Want to succeed in for-profit local news? Go local — and take charge of your own data.

Gordon Borrell may not be a name who’s familiar to you, but he’s a big deal in the world of local news: he’s the CEO of Borrell Associates, based in Williamsburg, Virginia, whose business is “tracking, analyzing, and forecasting 100% of what local businesses in the U.S. spend on all forms of advertising and marketing, right down to the county level for all markets.”

Over the weekend, he appeared on “E&P Reports,” the vodcast hosted by Mike Blinder, publisher of the trade magazine and website Editor & Publisher. Blinder was excited enough to contact me and make sure I gave it a listen. I did, and if you’re interested in the future of advertising for local news outlets, you’ll want to check it out.

Essentially, Borrell offered some basic wisdom about what community journalism organizations need to do if they want to compete successfully for advertising. They need to offer quality local content. And they need to be able to provide prospective advertisers with “first-party data.” That means information about their audience that they collect themselves rather than relying on distribution via third-party platforms. In other words: newsletters, yes; Facebook, no, at least not as a primary means of distribution.

Because Borrell is placing renewed emphasis on local content, he’s moving his annual conference from Miami to the Walter Cronkite journalism school at Arizona State University.

Pretty wonky stuff, but it validates a lot of what Ellen Clegg and I have written about successful local news outlets in our book, “What Works in Community News.” They have to make themselves essential to their communities, and the way to do that is to be present in people’s lives. Irrelevant content from distant locales, the strategy that corporate-owned newspaper chains are pursuing, appeals neither to readers nor to advertisers.

Moreover, at a time when nonprofit has proven to be the path forward for many local media organizations, Borrell holds out the hope that for-profit news can succeed as well. That said, Borrell is pessimistic enough that he told Blinder he thinks we’ve entered the “final phase” of local news. The goal is to be one of the survivors.

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