mailing list related videos below here. You can also check out this one as well. That's gonna give you a bit of an overview and a bit more of an idea of where to start. Well, hello and welcome or welcome back to my channel. My name's Sophie and I help artists to set up and grow a successful profitable business doing what they love. If that's you, then you're in the right place. This channel shares all things art business related. So make sure to subscribe and hit that little bell to get notified every time I post more of these helpful videos. So as we know, a massive part of building an art business is building a list of people who are interested in and then go on to purchase your work or join your workshops and courses, art services, et cetera. So let's look at just five simple ways that you can start building that list. Well, number one is you wanna make sure that you have a crystal clear signup box on your website. So very often I look at an artist's website and I'm rummaging around and I'm looking on there going where is the signup? And it might be at the very bottom in the footer. That's assuming that someone scrolls all the way down your homepage and they will see a little apologetic, please join my newsletter. And top tip, I wouldn't say that either. I've got a VIP Sophie's VIP studio news. Sounds a little bit more exciting than a newsletter.  They just would like to hear from you on a regular basis. So top tip there, come up with a creative name for yours. But anyway, number one, make sure that you have a prominent, clear place on your website near the top or at the top where people can join your list.  So set up a post as you would normally do and make sure that it's obvious that the post is all about where they can join your list to hear more from you or if you've got a little free things because maybe you teach, if you've got a little freebie, then you could make a little post about that. And if you haven't, you just make a nice creative in the studio looking post with a very clear call to action to join my studio news list and then boost that post. I boost it for I know about seven or 10 days. You don't even need to spend very much. You can start with $5 a day and it will start to build and populate that list. Number three, if you do more physical marketing, what about having a postcard created or maybe you have a business card or card or something that you physically hand out, grab a QR code on there with a link to where people can sign up. This is really effective and a really easy way of doing things. You hand out the postcard. People can just put their phone over with the camera on their phone over and it takes them a direct link to where they can join your list. Hallelujah. If only things have been so easy back in the day when I started my business. So fourth way that you can get people onto your mailing list is writing regular blogs. Maybe you do that already. Make sure that in within each blog, you have a sign up box for where they can join your mailing list. And you can also do sort of specific things with a link to that blog and you can create maybe a little free thing that goes or a discount code or something that's a little bit related to that blog. That's an even better way of doing it. But ideally, every blog you have needs to have your sign up box in there somewhere in the middle or at the bottom. All right, the fifth way that you can get people to join your artist mailing list. Well, I'm doing it. It is of course videos on YouTube. You'll often hear me say, go to the link below this video in order to grab your free dot dot dot. All right, what am I doing there? I'm growing my mailing list. You can do the same. So if you teach, run workshops or you teach in any way, shape or form then likely you've already got a YouTube channel to make sure that you are utilizing every single video that you're utilizing the space below the video that you talk about getting and joining your community within the videos as well. Maybe not every video but certainly a good number of them and absolutely down below every single video. You've got a whole space there and you can write all sorts of things on all the resources and links and social media and places for people to join that list below the video. So if you've loved this little video and you're enjoying the little short videos at the moment and so want to know a little bit more then of course below this video is a direct link where you can grab my new free guide the 10 things you need to be doing to make a living from your art. Guess what I'm doing there? Am I building my mailing list? I'm building my mailing list, all right? So grab that free guide video. Thank you so much for watching. I'll see you on the next one.


Russia throws 10,000 paratroopers into Grinder near Zaporizhia as line infantry. Over the last two weeks, Russia has likely additionally strengthened the 58th Combined Arms Army, which has found itself in a difficult situation in the Orihiv direction Zaporizhia region with airborne assault units. That's according to the British Defence Ministry citing intelligence data. Over the last two weeks, Russia has likely further reinforced the hard-pressed 58th Combined Arms Army with additional airborne units in the Orihiv Axis in Zaporizhia Oblast, the report says. In total, at least five airborne forces regiments from the 7th and 76th divisions are likely now concentrated within several kilometres of the frontline village of Robotine. According to British intelligence, such a force should constitute around 10,000 elite paratroopers. However, almost all units are highly likely dramatically under strength. The current situation is likely to be seen as highly unsatisfactory by the airborne forces hierarchy. Throughout the war, Russian commanders have attempted to regenerate the airborne forces as a highly mobile, striking force for offensive operation. Once again, they are being used as line infantry to augment overstretched ground forces. The British Ministry of Defence notes.


