tag:blogger.com,1999:blog-19024031882322561322024-03-13T11:31:19.759-04:00Contacts CountStrategic Connections: The New Face of Networking in a Collaborative World.
That's our book; this is our blog. Short articles, reviews, previews, and such - to help you develop trusting business relationships. And it's based on Strategic Connections!Unknownnoreply@blogger.comBlogger19125tag:blogger.com,1999:blog-1902403188232256132.post-21537071421035536222020-07-04T17:16:00.000-04:002020-07-04T17:39:01.206-04:00Check It Out Before You Join<br />
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u/evhEJy5wQAaaUVzv4XoQbfWUkmRGExKx63XvsJZhEtjBQE4dq8erVFCe+cOF8YoIr5y8woZ0YGhqK4/ediCPHjpF4qZH8q0VtoBYD2JDanka9Wjj4PSAhUyUitcM9iM/6l4Hysexqn70D+5Cfc+3wXoT9Xudu7+bmmG7/5U7fmUeiZuYBAWij+0/i70Nc4qPEKz/UIsl8xL73383QZ37Fu9/zcd1kjOwaIdjc2Y4r75yNMkS3cPEcpspyTBPfH58ajZHxCpKZq7oQou/Qh+ZvF4lewzy6evlqbKysJKe7C6e0Wj1MKaQ9uMMoApe9ZMr0oLMOCsSjahCHvlASJABJZCock5lewHyqJ4dci6KFxsHDgMmhKZhmh4iVDvwW9NXFIW/VSfQRieqMwBw670JNmXqDLlJ39/SHfjNOljF8GQrLGSIjAHugK3qyI1+cSdzvufTa7bLIxHYa2/Hic8/HhXMXkqRYX1+L9fX12N7cwvnaSYS/vbUdzz3zM6QGCAdKZRivWq/G0ftOxckH7o/5w4ejTla8AcTsrwQC7DOfaDaum2O6fcZ7f9/7W37/3nN7P+f3fdB173VPfi7XjPn3u3sXxsBXbHIkzcifIi/1bmtnK65DdG2ISGk6MzsX9eFhAcBL3yu93bg3fXiPP5mAu/WHAjnkrZULUW9txeq1qzGE9L7voeMxNncs6hPTURqeJpo0G7XaJNYQQgoN0MI/6CHZ6+j3K2++GIWt6zFYhmB3MOAKmEkw7w7RI+lBoVfCtt8Bz20IfAgzapDcwg4MtcNcxoaJIPFeIwmn060wLFdKsYFDPzQ0mATm9ibRph1oYUyTSmeb/hlHG7+ngD8yPDYZb5x5Myb2H4yR4ZEbdHLrTO/u241MtUQgQQg0P4tYPycciSfOeaTv2cf03fM6tt67fH0pXnjhhVi8spCiA6mMgd/mZma5rBdT45NkKoEaxwZM0oZJxknJt0H4Jkxy7uVX4oUf/ygOHjkaH/vUp+LYyVMwChlObFVNAdVlIlYHoS19F4fjuhcCt0nv8ZVriw/qJr/+g667+XsC6M2vfMrmxzufhafa+OJbr8QPvvvdeO6nP41NCETrtYMNPz6zL37+K1+Lz3/5KzEIAdzU2u9u92Yn2W+7aNyFCXPcWYmFt16IbezxzcVLmCLLceHNRRxfQpuT+wg2oQ0wZ3oVHNyOeYkqzKHzWoithUvx9gs/iqHYIZdQjnU1FszSQahizRCFAmPgqU12upkEH2YWM9zRJCKvsI6/cG15OcaHMcmwg/poiRJCstSDBvnXxGkfGZHxt1P2W9PbCJMiWfRX0C6GIU7cf39sIjxXlzGbgMdHOZJTLcGoHfIjM51yFa1W8BeIhPcbn0FYOnhTsi1gIr347HNEGrajCXFfuvpOTI4Tq65V48DB/QmoBWbBVHhFzE4icUbHYwj1OViaBPAdpEoz3j7/Tlx8/ZX47Tdej0NM9InPfTaOnDhO94yPziWUWyQi37MxZcO5/e+9MkN+v/dJ6O91vN/5/Fp//6B+haWHjMBfXnwAycVyPzbWluJf/MN/GN/9xv8d6ytrEP0QdUQjMYy5OYo9XwVOz/z+v4tr587Fk1/+Upx66BEkNiSoowuBYJBk7SVI276HcMO2Z176ZIaJNPeXzz0bW1dfj4nJ0WgtDiabvr/dicsvvoY5MxGzHzuIJO9FmT7L2PWN5k4Kj+rwfv/f/V6sXj4XwzjcjTaJNhGhuZ3opJwca/MHfTxr65hq0EKTdrYYaom+2xB4A42QgjbcW0WTWD+3sUFWm5owGWqHCJJmU5Vwaol2ZSgpaGJiAl9Teop48ZVX48CJkzEzpeCVXt8fd0LiTsdulClh5YZkzCSet2WIki5yBMsszlsAex5hFstL1+PN116L5eWlGAJhbWw8i7G6SLPpqbkoKjGAfhPHq89n61V0muynOjhMNGMSVYtzxfmpieGYGx+LhZXVuHTubPxbHLsv/5FfiAceeZjUPaik75KmRKKkm+NOo80G5sd03Bxzdl1+/g/zPe8jb9Pvt5/Lf7v5ngB48yufvKdASHJ7Yyn+1n//l+L7v/d7OJ7VGBzC0SxSSdDZQaMCQwRHeYTQOAbL2Zefi8vnL8dXfuVPxMeffBKY2K4EA1Pc1kU2JkkpG5+mcR+zZe3qm1HvEsff6sWJQ0eiOlBPjNLcXI/m2fOx1OjF7KOfSPH9MgzXLXUxfXpx5bUL8dPf+zcxjUBrIqw2t6xT6sVOAW1O/9U+uKRYr044dVupXh9JjLCDf9HH8mjTf3FXCEtTHco82kSQpIukCpmJ9GFhaZV2LEzcxNepYE6lvAaO+jBmdop6QVsn7jtJRrueYOp9H/a4wRA5EnMbOGcKrdgOSFB8CeqMEZSAmlfFWFu7Hi88+7O4dOlSrFBjUjtwMPYfPBBNJmhc+NChw9i+TcJrSBYiDU6+hZRo873GhEbRFANjY6hEkNxpEsmoUgIwHAeREpOYXheWluLV519B+hRgigfTCBzD7ocPO+933ZcI8h4B6T174eX3HI7v6uDGiV2iBA7OI/G1n/jebm7H//I//KX4d//mn8dAbTi6VpGWO3F4cjzuO3osZiZnU13Q0uo60ZperOKTLWPm/OZv/NNkbz+gpiBJgL7f7W0vVzg2ckqM0UyxAqrXXI1YvxpbOMajdYTUJA6uxg6EOjg7E/0ZtAqO78aZMzF66Hi0x/D3hiBOKmYLVMbunxyO4kozNulmneuamD2DI4RdS02c3X6cGEfKM5JFfIBrRK+KmGEUgKBE9FU7OMLgXBjyz+x0AbNrdWMzVU6oGWpWDjOWmrFbGmphdskY8GBUBmsxMgBDOFPocP+hg9xnb3vn7I/3diQf4nZiyJgh4zLtaBnCbnxlZx0DiqzTiBeff47MIgVZ2PrTMzMxOjaKeh9OTDCAA6U0GKbEt4TUT1ILCqhgDG8hgYwk1SgH7uN4mYHst6v4HkSbaqhnEjYlzk+PTcQ2kael8+diZXYypvftT7FsREMCZj7dOxHi7fPL79n7/mGkyt578s/5+962b/+cwVJIaoZmYqZI7cJv/Nrfjm/889/YTVYNxAMHpuPhI/vj1NF9ceDY0RidnY/e4BREMYQP1ozz58/G9374vbh66Wz8n//o1+PP/tf/TRw5chRif3ePqaIVhkj2vVQuMzbWorl8IQqtdUqqx8ALhBZVRB8E2jf6MxgxOh1FstGaNX1M4cYO4dGxqZicG4uJffvIEYDHNloCOtHpHoIXB2GM+fE6L4wa8F2jncY6Jhr9VyVofISBgSEc5G0iAphxUHgFvPeglQZhemudhg2qmNGGeR3XFvfKOJrao1gfRqPUJtPTM3H/6YcJOqzFGPT3UY8bGsKGcsIRqbnkM6eQok9MOAnQhE24mkKvFcwa10lo43bg5uREqwaJJlS5uMQ9huy0NzWljE3vEIqQeepwODGIVIMiafQI2RWowQcmKWZdRk2WgEQFm3rx2hKg6MaZZ34cxcc/HhMHDqFyHcidD+dxJ0a5891392sOs7u7Or9KSZaZnHqHJpye/sG349f/zt9EQ+LM1ofi6NxEPHpwJo7Pjcb0OOYlRNMlEVekrqcGkQ7ODcWBw4diAr/i3z/17Ti3tha//Vu/E3/uz/9X4Am0Auu9h8QIMJIf0YVjNFc6lGdvaOYOjJKYw0YnpGotUkFtzf3dIkwBAReVzEWiR+C1bCg1FmObsowLV5djGGegtK1XgsMNQ5TQ8rODhbh/qh5jFfIHGBf1iVosUvHa2GrFBHgdpMSiT/i03irFGjQk/iX8FQItJYTo8MBgjFKrZCm5preRKasluuDc5QiJmdCm5xe249r6Znz1638yJqZmkilew1n/KDhPDJEDTgK6QURJl2fRoxQjTtzAlYj5FAyk4vACTp2IagMwi7X6ONQliqz0/AdIs5dQ351talAo5a0CgApVjVWSL/BSCtslGUm7Sh+ZRhfJTEeRScEV6b4KZlUPR+61N16JRerfzYb+HFLBBI7Gh4RleDJVXvodPklDTfzCn4Rg2+W39HNu1njGizJ7uw8xpAv4m72nBtK3D/pzrwiw5QRePhgk6FDC8Ot/7+9SCt2OsYnxOAwznD40EQfmx2NihsDE8Dgac5QyBkyUEoIF4aHE75DYuu/xJ2JsdiqeeuHVePnCubh84WIcOnocKDIL2hdbEpsmikdiDM4JuZ11CBvza2QM80iHHI0t35gwTbjrrSQiZCEDN+Lcck0KjBSb6JFynDx+LK68dBmpT66B9vqMqwLeZsdJmJE0HkeKP3e1GT+9uhajMMIoJqBNlRFya80tzGbCsPUKVauDaJodBKApWcYA4a/CqJp25rQGwfXOjqXkJZiG+6CBJjCrQDPTjOni+QtxGKcaVH/k44YYkRE8MqbgdPY1nTPcl33NmMHQ2Ab5hWeefTpWV5ZiQpMIiVLAAVpduBhd1GhjaTkqxJUnUK9jI6MwCObQcJ3JowWUXqhFiVCGKsIwGoaaDX066zkWFpREZQibdTL2HT0Zx4k0TdLGBqHdZepcyjigjklitAy9AtBqvAZI1lT4zdVWXlOhjLjIu7BKYVQQ7gowIyGaXYlk6K+H4+rn7Mhme/P77un3ebshRPg9h+P7XJpOZ61nfpmS+Knvfzd+/L3vojlHCTOXYx/mxszocEzhM1RHxqM4iDkzOAqsaoANyY7Uhh/4XIsODDJ7+GTcf+RADLSRmJcuZkJN8QLX6Su0wYPh2qQ5Ul0a82fO2xtIYLSReaAOdngqybBWCC0NeqKEVO9TbpFwRZ9WvarNCh2StpRq9K6djwGuNZJofKtN4kxnfRjCxmDAnyinMLtkfoxE3zwJ2Emc8kJjI2q0N0xEqQbuN2hr04VD9Gl17TBFftMTo4xtgDLvHcZOuTiCVAd7BaG7TJhes3x6YpKaJkrBuX+BELBC9aMe76khKCZhCowOgjVklsXRRCCzR6LqAF26eD42V69FCXt0ES7dgnPLOtJdliGSeJme2Y/TMxqj+A4lgG9Eo0DUJEkuiLWKdDNUmCIjdGWiR0lvLYxSSqQ7PcsDCtiTB07eH5dJHO1UR1K2u2cdD+OrE45bWLgcF988iwPYJNx7Jebm5nHYIAQAyGBx8g/G3Pw8zDiKr0I6CSLp9ZsJ6fIevUM89pYzgqP0yL/vfnMeYM3XexH+3WgKXUgP4izAllVlOJu/9g/+V2r9MT0IUT5KgOEhNMQ0r/roJAIB+31iJsqjvHra2URkGG8ZeIk8SBATphnjmCF1iP3auTej97kvpD6M26eXmX+0rIky2AKh4xzArf4zZmk3VesJaxcLaTYBc3FC9tfKBSODBQIkBQqIOtj/FdY9nH3+J7GxdAGTqRTrwKUBPtQeEyTTRnAkxqhObTY7cT9arjrImggE6FCxA6OXYwlSOr9Foo5+7GuQosHrm8sOIAmykQFCtszTBJ2RIwM0oyTw+phmnRY+B+Z2ld/HRgagr/GYB79VmCtpF7nqIxzJqd57f4ZUCAJaEChABEEJ/+dAU13T6dtvvk5CjfJgIkIdODZYyGE41DT8zMxYjA70Y3yAwXdWcMRQqdSsd8oQvZEmJm4CR55Ts6iBZI5UsgCy1Bquy5UzNA16PWzZofE4cvpx9PBkVEjWKCktAfjO7/52/L2/9TdYRbWIIzZKTc4a9uQk4VuSgEQshgfrcYzCrymyu4Ocmzt8LE4/+njMkRtBteDUOdWM0TOzaS807u3zezHJ7S1oEqIL0Y7Ouxi/8Y9/PX6KdqiRcT0yXY8vP3QI/6sb55ZW4+21y4xvNQbHNxhzPfbPDgE3TIV2Gb/OgWOWUlJhBegEjHTsyFysLV7gu5Ia7ZDqhIjwrV6MTmOVWR6I0oCOJ3gB6OUiDKYgUGPyq0EOAyhV2lZoQJUQKfCHIFOyEMmttm1s9+Ltl5/FlMG0ApcrEOkW91ZQCyWRyQw1kRdWWdxDIu/AeC1l2mdHazGmSqEqdgU1VIC5mjBEyyVzwKUDvrsIzXUKC5vtLRx1SQChibDod8oxNz0NntdiAOYcIxxdx/Y+eeokuJ3G7MOk/IjMIK7I02QclSPTd0BA4wxcTeH8BBdawMP8WBPH+MrlSykicLVxMfbv66PONqDvfkxNH4g6Fw2pAslIFhqsjS2xUoqJGzmyBN5JlmEe6+mThkh9GHAwkpA5dBo5XqdZ0wfpum3zB45HBxu7CxKqlVZ885//X/H3/9pfj2W0k8sIB5BWo0P4KZg/I1hco2ihWVTvcADcy2eiuj3BtUvxo7dfi5OPPREnH3kMaTeIieB6XohMvNzjkcNNOOaf79SEmtdEE5H6OP/O2fjf//4/SAmpSr8df+TBIzGFIFlFAD148CTzrMe1BfIxZ5+Ll9YvRuuxJ2Pu6KEYoRzbWqI+BFEsEZ5VAwDzQ0cPxNtvvxV9YvTEc8Ah5g+/dRsrMNkOGhTBVSLEjQR2s4AqZRnbrSIhVxiL6y3O6yN5NX3K/K7MKpYQYrTXRdu2WZdQrg0RIdyI7bVLSHzqirimJW7LaC2qVxswT6+HA4H+StoEDd5a3YxptMZQrU9wBd+Qe4ZR3i5drZSYI+XmqYyHdrYoF29CSybxsJSggTYaZAQYEcIFv5q6JhcHYT4d7kNHj8bM/P4YAv9JyNKzeMjp+k64eK/f3qUh0kVKaRkACYZjwIuwKwORboEXuYdlapPS0vDU8TaVhv32Whw+cjTmJ9EODLzQZLJ1SPHcRcJ2pN+xf9ubNcyfwaQVejjiN4rYIAB3/XARirYrXaR27VOOLJKiVG33QUABqSXhv/38j+Mf/92/ASKpqQfBOnUHkRINnHlV20SVVV1Q+Gh5Bzt4M6nc6aEeTDUS9ZGJuPL2i/HMtQvxwMc/EcOUQpRwWhmkPfMCY2kUztjvtx53Q/i33nHzmyZTH3gKzae/+41YWrgaXaTpqQMTcd+BKTRrKcZHJmPx3FkSXjXKNGajMEHB4+blaCy8Gd3JIQiGBfcQusRTm9gfY+NToImSDuBc7rJSrd1IBG9VqIFU4/MlCM96onUSnbUOxDQwFsNz5BbQEh20yQrSvEkyoc5OGcOEu4fx17rc12s3KYBdoywc34080wTjaTYvwozULrEutIGk13oYAOZGp4wq7nBPo1mOCTT5dQIhFcZ237QBAZUOWgaBNcx1mnubaDMFkVEucWv1azv5OQhNQ6swgkV+JRkTejSDbRBHDaffuEp0rQZNCU+9Sqf8YZlBaN2Sh8gbYmq2CuL6sbl8Ji5fuhBT849yOcTMrF577dU4D8KqDLDRwyzBip2fHo39RH8GUHulZjtqU/OoZ8KFIKCP4zRCGK6lf7ENow0w+KQKkZQwQnKGVM9MR1WtVEiqFwmYzBqiEhKpESb9jPXFK/Fr/9P/GMsQ09TcTEyZxALow0PU7tNMCf9gtorkI+taA9ojI2MxO7cP1TofM4ePRwnT6jD3bLj4ncRihYUsg1R19stIGWxmgStkddaVSHuP25kh1wz5+fw9P7/3Xj+n5pCE0dmI9uU3U5KyU2nHqf2HYmyQkCTLKS8vb8dTP3s1VkpzUR7rxInpfhwfwobeuYIJepIVZiTCLr4eL75+JhbWMVFPPRaf+sxnILQaFcXbKfxYMruNdDF8XhmZJzy+BZHSLfMz3LqDszzGMEYQDiZJL6534823zsca9WUn56biyZOYIseOMuJiLF5ciLMX34mV/lg8hbZ65DAMhkNfwAkxlD5So06NxN4QwmgEbTOMdGqBxzp4M3k2jLbhhpSnaHDezQMmKPdgoLF6fZ2qWeCC+etqPHfs6EDsknctmWRZZWyqfMW8KNJWCbrokLmv1aZTCFazupuYhOEmoeb7hzuSHZQj0Sb8XAKQCAek8la8+uw3Se9fwyHFcUHtNfD6f/gHfwAhbUQD4p8icjQCh46PTiHBGWh/E6gTZoUZXC9rsmXI0gzejUIFm46QgY8agBSgeHUQCRBBKoBBLKQmROgaXs6iFdZXrmMOcT+quoDTGWRX/8nf/qvx9isvxhhqEppleSKYhsHWV67GxHA1Th7alyox57E5LTcfJLE0NnMghib2EbGZjALOPrZSTI0ybhw9C8N6RGIKqH1JNpVT025mLgqVP8SDRtW+i8/9mJDlj1Kpikw4R8lKlXcjbvuPHo5P9ytEU4px5oJLJV+L+Y+fikmJG6ZpcM01ggdF1jhPk/TqX3sjnv1xO/bvn0kZ7AKmbqqcTWYuibCBCYh1IgaBeUcp3FzD3O0gUC6TYwBdvVr8zrd/FOP7jkUXX+QHZ15lnQElNI89FptrO1SmEpGirPvgfftjdG4SXr7A7hhXU1mGAmpqtBpDZKgHse0HJGqJB2LW9C4zVkt18gMJjDaAUUxoozG6LD6qsSpuHR9kAzSaa+AmcC0PMV/aKpOHKNN2AzwXGAtnaC4LugygRbSsXTqaVhBy+0c5bmiIvY1oyigkIW+8dyQ4hNIiEVKssi4W82Nnez1xpE7VGLaelYrbW41YI7FC/hGJwYooJr65uELECUbAsZJJijjeLDKEQKdx1JgQ0SpzEPA33csMEARMkNLznHfa1y9eisubL8epxz8Fk43Hsz/4Vvzwm78NMCn8Ijnk/SVClaUE5EKMIz3KOORTRF2UVqM4X2XXXMC0RcbVhxHgCoiSaBNEVyL5ZNJQs0GGdNb+yxiDtz3H+0n9PZckdZ0nNfeezz8njYP23bjyVjx4ZF8cfZHK4KEy5RnaycyFqE8dovzE506xpuR6HDuwHZ1PHAUW2zC5JmUNqbpGPJ4y8LkTLKvEv0KITOyrx2uUuZQGKXpDyLjiLDsy570A9QmzGmbnMP2t9a7HOoIH2gM3W/FLn38kBidxujE+uw/MxiDLRzW3elgAkzOTcbx9EiJtxPGD05gsA/G9pYtgchsGYLxcOYRk19NL4Xc+278xC/Ga1GwCL3/AMdMk5EqMjZ/KmNLlHUydzTYEDwPB9GbT1RRqrop5FwI1mkkt5mnp+KH9B2J0aiimiRyewKk2IawmS/jJdLAdf6jjhlN9y91wvRZMsTQSD3zsl+P6/neYvBEJiBXWbcPxLioZo+yijYPdhPCWlxqshYXggEIRBuhTvz66b4x8BNKBNH0fxihuYTXiMJWRVl0mIQMkrZCQlyGwTSx9h1zDpTfeTusADhyci/NLl+Lq26/H0QefiBd/+hNsWhkLiQDhumWJocIhmMKtSibYDWKS+viJiTEK44ZYnTfKEkjKD+rsEIdJ4Zptly5inOLD6DOo/iV/5gyBpLCv7d4CkHv7ImJuP9S8npflCMtFCftllFKVJ45NkEtg4y380ArmRYkShkp1LGojB+Lw1P3RYq1Bb+NybBLidMcLiX2Eca8gsZ+5cC2GCGs/OFWNmdYmMKAadfZgyr3odKdN5pirVQWGyp1uAU28tbmGYFuPATLgY/uORGn5cszQ/5rRQhyDruPDL0vrmAlnUnyDy12LxuYSQZI1pHElJceQhfSB+FCQGYWUEdBCyEnwQ16C6JB2fTJxkHlKf1/C2zo2Q+v+qxN1UhB2oANzGgVMKRN8XdqWyfiJpkv4LzNx38HD8au/+hdT+3P798UYxaPiziy7tKSP9lGOZDLd3kCmliQS5EX9AHUr7KxA3YkZ6401Bg4R1kx4MbMBmGEANT7KplNKn0E4voJj1u1h+nCutEOWdZCafaRLykXgQKcQK5IF2OGv47BD0Ik4UfEVyjfaOOPTR47Giz/+cVx953x84pMPI+XxQUCYOzxsoFvrI/oz3M8/F6MMEcs2lFkj0VQfGIa42IEBjVAgb1GssGgElKJYE6lL7votAjK1ACxL+Bo9/JACTkjPhvlJU1+T7G6O92KCvffd+F1Jiem4vEAmFgZ99JEjsXqFiM0gcGF8JTRXHa1VwHFuUysmrJqr7F6xTrEbzF6glmkAPDx0+gGkJyX3b56JpxYLZGoPZCHv2f34CUCFgasRELjJ7yqDKyN6OzDD1tZayj2UMR2HZ1k3vXAeKU/iFJ+rSxZ6eXkjhicejuLAFGFTGJQoz1BljRwQdUyUjTz3xhnMIGkAsQTxJ2GiUKMz+7VsWyvDKBLcleAI4NN1ZXy7MiadEUVhUofwJ4YrcY1qWYw5fL4ua2TQhdIFjbdpr9lt4E+MxC//J1+PRx97NFZhmMNHT8TUgXnaoF0YK60g3AvwD/n5BkPkEiy1A8B7EFcR4Kj2lGpVJY2qGEKrEzMfR/IeJUe/b8JVTSMxTn5gQInMhJoUiw0QPqySZS7WkICk6cs7RKKIjBTJJyTiRwUZneglBxqQyuE4Wz36GBqfQa3W41Of+kJcfO0lyp1nkBzs+0kY9/LFK5ANtiWANMyWbE6Av4WT2BuBqPEzylRa+g64YSAThZQNUzxoKQA3cT+/m7mFgdVoSbLwm75LQRsiIU+mcOYffIjYvX7Yne6gaeZtUSOyb3ogBpbXIlD/g4wPey6Zku31ZcyiJTQh2rTK+vM27zjeJhar9XEW9XTi0PFT1ATNxunTR2IRzVGZORTl7VYcOnICSUuNGGUS7rllVYHJtS7z26A8ogUMtQ4tnByiJGRr9BIl5U2Eh+UaXId5Mkot0Qj+F1kxHPCt6GxCBysXMaCgPqI9dXzJOvmJMv/6RJk6RIbU1oCdQrzMRBOIZq17ME7XQkz+JQaFwF3xpuxXgOJigAdAgFC9hlXBGqSYQEtsMkd/0Puoof3HiFg9fN+D8fkvfjFWWUawjDnp2gorYk2q6jOpHz6abocE9yLvJlJVdTRuLiKxg7arys8oQGAqkT1lEcsw2cgBs4kQ5AhANBSmTV5sbsbaW2fIVt8HoCEw9s3pskWh5b2lAiFYnSYTPgCwR+jQgHNJ/QuS0hgM9WKkLV04GwOULwzNHCHPsQnwG7HOnp/DRDOsXWpxn4QtYLkZbd8jyoKXwmL0AfoAxUkadfA1SgOYAW2IDobtk8MoEOPnR4DOOECSkgZcJMlpzY4QKDpAAM3fG4fEr49wQ+Lzy024ZZf5fe/vN272WptEu9bH92GI9GJhh1wNjG1YFI7ABF1hP6TV2MRE2U/JSokk1Tvnn4sl1hE8NDAXtdVLeBLl2FxfjcMPPowWKcaRznZ0dUzPXUaYEDDANtIWd6MxpbZzc69UzVzlcJHk1wD4GsDfaLC9jOFsE6oGFhrY7e6pailGZ/saWoJ8RYzEyiXCua01/DJ8MKtUwV8Rbd80R0SCLXVC225GrLaVVhRAbXxFcS1jOhytAa+1YDRpabU6QmqC/ZgOjNYpzUALQWQuKRYHTcKuGzDWAcwjS3Jkphrvg1gmKU/FONXkws4+P+pxC0PcaIwB27SSTORqKkE2TBbuxr5srC5EpYltS/q9wWSHJq1kJZ6Mfe4OaiOo1aXXnifBhLPl4hLCm8LBDQS032EbWme6aAxVHVRKZwyF60tojl6XzDTIHz3QxQEnkcQOcW1s/tef/T5mE0kcJEZDyQPDuliliBreAfDbvDYoGFvbbOCglkn+IDlJ1BWRgEUShT0cObqAdeiDtcOuDzYmLqv7Q5/7DfcWKe9oSkWKrnQHb3uO9yP2/JI7/Z62/0SqzT74iVh+7ttoLiUbmoGuXJ5pVMe15EdPPYIfMYF4bMfw+IG49NLLrF9+Pa5RjDc5c4ycDjtqD78TNYRFmzFrjo5QGu2SS0OYSmOZTwJy28cG4VjNGeE/gEniyjSd11IyNYE/mtJlvVtrq8AXhiH82lm/FOfPvh3z9x3DhJqP5QvUqF29EGfOvM7lZIBYXpoCIIla0Aj0Z4AE0ocexCMhXgSWCViGCK5lThkjYw6z3tKWAY0B1n24b5Pqq06V7CBjNGexCu0MEg4/zLqakw89kLBRw4eZ2zdL37cKq/fCVY6Tu32/kZjbi8RM/TBoJpV3mUKktGr1YRMNMIyUg8QT4ZGVQ7poqhBxqGOQEMUYOnYwrj33o9heWIzZxx4HSU4+Kd0EPp3hPogvJWZDHiEBEScAESZp0waAGCfHYISqh9apD0/Ez158MRorCyRuqLAF+jpwbrawtUxNPg7+BOnpNgB38bnrwVPJMNJTX6jXQs6JMYivI4PaH1GLGra1DpsbcInI1WssXsKUmDhyjLEg3ZJkyMCZawJhlX/Ofrn59/3O37hCIcO/weMPYh5QrEayrYpP4X1FiLPQxsxbvBbf+/2nor3+rTjIWojDp07EIx9/IlYXF4mg1RECcA8+2vVzr6Q51ShdSLVROMrWK6X6L2ZtAGR7u0H0BrOR+VlIWMfxtj7IQITb7hcIeBQQYmoG1yQPYvd0ge8mGw9UanNx+DimGNJZPUEohLUXrxIY2YYYgS/zAPNAFCpRrgEXrVLL/rt6zpq0/gDcQQv98Qd4yiC6aTKGlofwrIKvcTLZbm5cx+oYgiEKWAxTmH+b1HDNsw5mlGgX3XEoRDIcCLe9tHsDzh/yQ9IQexvc+zmN3hlwpPMMfJOs9Dw27wQq3drzIpLbuDMmaAzx3VVyFnnVZkiCPYSdycqqHnHvnuFO1CL2QVJ1fYgxtQ9DFLBB3biqR0lvD8fZMK5+RnOL2nY2qKqMYbOi4g8fvz/+/W9BsMXhJOmaaAc30x3AeW4jiVyXrdTXhDPeXZUJwVCBaEcT6Vcor7IqrRTXKfW4/OYbZH9X4uHTp6hvOkok1s2z2tTovBmHP/lzCeQSlG74XiK/FT4JNDf+7L3uxsnbPii1lZZNmHzkxBMxcOSH0Xjt6ZR36SIxR1grfOb1y/Hsq5fi8Ufvjyr+1Ns/OYNAwOZnD6JZ1kAMHD0Vq2+z/POtF4mijUeJlWuWVJe2F2icEdOB43TtSYuAg6xeIN6rVnBhDXSKVFZrAxvO9dCmq0vXkBWsVWYnvA0ESovyjDIZ7crYHFYmAgv8VmbmKLfmmQ6sYbiw+moyXX1GhCSiqGlRzAcvccAkaA+Tr6m4kHMYEolBhFGBiFd2FafAv/kDTaphzGbD9a6XqWJqVwiQDBEdHO4NxiR1aGXNaphK+jLnZad3wkfq5B7/3MhD5JyW3u1JzKVpal9ramS28yoqc36wGxQLpOhRhaK9Mbh5hETcEFWIDJfZY5SQvnchB5kL9tDBLsVutUlj2Xh9EIBxbomNORJj7sMMpmAtTOuvE8olr9FFOoydpnSBpEsP4v/s538h/s0/+2dx9dw7RFIApP3oA6CdBpCukyYJiRLVMIPc3sRF667dxZaKDXyY8sQhVP8gIdlRCukoO756Ebt6mcgLOQCk1fryNZJ9w5gUMEc2uiRJlaweGcH7OYNJ9j39dPd/nC+vioiFMEojUziyEDAM3UaaD1C2cfjoEYoCZuPkL/5CVCfm4n4k+OqV83HhmR/Gwo++EwfwpSan56L51vNEYxAszE1fbWr+8G6EDw8MR9vEqGOnu0RkqT5I6Q1MzOyCVpxrwqr4hL3yFfA1HGeurtNmPSYh6G12u9jsLEfJqB5O79VzC3HpnTex63F+aRRM4WuAB9p0wwCL8SwX8VVB8GkPmFxTmrsroz6Z1ybtJO7VDoBTxVGBKcvimfMVV0sSZCi7/gNzuVQg0gV+fChK5i84Izr5D3CkPISITYwghDgk0psM4RnOp2uYNFGKQTKHA9TuV7Dt6lA5AaWkslOoleiGe+X0WVaYampghGIX+xW118WmF39lHFu8x8TlfRyytPscNq8rwrpU0LrTRI9w6QAO2+r5d1Dj9xFmnY3xWTK4X/6leP4f/DVyGTjnoEN32sznBDmQabZbnxypU7dkZRPhYf4atWrAICMzU1GB6FZY1LQCgheus1KL+P4DmARQYzIzrixci9///k9i5I0L8af+wq/CWEo/0SlclLq8JfJ6f5PJK+58MHegBZYh2BVWrF2H4RktWrKyQY1STV+gFjPUDV196tkoHb0/FqZLsW//sXj8v/xkXH/l9fir/91/G7/yS19EYyBRcXpbrBHoXtuI2a98nVlj/uA8N4C1Y9Us0YE2YywhGjJPhYHMyXJuI4dVmLKPX1Nnue7Tr75FdKkYj/6nfzw6FTQPvkOByFLz2mpsLW3GkY89GU/95DcRekBfzQFdaDoZhm1qkvLfHbzrzM856sRbjJeYZFdLYDMpE5NpZcgUtyZpCE3qgiFnAh4FLIoetVxVomxlnk7k+ms3TC4RntYKyzZnSwi5M7jv8VdaV+J5wBQMPyE/2bnZ2TRznRcmLncOzR6JA0dOYdMdgkB6sc7CjI133oDY2aUBR6xEMk9fooTacwemAZAA6FUDSPkNq8Hwn7Hfkepgi+4ZAv+AKpCkYI1QY4nwbY0yCxeZXn75hfj27/1OnP7SV+LRz3whDnBeFe7W6Zu01cXMmSarVUAiNdEspSmSWtIbElDucymqOQtS1di/l+Jnb7CJbn1fvPTsC3F0sBmHpsdj5NgJ+mQBf+161MaPxMmTbJybpDZQAUkOzrkLn6Suc9Dc47uaVsFjtpo61Lhy4UKsEF6dFsFovC7RtQ6alUGzhSS5E/y1YeZVbbFjxcWr8So1RWsIpBnKZDaXFmCSE4SUKVbke3nqGJuK8VQdmKNvuTZj1ZeowTCuKzCClJgBwkqr5jRVJUwKASuTM7GFCdJBcH3yofvilbPX4/LZKzFz9D7qra5TpsNaCvysxx5/DByuxrd/wr3kmzqYeBJ7J62bYA4Qd0daAS6+U5EG3MA/ppOlS+67lEIYai3gqe9pmZALlNqYTOWUPATeRrwINqA2MDbY6Iy8VFfzGEvDqgJNLP+Z7/jDPtLOfUq+9GwIW3c2tx1aDFUk+cYKK5Wm9ql/WRSEg4aUHn1kf0w//PFoLZ2PrVefjcbyIokjMq44b0VeHaI7VVWdiBYJMhab28IhAAfiMASb1LpbmWzFmdcuxuH7T7FicSO6rLSbPfVAPIFG2rDSc+VwvPL6Myw4pymQfnpsIA7PH45n3iGTex0fhMUp5jVS1SwSt0u5CbYA9reAJbE3yqZWJ4izzx+Nj1OeUMGPmZ6fjsIqRELU87HHT8d4fyf2PXyacWljZ4BIJhPM79jl7UxV3DsylNYC2JzA1vr1OPPiT2LtyttoQHapwPR07O2dVQohD1Acx7oPTNDOzuVor12BOEZYYE+tEuUwf/I//1Pw+gVC0ix4Ih80ODgXFRbJbGEmJSkKE5mDsFylhPhN0R4ERJYMuzGpxDQ+nmroIMnBV6cRaFdBdDlOk+TbOXOeWP8Oi3soq6fYr86qyC6hb+yzODh/IF55bT1Fs9xEzvahawScEUQZ3u/AD2GLaOQF0/C5wrx7jE1Dy886331LXbEMytBXH+GFIY6pSyHjAPCoT6AphkhAovG5dn1pBdhMIZ9oUUa7dxQwyDsfpb/8l//KX5E4NQ08cidF5Dk5GaUDMC0buM7STZ/3Ze18DWeqCKG7SW0XE2mQFPrg/kOUZAzEDgOvMFoEE+uEeUaYDhAvkWOEQRmizQzI6JdvnEv9oiI3LCajfmYQYlWiLVPDv8nnC0Re/sX/8+34J9/4Js58IWaIZv25zz0UX3zoSJw6cYxaexxvYvEDxrCZy8QIyS78miKD8Gk3tSF2ith3kNwImXM01Qi5jPmjJ6NAdWkFZzWVH1CuMEIc38x6ETNDiCQmcLyOO4m1BKb0J/++9926m/z7zSuzT57Xhm5SDXz10pn4wb/911HbWIw5GNvwjKSj2VlDmw2OHIzCCNEdChvZ5hdiX4Y4h+LQCapdyxa5oQmIwA1NH8HOHqVIboRcDWFkBICS1q3rHUsiVn0GAxdOaM88kqkKE1YQcDsbLvu9lGz/Eo73CM61O6LUaLfI1jMUgTM6rgXGYyRhL125ilmGEFLqQ+ygKr1QO0mYmHPK5UcStpitrlNJC8IQcDrF4r/DeNl2Ivr4ToUq1cb4nSzUwKkmAUwmXcFaQGOmNfT4SdMH9memGCT1H4AfYMc7HrIEGgx1uWSUhslXUNE+IM8BamLrBHcoBdjBERtk/e/ogxThjc7G9qvPgxhMFrRI180H0IQuMhEJBetelPIQawnHuEcIIjloAOTYJz6Ofb8IgTRi4+xb0WJ7lOrEVPza734jnj9zCaCSlKPUeBJJcdT1DyibfRDT2MnZePXNd9indDkaBQC5n5HTlzKqgo9RYb1Gb4fE39D+mCRaVaBeyPF3t1hNZggW6QdtIA0PY7kxJ6ScyBNpNPO+RC743otZcrDu/U0b3shPjyjO+Tdf12KMuUmke5EcCeZGj829+piA2yz+J9WZ9qcqUro+MPFAjJKV7fRZY0wJfQmJ3GQVYXX2UIyefiSFmd3ArELWGPoih4OxCcDtrwulGk3KBI7Y5IWQ4386DK13u9RHnXo01ik4LLIsmKArDIAAI/HaY3GX/oCGbQlm6FNuMjM/E1/9xa/E8y+8ToUAZh543SGjrUnTwnfpEuZtYBFALmS08TEwqRhNEormQdAF+B899nMCtgjS8Qc/G+OHHkhlNwXyXCZSe5rWOBpqMBFQYZxGClfZicPVj2lTiQ/AS46De3nPGEI47R6ywC6sIIJMO7z00osU77HfJ9LfRJlFc32k1RBqvmz5MZWRDWPTm91UDlA9cIQ1wEOx9uJzUWLRCUtJQCItQwCGV1MNncSGL4DhBdBBEE6dZRNDEOp4azBeP/OzmEaKF3HAG1tLUSN0e/++oVjaYJG5O8RBEANIsYnZE/HOi8+wb9PbrOdu8jwzyhDwKXwYR9rAgD2MdFpT+BVns1bDmafA0DhgY+1aLNHPGBnbImUQFULKPvLJfaIsp0g3Jj0hDQkXtUQOqZvvSfLLfGrVPRfk532XOBuYjx2Q3CKPs3zlUvyRr3094uwPo3vlDONR0mKDw5ztxgIwMtNMnztryWyostFAfYyEJPrC2qYaNUj77n8sdij3aKIBKiz81zmpk1RzcwXLKbo4uvp5aZc+xuBn9X5ma6j9IchEsBA+MJh5+Ofiyo+/RYQJQeZGAAROyiTJfH6c4+ulhU2WYzTjALmPfV87xBIAggPUFq2BF3fGcA9Xa8I2uf/lH30/OstXMbcxN7EoSC8RDsec4t8mydf68Y/H/JNfitocFatk6gvkQPRVWiRIk7nHfW18yi2YoHl9BaEVsXh+gUggxZqaH4xdZvnDPBJDZIjbbVaE7naiRlhYuBCLmCsHMDfqrElI+yVBuFLGJk50pdJJDCLAmki3EqUILhovjkCsT/wcFicO5GtLIBhAQjAi3fYhLd40o/hun3x3iWkfETc7jNo/fJyMeC1ePfOT+MnPfog+Zn0uJtUQfW9QeXtxrR1bALfMktBBQqzT2yNEl4ZjpbpBWJWiCJDaZnmk2fEiUrJLbROFzanswNVm7ji3w2OZaoR2r7z1GiuvqJnC1Nh/Yh57/CQS62C0zKTeDnCH+h442MsIu5BkfjLQTWawSlgnfQOfYHZ2NvbNH4szL/9OjGgj024LJrZC1a1AV9jRYgsiGyACNIBv1CHfUOkcjSa74hWItJSnKbvA9OK5n6matIBQKRP+NtvtBsXWcmW1W45BTZeN5SZuMzQnhgAHHfIzQ/tZFPQI0aQXn06LhzQ9++1NFoGBV8wWzH/CrfQPofaR9FGnHFurgF3Cpw8QGqVOrY/Q7IJn99O67/T98a//5v+MZQCjsMJOjSHetwsUCz7x5dj/yM/jA1GbxQ8dxg/yEVbQCaZ4hT70SypULc9MU6lMcaNVzjvkOi5fWohDJH6Fbw7jHOYf9Z1ZASw6FyHpSAQAp4JId19m5vHA/TiZEHx6QCNcqR9h4kyJuMkgnYDVrngTbDtC3RCEZcy7QNHfyGOfZrdnJvLOS4QxCb8B3LKRG8NyqHLNBDIHdI8YR2q7SKeLAC810E4M61/91reR+jh7aJKC99J3nRKMBRYOvfDOcnz5Uba5mT9OtOYiO1WwuQDqVK2SSp+NhOO0OaUuGwJB+0hNM9cQH+q3TyJxZP9xEGgCilopmLUN4n2QYL9CvRZZ86TWcFDhDGABRZiISsSVoJUIPvvEJYmxb55XK3jO7L57CQnkqtWezHj24IPxr//JP4rZ5lsxxhh8LIDVnm1gUrb+i6D+zuY1tMo1TCgK/IamKZBEFJCxrc8dpY6Lq1kFZyWvaxis/ZGhrTBNj0CTaHcZUkJTvyUDeHeM4hcogzOZBXhx7Q6MOX3fpygApIL44otE6gx1Yu4igjD0mAtXcxtoD9Yupcz6APPqDjOnIQIC+JLdMrkD8iYtxnbiE5+OfScfiaXn/gC/T/OVdTO1mdj3sf84Jh79LFqJnVcYc9qrFxPKMvG0rh7acslwFhCACRlBhcTcoePHmEo7ruOjbrKBxAj+TaqoTSDXQfLICTn7dq9/NWJuQaQMIvGb8l9YoEwC51cGyAhDsEoO/uUdIMoIquTr19mHiVp+bcQNGKmDRjA72cOsmvz8F6I1dYhNByAKVSqA1om1dKBDPsJ9X5XoRif6SGVUAShqo4E2YoHXNgVsczNoABwu9zqdHWFxCY7f//GdF1DV1lAtxb6HHqMqdp6dNWbIZKOBl3ylAABAAElEQVTeJRDCvzWYT9PPtb6d5jq1QtdIgBEixrwq4J8U0GSjEwdijJzKzNRxQpezMXX0FOodq5l703yZp3PNDiXt7sddGOTfbl6TnyHKjIBwPyGPCmHEKg7lOKFjE1k/+IM/oEwB8zMRLBpS5xECEYZlHyJDMsz9pRQaXVYvujR2kLXfg8NUFhNiNVqlozqAU+zaY4eY5RmEreMElolAZAXIEY2cfee8n6Fsn+lWwkwsKZz4t80YJ+9/BOd2HEHEsz2WLrNV/mU2CriCxr6Ej3Y51q5diu1ltD5z6xG2LW5Tyg7jWJ5fYBxpTQMwL6Itjj3yOLjETERo7nRZyvvYV2Pqkz+Hn4njjDbba2amhCG05DmFiUJEgSK9+Zvh2VFWSR4mW28d1harN1uYa847m6tQ/miHEEuHHTsQO3Y376VrS5wXSZk2UCMkRpAauCurjcng6hYg1q97DygEKyznJHvqpPQdqvWpmH7yC7GckKYcRPpBkC3Kwne4zudDKIl0vos4j4Y8q0M11vi+gZbox7JpUZhkHEnkbgsVKjR1eH988Ur8zd/6FkTHfj/7H6BU5Mm0g4bJHVW6u1JYp2RSyh0FG7QvA0oM2+QsVt++GMuvvRNXXmEtMYVr61cb2Onz7NW/T6HKNNUGtx7vRfS3XpF9c+5qBplB2MoM1hEJtzqmxQqL45W2PppW2BnLt5S9yE4haijEo/QKEWB+EEEDDSm/4t6nljuU8CkKhJIHWMNg245L3N0cH43vMkNCGLORaLIXRCYeIaQ27y2EhRu1pTyCCVU0RZM6qyLh4OitATN2TMSX6aDpW7xS3Rqg0Zw0UNIVptRRba9Qmg9+AkHTIa+gUJw+cBTRhsk3fTQOffVX4vCn/2iqsq2BoyrjFybSWGIM4C0jJ2tEeqN9YSj8tDgs57AUxEpZ/dm1tU00xTYbJ2wAPzWEc+avc/uQB2CWvZQo7CbNDgkb7JVpw6qrnOsS8CQQ+rGrlBCRLUGW0lfqmcbBvXD+QtoapMbOER2k/w5EPsS+TeAphgDMwAOPxObTP4Kg0RIQfZIINFjxAqUik3TLmRKxdYKv8bvf/m6SgqvNQrz+zmqcYH9EfZDz19i4AKD4UL9/+fxZCKYTf/ZPs3NddSaukCjcz84USaoQDnSMmnCWdNfYtqREBnyN7aqbA/sxWw6lmqtJ4t2uZW5sXYOhJETCytrnMJTgufUQAu8+bhIit+wiMpdwEqxjFU9GvZ756dOsTWCNCP1swZitKWv/gRmCRNPFRJqbLWTFlTA1fpAFeYqkK4Rru7PHgPNUejmfbANjQ6t7GeLdY3Qyoi0jmGximiiJlMQlH/xWocBO81G/qySDYmsaCHFncZ1Z9+VlkAnH2G1ZCLWxGDuYdXMEW/o4+jU0DBwRkwePx4mvfj2OPfo4G16z2QEUVKTy1uJAo5USuvs5aTEIr1QWzlhyzeGcZAqreFP4nglgRyQhIiYUOEPsLZxt1Qmuwd9eXLwXFO50DoZw3G02FF5EBaGWQZIcm5E+QAAxQkzmcJ2sP9mpJpR2qP4HHxOQDx1mG3wiEIK6RFmAFZRFgGsEwVLd8ZOPsX3MSzHWWuY7TJCahjjZ70eCkCEMr7Hgl0QNZhG5BrOtrEchjNePJZagWslaoeZlAyvEOhkl/5mrq/HW89+O8bdQw9zXwrSo0xbUnYBnZlZ168u4dguH/Jvf56k8vZ/EEOq31anEfTNz8eSn748x6ohMGBYwzVwkJb/ffmREdetZiUxEiEAR68vvOTMIsyYRpOeffYYHy/wsHn7sYVwotAhmh1GaMjVYsku+e0Qe1TLk7fqEUtKu/bh24WyMnuQ5G2q4FVZNkDMpJ9v7JjMkzcx9vufE71huFZxMDMLTKDSLjWqy+xQFapIcbGOqFgijlgm7ukeXpf/IZjQzz4hg3GXwacWy+wYWCL0usVPI3M//HGi0DoUCy8HxtCa6VVqLY5/9CniEscCXFrElNZao0yTzz8zJtPNKGlI2buHlyzm0gY8LvTpdyoUQXD6S7fLlywgE1nSQa3LPpip0Juw+6gEj8gTK5eWMGZDSidiTKsgQnEsVAeq1GbPQLQP1nAP21TFyw2StpjRqLeDShBl8CXXWQy0PTe+P2sEjyWRy6D7yVSxZ3LfNDhKrxMA3CLE1rl2POiumJjEHRgHcwUl3fC6w5tfHusII9ODmWpUaNnSVJaXErLdJAI5S+uDGAm6WJZe6/lgpkoIGjFFzxbj8vv2z8dUv/jylxURE3liMKRa519CM3WWK68jMooaQetCHdnZqgbdbDiXtzVf+k3DQZ8iZQVhZYZoxQwOf4fvxs2eeAXbuoTQShw4oQDA5gE+OzGwNilptV0ry7uNvO0jJLbaDXLq8wPxZ/7EBQ7CL3aUrlwl3IqUZhL6Ikl1R72dxx2R4ZULLqSSNznkZJUuYYtrwvS2RcyUTiJWrl9AESGF2z6O4DLgR1sVkdd1JBhdwAIxAOuNGw60S6SOfMHXfxxJcigQytljY9Mab57AaWNDEEJLg5LwwMrFbBTeGlcWJUl686BPljNACh17rBgLCcZOSlTXmawBHv8FNBzZ5XK/rLfQV6Zjr3m3iOqV7OdiOtZF2YksDQYImGzMhW4CmfvybAJitesocHgkCWk3HXsbwfrecAZzJYVP7tPEXijrcXD1z6nQsnH8FCc72JEjMbo8chb/AUJvLK9Gk7Gi7gmYhjY+JGUdZZul2N1fXAQQctk2V7CjrLWpIhZUdekmmHZLW0B7EkB6iAcAahOdINgMsiJ77ujjtGN6qFebSimP72RP0l3+JfaIwD5sQH6Zdj7qmNoVlBCFBuDERD4CtKkvfnIH3ywzZ5PdK4MyR1dzU5kczgkw1xjIC5zm0wgLEW8dZbpMjMAt77NjRWH4BP4lQY3oCK5K+TSSiDWwtXUdNMW6IjohKmfD2BhXA7pfqtqAFzBaXRagFN1CXgyP0CUISSYCDNPY96i0bOddzSISaY5qSuVlsBE2m9FG8TWzzbUzGYU0wkoYd8Inq8Ebu5sX9bRx9w7olxr5FTuHwp76Ghid3w9hXWJP92ssvw8CEC4Fdr0Ab5HbSc6uxBCzrqGKJ+EBGiV64Za9Mowk/294hbzRMKF2tIBOsU7avlvGecdaX+2BGcykuhhIvNPuRj/J1JLIDVDUnZkiq34FlSJfYc83ge3446NxMcIBeJ/KzSyAw/qFj0uU+S8BadwE6wK4QMTiNqmaLS4DVZIc3ub6JA7ZJqLEP4Y7OsC/o1TPx1oVz8fDRKQCJudFZow8kBdf1McFsuUyYr0mUpEL9URNJYUjXPUgr2Ova4JacuJu0ql4iNDmXqiuZW4cSidKov7FjnWUIm0Mx/MDnyBozX3IhFvGJ/2z7+GzWGfHvak7pgwtEhZJWGIgcHWRtXsuv1yEsx3B14QpLPsl5QADZ8lSIHG49eOz+WHz6W0TlsJ0hcE3LKpLYNiRQx2vxovmLMhJ0ZXmVQIGbmbFFPqvpGpTS6Ji6j+v2FrkLcDkCARn50w+RPeTbHG1prIw5W2eNbBCH/uMiukIxqqnIiOMkn3/9rXh4Gjgyp6pqgd/xLPDBspyBSboKuPD6Ggm2wcMPJWbQD30J5ne7U5NsKB5gg63PPPR1zG3xJ2mFeh3Ng2ATrhn8Mq2ldlC7uxu8G68N41PKMG3KhGQSGuA+sus8Q8JnzXnIDBl+0tcP/aes2nHgDCU1ImFnhJ6ptyTxd4k/70XGyJkjH4QT8ki+AW1k0kd5YhVlZhKIgCqTKFM/1GeRyQ6emgGkFgTYpm7myKceR/UeYf+lYiz//j+NR3/+y3H6gfm4/vazcQBiWb9OcSFVeCssEdWutlx5iS1UJtEmhg8TlwBcHw4owwjAAlGZKgk/gdhN5QTsOUp5gZlQE4XBNpG1R2ZYcz0YFbahlwEKOIVcDjGp6zOm9kQGGwHvTJGSSC2Jv027qn030mrA/L40IUW+9V+2oQmkrS6ctIEVEPMnjuFjjSZzxYTTIJrPx465baOZdm0N/QxhnXwTS7pL1lqxQIrxV8ilqEXEnQS9trbFsxIuxakHThK4SAZQksoKeCWuEtrnPFdMVjL1lHfBXHNdtoyBOGJeOO7vvBNXeL7cA2PHGAutI2x07BUQ2Uo4tb+2PQxRnY6jT3wJBeLeSVtohueJ4DEuDmFjzY7JXGnMMh3EbGJEYenDdpT8alPn6Dk3lhPkTco/6iR4ZQ5fagl9MOGevSgmYAM8nfKcZu3T4/bv2dm7+5uth3AEHNlbBhQR5yBzTZD9nl2Xf84YJ79XjSIzZSoNdkoEoaQVzhJLhQiEIdAaWdqL77yCJLfMezrGD56Imfvviyo+hmzVZe+fh//on47P/qn5VObwjX/2d+Lrv3g6nv8JezIZ60Yin3r0U3Hl2k7829/83+L+GRyrHkkqNAgDxv7N7HY35xWYXRBnlCbZsUgaF5poBtRGD5OLmKNCgzFxXxepmvGVaMv+Cf4UZeM9MTfEv4iPs+bOhdjbHmqICqYbTSd0GRJ24Y2Erz9SgSDSQiXg47+J8cF46XvfREOwmyDba3aos9qm7GGUyZvU8nFlmhOGurmZcbOXkltUaj4JVxKKdQjHdcfW9GheGcyYYI/XJvkj99113yOdTglMHK5Q47Wyzc7Z+GVqHJEik1hdUCCSJMO2d1iCCoG++NRTbA/Kpg2YaGO0k2vVHjmRDv5EDSnW5Ok/m9SeHfriH4/6gfvSvM6duUBJylIakzvt+axxNTYT4j1jUM3pnKaStkjwyxjeOq8BXqNUObvbn7gepI30kE7aywSDfoVr9/XPdNRv0qS48Mjp0t+8514ORpndBJkkwtVUyqW9A9c5U/jnHHwr991kBgeRvRwQiOTwV895tPGGG2zVxtOWYuqhR8kSD5Kh3cdWKmxTSejQJB3+G+FYnCQ24B2ePkH82ojSYHz2a/8FCGYDXnbxkPiGKPZzg6ozr52Jl3/Gc60nkN4Xnk3E5MMZffaEhFUC2X20hOLTHEQBMymVIDMhqyy7hauUblC3w36zLYisQIVl2ool1exoOmUw2XUXmEs/Ll+5RCkL1bxIWp+foOSSmJSwaUPmXQQ5bTWIal1Epw29uFYNap7lh7/3W/HY58jkHj4ezYsvcy0JPCSgD53UdHGLnRTFg7n0nVwuKx6a1Iz5ewGb3pqlJmNIDjT9ORafWmodkzuRTLDxtOaX6wdG2A2wQlmNjqeMkOPRCI1+lSaNDzh8gb2wFt96K04+cYQx6UsxLxZ9pboNok0V+tP9bpBLOfLpL5M5nyLReQVTd5BHJLyNJjPCRKWt+QjBByCyrDifd2Hjuy9x6SnpTO3lCkcDBENYC3W+G/X0ueYSvoJNbWB41eeMuPO3tJ61KaXdSvgZ89ycZyLCu/hDJYSWIQ0CZMsdPCRiOdDOZA4JQTs1H3xO5BJ+Zj+jrznStVBPGiiSQMArERDdCVBNdsSoUrA3OMnC+Y+zIAezoiNxat9zTd+NfYA9LqaNcZ9Jon7MHDzMNZgUlEL7DANj4QvXrkBAIJF494vPfSc+exBp4Vhpwr1TfVKmNTI2k57FADBliA7RqKR6STxVSUKVN+FC1HoF7eReU4yYGxIueaM9/1Grn+aAvbx44TxEic9FjVFGWNn1O4aY+acvJgFYWiCbSNj8TXDwOQeW7PhogNOnT7Od5ULMHDgSrYVzjB3nFGKYJhPbxDdyw19h66Zx5idkyh7CYXjsYPqeEvrsDqKvkm2QoDJig2GJh3P7qEhtoTWM3tTSDt/a74xQHIMgH4bpLn54V0T7+Iwm85Foz37729SS+XB2iI/fyYhyOZ/x+gy9GuxoVSfi4Ke+TOkF5uvFV/FrBsntDBCcWWWdNeZpInRELP0k4cqc3WEjl9bSlTTkb9KUh+atgDcQYRDCWq8OUUTn16YdBRCtcL1RJbQDC58yZgAw73H42+1C3D6ze97jht1ThhnSR9ViNjYdlizUlXFjNnBt2DyKokOTqz1LDTzSxHff7fRmx9nAIBNMFxxftIQ7LBii8tFMOo/pAOMSc3ZozQI0vttOG6nkMHsQmwnDDqvzVq+cZQ00G3phSnSxnYeOsqQUZPl8A7fDYUED2gZndYCyAe1U7GQLxkRAad/hmKBMvczOdOY+rN23TL2jtISBEuDtf/elogDHSYq7bgC0wRAyHdKK9iQ6o2nJ/gc2G4QH7aeKKXaFTYktQRkleSRzuFBqByY8OL8/+kSd3EqyQ9hy+8rrSEPsatrGbqHkGokJuXbwsyzlKKAVR9yO5m026GL3PTWZkSI3AtukdF3HeH2V0ndqtfax0/kYGkGH3ieDKuw0u8RZKt1ncCbZnBQiATzA4Mz6wmsvRoeiwvkZkmCYRSV8FaNDZV6pxogCvQbafPZjX2Zp6Rz9nWPenVT2ffHyIkEDmMG2YW4Fak4TCXeaqikiBM45Mobw2iwYI82t+ZShtMiLalgiSBY12oaaMyVXuTZ7uDsWwC7TpcaYxd0cOU3eiTFUAyA4k4hSg9JVzsqc6aymXmbJGgHxqGA/e2RM4eTS1zT4bKK2k510Qn72nw9mNEav2pZIVyHoSdT6TQZ6v4mBeAap6nf/1UsXLiaHc//cePzZv/ir8fy/4iEq156hmBBnGkeMCWB2gWiWHvZIFJV4zG+BDdF84tE2zuvhRz7PNjCfRAKSDVHz8W9HZNGJT+HsQOhWgZYJaSbHmt9VyDsQdoNSkwo7QbjAKcW9mV+KCvG7yaXk/EIkJgFlgDoSz+c4+9xl90YiYIaNvx5kD3jS0kFWgO2P5lFqtt5kN3PG3mN38rLVjeYz0FwtFgtVh2aiipN58cxrsbF4LlUUX37rDZ7SCQHBJDrxiVDwD+o87kpm0E8QrklKgtcaPkEaH2MpEQZ3F/UehYE+o66EA9/bXo7zP/r9+NT9+9gpnFwS+1lNUMLSQ/oT3U6RvBKFe9VDD0aJYsrNjUsICJ1+VvVhzrXQ/gOEg8VTTgPiwYNT6cgZJLc+HJ/npAkTbNLiMjVxagfzDjXO5dcaXarCZD7BVHPpbo+cDu1r7+f3u596OkSiROs7I8+YAfKFiP3sgCT8/LwNG1HRLjaKoP2a/+41+SGR5ADI25JHVI1e9t3vfC++9a1vJW1Ekxy3MkM++Ozd37IxbGzwwA9MhfF9R/FDJlGdI/GVP/PnY+zxX0AKsphFRlDxWA4kMfFgEEuoa5QZk+NPa5CLPFbKR3a5taaLlSxCVOI6/w5fZBFySGgAPiGF03cYZo2wZmuLXQghtiyKZCgwizTlsNLR1pm9QqjVJaEjRs/YZGuGrSGHkXiDrO+ukTxcovxkA+m+xtN1Pv2lPxqnv/A1/CWysBTOsXNktErjVJ9aSk10DGbYxLwqoXnGMRcuXTwbL/zgezAXvzFe64E009TcyZFm9xGjSfnharlt/Ac3knb39gbb7yxdPouAYK0Fpoz2/vpZKgh2luI4jv7+/QdjdnoeLcVjrB77Sow+/CVgyViCZwYef4IsDdqFvq1RqlIMubxGUhaNhs7iPFoahIr7HP9+l07Epa/89zyvpRCRXkZY5bgNIyTtADO08RuEq/OyrWSW8t3Il23cy7F3PN73fvcDR2W35gEXyRQcDtBXflNO8L47OL18iVqiyGLLOr/Y6Kpg20NS+son6mCyRBDnAcybb7wdzzz9M+LzizDV3aTbMyJ1zyUBVofIBofZ75UqVR/GskN5wQP/0Z+JkSOPU1VpxS3IQQv1Ibwe/oZ9S1hVCKfOAqcWJkeBnfs0r5y5YyoZegTGmkfCAvrncwZ0ic0N1BYun09xd210NzHbILcgA6gJdKydr1K4jm3tlio6hT6KONe2wkgTo8hvczxcxsTSBg9suU6t/+N/7E/G4cc/gZaoxSBtEdxhNxM0G7/XeqzxIFNfRTLOHH+YzcV8qD1RM217YevcwEkJ4jaKJJ70++wXEQcxOSPmw/i2CbOvkAC1BGaDyFN6eCP9XHruKR6dy9UQfpXx12Fq711+8/loX3oladcBylxKE4d5tK7MpjBi5RqPFljn+dPu3qGmTZo8MQDf+CIEc0bwPT/ycxK8dCYchY8+0OLiVcaMKc31/ibjmFdRS7gq7x55IXVpfzlN533nY9n7Ti1Zxr0OwPEypTQIiXhvA7kEzN6zTKzXtMgcp6QXSDHUZpGcCFGzyDy2r1bwWsHhpmZPE8nwtQ5BmQfZC6i9g8s/i1wzJU1MDo8ypoVSzcc+jUDgFZzQFjboAbaoKRxjSSWxenezxiMDgEhGygsIhbDGgsw4RLHA47Ta9F3q45gxqC7MQWIaBiB+4geiKVhLHGoNCYsYP3kTVw1CXqlcvQ0CGxB0A6Jv049M4eHTMM1jzc7PkVSi/gZHuoXvZHlG2pgXxiuzxUqFORDBBAbLcfHiOa7diqNPfp6FPyfZDZtcAw+sJIbEGnGcWkKnndp4HP3C1+Nz/9lfgBlGYwnNFGwTo62ffL3EFDrDhiIzHIoHbW8Ju4ofIBONkdSbYKOIYZ4FoSp16/nlS2/G8hsvpQiXOynK1NQGowSgjStvRFx+jWW882wo8TngRS4JbjUi555cJlTFf4WolyX2PtcucQG9CjdxLu71FTJay4SMnxNNcJE0pRZrYXFMsO5BDSHTeo204Xv+QHb9Me+710NY2I7BGd+zkb27FcSijiGqyfCHkQcmnKfCnZk3+0rAFcC8LM+1dl+1XED6KPU6AFZJ6i7hVX6zlsnfkw0Is6WEF4gReY8/8VhMUR0rMYqs7OUk84F6ziEDLKUcANhpbuCgLsBA7ASBNDTk6JMu3bWvnp5lgF9C1er+z/wxliY+lp5404NYiyxUkRjTThA48drWr8iMVMUm5NG/WqLvXq+7CEx9O+c0d8aA/bR4gQ26iKI4D00tE2dujWL5utEYQ7DYFAkOTmMAh7RKsq+NZtG5TqFR+nL3OXc3RDKwZyu2Pte2yEG8/eprsbiOuXX4BOXY9AlJVnH0BydmuYaNw05/Jh782q/E1KH74sxbmDtqGggwhXHB2RbSM/lEDCJjCKwXcNUmMga9oT2oUE1zxaQk4NCHmVjVAyN34xq7f9SpTE7LMp2GcEAi+MyFwcnxaFGoN/yxL0ZxEg2BwKv6EBOEURVt5L6xhqcVWEahtDZUtbkUVpgZ2RKXGSFmDCKMFU4yjRrAo4Pg0Pxzo7gltIRCJ4W0uSjREdc0LPeBhtSKd3skpuJiF7h1CP/LnEnYKfBuO9j4TkmUgSonfgeZefEKyCwKkGsL78/q1bXlYAgmq2r09zbmT8a9TB9C9l61hJrDNh0Gp2KeCMujj38sjh0/jop37XLWj237xb6dhNystLD40AjEMCUJxvWbSN4U3pQhudZQnZLR52GXkO7TD3ySTZY/E5vE4hMjE0Npg9wuFZGO5dXX3uHpPC5rJQpFj6LRh7mnneTSGDjjYPlFuLdZBHP18gWugfCVMMBMs8mwotWqRnOc+xYl3TrPOyxckZGHHat9KHERFNYr+XioZEKhQc2WV9mu0WdaDFOCUMA3qpKo9ClAlTLP97aEWsGCnT5y6kEYA+cfP0YmnGDzAZnbgjjNVoWRMHDMHuJBwlHzZyZuNj/ID22oPY82hGG6LJq68vLTJMNYGw+x9xijSrIp47M9TI9EX+3g/TH+wOMJ1uJTvLuJAaDBB+Jxv8xNvCb64Zz0kCnXjC4sDcoPx+V1+bvMm/sS6TyXzrDqcY31Ig3wLIOpQTwM4eu3GtXb02Te9Pu+p3HRbxbRyvrO4XT7TYgLLhCgqlYJkxsFmoOwIQ8Hn0eXPOdvEmzG2dk1fhc5PWL0rvKSEDUXHER+vTVLXAZgS/HJT3wyvbvqaYwd9+zcNkTgDs8JSBWQSYKwoAamybWWWqdBRMOCPUN1Xm8fIiU9sJHxuQny6IlH8TWQNE9/n40O2NadaJNlBxhXcfXq1Vhmlzx3dSix36xS2idgqrFkjr2HhKbdvUnRm7rE3w2xyhAl5rmDTzOIpLR8w193OD+CieOch3lfh2D6/H6jWcbmoiUTjancHX9nkKWQNR5CXiGbXmP8OzBAi0dWaV42fdDM+KG08vD8mZfj8uvE/WGEccKwBqxlThf2VAlfWSqvueMhzjyUrDKg3zOGxz/knwuPqsBn+9pFnlF3mSAFOR7MqvSkV+CO6kgZZ7KgMf/Jr2ILYpqKO2jDqKMa+joJShmiqr9GX+JPQaKQkmL5z8EfP/NPmOTj8pecrhRo0gvNJsFqlMwivhXanpqbZW7mVloICRKCBBiMUA4y9kTotG2/H3TQNf1nKQThkQvs2+8Txww4Vx2+O5Hs5Wc7cyKecwL5e5o8vzkRf/fwnBxvVtHMswzj9WoPX8ncoE2J+MSJ+3jICllOkJukAKLa9RPr1MEoBZR2lh2oEXyvKj3JGSidLKm2PftVW8kMWa0MElKCYCF8F/Oovu90TH/sS9EgTFrie0npDuH64O/R+Xm2zsG2F7m0ASoTKLiZMafZMH3PUojGeIxGGYkTBtYXGUKVKVTrRp3UHCYK/Wx0xHuEjUtdLVvJYEi7ch1a1XJrzRgX7+sPVSlj8clLFZmf0gUdDOg7mpwvEZrtXFuNi688G5fOn6NtCutoV8mr7S0lZSHgLBAizD0cqzgR3smMwsTiawovVwinuvP3No9YVq+U+GwAAPYhxKq5yH2MoYxgqe47wXd9Q0w9aY/fNUGXMGFlSOmfk/zEa7fvRB/p0l16SnjP6CcfXza2TNgKH2EtXtXiWgNaBgpi4Wi/MprawcheftjGBx8ZTg06JHpEEO490lh32+EhkvzIpPiTuFubVOClAcBJGdGp8vUvsgEn4gbYHmkinPd3pVF2nREo7bzsPgeRISdDFN+4zsGp7i3QwI4FuBcvXEi5iS0ksvfbXt5m/m6bmgCJ6QSe1zg25HcZhCvF3M/VdeCmGeqH2HbzM78YLZJwBa7vol32zbJg/chBGMJYPWPHLElmAAQhxWQAYnLCWmwDnxSm5V2ECKPMdMJ3wlySKBJDUH6hTd6yuI/PPuHGhfBqQceZTAfaE/apnV2CTczDyR6M04GhaqyV6DMX14aXp45CraV49Yfs8odjP8IztSf3zZP5ZX8q+pIQ1epKT7WD9KjG9F1YeSQm5pyCjxkAI67lfrVE4+Jb+AJoaO7X5NSUUnBJM53qeMw++rlUO1V0zQEAEZe+NngIziZh4LTDt+fsR4awQw7PeJ1E7sF0OMl3J+9H33iJO8enReBiLw9xP0MuYp0kqOfTpdyXMYYtZm2ki+/hj33bRhbkcXw3b3asjho7KRtksvt0rAFcMnMEoJdwYU70exnC84kYAWSaeALmrvPDbxkSJPyMkewvdSqz2SfIHiBZtHx9kQwvYb+LF4gkEOpDXBUoqTAkab8mbOw3H0NqgxZMRF26cCkB0RJgd+lTO3Rw8Kr04Q4RvbShKOuwZYovVePaD38nissvxyzZ8jLXVAjf9vEg00MEia0LA23kRFBJSGg6QKhI82zsfJVQcGjbrOPQ5JEMZOosEYb5wj8JvNrKKmfVZo7fWqHEFBCxsNAc6qBJhkgermMvW4OkP9eWsFk70jN0TGSpSqnGG2aQIeQjDz5JAp5tRBeXGdauGUTblllkfgK9QyuOVbgrdHLhlTQoQgOvA1OPvZwg/AobzC298CMecEN+BlunogT2hVnkowEGjjwRg+R73LRNApYM3ThM3F69YulMFnL2vP1a1ZwKEoV/OpdppxRQkVk5J+49bEOfQD9MNpAJgGJy2v1dy8BQrrVNChKda+clLG08pwOvvbsj61f8mkNrsUWRgt8wtWNJ7TI2pu9ktQsZICEz98xMxWUCIWvjRn8SZf6yEYH9/3L2pj1yZleC3s3MyH3fyFzI5F5F1qYqlaqqS6VuSTOArLE9xiyQ0Zgvg/F4PowtG/4J/cW/wV8MAwbcBowxbM3YHqvVLdVIGqmqpNpX7mRuTCZz35eIjPTznBuXzGI3GiO/ZGREvHHfu5x79nvuuQXgdtB7vpeXg/SlvqZqE8BwQIxIyWQw2tKjB2n6/t0AqB6MAJA6KVzYaEd189zZTBSl/S48OOMTZH0j9eQmxHN/diYts8ppH8AoOCwcTf8nY6Aq1KfzaYjUJ92ENQwRQLi+gJEMp1xeXgzO2CbX5J+X6oeT5Z5nF67qrPKBzjEx9t5cT0qJHVy6ZuFTRdonYYLeLC+9Vwb2aaMoCfrYzLIJR9WX7mq7qXSMiD1EuugZqjLpmyRoOOQosB12wmlI1zpPcWj7aSJrQTxcm6cuPpN6x86Q+gXPELoUj4dkMKTc8/ZEN1UWetfg1JkoVDOYFfWkAIdeQRdbPIRxHfWrtvKQNR1CIbCxnKcAGFNVI15p4Lk3qS7PhYQuj5BZaNRvkAZIV7P3ne+AiwjDvDpfElimIuaCz9qXFAz8yeV90lv5XubcqNqm/qHH/uiKeQRM8uzjuCiR12H+QZcP5LGJhqqQh0Qu7LOrzy5n/LJCMMAbdIsfQFw6EgMMKYEa0ED6QDKLNS4H4eX9ky/vl2cKMSjy1PlEcBs++WxkjEB/VrVQ5fE3uahXfgfZYg3DZ3N78aN/+G4ZswiOEzU7OTkBccJHVSMK0THBzr/6rjjRzuakvvHLZNY+m975i78MpFyGmKp6j6LNvCK6vIQnB9tAglUNOT15loQE54kTKghP20TH6ojQw1PF4DNrtyvTodPTmP3Q+HPHm6vHBugZ3CeH8lIaGYqgZBGJ5mfm2GG2nSM8qavSP5wWCc3YBjbnLj2TBljIM5TBS+TxCngzZvcbMBNBsKpvbjlVOfLMa4lP7bzSYA7OgQGT7ENKi5//Fk+XHjoW89jtVkfiSexokqlDWDFuJUWsQPNX5kQjaW15JZiAbQnrMqfxWQwKwsrzlZFNzh5d5t3feeYx7ohLOX5OYtN+NNxFiS/iH2BXCsuiIVg2Y1+u7w/9a9sFfuLm4743KsKJAgfgSyyqYAijfTsS7nk3c/zSGd+zKFYcyzmeSAUJIJCRp7JrLuuG3lPPzvmCVBeKBBGWTaTVJ1MeyCXLsw6RzL0AmaKFovfzc3x5MoD4SeBk5NP7ND4xHipWKWdbIsORsUkgfWsnp6ISi9PHau/Nm1/Ecbg9qCyH6Pght22NMbpi6h4G67YZ9228+u3vsyGJCEyQuozVWH3POzM1DDdD5THPqft99f+7PmE0r9ytB7vAxSZXYoNJixABM57T3hHR8KrIvWp4vBIhJ61spLp09QViitiLjgrRyoKYm+3NwyRcZTQyoNgdR0eFJwMNVUzvlwF9/qa0C54Ahkk6DCjSTe5wjEE/Z7U14Y4m4RPHIbst1VBwMstefYU0NwT18d1kDjIbibeGmrSCl66JOYlKBXbjEsmFn3ALe8nu+Jn79rcwz+hnPCN0JSiJnLPvkPoa5QOkNRoaGIjNVUa+livmE4lHlfFcuf+HvEcdMDn7Wfpz8nkIgi4LLToWoghO7sDyyqstF6TPotCKfDko372s2IZ8Lx4AXWkShmX8rTGK+FxcXnLPAQauAXwAIoXrFMBJbIWTludEwgLIXF803bgnB8qE4W+WK2UdF1+isCHPnVPPpD2yag9wcOPG/a9ChzQlp6kgrUPjWpvEVWV7reRCM0h9rO6ef/bFSLjlaTZ6lLbZAOTawgEqj2xFzhwcGjgYTWqzwkOXYS9h3VsYiapVjs1ARw1oIehK79D4WByaqJGvxDQ/0+kzUxFq4vqEGbq1ZXT5yvWtR3jrOcEzEuNTLXXcderzIJYdbBMRLLbUep/PSrwKnof9+fupk7imLrOfY7sZi9TMrkSMl9TUM5x6zl/FdhA3gAF/dGI4F57fscsqv8GNMe8QWCQLEFa0kXEiI7mdikMsA18yrpS5KeUs45z5kiDGxsboXyX2TLt9dJ9FS4kptgdQ1jbDreuD/z+u6GNDgtlm1OdENS6wNasBKkvaDk5k2BFMmOsTeXFHWyBz6ZMSwkHZgFep3M4XUSRRqNZYxt99L5xCIlQPdydbO2EM1i8n0xDMkkJvEl6fxuVzhdhKWw7Gaw3bwQWyWNXmu797BdDpnmlUPI9a485kAv2Xnk/XCK2ozt8gWrQnbaC75ysTdiQQAGgxNLijcNBYP3vxCvo7ko/vRlwe0mdXTnUVi9yR+VpEAXF1v9JwTJ4SQyeAkm+BID3dyDIAVa0j1CpEhZjD4hypOEdHIwRa2+UY7q6Rasg2NVGnkocV9QbiO06dDiKdkkqpZgyV893TA7flXxX9ByWAtrM3ziheU/2sc1h7E9Gsh0S81jmy6ojE02wXIT6LZG1nr5AGfyzWIZpYpTNFvzCxjhXSFekMcD7ijAa1CIDnnIXWIAf3AniBG7xn5M8EU/Cg3Cs45Fyae+nixYtRlxkjXVey9nh3TrFvbYOZ4V/Gp9zYf9hf+2M7uQ/5mYJDpQa8Xm4HhFKQgCIozjwGojjRvyxSZMTwQYFQBmDHnr5KGQnCy7UECcIO+FvpUHm0AEzOYIoRQWmblrcOJ9vny7rEyfYt4yVz1JPzaPERrtTzca/8sX4jWc1OB3mzHwLCpvFLL30jtc+8kG598Nt0ledrpLExbMDUijRurbwa9TPBbtLROO7BODbEeYdI1RY9RP1GzZKNW1sBrqwhL7G0azxjCKsStevrRw92r8XI6Kl0587NNE7m7C72RxyyClxD0jjBZv3eZuvnwACLdATXAWgQPKuOMVZsKQlCYgtkonvCJdy/3JMhsH0OOENcvMI1zRxKSp7yI5wIo2LHG/NBntvRl15Nw2RAOUZqNSEpDhmjJw+1nF1PQy9+ixB4YQfS0zcz9UmUVTYQreP61f6phSaRkZKiMbdh+DJ+RE1AL6Bo2xRgWi0UU+N4vBfIzTi9vOd3F1u9VtfWIgGZp6raefHHGdHb5GIpxfmeJUvgUTz1H/ZHSanU+5skDbCycvVBkUFdm44JBAatGiFw657uwsfgClZ0YjB+9hlfTpQvy8nN/SxCO1A5SCmXF4p4zv7TtFsGXXjjgehkkSqFEJQUhUBKe2Xoqh7dZJpw//Ia+qYxUm5m8Yr2mAN94I6zjsHo52YC0U6/8sfp89/+mm0ByxHDI7duFREhHEr7OJwT5EOqwKPop5OKfaPUohKNafV5t6ruw7VdO+kZwEiGsx3XiBUCduaK6uIwE+uTU7vhxdirudkH6fzFM2kFQpIJHXIoZCdqi54n4e5ZeyZ29jipcG0K14A5786N8HaRhbaqMA5T0HfpAqbbkTeXelqxjVSPVEtxQ8WompnHIwxtkbkVCdDUB3BOO29k/nbA3B9SnIi9qny0o1Q1GYNq2db6Fv2BuIUnKpsh84CI4jyjGsfnQFsep5dIEOuxMC/6r/AI3s73IGo67Bw53/bBVX6Zhy5iD6YfHfLsDCVClsr2J0vHTER2+Q8lBrvCcOK5kxpFwSvYMYNgJKA5k+FnPT4OjH9BlX570oGC1HbGy4EVSi/vInAhAutwwL68JJSMsLaX21CSGDId2xtBXC+f92VYsPUpBSQQCSv65ci47I8uvRHOtF5nx9gOHE8uUn7zXe4YtygrdxPpulELBq+8kGZvfJmGUZtcTX5y5T4Y6hCAin5mL5mBZ3mSIRYqdjffPhtlZtj95gk7TQSPIW9o1HQ07JOGEGJDFJJElbAfm2l1bTlitLoYEz2ibXztSAA5VkdXH/FN6PS6fEVokE41yZOadjDe1d1lJabMV4UZGTFND6oS8BVOEeKOSmbwZZerzxrGYjBXA2T0W8YD29Ohwst1X3Pout7gP2c/F3aOsqqs5PMca7/H/nfvU1KiUzIw4CAe8UGmI8x9eQVHBjqRrCFAK+HzO0TCf5qCQJGqhp5ssfXW+XXeTaljfZazvPMmcsayQLSe63/670kc9XO5VMt18FhfVOTf+GwfcjlgI/d30BorDEyJgC84qNnvPtB4PoxtHlQC+CoIXYjCygsiazj6XQQ+WbY0TBcC6H6X6l1XiH0UNOw9nyl1SQjWF7uqGEQhiPJe6jzNGoOqk2pEiYYU4Vx9dQheEoTlNbCf/d4P0ypnQ0B3+Nazzp9L+TcPmqLUxSRYpwb30EhMML3gHoyE39vgxvdYJDxA9XDXnUflHsFhVcNM/iUh2Ff5ilLCVdi52blYXTZ0RBLSaHXRS6+U+afakBhKIV2t7RCONohuXLHsmJgwF/p0ObfhGVLNCHiLPLwiYweILgKZ+oVZ4bNwU3JLeM45SMb85IwieazuMgyVVRhRNlbhGWCOATLQEvVKePJShZR3RSAmbVIq4EPlQjn+F9yxnP3Sg6jTooTaiDdGAjuvbh01sYDz7jhjXQxp5up1SE3as7yEH03YRuMK2JYvjfeCE/5WXoWZOhH+7vdCEOVxjw4GwAxOzgMyOvEumjnoQBweDGIReDxVGiq/lcb8buXldz8XovCeKo/SwfKlTBjWjQ7L3eT0pYO+CxzffUkUAkRp4nu5yu/WWdKumMafR+Ly95hCfn988dF+jHDkrSEMm7oRRRCYgc8pL8ul4ehN6/d+K+HJMQ4QC+bIhBJ3w/6FTbJQzy+w6s53e2fzNRiLTCQvSukh0vDkHDtsEQ+cX0MfN+uFtoHuzMjzyjiDA1IB0xBt2RvnJhwHPM/tQGSRjNmhe6o5rDUgMYS5LmhhlIec5y3miQrl6KF2SKTU41Bj66xSg695zUZml+daJ4fhFaqUuxKEjIG2JFY5v+sxYbU7J7xiPuijzE2Orw0aSMwz1p/nXkJ1LtvYRsvBMXiWXJm274415pchqY7mZ5mTwAV+pBbhGPPRwJ0stQpeOY+ZWbnu4z5+GZfu8ip2nc6VoipFbZm6/BiXe1QooI6MyhAQZFANglC/DTQQUSnnYE8iY+mUNfm5vOxQuQIh+U1uL0WGykR9uQyik7bkAGGAC0jaEDDUGG05mAAy9w3nkDAkFOsqV0w25W1/5NSoMONQDWwDJ0luF/8oTR0C3GHKAfWzT7zyenrv//2/06lhMm5AEJKDbYv8jtmrtM/oY5+DLEpEP2QPgmdEt2hrQVCf37gLhTCJqiJwcesz4ZZrE4ZzxKRSnxx8FGk2R55W0VB3rS5f6wIiSA6QiHokLjuc1UxyKLFeokat61W1pB0OCg3QNESiJ60B5+DaDX1F2Hq/zInzUNzqEceGdBIqDchEuWxXiphgpWojLxcNPQRll1VqbUzjoCxn2EuWv9QQgGWAvAfsgIHuex0bMgkaDsar1HRqTp8+Ha+hoaHYBy7yO2fWGTCnX5HuJxAcjxzzniWIXs+M5KKaR3D57nECvov4HiemNKyGmpRtWqVadIP+2VfbKppE/MAfTpvKhhz8DKrVoge4eEz0y8gtgq4BbqhQIJSXVM/o4rN/BHYAo3GnfA5R1/gtxCQdcHKdEDsi/Eo1fpbbKqGctNB95QoUUHRLJBKNvmnrUOIIHNvyFX1QneDzKK5LCWY/kpoxcXTbl0juQGzWI2P1s5974ZW0R2j38uzd4Ph5CLlj/m2MOCZI/VqVR/Ug2qX9HNnKtkZgc2f6QVogFCS8IPIY+qmxLyGIxG5/jBB1au0fIP4KT5MuY1dmdWUe662CcOTKcn/nw3FLiEoHx+spO6576NVawm7ZJ0y8tZlFR8ob4gF/pH9KDeeJcTOHXjEOicQPvFnGMcgwZHzFLhBl7KNX5MQFoX033opGIQpyASMplOjWE0fv2le4uVWH98ZmeCHqNE7Qwp0n6oxO5D4NEuI9PMzRw4xPQnBu/SwRqjoVQjBMPtQ32ra/4ofqooxSeATS812ccM79Pe7z2XRD/i4h5HKZiUps5Tr52XvNnsdQwx9nsmB3YAXieJawZwOoe9OJQOzGewNWpb7oZCCHwP3axTQGxwdQTGz+WeLLwA5jjc9Fpy9cWGIQ6eU+6saqCv4mATgJniBjGb02DlKHgPsBYpJdAubydxf8rEduFHjQmKT4TLFmN7/gOeogXubZ199M7//y11JMnshGWW/kUTkWkJR+uH21GTXBevXwxJ4PPqummCTty+vXeYY2GwRvHyNAjbFqI/gSXkannmIjzKOVZdQPJw11ktAINxnJ8eWx4fIGQWQeTnggbUy8SR7YiPRoJd37qz9PK7/539MeCaRdb6Fh3mVYvguNPILghEoL4JUR0/sAgkLeU2X2PeDJuMUZD2ppp59KqoMGYYu8y5we5KlPFfoVm7Jsg/7zMNXxoO3EPxhfjIOxMEXW7TXATsEx1oF0NmjfFcYmIXgoSqth8cZzgfAa2yJ6OH543vARX3rPxAltL98tI4ysK98n+QPqkhJCyVEWMoMJ0AfxTzw5qfHYNx2IPMRx3AQ6meJFhHE7ZPDRQDRuCDsBp8jznoP1XuOy0pOUVgjEe4UDiMx+VlJ4P17FHUE91udEatgJ9N1d985mQyr/lo0gB+GzIfb5Qe6lh8TvRZeU6KzDxTPTmXj5zMlLt6jPuDvo2TfeSA+XOWyQdQAKZnyJwiBWY5yhRwN0I0XbQm+GSEAIM2WIWI7ZOH49QqsgTLgtedi+qOYFMlBG/TWkGcTbzob+HvY+LBA7BWCCo7lKHa7TRruOneFFbJUwdH+2+rxrAq1kyejdZ8fa3S/S2p1P6RvSl+7ovrXfGc5WlBHcOY1YK8ctx2YuRSwlmFIi1lJw5wZcaNQtsrYvsimVjNUSriLYzNx8YE8TjNNjtTK+0A74VOY/YCljkEZ4ed/NPpMTZ3CisIWVm2qpShCDIeXktmXnLSuCC2uR3M1ldln1qKhGlhX543fG5DNqEz5XXo/7EvP5BA9k8uLS05eubnzm7ZzC6dbHLQYsZ6FyepqRH4DRmI0GwGjU7zGpjc+lUd/zJIh8lmuIKL5lfMyi3IHk55/Uo6g0v48FC+VG/n+A5CR4OUgzWUQkKROVCdRJtr+2l8WqZe2LBqtEqPuzEJC/xSXCAA85h/sLvvPD/zhO9eGxr1/MZpCSnJeXu/eKOmf7sQ7A4pp9olFCgtg9B/fc31pF5bFvpOnn+xFcR9FfFtKEgcQ8OMzON/qveNfm0M+vWqK0ctKEh+UM/4jtqUgQdwzarsdYkckJLZf0nhilsa/DuWODlAsEOSwnD6hwQufVLbEmfnZvuOsZznPMqRinTeEWU5ic3N47SrBD9lyrRmMnR2jLCi7YR48eQZxK4VxP2JxKGpkmnNV/Ef1A/50P5/U0HjbjunQ0iMy6V53XUCn5LBxcxRffhJFzHxIA+AknL3FM2FAFbUsofLfJ8KzFNMTvBT8sX3DUz17iinFeT1/w43oOFQAhPU4rdHuRWeAwsDC8eM+VW9GTTj0G8gkssmEv34PzoOvauKJtY4OzyhrEEBMQVM2geJcgJIBIToAUUZWxw6ZXV/cWsX1Zr8ATwb/GGaIdDa1MbNEH/hiTJBIGZ+TZ4H68x9GyjkuLD64zfvkS5y9gC2T09/Foy6+GLwtHV44NxGuFs+vTDrXN9oBVnPgDcUXiA6RGjcmtsW4Qq730zWhYjWaN7H2NcSbdvjruIWKnzOhRoZ0DQ94lYPpoMF1mHCzymfIGH70EU+dZTPd0zOcmDlIH1TBE2U/hfjfO70Zu8bxeusw1Sx2OKdABl7ASTIYlPIr9QJPAyu8gMoSClqjmBRlwj75q47hq3dvdCVH0cyjnYsBMuzPnnpUIeUQ1w8qAS+CIEosfhiB+VVlxSTtgG+bm3mnnXcIQJoEz9Eki8Z4EIfFnhiyxZm9a4BflfPeVxxaT5YQF3By37Rdci0KP/6i2ShD52XIbB5N6WhOiu4fVQXX3zB34QBmRXxWJT9zPD3v/SYP+VjpU3r3n5Xc7U8SYXqJy+ZtNZKTWGCTgDAC4SFWQv5vEVbpSVTnC7QqH6ea7PnmB7RU6K7NWpEPhLL7n3xk45QV2gzlEvxxFM5N/hHLrP/3gqnPF9x4P84Dl7Kh9Vac3x1EfkxpIxvPWGURmSTGIG9o+9tGjdg+YbM9p9nBCF9NqcGd1YMcjQfibBrFZS3QCyIRMzCyHFY90XTo209QcQEg10v544mcTp/s0mVpH2waCCFjTh+CG7g+PAfiHSnzFDaXNEyIRhnJzJVf53Y/2S8+XZzzYV9PR6J9XtYmDZ4CXniFDxdlOpzsGrq7aw++2IygCVnmOdDL0s2/FLI3Oi3PhQqgh9vukBjK40iQSzn25jA9Toji+CKPnOZ8NZwPzJJzLHDvmJ5w/t2k9zpH3JQrhE7DhPeaO97JDr7TpO44kCAJ9ugePBwwuuJOiXi7BVPACQiF+eWOkmYO4tpkpMyP21z+XQSsV5IiqLFJ6eCZ8ks74cqICyYIrwZEAwBK7wfJAaB+bQp07qJwyApInZWOoD3BfqZ9/EWQWt/NkB6IBPOvxsl7bsz8SfOjLDUTwfoQygHideDQOSHAADLn4IxLYHpdtwH9ZCOsgx2q/lWYCiH6B2JRzc/wIKoGqlVIFPpslAzAQJqbED3tCZAMZtBds45AQEHczr7KoeMT9FW0K+uV+iUBnymxxWIph6qbSPIJw9teJp+Ko3kgfhCR1qMesjh9xsk/tWH1fJJda7b1jBqldFwjacG65G8QhzPidz9k/T9/Bag1a/UZVok33IWpVrTBOuY+ISr1EFhiD1oLUNJarSh2HSmLajZFbTghwTyk9AGyM0tUrF1kfg/mBH0hBw112gIEwyavaxtcRK8bCo3goQTin9jGIhHkvl3At85xxilYZayEQy/m9vMqYlTTiz9MXidlj6iM0opMObHM28eDwIAChEjhCU4sLMXIRqZL/fBaY8QWFCzz52iXSyc1E3iLy5ZhdRJnKVdYI2iodF2D0NTov6vUPDqQvP/0yXbw8JZ7AcLMXQM4THgf2l2ZuuRl7EI762KrZBdKo2DJ9XmXgitzCHQSioR/aH2GPFAA5EuctprAO52cvM56nuAkxRuxM/E4fGacIonvV8xmMfnURR47rWA2tmLowlV597fU0+8XHtCNnd1QgHJPmxLkKXQd+uhQ9/WiHg1/MRq56ZZrGLbZ0mo6GnqffcALrKcIyDlG3PDloF539iFT4h7Tbwe63I3JEVSqelcHxWqoouEKhLA5OJ/pV4wgmp00SSO5nxqxnLaSJ5BtEkN99XpmitGgClh4RbL+1AFUBda0eMG4PzpTOjGRQXzc1p9JXCaGUM6W/RG4Wdxc8zSxPQaQ6GUXwVDk3RlPvsIgpfgm7guTBROkT24KAVUb8jl6yoIODEoOX9enciHqtq/F8kQBRqPHH+rwKYVjWuc+4x9zRf9XVp6+KrkIJRdFk7IiHmwfY9A7wT5emwMqcknvREe7BalRz5KaKMRvUvei2zzjDwA4xT+qKckVjVIaGjLsRqeVKTkCmJt8dgL+tcUq93o02DR7qdvVVrhGnEPEcDjl0cTgLYRI6ATyTuhXO7h5l2yuA8F2icMK8JAoBIvKelFS2Ec8BeDf8KCFyv0BiEAWwxdhbQW43y3jAXx9GoTFLPnqArq0aw6DSDoht6pt91Ixu4KNrVQTZR+92km1/nyyCbtccGJAocCRQTi55yH1tnft37qaXOSrg8y8+TwsEPe6wNXVjdSlNsYOu3gwD4KD3CBHZW2dNBO4o42JyaxsLnBqKR40kxYaOxyIj8HBydeYxCJDdNQ2GixQJlUwpxn0R3uyUh4ScSKwdzPn+IketDfalfVJVdmETqTK7d9x5YDBUWyOXk6H7BkwioahDdfMAxlAn6VsHyOYmoi7C0A0viTkH0O5vWCOyOR/JazBlnjORUy+WeKHnS/d0D+N3vpzLQGw6nw+U+euc3XoK8mek906+V+6HRsE85fvCQRyMr4//RM35Jh4SDFkfyiuJkIHsQHRoGF8+FZVQqcaPwLUx70nF2gByOVO4EwAAQABJREFUdiM8B0i4NULC3LGxM4Q9j7GveBDikLNkL1LpjMgXdVCXCGK+1OVHSyAwk6eEcNUWosj6e4OzMSnuUnOlWANU/VykDnEqB+FlnQLSl5PhSykRHg36avsnL8vlrBOOBUIQcDALk5ntzy+m3fnptDd7K7WuPEyTwz3pH//n/xmSlPO04XYH7M9VSm0RoSmiqZKZy+lgd5P+bQRnr+lpQvRDBumI/RdVXnqr2ggn7+ofIWVlP5y/m1M759IDEiUPjvSTEqkPqcm7i1MG5hOtCkmhLpKB/IgTU7UfaLcZgjvA1bsL3GRwhozoRNBB4rhyqANdU6SBrHqRnDzXh1Qd6h6gKONj7mNlF51+7u1fpESKeyXB2vYy42BzE73InD2HnnseXxPMAEUIZsY8cfbHEfO1q32gQwAASwwyTL15qkq7vLIqLa40uDblYs6Yb12vMlCJwvkqBOE4ZMJlgVe8FAfF6IxLT96de+fby3q9yvfyOeNTxr0o0PgT/kyeZ+DACuCam8f06j2cf2BotSyE6gGWOCcJ2BEaE1nsjHdo3I4rZTrRLTMyAyCQ2kvqL6499UQ30uT7ShYHkutzsK4dTE/PpEmyUAPJeDZsGjhSGIBwIwFsuHisEkMUHjTuBhcXxxx/AZBA9OV3geSEFylhQFkp57tjcJup41Nt2l2YJXwCzkiFVdIqVtrgkNu4Ulk0GiBn0OSzUyw2HaTPPvs8GIGr0iNsMZ08ezZ9AqLJhTWOlW7HIKh69j7ZvI1GpYlYwW5yLzMSrAnJeIwNh/7EpB9R5wfp2osvpV24bRfS5E9I6lY/7kx32faqWrVGWMpkP7p5hTAP5qEF5DlCYm3N3EydZ86TcAyurcRsXMKXFI3AwNnKsICS+CwRwEDg7h6NLIF4TvkBUmmT8yrqb2O0v7id+icH2DOREUw1BxEOwjI+DX3O5tjEMPbgl34WGjuQgkuPlkMjaCfU3fxTInh4vWCsEQGMWm2SA13R5mwNe4XnwshlnrY9o46u6pjY4LNz6Lw5JmOgyu65Mr4yt37P85iZXWGQPm+ZQii+26dy6ErBD58PNA8DLNCdfKIgmpzeQnYgIysNOLEiDq/obaNxKy8NimSqKKoVEpCKd0gAuJDcMDazhyfH+5mgCje3buvVLXf//t3gBvreq2x6cW5ViWKYTKSBY9olEtCem1vCaFUKPEF8kd/L/lm3EkzpoFpWvuc2HZpjU3Tzh+c8ZLD24E6q3fww7T+4zzZLCFr9nMwZpt70wJdtcsNeOD2Qfvzj/yJdnJpAGhA2j9dlaHQidfYMokq5wkof7BPcvF41DmsjbZGCfh9P0z6eol2QW33c9YB28uv2cFzw6a5WsuktpaW5BbKNL6UO+vTKhQuk/ryaxjrZAru3miaxxwY5sJ2ESqgn7HYDDnQpHdz7ONU5hBI27cgzckh9XDITCiPAsltWDpm5J0xC1y0cXFsGkUhW9aHUxZbW9c8/SHN/8a/TVz//y8hnpXoWKXfob9YIkHTUL1zfe/ed9O9/+cu0h6dyAq2gh+MHtpAGm0jK9bWN2FWoe1VjOdL48Izz6zyVuXLdyM9uQlKtdT5loDFP8mIuNYaY02BgmZHF5OWfo6y/SxilXj/78irvbucNdzllLe9lO8wYCOOk8Y8agmNptLgxxWLB2QFSZOWAe1Ek7kcAIIhpM6A3RJC5ktSeF/AMADOxb0ccSbuJ3qj+uOMRVhIDD4YPnPJZSoi49XSa1DIz0/eZIFdFlSx4vhCjTqCN+d3VWj1ihhPbP1Pk26YLSLFBh/44Bgm6AKAAxYmUaBXfAsD7BeDmYVXXP+JEnp3FB2nz09+lzZscDkkCzG2QtBlkqmJjbNy7k5ZnZlnQTOnSlUvpX/yzP02jqDd7G8CMPhsiXmWj/p6HEx4YnamNpJtxK5IS70DAuwbK4cBo3lxJ49XtdOFoPX2z/yh99/ln0gSHgszdu56GUZcO2Dw0/9Xv0/SvfpI2bv0eglhMwxUYBaeYrFV70wbp/7c4mZWksanOQSwPP3+XAyhBIvAfK4q1DQxrAFc3VIVlbIlWj5bSO0IvhBFSsB3JpRl9wOlMcKN04Qf/IFU5SchU+NuPZlHUMOBhcOr5eV1HG4ucV6TUHL98OX337/0wDRJD9g6JpL/4jD0mrDm433wBW2QVp4A5eg1wjGhT5k0muk/CaO2OcFGDg4FDIJj2j+q7R4J5mKRzBBkEk/SUplB3Yu5OzF/GyjyXDeQu6lIgOvX6LvLL8I00Fu8C/7kfOMC3lv/2x//izySQoBEJA7Hqy9XVvP8gqxr6nONcMguiShmnlE/2hJRQtWzcnU6Z84CMmKNzMw/S799/P7iJCzlmizDUQd0vRDoNO9hAdjvD875+/rOfpT/6o9fhtKRx1NdNmTDmrJUJdP+y7r0AJD03nsglftsX0EHgTKo652OEp34vB24bcjX947YdhMl9oyTNYH24vpD2b32cdu9eT/0k+vWwkMNdMmZgC1U5aYcn0ym2X+5vPEw7xBNNTl5Ir73xerp1+1Z66/vfDUS/e+s248SIVL8XXqhh3Uhfw5E1ONtZQxjjMMMLXbV0qrKXzp/lgBLO2+4gP8zw8Ei6dQ+mQPkVVIb9pfupfX0x9R7jRFDaIK2qIO4BCLXNoe3ru8RLsTW0AxgszN0nT+uZ1Dp4KtSgkAwQRwvRCC3YDnskPVu58Slu203IXEmL2obUFFaGzVTps27X5t6RONzyzie/jv0YR92kHYXKdJLUIXBRtAWNAKWNHE0kWiPG69zUOTyEl4IZ6VUaJrT7EfmmXGE3q7dYpuoTaiTw9nLeXLmWUbnvg9ZJXrccc6t02MQZ4zx10Fbsm2C9rBtDXcZ1gKrm/Dqf2huq0s6rc+x70Vis25fEoNRwjUM8CaKFgYEV8Zv9CRuCGoL1gkNcWb1RnOn/dTeWxrVHS6l2hsoEBTPqaNhHRdKoQorjQxOsc4Uoztm56fTc89cIYhulg1A6ADWitYlBheHEYASL7k3fNaQ8uV5/9f2799O3yL/KrYzs9MEQBqeirZO8r/U+BsGzAKb4tVXJ3Ph/FETjKnAMKPop4kcUKm1pFblwZCSqR8ACySC6JqUMbs04oVR7ArHfeeoihvNGzvJHDqPdhyvcHk9VxP/eJls/ObSFgaVLk6Pp737vDSa1i2wZZ0gohtdkF1iQQ9UTgC729advP3sttqvuHO2SF/Uuh6PAqYFJJwjR23s6zd28zRkNK2li9Hz6zgvPp/cgitaBU2m2qZ0kbNtpBLVqsB1PlkyEtYYj9PomXK+VptG0gWt6j/npRKVYuH0nPTt1JVJj7mF7tZNzqR1XqG7bhbffZsPyg7RTb083sGm6pyZJgkYWdhkW86RDRNunhrQZvfoSZ1J8n0NT7qVtgO30AjyQiaTRqG1TFy4jAVZhdM1pj5OQJIwKc2MIfgcGtqv0z1y6mK4zrk2kePcxDC5UanFHaSPiOk9ZbRKRRVzDYDzmWDe5OJFzYEGwOFd0xYujMjHr8JlgqjHXdtCppJNcEoq/e9lGIR7bMMAw/57LlnLIUN1dIDuVgxbBXSkZE2toglmlo06MxCaAaLv4LShJZ6grFji8B8XJ+TPKukjVlV57/ZUwtre29JkbymwEI0hC5+QGpnHRFnDxhk7w330RrekUGZ8//fjT9MZbb6H25g77rB6ffIHQPKcNYZsiuEF1oQtSj3quqd2P4WRyPsARANGHbRmfsb4tJv2wlkONg3tg6O3LAZFuNZN2DY5yWAlG5vwuCAv3wsN0jCpZpY3daRD69BScFGMYm6CGCtaB9DNgbxRCbgdJDjnLuUpGixaItLrzMG0tYjejpnegEo2hp+vA8Gy2Fs5quHUdg5njtMiAydpDPT135hUWvwbSp2Tu2yIA8Z1bD3Ee1NJ3ps6kqQpuSwjSMbd3q+yyqIg7ducAVQRP1fHcbFqZIcXOyCnG72lGBKwhofRx9Fy7ku7/5V3S6vOC++4/GE5L77PWwBpU18SZdPbFl9P4VaRid3vaQ/W6TF7cTzd/mj1VzLunOOnMaIHjG6B3bqo3Tc/McLbFRjo7MRlwXkEqqJb2c2psL8cuP3NZwsFTpwME26CLdDcyUVVhnTFe2gwird4550ekdSVbr1MLtpPIa9Z03wMh5YZcIrllvZxDf5fZRnm+x3xTprwXYjHIkOZOVhV1tPzL//pf/lmoDDwkghejOdQY9MVYtIFoQGMesDOUQR/2NJoKnCfwDa4qUisB7K9uW20QV5OlcBsX8a1CLmM79ubDDz6KDSISi7qkxOVAFh88SF998UX6zvf+JHseMpFngwrqNPO2XCQPCkDxz/imDiSEXpMgCMYjgO1wjCk4CaoAbdiO45Pg9+CGbl/VyLdvqiFVjtw6WLyXujaX04P3fxed7sOAXidtfP/QeDrAEHbs7Z3sfJt+P63f+YLxp3R9nswfV1+MVdmPf/cuhjPlQIwhdP7JTrxrG4/gvmvkaGIdYuR8miBp2pa5k/D/z3GKTzMq0wBHFjfh+x+ffI6z3iZSVyvqIacM9Z4ehpBGkDAkLxuvpGcvcbYbC3t3phfCkxMrwswJwyBUez2t0JfegaE0dvY8EbAsd+lBYrGh6/KzJGq7mjiaO7J8GJ6xzR6OY8Y8AsFszd5L87euozbBFGEK/cMD6YC1htl7c0AZWwj1dAfYm1Da6OBuYDcyfoqcscekJJ1Ng7jXVW8ezD9ApfEEpz0C+kYYc38cPq+UD2R1ZsADObMr0qo8MuclPHoShbaocU5eroi7d8RyhvKojgUhIF1kxM5zJ95J8UjE10bwng4U37ManRmrxCOuWF6PZoOuoh3/VOoEZpl3pwIkY6M5DXh+sa41WB/UVsUFO4B+KQdX988I6MMin7q8SG9Hwu9NJ4OyIRA9S8a2a08EhYZ00HgmPyhL9Z4t4GXH9U2LuEZHnj93Lv37X/0qzcB5rsCt3AroP/OShoQSECDzUQ3zkKNg2/CBR04knm/HBVtnVT32HsC5JUSRP2KxmIwqddkvBhJpThYW5tMe4r+Cjm39oR4Cu5V9JNoBkgCmcGoC1Y1oYE64imTA9eWlNHj+Ulq88bv06P2fYVReI71Ne7rHKUDuK+hmi2j/8Jm0PPdpOt27n/oOl8jQz9Fh2AcEOaTt1YepUm1Odz//iLxQTDQc8PbNOxAZOVzJpKf0OKyup81lThkF0V4CoSZAhkrPRNq6/V4aYaW6WeTGIzd1BpckUsnkyG0glIeh7MNVjwgW/PCn/w+ZLA7S1LlLaen+NAjdQfLisTR4biq9+af/PG3//R+l7bmZtPjhB+nOu/+O9hgXkn1jbS7duP95Ou4bSW2sJbWMnMGBgJQDLWq00cwC5uWr19ig9DB9+cVnpNq8xFG+p1M/Em2adobY/GTiM3PtLq+spKWlxfTKG2+m89gYy8y5ahIAD5wQQUV8M6/QQf/H5T3tgA7GpoNEIvIl7vhSwmSGZ3HvwZGwfYPYwEXfizSQ4XspeSJKmM95L4aMMROlv4ujBBgwyQaD4YumBt4pQMUiurq9LjLDkRWBoBUTniuPjT1wSjvhpT7nIYzZ50xkKIjouoAcy1TqDkLEFOHkmsd7dQ5N4ZBBMk/bKzf+5AGwDfQ0nJDu3Ll9I12+9gyEmgkujsq1DsCmtyJzB1QO2rE9VQi5kxGpGkeH+Ob18Jh7yhV3pZ0czvZMdCzQLG84ydjYJL8BUH6TCOptfekhG/1Hz3IuG8fQbs7OY+ixeQnO60621ZsfpAcfvkuqlMHUg1G9wrFXNRahdlEtDeM4h9ty6/rvU+/RWuqqE4wHmHa36+nWzKN0c/FmOoWqNUGoyB//ne+l6Xuz6ca9+XT16rmwYY7wOi1O3yVVzCi6PgtfSOTBrlNxsMzi8TbcdyFN4/RoZ1FvGN+/uYuO6oS5M0+GnqdjPE6of8ecDnrjV79IbefmUgseMNPdzOPt2UZdHLpwLvWSE7cL79j4H38/nf/ut9P1n/40rX70XhroZBWaOVpbm09Ls9Op68qr5JrtT7tKRuyOoX4SH8Bdpy5eTvfu3yFzOwkWyDE1PnkmXblyMc1xmGYFAmY7ZurFW7T4cJadgY/4fSqdxhMVGfnop/Mtkhr1auhKP1JELp8D/1y7kG9lQlA9zsiu1JcZ5/fAK1kuEstnwzHCHFrWyzmX0YqlIVVoL3Lehvs2ilCmkCE60I9//F/9maG9IonhsG1w2Ii1sSNwUQ1RicPdTJ5hrViL2aUD4hbQBzlplDLqljYqcoqkdiQvlmVuINGIxB5QotgzoDDsl1BhlDByd841A0nv3uUgQFxj33r9Ndpg8BCClwjrgpCLhvYzDG3qte/WLYJ70SP+IuQpF8RLGYEfWSaEDi+5jAtDKyTvNdqVbkHwpFvxIBD6VKePR+jGFROZMdhKu2ntQe7aTlr58lP2IHSnU9eukqJ+OK2DkE3Dk2mVzHeLNz7D7vgqtW7NptrOGob7ICvPZ1EjW9IswYuJ86n/5O/8ML2A9Ksyhi2QwfCTiclxDms8Q5LjFfR3NhBhoKIg4vZ8yALVWloA+VZm79JJOSfZKtDjdW3qiVPdk6Pu4c51bMe4iLeRyB7vtUnYvU6NCgyjyrHCFRZGj/DkrH75Wbr1zrvp4w/e5wzujTT1rTfTKaTJ3sz90NeNhDYMv47Eur9KdkIYzFkko8atEQJy9W6QWLVIJH/wYB6X81A6BdLrWTIOCYCmCWyqPs7JMCmzc6x6pMfRfdnaBRGnBjKP4KpdJEHEwoOFYKxqIHqKnFNVpeI1aifHrXiiG1dvk8y6j3ywZvDYR03TWSJxSBR6M0u0rHihzWJeLk938rmnr5b/BoKA3wbiivyBdjQmeWa6cTEGDo0prRcnoM3fZlQVwwSCjFVFALi/SQw5LNia9FhhO/iLCEm9OZxA3c/oRUQ77yJhSBMmUltCQIyhphgCoLdBXVZktx+RXJgJcLVcorOskiHqlUgAuuJQpPCS+vkP0qiqaScpBcs7kgzAWXgLPb0boJrebp01iBaQvQN9eBm74XhlGj14Iu2SqKu6S5AdawcdIEUnUqUNO+IIhNyobae5VRasdqtp5YOfp+rM56nOXm21z27ikC5eeZZV7Il08eLZ9I/+9J+mZ174Zpq+9VVaw2juQoKOkBuqjm6+tgaXB5G107a3V1BjFlONRSQR9ghk7saQbdd4ZzL1xil55Ip6BU1/Y0ClL5xO2Dpm095P69gUq2xYWsKJsAGXr4IH0C9HFxPljOdsAqTfnZ1JH/3mHY4OW+J4XuYJuKygNi/s7KevZh7iPt1OL7z8TRbtiPQFzkqiXSIaOrv7w+unLqskX5ifT30gm0QhUuo21XmyzNl4eh7l7J0w1w4ybkhsGtOOI7yLlP/y889DhdLB4m8Sj79pQ6ha6wwxYbR44pjFC/dde8aFxyl4CKSbjHxWXHBuJUylp/0RHtYhA/ybCMI9KSGWRBwzFYhHIqhIZshBHSAfsKq6A+dzlbZO/LtSQsRSpdJj5DMOQORSXQl64o8U6m+6OCMMhM9eijmJo1yGAziJGn5ehkmfv3gZbndIGMcsblv0WJB8Fc5pa9oTQJZPShXFo6Iyeys06EWWZoBnP+EJ4RWTuOVI6qy2b3wWRUPieGD4JknO9lllbWMFuAOuVwNZKniADnEhzx+QOGD+9+jIHO/VBQLgCdun3Q4+e7jLcctGmnn4GYeyv5CmkWxrX36QzvW7+MRvgbE4AXAxHQEPXZTVHTxHWyvo6g9Ads6M5l6NOKNdJstRtQPjds6wcHtrE/3VmhMBWgjjcO1HSRdBdJR1AVP1OQff6dhgHcU9F4z6mNXyQ2CrmrrP/O6gbul1a95BYgMzY8VcOO32eF8YVysHyaxOz6VmYrW2CTa8TaDlhmHZe0cY5xyBhjvVE1KbmGe5pRuddICMTcIsQMTRkdPYG6iGOCo6a91IxSHWONrSfWxB91eIvPfv3Y2MKGcJcXG9JXLSgqC6QW/fuhXn/xnzFvYn8ygOKclL8jkbdv74EzgXKhNjE/9CU4HZ5WfQdnjexT3LKIW67DeXRHlSTYqbjT/giFY4gOSGPnyyDmBUyI11iSFiGXQV//UWxlAvZxyPoLPyU3AJ2EjuCF/DxgDAaOF0gMnksm5XNbUdJB6pVUKw815+tvO+u2k+9s/GPTpOkTNnzmJbkOuUI2BFfgG1+AgOBrcI4z4GZrgJ6hL6v0ShgS/Sa6fIJZQOTawY+886w8B2vLRjOaY1yrk4tAR3O3f1amplO2Yzv9V3ltP6HptbJibST9/+dXr98kvpuSk2xIDkFdycHUHw1bS4dpuJvJFGu86h3jxI6xDuKN6gOhPZRLzRJkF/2yvYNhCXRu7NT79E1eM3+nCA3dWBBGzD1jFkXLcuIcisr0APwEmubz2RL4jJPgJR3bAjUrpS7BjMjhLbPJm/Q1Q7ZjGeq1KnU2Vy4wovSsU8eFJr9cA5wCZC9d1uIUoWYquxEm3s0b0ZVpVRf03pX4ExtBBSMnKKc6lB7jpEanRtK4uG4tfM3IOA3zDnVygdhoaHkBBD7MkAo4BzH7bHtecwwLEr9A7K8bUzb99GJSb1qKloBglzF+G33CSE5JFBtmlMBzFkgnAeYwKdRC7nX47vPMYiHXWaCd3L+yJ8RCowTgnCcuKj0sJ6C1EEccVT+U8lVAonDiCG3g9iBVDRYWtwOCfOnev6nPXbqyO6BiDHN2ZJ0WzlNiIHsNPls5xMOyRUrvBS0THUrGgzjzAmFNLIVBxckMmnFok0DlRpH27YC1msLhPYFm46fevUkevKRrzP+FJPNEpTosjbPqkxPEgZKGbw1iYo4R442RDfSInjxbQGQnvG9CGqz8O9u2kNzv78K99ErNfTg9scbXV3Lp3uGU2DnSPpsA2CQRe/f3gnbbFZ5zwqgHuMXadYQ01wdbYZ9+USHHu0m/B3zmCYm5uBcOscKtjNGkUHRvFEGuprT3fgjvOoF9945tnQlVeBdS9G89467T58kFUk5sG1mGbsB+05x6B3RV5jtMAxhC9D8oaEcgCsmWBeEJuMjl8NWJSxCCf3LBi3RYAJjwAr7I6DeM6ycNRm4OhzOFz6uzkuGKnSptTCYG9GrZLJDMLZdZWKE6c4bnl+YS71VwdJBcQ55PwLtzu/nTt/IYhMxqgmYTJjvYz37t8Nd6yr7G+++WbYEIuEe1hGm8GXCB6n0BJdq2tf5HZNSRVKnNNzFAwVyW1ZkV5EVzUWzSwTxMN37/tZFf1vuuBfeWAqFy14UY7g+scswAVXtfMQS/2I76wy6urUYOnFNSdwfelxcRKC6YP8tEgnJArBJUioH3w8AiHDU2APuURkL1c9oyzPWNYAIWNZIg0kA5GjV+ilJOvOq3aJUaQAge1BqGy0yc8QdMPYkkpZ1bUFiYKBMaeU0ZNmHirCDZpwI7ZgL9RREyOkGYTvxI25iAF75uwl6mMfM3qnG/iPj7rSlZdeT5euYVPgWv3yvTvsTyBQD453j432PVe62Nhzkbj3KbwpfwEBE7FJDNMBkzfAOsIe6xCzHJayuUyIPSvj3b3DGLu6nJFiHDq/BFGt7SCROEh9i6jWTbxD86usC8Ccaqw1GGow2KsBjcMAewWo0L0nklZFN0AAY6oAdzdUCbc2tga717tFpGbFuo25DOYjgvB8C5LctQWD/iRi95e3wehMYux8ei53XodyTrlP6SMkRiswFI5KAbn70coa+jwBi6i1E6fHMa4fRH6pcYxpDekIu0Ga9GOjDXEQvGEeW4SY66JVItAyhDEd/d4mnF5bVaYX4T4QRAnzEaNUkZlI3l3o1YZ0PrOUkKmLV2GvNrQUkcQ1K51CuuIt38ZSgGrY09LBZ8n+DRoiJl2s8hLBbEgkrfGqEDZg4jL+YGPgscDAM9QguIsPULEJf50RjXKptw4y2bCXaO5nPUteSo/caYFM/SCc3MyX1A+bizo0FO2HL8vJadQR/awxrs6sq01K8LkAFt+dQAESE4zHoZPy+rEfEw59gcFFu0cxRrhNcJl9whYAfk2XMF4ZFugM1e7pH6fTjmkgtfa8li68ej798uf/Q/r40w9B+mp65vWp1DzUl04NvZAWZ5fSMl4S1Z99OK9SaRMboxnuu7CKxDg1lL7x2ltMyGD6zS9+wmYsDh7ZIz0kiNjVSb/hdA/ufpXagVE/BHzwgNVodOAebTf6fACMDcxT9RLhzaMlQ5FDurPOHXlKdN/14mh7KKVzvlIQnCnW9muhngijFnpID9d+VHZrwBx8Z/cb8A5JTgE+KyVMlR8oQh2RppLpzes2ZuA7has0JwUA3On8+fO4YuewCW6nS89ewdZiARd1RhVWpugBLkM6aCisd0pJqvPk/d/9PvBjZIQ4KsJ73JKrJ22P0BevgsC+a5uZtI0RAgftQ/opnTJefz/5rv2lF8pQkMA9nsp4pKHw9Qu6lXOjU3E/XJRUxq1AYhFO74w6HagIkIhZwbOwgQE6NKLnx3UIxJll6AjKJrXQWWYvtloKHeuzSj6KtE6Ihl+UZFBSrTaFIjwG6m8U1hPgM16l8yEqi7ijTtsUwP4e7TKJ1hzETT3+M6UJYTwQAAGHzmijUprGXa/o5B4AE7nusx7wG8KdX//mt9LI1IXUpwtx7Ay14DnzUBFUlkMM0O/8w/8y/R//059zHgVC4QIrrf0vMtlnyKLnmXBEmMKRmlg03EF0ex7F4OmhcEwcrO+l7xGnNDA0mXo++Q0LdMtIDOwHZ4EAPbfrKuWM9GyDCHEVEB0rs8CIJm+WKTLd+hh5aCEEIA46MF6ekeHI2fdZA2lTIgprYOtwfYV0liehBteBrVfAm1okEN3X1uviXiYCGBllJJwD+nXIbjynV+YmXI1JcouxgTO6YTu5v6sBDvLqDr9w/gLqExEHN6+ni5evEBI+wY7MXuCk+z7vRxCvul1Lwe6wz2Yf0fUaZ+kxQbpajT7whCVGEc/Zb58XJtpgXvZJhpedM5Z1vJnxymjFExmrK9h+l3D+pkt4qGJSoUCWk0sUAQ8eFEkCzXJHRHoApp1hKG9HFxGOPRqzIiHIxgCYD7sdM6AXx2zZPExH+UwvHIicXgKwXS8NIlvxd25bQQwmXKd8KUTiezGM8mAtKyFqGCtKeYvyGUi2FdKKRTa5aCuRpZlDMeE+RzvW6WcPOqny+Rc/+zmhC/fTrc6dNHbuIr7qgTQ8PqCjKmwBeCg9bUqT155L/91//2dIofvsWVhIi/P1NHx6Mv3+w6/SMotfkSgASdNLLNRrb/4xXPo43I6fsI7wb9/7KL1wfjmtEJ4gPI/x7bMCggbC+EEsd+o122exD/sjgtnaaBf4yu0lAcFE52OuVCZ1gDgLjllVQBWlpvEb5JLvK70pFGPVGaIU9bswP4b4VEkjgx/P2I5SyC6oZbXS9hGbhoxgCLWU+o12tg/CroZBqxSIRVwY0Ab7RsSpKVbEa/fupc8/xQWNvSPCu/2WYUdApsyxmdV7+21UgmPVtmrFFhBHRGKJTbeshBfzFUO30/Ix3fZ5vp1KGbGX+KF94eX+C+9KMOKDLttQweLXr/+xH/KmzNF5TAYq93awBnEJQ316comymcIw4iMi1B7iURg57ZGznKKDmuNRsXnTjwOUFUksOeDOZ603BmTH/Re9zNRduiVR5NsgCGqHrlYnWMovxJANIl2acj8mLtqSMPLEW5cDswHb8LPtyh2UFj4fqhj9ZZ2NAcPFGfgWqkkb4/zTf/IjXJpkD6ddD1vsJbJ1b20BgBJ2DaIcYwib4VAE7WhDHQA+A4M7aRsOus76xDIrtlUQeYpTPL/7ox8RjzTGwSy/BcZ4UciZ9K/f+TD97pPrBLiZOhRGtM07C2VtjD0iQelTa6sLnBD6EUcAIMEqR+zdQIUbZHFLKdIBU1JFAEe4siQVxg64RSIDFppLEoaIH+orP8OKgrNKCAAmYONCp0gVfB946QCJmDSIJtzqjLkT6dmK58FztCPLB3ByhrVjbFNJUQW+fbiv19aIVGUV+yGLm7Zz+cIlVLDWOKjxOnj1Mg4K1ReltXm3cjQ1xySzZuOCmXNVVGNHF12lvfjHXEeTNKsWEKlMIYJQkemDBGIEgmNQu9Gm8CxAGaH9NNLAtQ8NdvHp6cu2s+y0VSp+jHiNkhYIsUQvSgXaDurpnsu8yK6xfRBgBE+JXg/B6hB4jI7ZeSaEjmf4c59f6T7fucP9UK3sBB3MHhM5km7bXCarXnSt0XnvZ1cqQ2UiM5HJNZUQtusgaQXuZh8s77t6sp+pKDxQGuV7ICE6SyBXE+c79LH19cyZsfT2rz9M//BH/zi1D+BbxxvT2dNJgjB0eOqN3WKIiw7iiDAPILDtmOi+8al06z7nSYO0NSZv5NSl9I033kpDuBTN/L0JoWzjNQJs+OW72Upqpgo+QyQe89WOCzP2OcMEXNw6QO1qg0A7UOgZJowFqUPfd9HDK02cthQLjyByQ2UJNs5n4dQKIgNCiJfwE56jSerOkaTWZdYP7Y94JqCVbQrBo1NFhA9CBeWb6Yuz5h6Nlth0xDZh3KHZhmHesI3iGAUM362tHTx6bUiBgfRodQsmMYgKej9dvngpXTx/HkKmcTp28+ZNnBZnWEwjebVOEpGVjk1OjkcIiPjhinuc1ET/HLcc35xQFIyX0kOG8BgvKKNn0ee8Yg85ZbRlVa16e8lvCGGHLYvUCYYZdQmdr1/hds0V25iGGoBgUoE2gFTMAHieC3EalOm6ARwCv7X7iB8usJuKbZxj4xeIhSdFIQMSkSkCEEBM/8GBciey/lkMeKxN6hLRROP8m+I0G4wSF4ND+visL/vpu8gt6pfPuh5dBPO7F7wiPuffqYMGYkz+zn/zMLUg5utwMY3fJmwDV95fY9PP0uQ5NgKdxeMDViHhwt+uHlsnN5GiG0StomKYwWL10TyRn6x8sulnGXetnPYsHqrnn38hnbt8FftgJPVQ1uQAm3hVRAJzP7lHvJk2++GIHv54uDQXu9262B8hobmX2kTDA3haXGx1444u8BrGt3UdoGa1gmBhEynhKK+K6c43hhPj0xfVR1t60NSbqzwrElUgZkRQKH8umDpDLnLU8eRFqhq+yiUDkvRRnTrS7rsxaYsjBnpYedOpQQmZngmx69QrrmyT+XFkuJ895z1pFbVpDI/T3PR0art6IQ1gG/Swqm2w6CwHxo9y4tMAu+2MZAjbVW5hu7QnYvvN91DNaCsYGvd8L/Nsm3wJxhhqnvPL5VxHPRCJONOBxNoF/gaU9rCu5RqGsBP3nr5OEIQMlGHCZT3XOa+MZr3LykXuoFo7ThnLubtM7r6JP3l353qaOHMBl2w/yxYMkt8lBjvMTPBdhM3eJhFUEpAwnCQHaQflBH4ug3ZgYaw3eu3vfneCy6D9yf49Xc46ymUXgugdn8DyBxClHQO5UmFyCZM4YhW3bas9TbHol9jyWME9qBej+dAwgy7CNoh3Yh3BDNuH2kEAex610VgohfPi/EPq60zj5y6mQYiqBwRoJffS5599xGov8Uhsnx2Ae3ogo2sCpmgZZaX2P/2Pvp9++9N/k1bxOI324VqFY27tY8Qq/llFbumiv8DTNthvx34KslbwGyMJZHVRrgUE1d4AN3ElG+4CwdNOtQZRY7SOXHyGvd5TBOBtEw91i8XDmehDBaZ23CRXzaqW3jeoDnjSP4hWYtCGaOePEQs7C/fS4PgVTH0gyJpFvSWn/nQseoUWHjxMHTuGUfQxRyDhzgEh7pORV8ojviRGN1BpLC+6UAdxTE5OYiPQLI4I151kKoXTB0HAoJUSgYP0p8xr+e5UevldjcT5FTd87cD0fO9AAi/MzIWHNBLJgRuBD/nRr/1lfUOOz/iiEBQFpzbYrwrXc4+8xrEEIDVZOV9oHaCpYwLBVlZZrVxv0cz0vXR6jJXH4VNMIrH5cn1FOIOSo/NgvALxbZTfi7QQab1iYA1ktr3yXSLIkbS5H+W+/S7lThKFdWUCUjnxM+KdrscaBo01wenhufSPyec+gkgXP27QvbRH2plmdoC1Ebx2wES3MZlLxOH0tI9D7KhLqFKuk4xNnIFLVtKjdVyHTLKSamJ4NBb2DnAnznOE7fTtr9CPydBNQJphFx4iCJ1BLF2xqLnBSurpc5fT0toKEbMafCzGtaO+sig2PNhDRgukH9odG7ZTM9m+19bIbEhH+wi4MwFY1nmZFxCJiYMo9kFg5AO23tD5q+nK9/5+mnyRnXxE7lYZ5D6HTM588rv01Ttvp435aacWwkdSSE3A2CRnkJbaDf2EUJw53u3z7sLt1L/+Ukq9kwgV1BQYZ6hPEGSFkPpumOHmBgdNIpnM/9rGyja1p4mhs3H+n4ZNb3/e/9CLHbGFY2Fm5j6MYQjJplR3vlWXMwPLm4cyjsjVnWvnvVx+du4Dd/nN+W+lXCmj3agRbYXmCHalXcZuAGCFTUoZn0tt+b0i9dH847uRjx9+hKcR7gEnwoukOBIoobMzeF10GtDhJQl9mo4Re6NqtLqyERnpBomPNyN1kwYer2Y4lrRkp+2ItKWoDCDQY4mqGN56AcJQAvEcjCHbPmeZMtjSYYERrrQGoPzd70WaRAU0nI1wgcsd1SS4ZSury3UmtY5HCG0WyQjAwZAOweHxAKxH1AwpIQBug/WX3j3SsSARj1l3kcBaO4mwZJspWkLqYQPNIQF0Q/jkdXE+vHszzd+5TkAbm2/odz8uXLMXtjtwMFzJssu+jf/z7XdTH16V6pCbdlBxHM/Bapoi2O9wcQaPHlGmjKkJe2CERTwTBsuhDdvYJuFBG7+Zm7cDD0GVcJK2U9fSwOjFNP7862nyhRfYQ4H9A+x2j0mJw7CaWXy8+P2/l6Ze/aP04KtP093332MF/iu2l24hvSjBAl7MC3Os6hmqRVANsNteSzvTX6bu504zV8w3DC0m1T4zV4bUrIGExg+1IfH7CMoz1eUeAYIDA8MkR8bOQg09hedooGcowjy0sbZIQGHwnUwmp8MEF+iz8ygjdiOYDocy9865L6/y2d/Ej6wOZc1GgjL0R21HreSYsbnPopd+NmNX+GypMyrjD2ZbQXSRDWTh5T2NZ20FczW5Gm2GuVigoxIn3HgW+xQLbjJhO0SjFSZ1H5G+TEi1y+l9BMp5gGATem6oTVI6+jBDhruiy2oIOTYbFvv5r4vOPvjfycmuNVUqbRcnQcKSo0BkXI+B0eAWEpzAccCqdBKdn/XcRDO2TnxWbEpCt47y7FGuqGKEVKMc7ywjpRqTeNBH/xmbOwA7mGR7pwcNG5izDs6ll6YusXf8xfTv/q9/lf7Nv/0VWyrnc5YJsmx4/sMpfPCdqApyL706xF6AxBqwBgmy8k7amDbsLzf8u6+7FWS4eo0NSIR8HEIQXWznTG39wItIUfKq9hnOAEeuoAp04+7samOtADuuNnw2vfCP/jkLiGORAMCDH1XvpEEgwdjpMHVrZzT19Kezr7+Vxp57ie2m99IsC42zn39MqAgLi3J+pEYTzzdpLzk1XB4VvD59k4Pdn2fz0GDAK+BK2VDdKNeDJ8xEaV2IGNPauIgrvjxi7/UQC27ik8xOV3wEdFKvUklmqndINcm5e8I4TWYBQ6CcbTlXvjvnMj2/W9ZLhsqPMefW4UvGY56xQfathGOCSAvXOnzeekpdUQF/HnuZijErbsaagbq9lfKDD3mpn2lkB4T4XYS0bJyxRgMCUCOogkh3ddiwX42ovt7+iO3X3aloz7Xx0fKUFeEZYqhP2dgRIExeNMXAUTKfuOIaYjKAZgRowwQU6a2Z/w42XlTwmHDoryUEWgvRmB1MSDtEv6tRTFxOIDl15hM6qQMgu1BVQXeurdfSM8MTaR0uaNpJqoc5kCqFfQ4iu8ZlJ1x+B6/VLirJ9a8+wyU9hAHXF3uK3XHYjX7swpkELWEYwq1ebWp913YMqxCOMMm07+rsyIU0/sNnUvWrT9LSg9nUdrCUBloO8eIMR51d1GlEqDseXTRbeUCKTBhPi4YrwXgV+lfhN7eN0kFUHJAGiUQPGJzpOl0U5R6q7cjla2nkyuV0+a230p13fpMW2Ouxs7qIzNTGU2qAAz4J4h9jwyzdYXwvf5vfcEEjVRkRgoVylOpANYz12ozBGLObEAnZB1mANPv75OREhHBIFFl9FSVYPKMvfvcwGNVokdnLObVsVqeeIPFJRHauo6zzx2dxTyLR0aAX6+b1G4STLKRXXn0V1ZZdg7xK/fHgiT8RuiGVRYUACe2GV/CT6ERs2gn9TkACU1FHjmNZgcXlgHR1esyrtoU+d8F0TBgz5l1a28TDArfoRq80WCsWm+JJ1VZ3vLlQJIVDCFbFOzyHOkBoBmkYiSvXNMBAAu2DMwS4eA7MDUQL3z3P2LdYiOInh+a8e95BB/0zzr8JPfyYzBc0xY9E9nEPVkiLeVxm8gDj2YqJcsIydxNEgJANI3cVsXAMYhivdGbsbCC0bXz025+nG5+9l567fC49IACxDaW7l4W9PoLfetnoYwyWUaptcPM2YGQ8j04KYa8dIvMBANGHDqKKe85cDFXtNDme1j7+Iu3feJuAwlrqRZVtRZWtUF7bZsf+8KiJxkztGeCgFmaCmfKdoVHWyIEchUwJuR8wojuUl5MCH0p2s130lf/kH6Rnv/2dtIzKN41DYG36dthbCubI8cSj29zrJHnA0OUX0h7IoMdMOBkp28b+bb1xzlOsX4Hkqn2dEEpzixk9cEMTryR83SXpoqJagKvR7lVQPXYMznITLjamJT6LE/moMB61w45LfOP1+Gp8VnIYpGhkrVJRp4/jbQf2OjUkFiX0SaIqn7OEOFG5jX29DRoFGmZ8kxjCvUcZy4X6AlEIeCfUvD92xpPvxUT/uQ4hdz9k5bS2hcEKC9TLEAtklgHZs40i54cAXPkWyADVSbUvGRgAWHcE7cT6BHUKjCBmPoPhWR2xfSYmxCf3JSvkWgy+Cga0gtzHiNBWnjVjXnNQouqcZQQEnjC5uESKmufEmCxLj0sTtkM33GUbgm9H6p06fRZDlQ6iGt3+4nN2x5HLqq/O9tHTaRujuo+ULl0gvXzZVwcTHGoTY1NaFr1YlVQpgx6HmnmQRhDv5h7aB0nc595HkuiHqlbgQQtwrIBASuEOsgQesKuwxsYh4eSqbGMQj3GEGzF2f/dy4surcSeeURrWgHtNF3TfcDr7zT9KHSNj6QbJEvaWl0hE8BBY4VVCDzfH1Pz1L6HMjjRw7lkYBSo17QQ3Zc6C6Qgv8Za+NhNsKByNS+pGhdTVGhnRua/t4QKbqpJRuNqmDkZiUvuIl/jEZb9PXmX+C0PP3kukGjiwK3EiQdVQZLgDbGwy7Mj1ET1whais7yRRwWiymPHdit2rzJDovoj5BHg+5HkNdlbdF/RGj9VNxjvl1f8kCs9GoFC8HJuTzc/8d6AuPHlemmEhIDDEYKxKSAzaiiBD6pZXZzFpT3gSfVSqtk1rFri5b6oZVOsfnlJCPF7zkEb4F4ShnKIOI1druE87kemu+NofV0sjOJBxyWmtH97B5DLxILGXYr/XPQsg8TGut11097PPPh+eNMX7o4dzaYOdbxLrOipTNxJB/7/MwzMeXDPQl++CmpPj2obvMgUaCbXGz1XcrXLqXgxfmY3Gu/AcxD27yOJhqpMZnb5FDl7WKFrwaHVAKAerC9SBsINw5bZZEXYkBYkyQ3BYT18xz44a+AMBRpwZQxXCIwI+1bE1ZE2u8h+SrlOHgFIOrE+3bt1KQ2RiHMPN3IVa1B6SgYcg7grIb3Nm79A9b5+NsHXFfZ1YuCOIwTgmIayhHfm0LAc8Aw+dD58vONj4zFtc3g+ctJy4E/grHtA1XWQ8bfjGwsK8PI498+w9l7HzOaRxlMz1Nz5GPbEOkW8IFA0UdeTcgOIsrgJIBhTUZKf5VzpsBwKcPOc0iIgiMdYxwMkGrogj9UdgGg8GRwJ2BxIGPm8li+ioKzQonoq0I6R21THB46qokZkRyMbATCOzjaHbiUEag+UZRbXAkcNo8wRRgEb20VokiGYXmWhTCmCKYlJUscK75fO0Y7RtZC9ExzeLxMrCIuoR6xZ4R6688HKquKuOdjohqhm8NJsb1IurcwMp2ITaMARS26ahCbF/WAJAQmgvuNag7WOcDg8FLOla1Kca5YJVUDr9EzbtqJrtGLGH67Ohsx9b1yDG6gCSFvi6E0+Y1Y3bUT/EbAi1iDE5G8Gq5U5+A3m8ClfUDow7ZAWXW7mmESowc1kDeXWG2Ib9PkItksgP1AToewvlH82TtQP9XGknoet57GTvzLVvvJKG2B/hWDtQD69/8Vn67OMPkH4s0OGYMC1NnJiE2qeq7Q7A8BCJsc6F83eyn2LAU0QgzvgqYyn2p+VCA6GPO7h21XAGce2Okr1EfAjm+lRdART+hMoUUkK+2ACWHZKKRCgBanCajYZBTccCzPxRnB0DIMWfv6vSOAyR9skCCeUp51OWiQkAaHqwqKFRp62ItPAiiMAOi0yxZ5hSIigPRl/4E3qnKeCPELEHOxiQ9NPUN8bIKIGCk4PYVEqrkC40FZ4mFoqO2M1WZ+GqJoKETOddomv0TwJxF5sp9r2tEd0MUpuNb5asfWfOYjeg44dtA2K4IejujS9yG4hoN8C3kLOpBUQwzMRVZqM/RRiZg+qCno8YvWohyC10InkCE6cOrloha/HMBRHQHW4dvUTMrttPg97YrUY7bGck+wU72bTLnAvUA7MEtqCS2lbMJ2OkpvjuHDjOx/Mc371DrcIXOJr/Nd9Gt0eSY66wMocuT3utLvohkUKyCVu8Py3Ml5GSoaai4uWTZL2XXa+6mj0z49Lly+mj995lv/pipPEnFQL1s06AHdFs3iiRm/GqGeSlAE07bUtQWLyM7gk1+lru8TkIh76Xe2osqr9KWJnwlSuXqQ+103Z43PiuWOsAPuUqBOW7zrUAvl8kgtJAeGOAf/QFbhFGKnq64jA4sOX5JycSkUUe2qczlHVgJzobBNcYkKqynZc3e9WZbOsQcXkynpNzC2e6HxIiuB+DUn0AP/iZ1CXozk5+K6ute8QKqf/u7eAqpibrUnUwLJ3iwd0kqEPCrY8xsDpI4hvhJYzL8QSx0HKQMwOpIc7dYSlMrMMUKcLpzPkpEoaNsQ5AWV3ShI9vPrjPoe8zICTuQXVjTjQye5+qmJOiyqinTteiyO9OLet10cpdZrZfOLJ96mT9oYv1GxeqlI5Vs//BINq5VwVZsSqiLb09R6hyrBLGdyegjuSrIjFbBkYCBmAlsAbwwfck9RgUv+UrbDVg4C8B/5hACIECPqYChzjF3mJsuIprqJkR9AjhexnQqbRuprDzrddMSaIXR5f7I3b6jVCZ+zXckfjGd95KH73721C/2GxCv3kG+NBIZqB8V+OznyItt3nnTUwWEbnEHeEnTnkVfI0v/JGgqIW+qE4jrbAdwub0eSuLMvE36okbJ/6EyiQwLGqTqhq5aZ4PqRE9jHvez0aOnD53Sn+1Jb2i8yK70oUvjyNQo0iuNewEkMCOy/0Uc5m6GUbjOQMFMxXTjggF1YcKRhWx6MYz4Bsn0Syid7ODDzG8QRa5pvoU/nw2gmxrSLU9TnMTizsAeO3BfOqmLvNHaf/IOZ3s2iFA1pvkllgMLw3tTjj6rZu30hkM5A6Q0QwTu6zCVtn62E9UZ2AMBDo/c58JR7fGyA3OCQfN3iOIht/DOASOwQGRDEEkjDtWcfldD5OXx97KTLpYSGqDGxtp6riFVxUsaTdNDoGBWCmRs7VKeMnOBnyWNYxDVtcBJBPPar4bbhiZDKzMIz/SgmjPRb2+nB9nXPQR/k6hd7wf0oJv2SbM6mwb49sJRodLk/lz7qI8BKFE9jmlv9JQTcJM79UaaiTja8Hb04W94GGV/Wwt1XHQRpuqjf7u3MrNhY1h+MEamV/pwCv31e/5RiGG3GbBnzxa8wA4rpCs9LGUtbMxzlxj/H36j78T0pWBQau2HI07UCc3dyQ3ZGG/+14Q90kDDA5ACGg7E9TNJ43coGCBy0+C3zoyETRG2+hVqd9pyfXSF3k2SFMHYCYldtO9WxX1TLR34a0gxqidBAMGxfWTZW5tdQV9doaQiilUObZb4qmRMHTt6koemCCCFU/JDif+dIJkFTL+NWMgtritFLWwfsRme4iySp3tqnTotb/8q5+n7/3dH+BdYk85Z1V0ghSBXPRJw/vB/ExMZp2gu2a3JrrEr2SAOwlHkSvsGeCpvquerCqlSqjkMIJWL5thBpbtgfhCLwapjpDIsVkfGLgqfsDriLOpd/Bq7S2yit/K+Mn8oTtXBEB3jXgl1dWM/s5H9IJ3+h3ck49cT+YufxcN4l7MIazCJG94BJWesMQgyDru06JKm7UjVOaYV8YLMeiccIOQBnlL+2Gc9bGhVAYeO9gVa666q15RVrUoGEcQk3ARXhnHsrpNo7TtJQ7ZrUIQWaXOvxU7opQTNzMuQWTA8w+9MnviuQKggvSl8dKQnLncs4wvO+aVO9BonEHIef3mwMJm0AhrAEwdT1HtM086n5/N9ftbFodOp0gjYExCbGYMDTIRfH2NxF7nWTUmH5KZKNT5Hz26T6gvKVRYVNpn1XlwdDhwQNHcysLY2Msvp50zE2n/7v20szJLmhnsAxC0iUlyd5lpVaoYxRWOszIf0cTL17AXutO96fk0duXZ1DE5QU7WESY1E/0BSZzXlwhog/ObOKDCwphBIK550PE8ycApjEXacX+3jEYVMyYbGOgqDGkIh2zv6GbPsQmKLYvKdajhrU2FKosaVuvCjth7GOlqTCjXTmDigavJtiWsed/fJmW+sBX+zpMzIQz/totyIQ14Lv4B/zrwjv0Gwa+xy+Dyqj37LGS6Qk/vqFYis3qIHSI/IpguEjDj5NiDce0iCTrpk10wG59nWbdhYKt6GdKhyugcSwhe2SMoP4G4YwSOAabF2LzEGXGuGNJ+L5+jQKOM94NBlJsn3v3NV8Hz8pPfvRoqE1+4URDUB8plg94/+Vv5bpmTnZXryf3zhX4Z6hTf1Le5r0vU8r6c5NKJ0p71OnbLxm/2KVQrdFgAKFF63xXadiNP2XBTO0Qy1YhL4YyFZwhD8HD01bVNggzHmMosgh1rpx4Q+lEZOJUGXhnCgzmWNm/dI2ZuLSI/jzEY9WLpMfHgkclvfCMNnTmb+keQKlvo1SOkxifF5hEpcaiICSVzhIRHfI/OtOYm1SEDyVB3QJjYJ8BgwktmBxrjzi5rIZThra1jUKAeq35UCg1q4ShDF5lVK9yp5kEnifQux6tIPTYMaezG+o1eJeuP0SbUqFXKWydz4f0Tc2mN3HiMEPbia1dBFsroYZKsJGCzA7rV1gBGnRYaqbpJzZaoI8XsfapDGxwVXKl2pGvXXgqJ/NVXX0IgecVYx0cn4e+GBMkEOqkrJBnzW1Qm8cOxqOIKAnvrfPue4ZQRWfyJ+/7GSxwVNwoeOSYJybH+oVesVNtkgZuNiZg2ZAN+991GS4MlPNdOFCkhgutBCT06OuQwoHaeO0kk1ls6WgZlvaVunznZvmXsQ5yJjOiNi/IV3JGAh+A68h+BUEfE/dTRU7fJcDcxMEaoCJIEAgiDORa4cKXubkTWuEM4dRubeEb7JtL2wmzaezSXmjDMW+Bqk89cItEx+7BJSrbxkHxKaztp+JlrabeP7HZ4Xbr7gIfwoivLLFZ5MpBqQIV1CiWEqtkxiYxj434Ym04ivea+iC48Mmwdl+srwNAVcZhA//AgHJSACRkC9QsHpaWb/j3xx9Xh6kNsKu6bG8ptu+E9pn6f4T8J5ViV5Xcqpp+wBCqS8wqHosrmDmVQPvkrPAnvkGQAAEAASURBVDOym1SgCjztswSpHROJw2AqrCIFYzsU5rjoRwdG0/lLl3AEcNDm9jCZNGAyjEnXcTvRwns4MUz04L7xHL8FHhmsR12BriB/E8GJYn3YWZT1vG37qHYgrBQyJy9xJcMm/1BwxDIFl7xX8OzpZ0u5XMamLJuvTBBC1e41GrbSUsh3GxfRve+EFqS3ConC3/XbexmiXYjqZD3esy5fVPP4soyX9XpJYE/K5YHLMYxcFKAaXrGegZiOBbVAGFybiOkWkLgbl6hZ5MzmEKoJ1euJEjFaIhSA/gN9nz3EXdn6zOXUdXY8bdy+nfam76UOQoObIOwmbJIDRH7P4CnOWzsVCdsMIW4+hT0CsqqebBDACBrGanwT0qECMptJr46RbuAiA2FETnDjIwA2n5VJuIAw/xgv8FMFNHHxEHuwXfVVFQnCou+yAG0LF/cOSF9zRDjIEZzYKQsVg3G0Ip3MPt4J993aIckYKmTkHQI2xhqp4KB48U4//FpUKDoQSc7oSbjBgb3xZQYX1mMRDsLClpEo7W8v9o17GDSKnTddmENDp4nbmgz3dAfwn5g4G3P58OEiuAAT4rkKsHKl3wNU2iAw82JlU0zpkIlO5AvGiXiNKGp6jHzladtvqEl0XTzyKvhUVKjAT55xPrxnnwP8Ufpv/3MST2nRaaE7IHVeIxBiTmDjfgNhMyI/oUw7ZEWlY1ldysQicudOZZ3Pz4VwrNvnfBUqdzB+LoMtv1uPnxWxRqY2gWTNeHG8DH3QEFZoyBndemnaRiNyNWI9c1vw7MPVS17QzAMdlwSPTcREURxHTXsavHIVPOEQlfm51EdKxr4Jsm7ow4dO1ZldROvDhSff5eFQzdZXlwJunnvmPgnVB7Pd5bAMkSz7xHVLmrJRkOrG1Rsk0kfMVAMW/exv6CVS1OoZdMBCeGh8BkHJCLQ9IIjaOrYIZaIr4HmNiNRj4OHmm1m8YJ6Dhy8BXEa1A6kCnS1O+z7mc0A/YOsCKSw/CEE3q1kDKyRWXpm+EWsOOS6JUQMHPU3mRFWfUSOQCa6TbS9CL/DuuAgmka4SYr2BR04S1PjWc9SCgwIoAgOQGzi5J92u6HyIC0ArwSS86CJzo6HtlW3KzDD9XhimOJWlrvgjjtEij9i3P/QSz6y34TSlFv9zwx8ypVrAzthJEIPJEXj+xhzxWxb3pSJdrEzB1xDbCS2SRaKwfhH/JHH4WQTyt5NXtNvopNMn0GOzeBRi0kCQI/RaDzyhWHAlD/WObNiIZFedmTncffzI/0jvTxuMIsYhq5Rj2evIeIGfve/Z51LPxQtMGByXydMDxCjDK6JnRE+aYryCnbD0iGOm0NeDg1LWFVnjjiyjUeuKsbjmH+Hgllv1ILfdupBpOTdVOWzjtobYP6LK4BqL2Of4vWJOnIeYA+6ZJhJsl+NbD4OgjEGDJAVGj29arabdTRbs+rlP2016yxg1EOQZ68ySyRpFNEnGX2QO0AX+Xw5u/PDtVFtbTi3j1+xcILl7Wjx7w1guYeA5Gy0Y/N24ibeww0ymFmdQ4wE8DFxgkVFng3OOBDxoaBDCQOkqroQ6K8Ez5oz8DFQ4E/VbFufEvqyOiztZ0vBwMNwn+Cqe5Q1g/qZK79gklgJH75er4Ky4aB0ncY9EbzzEPzvnxEUhWS73vPyunkvNjYcZkFYjl/qlwI6OurOCMnJ16ykd8Xk/l+8nf7cjEkQZWOmY79bh5XNFZXL3kykX+TnarrOHwd+NWQlvEW2L8kA4nnG6wzXIu4jgg9EGE8p6LzsC5dSMiz7amn/r6rYAPg6NCY4lCdEezyqBJIAWdN5lEizUiR3SUEehDCLCyqQ/LZGa0RYkUCUvnQ0VCEAGPD1nT0lm/BcDJZAPHz1BZ4Gujtsxg0AazQE72veefWhpI6YJKUmKL3CLviLpWoGJc9HJ3og2Qqy3OROv/5gE0c5tYyqdYyqxGv5mRMifuUFYONNAqDtxRhxFvHvvE2KTxtIOnBYQQMTgQEMVzuf4UQ/tdhKHZvTyMsF/7ld2cw+Qo38FOYU3zEBGwlj2wz1FndQro3FxU2LwZFNju0RgeyftyByyl9IB5CsIWHhyFa0i20bii9qJuEJfGYzv4trfdhUcK2WENepdRtiTNyOIj4EFgfADPDEQSUT0Ie8XJM5UmCfOOrx/EqG95zPlsqNepZzvXqXO8rvPlN8MW3axx3uZ+BgofTAbuQRQ6srNOCXW6V8RgPYazVsuEMQb3DaJsB9E6dgjzv06BrIcV4MVyPI5A9Vuxi2JjTQ8a5wHJ+ersf7gKrlIrwfpwIU9J9PyvJzoMEwdt+3zfJGWTpj68sDQaCTnUt2IhAmCqPE5EIyRqAZKEHWQsK7qRPe0LczWEdKI+vVotcLmt1Dl6rXLtJslA0vkGQQSOp8Ex+M5kZsTRIhymfbuf5J2P36XA17g6KzjKB/rpJ8RhNoO9eYdVFHPYQDhQXTPbfDcOIkh1BfahwswPtUpAyhhsjAFbYFmFj5FfpvTRa30OiadjzNgwoY6Oy6FE5AHsZGAqJX2v+CAMKPy6Lc4IqOJ7QYw50BsYJ3hDuNCm1B9UvM4eZUxlzpP/uZn7+fgPiev/AsgZy5lARvXp1so0krtm53I51HnTvu9NGjlfvb50ri/iwAxGH7z3d+8X9op0qM8Yx3RHoA0rim36ZZCEU6JJkI0gET/BW6s0PKcl2OKd9oRDaw3c0x/J28rnDEIg3I1xLTPq66Asg4QgpDDU5aPITT5o1HsFskdzpNwe2zVTfkAXsTPq+n2SylJVfyLUOfcnRhDSKToFE3TTzdIDXuWAg6DQPDc5RgfQGL8zAH1yGEdm6cUeSBkjR1yhmE3QxB6fMJSADkGiLTdhSCMC3K13b4Daf7g8yeGyz5RbbxHU9bZygr3jRtp572/St2cXnSMkX7UTqgI4whJCexFvl2SJTi2LrxHQVpQimmIQgWmMgnhWMln/RjLMpUgSn6TAEIKUI8d0HUbKTL53gIB1u2f88b3WLWGEYXLGlg5717ijC+/e6a4YeZYmDGnsTIt3Lnn9lZtCptqoEI8759oo/Ht5OfADQqHlyl+cAJVhWLmHz8fXwEh3og8IZSAEuk3Bo+eCRFTgHhZaXTeQTa+Z8r+ekcoSVmRJhNcec73GLAj4WUbRxhrdVY/21EHvNTT9TiJHJGMqjwTsOS5xlUG6NfHxMCALSGXZqqijpwEGU4OAmUAYagxptxH3yQra8gqpQmC1/HybHDM7AFSq4rLKR/SIvIJGA1w4EL5kL4+h6Wm61JiiKhcgBgqE0gySKqWAY4YMAEBTYXRHTB0PBIZsLU3CCI8CXDPOvln2wib3iPZAH3xh2bmrUVkb+EIMPZ3//lP/rf04Y2b6dVXv0VGwWHMDlSyzv7URRv2Ta+bcUhKRdP8cA5A2v39L1LzAWdf4x9t4XiwY93I9KdGCk/VIyGgx2gHCWhuVpG7qsonfHg5YveDB6TosOsNTGDAMbDSz+IWZQOHKK/RL8K6UCuU/R9MTmaHVPOzsxdqkVKYz6pDeqlihkB663I+WxpBhz7R6mkwcd/mlEQ0cuLyu/dPXuUeWWDg9HJErlAvoqknReXaB4jFHcUClbiK6ATn1UQ1BThbo0HfQx2wLl426UCl+HzHNqIaq4rnJACvwgXiSzzFJwrv4blYWphNJsAdIGapiiitsW9AA7uDFC0+J0HadunHSSCUe9br5wyHDOTy29PAsWz02M76mS+xNgCsfEad2kMVD7enUWNYJFOXYoZ05Ua2a9ySwkU0gcUGrFR58pXhoXerDZVj6tIFTuEhfN0GbYdXVkOFrfaS8M2dUF2sE1ZyLHPYAKGopA73ruAQEDM0TIcwci9OnE7/4//yP6ef/eQnqZOtm+PjrBWwQj/CSUZ6iTp6tD0MMGxFolTS8O5Wal4hjQ59boNTV5FaxnPZJw1+Rs07SAbsXW3eZhXfI6kkGAtlOw2coH+mtmQA8ZyqmlLQYhJHwIkvRgZE4jKYBI8wDsYlU2Xl3WdDitO/YJg+irQB6gEcnSMFTrHgy5j14OlkUaX0N7WZJzgQrduDr10ZF/76bxHLFPBuFHfaopiV+5n3blyYRiyKeO6RMFNCk/HzXMdkc7ADBaEbjwEka3VS/cuAoeJcMwMKe4CvAPNkx/ws79ZUt3Vhuwk3fv/999MPfvAD6sJzwcTkPdvZMyXieRUAlHfrKpefo26IT6LPXCg/Y3mvUv6vP5/7aHUiqotoHi54ZuqfpBsfvpN++q/+V7Z6wk0x6DzgUf6neifyxiIb9WdiyN41pY3GtAjxzLWr5LKajBF731e+7BMyTLhySyRwb3QrfXcfR538Tk1LRItyroMGaUCNRwIStPud115O9xcepU+mZ8Llub60lpaQIPtrS6mX9CtViHSZ/d8jSIM3LoyHCuq5EfXQ3bEBxEhUEroYHjhTUba2kmQBab3JPnmTro0MVDlHmz3d9FS7QIlgYJ8HbGpUV5AihriEauREhrRgjH4s/wQq/1V7I1yFufRARNE/w0JY+pvwcL58tqhNNAPBmZ5S9WiHdRMNfhcwLSgjUbJkNKCRxlXmuXx/+h1S4padohILN9qOz9ERKwcRQkziRbERJ9suy91zdKH6I3JGig+OzxTxOSOelO5UOXi5TrYlBJREIiHldlWBKMc9v0cbEJUBYONnptLo2LhQpzxAZ6bs58nBlTp8P3n/6QH7m/10403o/DFRVH2iH8KiwMPn83foGEJ2eGS4jx1hW8QNHaK6PLrxiPQ7a2l86jxIBNE0VCPL63NnqNYSXNkgPlUVM2EPkeGuRoKADMvsGXFfsbsILe85Dxqu7cBd5Kox/jr39gk0rBk3peGKX7/KarnrIE2ciZHq/19j5/Vk2XXd59Phdu4J3ZN7BhOQTYAgJFIkQENSlcoPLqmsNz/50WU/+P9y+UEvLJWrLNmkxCASpGwaLCIIYQYDTE+OPZ2zv++37u6+MyJtn5nbJ+2zw9or7bXXXnsCH6eR7i++/063jGT//OFTEHYMHyT2ZkOi7uBJa/tnsKa9ffEUgdmYGcf7F6BG2uxy1pXdaHw18ak2sM/6cFQ6NANh9pC9LhYJ+z9/7AjMy8BthgalLvw7jXv86QXiNlGHfUSIJlp/Gb0AF0FhOv+XalpnJasbT2rRlOG6Qk9GIoL7lbiUsPlMmvqdeYhrMmp3lTLWkoHOTp48lfMuxE1XAx/xQfj/vw9xI2MIkx4gRF9lEgkGj2eRzC7kHxVr/v0ic5C4j9AhEEb6zsLqG99s7lauXDxQveQM/Z9lhZhIoJQQYm6yogvAt7/3Dm7RROGmTqa3kYPV85nHs3U0+WEb6to6W05ZxbTo9OXzQT3MowjAtIffm7/lIATSTtv19Y3reOHilj3EzqN3rnd3Wa548uwCi1GOEXPoFB9ggcpgGKRhIG7P6M9zD3+pzz76sPvow9+kk6Nc0bm6e1i3aaxnFAbHrl10jrDvtWWvMAv9+OGDbpP4T9+/zB7Sqgm4WKi+7rE7qvv/uV+10uQ0dfiL732v+8FPftHdfMpabRZ49FZlNARNnhjqvsPs/KWjpN1nPIbjnqbcYec/KEfr0D6cV0vNDjF8V9nDwkk/dzQ6emY+6x3u3H1AREJMvkwK6lZz4dwFJiuZA8EV/epV3DfYDdWIFzOsPRcek8RCco7INnoER4OsIjvqI+qb6pVu9k+Z2Ht4nw0nmdswnNHDRxgw6AsJwjhLly5dJmToBWLxLiDIajNQdx364Q//Lirhe++9hz/Va1VOynu2H1sfD+JL6+uyMllBKlOHH8vJG0IUEtkhIjyP0zlZeMI3PvdnhjbMAZINUyaoSjnAkctLIKpcWUwOVe9gnZGiJSS/97AOImlMnXAEiWIYStfd2+oZeSPcQkHNfQZjpLPs1sjWMPOzrubR2iaXyTc8L+/OOpdobe03XxGnOq7lnfzNyxwhVEXrFGqBXrjW/xhuDetQywPixT4hyt8qwX9PMmAWBs7J7cD53U74HjsUbXI24IDBAoax73s0E7ChPZ8y4aeEdQ32KpLhEXk4Mek6jjUWBoloT3Bhn5+k7daI50phHf72Yy0DmdkE/iy+UX/6rbe6v/7l/2KLXtZMEOyCoPXdH1w6010hfMcIQQ1GQcR9pK57f+hAaHCFTSSRFiaDFmzgrrJKmM0lkFLOfIxZ/GPzp6nxGdpL/Wm7a8CF5xJBjjU7byGxtvGKdf/v3du3SeN2aLMs4TzFrkDHsVLhtg7s5L1ZXclFrGiOV8AHZ7dVufapwyRjlXM4Ak4xbrJH1lHZPv70i26RsJnvktadhpwLefU1ArQx27944+vuPkT0ZrQZ+xKgRAnnxNFwIf1