The audacity of Rob Polinka to call out Golden State. LeBron's leaving and you guys haven't been poppin' corks. You gotta be kidding me. He's been your only roadblock. The Dallas Cowboys have the 31st ranked skill position players in all the NFL. The audacity of Rob Polinka to call out Golden State.  How did he call him out? Well, he's saying, we're going to take you down. That's how it's gonna come across to the Golden State. No, it's not. Who needed some Bullets and Board material. This offseason to motivate them to win yet another championship after they added to Marcus Cousins. So they now have five All-Stars and new motivation because you know and I know that Steph Curry will bring up these quotes all next year. We've seen someone beat them a game. But in order to take them down, once playoffs come along, you have to beat them four times over two weeks with arguably the second and the fifth best players in the NBA in their prime. Clay is a legit number two on any other team and Draymond is Draymond. Draymond does a little bit of everything. I like the way they're assembling this team to try to limit the points because if they start getting 1-15, 1-20, bye-bye. You're not even Golden State. In today's NBA, you still need some level of three-point shooting. And I don't know that the Lakers will have that. And I think another challenge is that this is a strategy that might be built for Golden State but you might have trouble getting past so many other teams if you don't have the shooting or the style to beat them. Now look, I think it's a good plan. Will it work against Golden State? No. If I'm building a team, what I really want is athletic wings who can score. And so LeBron and Kawhi check both those boxes. When I look at the Lakers, my concern for them right now is they're saying we're trying to build a tough defensive team. I don't know how good defensively Ray Giorondo is. I know Contavia's called well, Pope's not great defensively. There's a difference between being young or long and athletic and being a great defensive player. You're not gonna be able to get enough, enough young athletic shooters because that's what the problem is. If you try to put shooters on the court, right now the shooters in the NBA, they're typically older guys, can only play 20 to 25 minutes. And when they go down to the other part of the court, they are a liability. And we forget or we don't talk about enough, we can't forget Golden State. They're an outstanding defensive team.  You gotta be kidding me. He's been your only roadblock. You never worried about John Wall and Giannis. Miami Heat, Gorin Dragic. Danny, stop. LeBron leaving, gets you to 65 wins, multiple sweeps in the east, home court advantage in the finals and I believe you'll cap it in June with the title. Somewhere, Steve Kerr is really happy. He's giggling happy right now because those two gentlemen provided his Golden State Warriors with all the motivation they're going to need as they pursue another dynastic championship next year and you do need new motivation because he can tell his team now the Lakers are preparing to dethrone us next year with this new defensive toughness of theirs and Danny Ainge in Boston is preparing to take on LeBron. He dismissed Golden State. He said you still have to play LeBron. I know the message that he's trying to send. We're not gonna overlook anybody. Anybody can beat us. But Danny Ainge like, we going. They can't anybody beat us. We're too talented, cause think about it. They had a chance to train for Kawhi and he basically said Tatum, Brown, Kyrie, Gordon, Hale, Al Horford off the table. So he's telling you, we good enough right now to get out of the east. I don't need that Kawhi. I don't need to give up no pieces. I'm good enough right now to get out of the east. What Danny Ainge is saying, look, whether LeBron was in the east or not, our goals remain the same. Get to the NBA finals and win a championship. And our confidence, our belief remains the same. That is the mentality that enabled him to take LeBron to seven games without their two best players with a 19 and 20 year old leading the way. So I love that from Danny Ainge. We talk about how LeBron has just had the Raptors number, right? Since in the last eight years, he's beat them, knocked them out of the playoffs three times. He's knocked Danny Ainge's teams out of the playoffs five times. It's LeBron and his run in the heat that made Danny Ainge decide to tear it all down. He had to. He had to, like it is, LeBron has been, there's no team that LeBron has knocked out in the playoffs more in these last eight years than the Boston Celtics. The Dallas Cowboys have the 31st ranked skilled position players in all the NFL. They have no number one.  Literally twos and figuratively, you know what I mean by that, skip, baby. So y'all in trouble and I'ma win my dues cause you're not going to no playoffs. How can you justify ranking this skill group 31st when it has the best running back in football? All he did was, as a rookie, he led the league in rushing and all he did as a second year player was average the most yards rushing in the national football league by far. He averaged almost 100 yards rushing in 10 games last year and Todd Gurley averaged second most 87 yards a game. This is dominating running back. And if you have that guy on your side, it's over, they're at least in that 15, 16, they're at least middle of the pack. Of course, arsenals for offenses are running backs and wide receivers. Oh wait, they don't matter. The current NFL dynasty is New England. They've never had a superstar running back. They had one superstar receiver, Randy Moss. It's the year they didn't win. They have won five Super Bowls, been to eight overwhelmingly without star running backs, mostly journeymen, Rex Burkhead kind of guys, and wide receivers like Chris Hogan who nobody heard of until he was Chris Hogan of the Patriots. They ain't got a whole bunch of ballers. They ain't got no guys. They got, hey man, I got 200 yard games. I got a couple touchdowns. No, Allen Hearns, I got 1,000 yard season and he had that a couple of years ago. He's coming off a knee injury in Jacksonville where they gave up on him. I believe he's their best receiver. If you are going to get to high levels in the playoffs with weapons like this, it's usually because you have an elite defense. We're talking about the Cowboys having a pretty good defense if it works out.


We look behind us and we see the armies of the past, the armies of division which led to a civil war, where millions died, the armies of religious fight that refused the leaders, the armies of corruption and growth, those who want us to remain in the captivity of ethnic and religious conflict. But ahead of us, we also see the red sea and the doom sayers who say that the future will be worse than the past. And like Moses, the leadership said to God, what shall we do all along? Wouldn't they expect that this would be a journey to destruction? Then God said to Moses, He said to Moses, why do you cry to me? Tell the children of Nigeria to go forward. Go forward. Don't suffer.