ZCFIv+n/L25UXCPdKLPd95kOrEcwK0P1OFUDRqdnMPBtC+64QhzPXIlPT8U3jdVwuAJ73DdlEPq8rH5AehJREzFtf+mEicWwRSW930u8on/q4wYnvq24AlI4mR76t7/KtNwNHlakk07CKlIBIk5v5xNJBm/gwZle/MxPgoRSx3AKuOm5Jvp3NFaLTHWV9AjPm5DkFV1XXVhousw5g2YAGcE99sNxTWQ5vMLcx4OCC/GFiIjlYjXkRNVDToYxjBD0f3IvaMIHpVOYk8chMHETrWboFR19njmAmOjPVlNlQSdeLx/0cuO3iwvHiiVPdu69c6X786TVUqc3uvZdf7F53h1TMzkbNQPcLIThJtoc6NcJk3/IwW3uxpmHVaOYQuTFi5dx72UFqrXsBwpEoevgq7Vt/OL8B0Yx27mDc3YzWkRRaAzPxBjFv0/5bN252txZv0c5h2sD2WvMYSvCUlfMb0USz8CSz2z2MJ0eY7zh3zvEVagxE6ky8YyrHIrFmASe9Y7+4ej3bvL37zve6K5df5JtzJEHtc64kmEK/2ZccjQg8/74DOPdVBDGQo30kYrTDZ4eZiHRmWN+JXA2hPbd0fu+v3Reyi2OF+N6bfvBoaVvZ3rd8XCzj+matS1ERQH5r6E8A76ES1HCgyjVfm1CWs2qX5VluEQYqGfm7fNNyaqKn3EtiAeF7WykyJpRO2txvExxBXTebcZBIQp9kbsRohuNGxwCbV9dXWV+xzs6axIhlwGqnzrG000ktdWPXUBjbKXMRqQfjGttEnY3BquFhlqBjWresGyMEuLcThbij4D5hBPMNEMLN5TWJi5DOOI/xbBiiY80p8cgY4+FT9K0rr3aPH9zrLp8/2r22QBzVPVbaDRlpCumFm0om4IChEdBHiRC4QYzZJ8uMS5hQ2CV/xf0cC7JoRKSUnFujySwhPvdQz3SFV3obgd117uar2jWJiVitQtN5fNEg7k10/RVU6MVPPgd+bGWMo6NbZ+muP3+CHUyVIEiDcVz8Jy3bDuaImgxcdEPXiXEEy9owovcMUkdi3aSMjCUgQnHE7lpYOIVKRx4HJFF4kAx/zx9JzuIKKchlEIkbgvaTJF1xSwc0h0QyiMCtnEFkb3k25DZNI5AgI+UelMU7r/1eRPMbkUbfFp85EIek8tx3mfiBuwfRJQC4grK41CPzqvxM69HK8zrWDdJ6WIZmxUg0kJEChApltroewkkJuY91x8BgG3SArgnxRoXL9VgvkZV8qAh7cMZ1PG9d5aertGqPkhVVPVzOyS6LTQACENnClE9KGAlItUICUNUMPEk7BTfV3OmE4YZwARnVlVxPgTrPmIB6E/1uxJWERPf76H//pnvhhbPdn72Ju/scUgkz8S55O16oSTNgiVo67OQicw97xIfdwfQ6OUtgZspT23Dxz6RR+kByHZ6yVl31lfeBGxIhhhOZHH3m2gctY0o7miso0+Yxx0i00Li0U1qgWEH3GMPEHQbFHzMxaDrnafQG1gtB1VCjhAhuyE7j2p45dxam43wKxI+6N4Gbv2rTLKsjwd6uxxZk4oDM6ilq6xzRSfQtGzzEhUF8G3wXlakhZ0MaE2QGWGwQLcyQTESJ5K1alUxN6bO6H/xexGrI53N/AqilsUw72ft0Nvm0d8m0n6/XkEsALPDLo5H86HjVmdi9SWMkabmvHMQxiAhlGWRP/gWQVs92lvtLOBkb2bqkpc02l29NpxrjOfWwfCQDKB9LiL5VqoBbLLXUh8n13+OoSKOsfbZgV535qWMoZ3BjtSFfjw2QVpFmHXSASxkgjBLN2XA5W5QziNQ6ShgOuN0QRSuSqLUNR1auoC1SZ/Llnodcw/Mnt7pZ1JrjhILZ3nzSnT1zEsQWXpiDHdQwobcLIWkJGibggaFsHEgb4macmepZzMjCwPD799lp9Snrt8kdVWc2unpiS/GNjADqxDmQs/+9hbiVgq2PlXCuFpw5gqULgtYyeZSIhjI5mYQuMKqUEv4WMNsENsItJnLKUK1cY43K8o3F7jbEowQx5L4LqubnITw9lmn/HN7Is6zLsGwdM8kh+DKG9PNo+NX6Mw/7z33mewKVOTCmFXzsA1/4a0h68BGtTYYA1MoOHoMEZZqG6C2/BpjBb1o5hbTPlut3KYsPzMsNQXaZtLGW+VE+X4BgLlDyoajDegEm7DZDrFWSrsXlgHioprXyUkY+FfFBxMCBtpGPEkjzaLmsgHD9w7pIAHbIY+z8O3AhI2zIaY0eMgYX1VFvWE5rvR1niSBRZww8zLwBeTmO0FAggURtQ3oo1bKi0BTqx3xfk1BwW+pHxcir2lk+P0gfTbF0hhNibjU7JKKTTo/aHoiMT0n3xttvd9c+fp/xhWMTxy2ybDxclSSYbtW148mLg+Au6W3zFPjgDrQbINk69n13B3Llm7uyukhqlb0dbIOmTmGn5ccB7RQWpVHgUWHnhSttpWVWX+YlL+BRYCwjkIHwgl9J4fQNaeybRDLsv23MybS1Fob3toWxjJFO9BToISmNcKIQc/GYcyJm7WCdBynDPvFouCUOenj2meeoTAK6qp73AK6QwAyspJzd4zBDMxFpK71/0wjStsx9Znrv28805n2YT1XCtJbj81ZZr5uUqQnBUhtaXrFFpwKi8DBWDMyyHEkr10GlSfBcES95lRqlaLcsJ8/C3CQgIcdP+Kiza6f3xl01PTQtl3VsA323Ike77kGd37yaeqYpVpu8W2QFONRPi4mEI1YEOShD6RXTL+VIglGlLF/dH4lgvVdYtjpOEIWE9KQMq6hDne41zhEY0WOTftnE1OrA2iAHBjc2YolIbuRtRBQrCo928+df6u49+KS7MH3cBsYFYw/z7wjfOkDA3JHzPgThfh83Pr/W7YL8k4x53Pj+wvnz9IWD+DL9rrAGwkVCEp71esJuQXcgErFkAgk5j2SaNgy/95GirKQEDqo5EkuQF8LTCBJXFgjUXhBmoqL4WPjkcwBGX9hXeclXFlqeA8KSCN8YrMYnCC+KBMy+6jAaiVDmpbQYPBqONTzz3eC16h5HIa6d69GQut23D7xvCNme5YP+n/adtxbs0dJ5HrxuaQfP7Tof8keCEME9JEqtFiJT8oIbaGmSy0Ky6JDTICOAQF/XLWFY5x8mpLLhixnARfWa1eqRPRjIDxSEE0mMpG1tg+vK9SxP7m080GE2L5EgPNRP/WaL/eXc06DmNCByiUnOSx2H2ahdBFLFsx+NcpdZbOq8wUo+O1f42F4R3nGZ9ZRk/GaZwbg+Q2Pox24HNQZBBna0V9dpJ8j2t/TqJC3GhOMEJ9hnlR7757LlFSqJahYmVcPXbzxlPwZW/a2tsFEKKsfCwgvUB6SElVq3wAkEjKrEjkpPiV/505/9sjuOivXClSssAGIvbWAzwWTgOo3UM3UUHf44cWuzAYwqKj2gFJewtzAB20/Lt5dZMIRkgSGlX0kVKxEoNoO+fwqLlLq/fWzbdFPx0D/KSOBqxBJD8EiaiEoGYZC+iEizPW4o/DTjuppvdxt4TSIJwREKDa6YZ8Mrz+0+F/yx7PbcZ4fOfdwcdFIfOUyQjuif24ftWT9/kz1zDKY7TKvILMr3fauI50Y8LZPB94PvNOW1sYGUn9kOkNAu+frqp/jsLHRzzgeg06+rowtSER8EKaaPKQ6ioMggOy+5R7UhDZWIThuuBYHoBDcewKI+QJRtO1p3unQTQhHAtNYn0lK6FcnJS4LJwBPEUT/eA4E1rYrsOqe5/mIbZDVCxX4ITV2XgSn1lcuuoWOvQGwO2NUBLEvkFUEorDuCWTTxqrAKreORu4e6E8mC3ryN+qVXgWsUjk3B8TtiST3a607PXuj+icmuJdaInzzjmg8lmxNlIiScG3dv16H/9x/9JPFQN9lc8szCOYIesHELlTJ4s4Puo+jpo6iMWprADgbnVCkqG+oL8yKTIgVS16raPvsv7j4guuk0vxry/uH9R8zuM7chQdDycHNgqbUori22GED6XGng2FHJ4Za9E6hlbsZTZmN8r2jLU/yrjBdFR2FuNv4sfU1H+43u5M8fgzjWcNQ0GVQ/j8Dt3gTt+vmz7zzMbDDDdu/ZbwbPjeA8t+eVSxFje+bZX8u/le29nFsEFel6WSADQLnZZSLo5z/62+7Vf/GN7tTCBTYsxEUabq+5D1iCiEoTiBJAq5+joFEGd3JdOrfEtG4KoKWckPyzqIUOGkK8q39nMXxyKLiYJuMP2ZmdARJQSIiBrHNvmVqA7HijiWetM/eUkF9JIqQpHqVeb1DeOu2bP3e+xsjcg9WpT2Lacp2dQkGebbjqEzp/CwR1+94RBsK7zDz3qMs0QRGufXate5n9K5RII7iDnDvzKsj+TzjmTWFFYqyjGUkmhYmzBzEsEmbyZ+//Q0y6Et8MoUG3dePAfHvaNRvMViP+QrT6O/kvjfREH9hn+pkBovT9SBZzAU+KUZIDWAiElgsvmlyTsMUs7AOZhmMc+1NG4wBcS1tC2ACHaAdhqnyj+gWBurtQC+/jfI+TdMJRiZ6Z9kh8+7MYb8NJanxwDD5zVJNjEAkHEbC9l7uLyE2NkiuKDIPftbT/t3NL38rw3mvz9mhqmdftuWkEhuLSw7Q22riiwwymvL90+XL39OE9XCJ+0334wa+7iy++FL8aY5866HVuQeRU9DLPF0sOBVgI70RiVDDSaJ2oOqAyIVkMVJw1wHRyW5MRDmgecL2qd9WLaubYgQOSW7C46m6wNCUT3JKzalakg+0G8aQjCYS+C/EobP78L/9N96uf/oxQ97hkkN7spOyUuZPdKiBUgvkyOfaIzeLPwDl7EMQmEmJtzcjaM9HlP/30y+71V18Bfpvd8anjZPNid+frL7vLVxhQU/roJLCBWJaQRv/lBz/oljAly32ViCqVw4yHprRCcb1EuP9iHLRXwheujkLBDSWZiC4MEmCB6hr6vyrOc2PG2lI4hfM6JpQlpPFpnPlhtYIgXHqqqqjpVa1gm1l21aCUw1fC1DGkTE3J6BjIPfLsQ+GrKiYjtB+tj33U8JZK/LPD/MS19JUJ/aA9NLXX7WiI2563dCZphbTMBu+99nn7WcZgxQbL8FpgtLIG34n4Hr4PhyCt7zNhFjYjdyUBerEhLbXUrOBusEwAsSUIpEdna/bcBrAOVudPnyP4LghFB7rSS0uO66HLOxKRD/fsOfGFuNed2FD4bvY9AsKpxtIMLDaisNJZyVKElo4FL2y3LhYV7Li4FWDIobXIuiR4M08CE9pXliY73Am27e7CxRe6t7/z7e7Xv/pVt40eHiuLHe43dD/ZUJzERNkgygMQdY52unfeFFz9CY6Go+wSdJpoIWvA4ufvv999653vdscxUw7vE0WcTSAXv7jO7kenu5lT+DNNj3R/+8Mfd19hXp3FWqTlxhhTBl3YYnJu2f0ngqz6G9kfztfQB87/oHK54bqVsk/sLvhL+grMT7t5HAKwoySoPhWQh7PwhX8mVD1yEO7YwD1EBJvRUwpvIF+IEPBKU/zxrQwOtZdCI8W9BwbWJftwRFW18DqCN2bAMYhj9bb+RkI8//J5xPR9e1aZVaZW1KO982zawfzateeG9C1d5XWYt2kG8/J91Aj06eO4PDcpkUjXEhBAiX0fcauX5jgmz+7xEm4FzAgDjG3q5+YYhnrU2czIfCu4J2wSmICiukfs9HMEbujAzI01jNE6RPoppMJj9FvF7k2c2L73x3+cXUTpPRrLOgKQ+jG7hjpbLZ/S/ydDCNQysJ3OMGAZaBMdmjoCl1igaIcDTtsUrp/nSAwpxv90uKbMC6z9OEVM2VkX8OO05kywg6BtOlqi3EaUcEUeICZIu8J5HQSdpR3bWH+OYh1ausUuRidGCdB8oVvHbPo//uaH3R/92Xvd+fmzzO6e6R48IVAznrDH2fTlq5v3uo+uXgcRkaZyYqUDyIrg6e4TQGADVW8KJjIzg2mW9sVcCmJJkAYM0OzLldwgcNUkGzU0iCt+0JG89o8EQKcBtWJqPlXyOgln8DL921R7HHfcv38fJuaYDCjbYfy8Vq1NdnybvMlfS5+z5UZfl224/dcg7lmO/TCIe+16MF0IwsQegwhZT+pZu/YcHZCKmbZl1AryvdftkGBamvZMDtqetfeD0qREcktdBOFSVZHo4Du5kdwCxABEQpQOYNdLLB/30J8V8+OI3D2c6Owk/aF0VuvhrTnBz450NngcVWACn351fOFNEpBzmwHpE6wzqxnMzrAkc2FhoSMId9m04QHud/CECaDMI4AsWq/1P/Le8Ykz0LbNSULHDJFCdBB2VaQBHQbhuC2wnEy1k8Q8V3myunQ+P4lE0a80UU3qgQhKini4irA40KljbaPfb7DG+wucBk9cPN+tP1rtjp2ZoT1EFrz1kGdnu9e/+x0Gwye6X//dL7rHV650r779B92FN/6wu3OVfS2wAv38gw8YQlMe+rhzJzOk/dM//8vuRSLwLTPvIJJtwlCcNFvG6qTTnl6tVrhWBYrqHOJsv/60JJJPQonp03fApUzU9pfthFlxnupbinR1lxhM9winQK1WjhUAEs9sf31vQc5T+Ewz7hR9reVqmiDUzj+Ig8JwFS8Bmaj73jUcbeeGSw1fvff6wNu1JWjnwYQtcaFpIbwdLpJa8OA3g2nbO9N6NALw2nQtrfkcHuZ/SHAOvLQN+60eoJEypKDuQWwogzpI+diiAabqT0+9H6R1Wai+NXKOCXyMFKP6v2i1cc+3fawVqgV2qt/sr6vjY19BLxch9Q86cWEhC4AAF/VFHaAjKsK10T74Hoc0BAHWHgkWzk1e1tXZVpGyXFAlbGLH8sxZ2kCD/NM55Os/v6mBIOZL0qw48w6C1hhDCQPhKRHRxQ0CUWsWCikMrLaEanH91qPuAq7iS4+WuhMLp9nM5Hb3KZ6hF994pbvyTeLU0u6f/uIfu0XmEd79V3/SzZ070X20eLtbxLt2CnOt84PTBB77d//xP3XffOfdImzgCr8R1wNj66wUe0oeztM8wgvWAG4GqPMXxsU3hfDMPQBzD/u64YP3EoOWIMdobrU1CePJ9rs8fwjBOXaQePyRGRAqtdn+lzAcZ0g8qqCuH9GbdgLfKseISlpVYonWlZYNzyy3HbbD5x7t7PU/kxA+HExsR9kQn7WjXfu8HV6b1qNVwLO/9n173r5p5/bee/No6eSeCYVvxbmW044wv1BAITHAU5ccwrJiU1wz7G6frt4qBy8m19Qx+d5vJln55+SWgXuNWKfo1y3ACOL6Hblw3cUsNnUdVwGD+/bgPl/fuhUpopsCPD8cZxm9HRyFD8qNaCMdYTtiJaE8JUOW26qyUc/aS81ga46NITjPqlSqvNTeuRGlhJNql1+8TES8kyx2Ock7/0n8tlMOxp0//tsmqBzrFRKP689dEYcX6RnWH9y7f7c7+8qlbuKrO93Hf/9+d/bKC93Zywvdv2Ybrt9+9FH3xU9+0n3jX77bfca2w3CMLB/do63/9t//h+6t738f4lWaUScqqNu6+r3qpQNpnQv9eVy+fOnAoqO+7z7QGQgDyyUm7LaM1tHvU9UeYWS9hc84k4MTELObI8ZvibY8efI0MWItx37w8BvhZiAGV8U5pnO7Y1Vd5y2Oq/YqBRhnBV70sd9bjw1m7Kcgtoazg7jdrts7y3pGQjRE9MX/z2F6j3auijuwKo7fCvL9YN4NQH7b0vosFfQhaNeHRSa6JIR6XwO3RHOgjKgkuDDjaEGnPWWtwcO4SeiSLHKNM0Bz2y2XfWZAi/h0gTq5sK+ElgssMwBYn5o19612jgHgSSTqwFNwnaMM1I8eZSAK9idKBBWzY1wAJOHtIYGY1apa005XAkrImRGnU1pbs0cbaRO6kk48aCBfqoYmxEy+7TJpJVxmGEMkwh/5xqDAd+6TJ/eTawplzbk9Ah2MYgwYxgz98e0b3dDp81kR9+DOA9yrZ7tXLr/UffXlNdY24Lr9xje7P3rhQveIIARf3HjQ3Xm6hmSdYB3DVnfplVe7b7KoaI2Jh9qMEhUJ6aHXrsj1D9e/7l577VXGcwy84cyaREVux0Ou9LP/9FydY5N6Ccg2SCRux6vEaxLEMYN7SpiH6TzrHbuMAeORYzPyU8KI3Bo7NF5oUnUCzr6INyzSgQaHWHSnl2UIVKVHwbaIT0ndjoaP3g/iY3vvOT3ZELp1ni/aMzMR0W1ceybCepje4/dlfpj+MG2r1ODZ68M8RCh+Zg0nFIEsTqTlMXUpCSGAdlYfdo8+/Li7de0j3KCPdbPnXsIaxOwlqoxbZglUZ1O162tGBINBZixOWE4i0iGQDGhBOHV/9VGBHA7GOEQ1yhg/qgZ2jpNtSgDt3qcZmDpju7W92ldrlB4SPrCiQ+2jzKjyTAIRobNbDqZR26NYT548t202znRzJ+a7i5cugRxP0rlROaifnUyTgLmXIALqmO7mCkkXUTFq4TkqGRLmc7YdPgvXvEwdH2FRGmFO5o133+u+vn2r+/jDD7s33/12d4yYtv/5r/6quwORXrhygeACw90rr30jTGKXxUebTG6urbM5C8xEE+4qEnFxcTHtOHWKDemRturuNsb+cp7GlZDihKqf6optdjCuE55pNDU7k69K6GGfZ24FYOk75ryR6/fT/7zPme9Uj3QFcV86iVeVVYallC0MrLyEv9pA5Y0KDcE6690OyxOXzbfStLSefUZ9fHmIjEmX+/Zs8OzbSl+cbzDzlk8jEu99377xbF6N6Hzvb/BIWXQ0wwJ6WX3EwZBVlafDJXy3vtSt3F/srl39uFv++pNu5On9WIZ6L34bhEYPhsblNq420ydJZzOgTdmKXeifjtP5a2/X2S45rqoN9eojrSE5dWKb4Fs+SGfIdTTZavHY28CHiLUOYxCrfj5ZSWw76R1bE4sspkiRtrXOsz+llNaTOJzxQEKQ0fhM1cTxxesvvdy9DBe2nqfPsuIO7mmegScdZl3sPs9yzhITdCRSjcZghqUMxhhXnyx1Y6wt0BwZkzP1nX/j9W4dBnLv06vdQxDzBsRym/UaC5cuhlNLXe4Tvcmy1DXMvTKkWJ2Ag2s35tmm9xSrAI8Sg1b93QAAkW4gtATRulOGkfYCw8xwW185PXBSIjhmkOk0/JDoZ/ePEDSZZbf9TGRU5q1UsR/CXKif36h6NTgIF8duBWGSCp3c4yqv+ZwFTg3XFm8uogrjj4anrC7m4pv18MicCjhysC2vL9tRhRze+9z3/hrCt7S/69wq4Nmjnb22QebT0pif1+2Z1bBRSQdS1ZQQZlPWLD/54O+7jdvXuomdtW4GTnFmCiKZu0isU0LVSwCoQXu4XJinA3GDDDeJYtlkRzmUDwzktprwMkeBFEj7rAfWoPFRdFMIwEObvNaoLPJJx3Mt7oHcivpVvpF+JYdYUMgzFhBZN4flu2x1nwAAsYrANbf4xvmS1IV6pg/9DqTS9LiCdWQdRJDjRu2jE6vLZSLQHt8i7Diqj2rCUJhqolTFwN9oar/7DATQyW+Bhf8uEPrsf76PD9J09yLWqL/56a+6fRATxynMz4+7yxcvEZ4Tyw4haTQNUx3qJ6CqD30w5pgKRFLa6hXr2KgHvAuxG76IvDIEiBQ4jcJ49PZV+g0eYQQ8VxVzDKHkdrK3ReyjC+2gSGnrkP4ROThyzVm8qdAzPKftggMI5blJzU+DiocEJlzvMhuvlQxSCA7kJX8kfPN7RkI0ZG3I2bi5Hw0i8GA637XK+rwRTHvWEL7l4b3pzG/w23YtddcKNWUCKtPSg+7uR/+IXf3Lbg6N5jQqxckzF5lAcwYaIEw6XoCEtiAdkGjHGEV+1yc0qcC9orcAjGIWCAIMAVvcQaQUiIp3O0l1i1s6le21gKpuA7tYUjT9xh6Oa8IIK3GmWQhUlhQlEXmRVsa0g48SI2ObE7XPtQ1yM5truXQhiKSBoNpvOhFcNUsEcM108gWpFPn+XIMd1xG/JyNhG1hzlovaRs+JEhjuSElKDNL3ptlPevGm4okZ6fHuJotyPmGi7jGq0hCr/LT0PGEgLOLcXvyy++K3HzD4vkKWIJL9lPz7+4kjEfeEV8qVqwqiVidbIlwFH2XRFplBVjM6iUc6pUNxYurHvSkdf0QacKc3gRY0vs61LZOQwjiSvsqrby0NJsRzz61smx9c5UJC872H31y+coX9qs/kPtIeWAq3NkaVCT4zqG5IL7BbJmbUnrfrNNke5mjvPA8iv3n485tGJKbx3uMwr2fzsHFqw8Wd9rqbn/62W7v+aXd0ehznPSLc4XczTCfu0NgRt5ViBlkVy45ygmoX+75iUATaYU5hF+5fUgJ1C6QXdhVBT8QszmFTMkDmws0Qd1Bd1DzVVefm58o6BQdKB6DGjcEVHWAX96eufGd0bJHH1qka2MngBPf+o0ze2bmOVZrbS8GF99RjB1XFusnttaJoCTOUiuqHzwM1xRqHsMs/YUxbXasQ71Xq634QjlVQnGgnZ4h8eoo12EiK9fXlIHpvCCsNZa6xJptGMIgGbhQyhpXmR//1r2NyffO774RB2IfWPQNouLhUQFPTR63PW19Wf1s/xxT2ASZS6wuxiVGt722D3zYzcybxqmnUwpaZmkI4EnLIM223+Yd5qJTyPM/EF+pJnu0Q1tOEzjGb4B0Jnf12QG4yCSV9wvf2g/l6LsHrS1K1wtq1Z3+DR31Yz71uv5bp4Dc+a3mZh2m9F1C+a0e7l0NLsftgeAVcpiMAvQOqHtafEbi3nHWYganObGOoSrt6fqI3j+0tM8ZgvS4zaNr84X0gdA2gd53tVDpwpD00iaoE+URcgak+vouTk52jg5zpnBR6yL7WPUStolze5RpkCWIKHVpvVJFgR8dBJQGlBtDUOW3nmR1a5bb20jb+SRR5Tp6NQMzLpY+aK/XW7dHWmB9JmF6gTuGowM5RlVlE1DsP4zhENUzVQ32e9jClRzrGKKyMc6/tsW2CASiNMEjsbdLmLAgCRuS/BnecJI1qxRrjCudsnGiMGkg9sqcdm1sKW71r7T61IMNRWm9/aY/w5MLxhWOD9H/VPu/9E65MfbPJjtyAA4hUWoipxgQ+E1a8Fye4LgQmd5A7KidPMweFQSCF5o+QUiLBtLjyS/FOKXCf1XYr+IYpOewfidxESlb7TVg/IyGsmEdDXBtjQz2nYXzUCMBObOnqq8O/fmOB7b3ferR8fOfv+cP0gFJ2EJcA0xuZrYe5zT0cxIAxODQGONIYjlF1iQaRbop3KyCo65kFliJRdUCTHPEfGCtgYoXbusVtgYl2AoC0izQllu0cnwlz/JrQsc+fPx/pkwh5mkvhupl0BtCqWWkHYj5w6TdIhE/77biIfGHlS2eyC5aW0eBgHbz2mZ0zj+uJ0NlnAszZWx6nfgj3IGHVD9Mx7bSeqbXqiZLBfmEAjHKSvtNYsDvMug3qZPtHaYOEHj1fgqO8DYhQVe0kgdOcsDxFsC+rK6MKfOgPDRpHYUxaifaRYDKS4Cp1MM1gnwuLcG6StPXMVKt/lFk+S4HJQH+mEBn5ABF+wIKxhUQTmKbfeUYZlpODzP1nALdckXfqSbkpu1IdpM87ntlm2yTjdZyk1ctBtlJYo4l5mWMyaYWZ4fOH7w7fC6SWwgrU9eB3phVA/jwOv63EB2lFDh4lf9MJYThOgvDSoT0AM0Yn77AQZmKmBl3xxXe0xoBvD0QcJaTmKEF+t9lbbmgElWD8OA0EwaEUF/bHp8WxIesGotf6nYhNwzVb2hitTpuhT4mhOkUVyp1v7j+4T35wEDpBNcw1Ei7gdyJpyh1P6VBntjOJJVzIMhYRrjNraifRyMCMZ+Zjh9haYSeBiOXCSh3aCSt9eDRbzsDBRvgFXtYLpBc2FZyrOl/rlG4s0bvSpV4KR+AP/IR4zaxTLpJ0BAfCMSx4GyOMIVC1VCPd3WcTxyXXOIyzTfHsnPv2AQu+jT5K5R0jzR853t3DV0xrWZz8CEYgwTkv5IBeJE47+NCohQ5DRLJqvJk5lHG85PeFU0oD66ifmRxaSR7uLtz6+MPDwDDhUUkcwwFwhB44xDHaRn7WuDCORwG47+vw1vGhLuX2IwlCHIO4af1ZqVwVCxIDRIHQB0U6ws5oCFwbsQdzKM9m2KkBW0ptaYPg/QZ77fP2zITeCzhDy7Sj5RJBl7zpqCHs1kRlGIV6p4YJ7wJFi5DQTLgIPBEJQH5CBgTV2NdcBdIPVDGDWs4pn8LiVxOOTispp2BO6dQznUna1l45qXqnvk7q4lusudhi9dzT1e34Tdl5zlNESkAJaWvyUeJYKP/5tgbVwJny8xO36VCRxmR+L5G4kGXhwgu4G5xE32cgTX/En4k8PczfejoIN6e0iW9FAnNvJahGqT7Bu4NU2WuPNKqDtml8jzUEGAt0nxdeSo5VNr63FOPR9kAasg2zouf68CDsDP5Cq6xb17W6B+C2IC7rLwpU1cyBBxypm7ccUSNDNBAERBrVzg/JWxjKtYlwUHnRZi/6n3KuPEuCm14DhkRjzoe4JVOJ0eTgS9/XYV/o+nLty2txOZliLzyjSTqe0KzrnIrwj7VrhJZEDyMjFJ00p6LvmVkfkX1uRbk3cxsrIklR7WhIlE7rP/TazhbR2lGAopm8U2UR0bw2hdYLV5MJEFCVa9YVg/3wdFw2GBdgzXFvaEOxuGvOKMskRwg7ssNqr1FszjPMGG/AzQVU/RDJAHzb5ZT9OqTctLKPlCS1LLl6uJYdTAcpXq27342DMHaa7dAaM4mbgOrJFMG0AhPzVncjp3zDld/LCdmiidpoydAJsGAmrBwLBWlJEwTn5bnzF7DzYyI14h3WqhlcEzQLy/1SDnAQXs6+Dw3h2Zt2WCaDauoYYwH9pJpiXTUQmPce52Ek5KgSl3JdlVbzC0pZeYm6tP2qaXWKn2vCCz7gWb2TCzHaOMa+3bfvrbOWm/5A0jCcCoKKC+lHyhVWQXfh11dLzV/VqFa+BZtTx4Y3AQ6P5YXmU/zWdGGRIYCS8MVE2nem9ZDohPTvOkyjyvzKK6+kfLUA+8k6qzpJZJ5NlzFEZS6Hq4oWOsJfKCRH+sPrQOegTF8L+CBBS8vbVlkTet3uLfCAOPjW54pHhoO5bkC1Gq5kCwABogtrDI/oQHqTDQF7RHcYm4Q7s2lInIEgEH2JXK014UAJwFgdEdF/qYMmPR42AIoJJMnPv3aig2O5qXucqZ4YXmZ52Y0EbbeWIBAKxBP/546xRS7jFG3+emUKGztFNYuqAFieeM3Pw3c0ih/3PqN84WZ9koLyT7FPxAIxS7XxbzN+0ORr/klOehOaX2bvuQnscdtQ1XDQOIyqGG7sB/6nyJhIuRgBNo559KOqAoVFjROUMbq7OLg2hKSTgUEF6mwZ1X82SLP0WKJsGPanN466BhEZiwnghMicm7EccanUGDK1HoDQSTJv0h/CY/Do3wprqpXKB2akVxoAOT4tlBdmTepW3cTDyiDvnsvbNK5l//L6V/SpM++MhVCnlf5KBs8jdJiqMTVnXS+j9CEGq7olZFCGKhNTYuBaFbIyVsvMBaSAMrN0KA8aUbQKWn/ftaNVtKVPq228jTPPPOBM52anSopz0sbOmkJ3fbq2gvmQfaghiI21JXRrqJsQKW4CNCXnWUFaHIUw6BxLFfeSd276+VOOQFaPtZPyh3NMoQcdhbQADnJQj3nMrulgb6iryOqnmkd19Yhg4L44DmcQvuYUaAdIAb5EwlV7LZGv/U8HNlhZT9dUiNCzcGAjYU+oAvJzTXM4rjCSiK0/cDcP+8AZ5EgGvved+apSRNaTb2MIWbjP97bfcVWQjfeZW4HoDJZmkIYp3OMbEZKqj2giKUhvI5hgnDvCmA31UemT/bLZl1uaOAJiKak8rFMbO1FkZuNbX6e/KXvwCAHaKNVZXqQtJAmi+4D05sdFv06cSTmYi/n/7qPGC9O4sJhEc+8KczsSh167qk66imvuHr3/1W8sArFJgC1DrDPw0DdmRHs/3NIBjNC3URbXChUB6pCLlM6sKGqN7r/MqX0z+KxeiB5FCsktVC4iwXmREMtUdg81SK5sR7gI/vbirfJKxTR568sb3ctvvarxprt99evuwh8ahJf8qIecNPXiicB1LFFIKycvBPZ96tzn2g3RmvVIiXCX/ZatoUip6dUQlHb6MSSEcEuelGde2sp5CCfsjysUJXYAk3qBlwBMd1t+1cEnduwIxDWO2meYx7111CItTNxnog7iExXMzHOQnLNttF5c0cYaE4m6drqQ9V2CHlCPPYOS9aWYzyVo6+SAe4c+dvyieuimNBK9hC7cwto5R4e3/pik3cbrxNyx+ElJRIanPHnieCxiaSfJ5OhNTVU1DPO08kq6HJ5bq3zgtbW2LL5PmTKwYrY+VIMoAjn8thpb+Vh2CMkMDo6Ch4xS693Jk+A07Yz5nnPgJszI23/EdjWUCm7SeHuaoTOL24Q4CUEgRoexu2sa079nFIe3URBiFGLJNrM2go6IVPHsohWAJaLQFIBXFa/xB9cguk/SYjohxEPZAsFnbpNrR+yzxwHBwZEGDxn07HTGjMtmGHCvfcyqruhSNTEk4sjsSawnU92DLz/rLr7+Ztc7ydoB1APtKyNkFm4vYTMraxlamOJSbvMBtnWQQOQaruOtjqBwOK+IfQJ36WymDgI7Wx0EhAC8Vh8WuAGw/kvkBx2nneFdxfYoibIpJDvhgBwkIC1nsUZnTMpyKabc2ZlUISiNWhf9/B1XRWL7Ac90vpMJaF6m+MAv7dBkTZlCGdDAVGgYMDAvU1mgRGF/a9GqttfYyAVVPfp6AtNrHcoYa0KWpndbLQrL0lJgNsFOrCdxNb/FikJd2+WyVDNdHncKv8s/4EidYrUCbgdGGKvT8MMCc205vpAoBA6gMU+uS32X0Tl5JhPwuX/zp3/2mzTWF/3DvAhGjYbx6eefxft2AhxaItS+qpODawfVGkyOEE0QlXGazq2G65/v4BLhSTmKRBZ9EH9IHVnV00hp9qc+N9Ms3tfz0O2gJJRxYgO5aMU1Bg3R1KXlwFYo7aXy4c60JMSAFcnxgYM5Z5uHUw/eiVVw43XE2vo4fu0QylwPQnACBivIHrreFHlPU7ahR8aYtNtFHH791Vfd3IWXYNEu+OFZsIb86VDb5SDTBUPuO6D9vQZpdDLlP7h/jzXG7KbDd2KT8UNXcJBb4qcaF1WJarl6THVGL05jAVWHUGfbyL+0lV5UnQAU3AMDVZzWPTwQIeWYqlZKLpF0hHYyd9vdvnuT5xAt4xdhKvwkuAQx41u732+3aIcSQnUP3E5BDgxdj5w6mRZgB86cIy1VR4G9dvceeVhXB+R6BB/Brdr11M7jSDjm4bftMK1He2YbnJw8hUqpJJ0UbrRDDt6+Sv6p43OITgJbIrzaYdpWhm8LIymvirXgNKuZZNt37Wy9/Dmeev7wuWs5vvXWW2Fi9o1r18ULGaFEpvs6xTL2Y/2vXMaHzlzKTkaZ9LITNGONg9VllXQ9AAAMhUlEQVRSt41Wz13TBQB36LXV5fi5j46h1pCRVDwKpx5jfYLIpFOaqkdcD2i45k4tDpaaWUYJhTYyxxywJOiYYxmeodzgqLfByq8nLN0c6ZZgCONA5giLdogBBsdBnYIQdhlADG1DgDsMCM9c6lYJ7jtNR4tasc8zUMrMMwMoB5OuLxBDtbKMStnkIxd2xxoDkj3BZ2kWf/4d6laSkpCQqA9jEFv0ZYCo9WdtQwQnZAyD3mA85fkvA1v8mIIIIKoD6+Z+rAnVobfjFzuoSZYIDwdzwO4Ya6FPEvXOyB+6nNi5x3CdjuoD/C0r5ZDHNu104nEHdcX8hDWvybckYSEcUpL6eyA3UQecyykGZX80lUpurG/YidMLqG1GL3ecdFhP0x0ia7JLmS6+caXbxPiRlA2G8Z11LKS0XlTzEKl5l8MT735XniH+Pp34vRk7G06mgKrUwNxUTgd/k/bgbuAiWbDnhkGV2btDZjIJo5HgxGc3stFzN967MIpR/V0qehwEgQ2t7OYOjERwZ4KpPT89FjXHDU9xnmUAa+N0akNa7KBXumm33yhN1h+zpJCCCiBwIoAv4rmOeR4V5AzRHgSGagJv6UR5JNxSTgbV9lDbHj5ioQgEMIYE20RSPWQ98gh56j8/zAoxTOlIMrgr9vptxOHO+LFu4uLlboc10nq6BkAQWHGs4gRph9wbVUf/HwoFyhIIZkwu5RZSpNci2DZrlSUsEc3wixOs8FLKOMEzzv39Y0xgAVjT22H2n+XaNs+pA698LzdvOq4IZnsbhxKJR5lQMW9FuEgvYsnNHbjH2GGbfW7baIPSoAfzsQwZkpKm1x8X2CdBdpEhiM97YG+e1qbqR29Rz5hsaYv7L8xh5XKnn1h6+vVvbeHDg3Z53drm4qth8CIwEFDt4FIpwv/ApqBQl5aLuBcoLfXBWYKttKap/DyBGnQV/XmQ8vBiENaHT/tXZsHP/nSewbUtGmuW2UUW0NRSXSS+C5mMuII53VlYB60Aqg9sOZO0nuhs1NmBdc9OowNIjj0bLkzlSBQqk+sF6fnOznICz8kbIzqvYp5bpbAVKPQxywMfQyx3797uLuODf+78pSwW2WCLqFHXJrBQXz12fXmpu3Htc6jW1XAawljkvrfWfYWf/jyibwW8naYTl3BWm1m6200fZUkjjRqG8nfJYwRTZINc+oM6GS1OYMshRA79mwJ82q07guEiVW2UBAhExixwU9pnKPv9lUJww8vE7QHYzGD9yX5x9Fa/34Jg5mnnIRIFTwgh5UY1AswiCfXRVUDzaRgDDGAMYjt2/AgoT12pj4xFxHb9slzTvAByEM82ZWN0tsyVu0c1ype8USLY0/4iBakfBGgeIsU+QQ5cC+4iKQ8l4Did6gyuG7FkDoLSmg4vsjWiaATtvb94k5JviC+58Zx6ANKCs2sRxBNwRyL3v4fMwZQBMPfm1Y6k40aYpQ68kjHIgPWPMv/nD+uVcRFltfoOpvGZhhCX5DoeVjJI9OKBh9f2uwwH02sF5tXNQA9TH9qjFqzlARwBmJgh4eIJ7cjzMTpKsrMimeABtrFS2Hgr13OtALo+0kRRdCQdPN+dA0BW4tHD+92Jk7hxn8aWD7H8+Jf/La4XY9OGbJ9GVXqAdGBpI9zerVd3KG9/08Eiu5IanQ5p1HuKYD56kn04iTsKV3dCScc7eUjVvrgmxlHbXDoiZ8tPvFEIIuKZZ3JJEV3Esk0inqqGnaJqcQI9WbgIExfCuw7Ydm8+ucfX9pjSzg6kjnwP/H3km1yIekEi8tLFQcyQcaQs0rq+YGx8hjEJlhokoj+/FdFO4O4eVZNvnZQDwlEr9a6VSe1a59QThIEpNOSyfCXLPm4vvrdCMUkTA9Y0tt38R5ngVIraX5FGqaMqnfjw7E/E8rv2vOXhve8ohP/0F8Se+Q77gnfCzrc5+rDJtfn3H5vOYyBlZccTU/netpuRBPf84XuzaPkMvvfZI1YRXr16tdaZAG8H0c6ZKGkdC9oXqtQo+XAUWKKapkULtGo0HCXqVAEwDQYY1lJpEM5EJqZV/Dk4zgEgm2Azduj+uHli56YSw6Os0WV97SR66jHmFvQ32ke/H1q72+0RDGtlQ93YBsMxsWSJgOPoqNt8x5CnG2FrJxH6KQ2Xe7qh32MqvrWMGwH3Q3hrii3OTegtq2UGdOeHlYElkEFA8txhwLqvSpd3mhhBNNTFbUKuKPksH1yjnczqQrDqnnaqEfkmGU9IENOUvYb/j7zL9gI22lMwCOcnfeAEjCy/xIbMBaKRG/FYa4x2/HHclI8cnUn97uE7JQq5dNPQkU+RsEpsYxmbj50uYcQZjRv7Rb+iIYIv+HxP64SsA0QvJOVWJMy38ln/1RGpzsg/taatGVdYAO3xWxGpnfufHOSpp6h938qotEou+rA/AUc2HORjX3C2Cf5Mmzooiind9ha687SP7TKnfGv6fMMf88iHXh8eVXZacfhw4MqS5zEna1UykETMwI4HgZeuG+KFapTSmyAOKQ4EsHEAjEYGcai0k0ztvipYpagDphKkDUHw2LOSxI6Wg3uYRjGdw46jYgarnWYCZxIzX0Bh5zLIDSGCVIxoaLTYBYhQY7KSCgSdAuEd/MrdqSg6PPo8lL07Mds9piFZXyxx52hQ82xndKhtuHBTlnV00LpHNAh7h2LyXhePDU3QpBF5s3bCbuK5cZmM7qClR+sUGg4flRuHxQnYWMoU6UjaTMz1kdDchaedYD1UF4SV3HkbLBehnAuQuN1WyiWfInTGcsBh7cRy4Gg5wtPD71XXHJNFXUIKNORTDTGUZAibBmaCkXQewt/2OA6zX2KWpY+ti4Rqv9LjqWfSU+/Wv40wPPvM7wsRqw220XflxSrac3CfX0quR453AndOgb34ByyFk18lT871bR7w3FqFulJGg4PJWrleDz73vh1++wit48bNm+CJG72j93OWQJxGUD12fwujETL+lJMIKismooOQ/LNC6mUOeD0Egj8bTcL+Oa9y7XPTe1ixltZrAW7FCZqdoFTHCCFix5jaya7ManJvmXaH6dV73VtB3/6MYYj/PzSKnGBsImjcm2yShS+jSJt1njkv4pppc4haAjIJe5FVotba488loc4vaDtvh5zB+lrXqpN1LR15Ff/569evR1US2fVwnSH+zziqXXHJ+oZKIu2q7YLIcYDzNQ46ozOTn1i7BzEKbwfwUa+AtxJUHde1F6uba4hyJB110loXFwneBf7kUaoZsIZANQw4webYp6Qh72m3acW6mILTJbTN9sGskg/I7Fm1UF+2hMwR3nJlqzlw2K+DiNb6c/CZyW2P7fbXDvtShmvT5d+NGEKYJjKtdQ0T8gGHiQczyaOq10DWJHm2XvVpVf75d7Ji3eonkbjuU6iUMJKIkUAcTAt7GYxhNOPLFK9LKtbqEYQkbwfHAm6QCgPsdG4B14o0KeD3g5U5vBbJ+5YPCOMI8UdRGAJ8l306oKlBHMCjY6LrmgLOmS1a4bxKMF2MqBF1onI0bh/q1jI2BIfsIXXcCadAYromhhuSwr0AhNxABFVUikRlCal2GifUw3rblsQKgms4GEto9wxE2Z0TC8UGEsbpfths6qu2lA4DXuG0ILSEZoWCaOGEuUmZgSMvnd/QbWKWSSFjrbq/ghI25lrrgGriYR8EWWiXrESkMjROj/kZWlMIH2ZW9bD+Mja5o0e1yXbRVurskX6GqLwXKaoPKq0I35C+9WPLw7o3vGi4kfolVxmL5ciYCt+95wveCg8kJi9qoq0e+eyw30zS7pJhyqq6iSf1znOrj6na8+evKwdx1EE1u6QCbxc7eVQfFGzNS1zImmqRVdBRywBWcV2Ofn0AAoB2FHAKaO1ZO1spC2kVFeBVUBO9cD1UJq1H5BwguQuNiONKL0aIUgGtKy6nTut18yuS+4k8JUEgMjhppAi6aA+zpaqK6kDVsTrUcpyV9XAA5eo7EVYLmBw6Jk3OBWDbBcJlTTQDaESr1h7HLSJMjxVjU3zvyjKGoXjcMnNNeTrFkQF/6HAvaVkIzfwlXujMslz4QgEmyGHd6povaLcEpjnWct28UbVwAwdG+0dVTmYhXYlQImCsIxI+ZRu5YxhYahhRS/VZiukTovcSER1MBrrGlNomrCS6o0T8E645+DDfp031aPBvIwKfpR7U5ZmDPGsCTeIwM8rlmfUJJgkT7nlRn6UcoMHZ9MENX3v0n/WT1LPn/uab5Pfci/6tdVlcXOw+/uSzMCdN3ObnDLXt9yzeGlPq/wDzpgfIkkp8hwAAAABJRU5ErkJggg==" /></div>
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<br />
<span style="font-family: "verdana" , sans-serif; font-size: large;">Thinking about joining an association or networking group? Remember that you are about to place a very talented person – you – in a key position, so look before you leap. Attend a couple of meetings – on line or in person - as a guest. Talk to new members and board members. Read several issues of the newsletter. Scan the membership directory. Before you hand over your – or your organization’s – money and commit your time, assess the group's potential value to you by answering these questions. </span><br />
<span style="font-family: "verdana" , sans-serif; font-size: large;"><br /></span>
<br />
<ol>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">How many members are there? The bigger the better for networking, but it may be easier to move into leadership positions or gain visibility in other ways when you join a smaller group.</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">Can I get excited about the group's mission? Will its activities help me reach my networking goals? Are people in the group likely to provide valuable resources or information?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">Are people in the group likely to need my product or service or to refer business to me? What do people say about the group? What's its reputation in the profession or community?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">What opportunities will the group offer me to associate with my peers? How about with the well-known gurus in the field?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">Does the group set a good networking culture by encouraging people to introduce themselves and talk to each other about important business and career challenges?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">Does the group have special activities to help newcomers feel welcome and meet people?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">How easy is it to participate? How quickly could I move into a leadership role that would give me visibility, access to best practices, and introductions to people I’d like to know?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">Do the leaders seem genuinely excited about their participation or are they playing "somebody has to do it?"</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">Are the programs “cutting edge?” Do the topics and speakers provide valuable professional growth? Will they offer best practices I can take back to my organization?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">What would my time commitment be? Can I make that commitment for at least one year?</span></li>
<li><span style="font-family: "verdana" , sans-serif; font-size: large;">What exactly could I contribute to this group to become visible? </span></li>
</ol>
<span style="font-family: "verdana" , sans-serif; font-size: large;">For more on making the most of your memberships, see our book, <i><b><a href="http://contactscount.com/new/resources/books/" target="_blank">Strategic Connections: The New Face of Networking in a Collaborative World</a> </b></i>(Harper Collins Leadership). </span>Unknownnoreply@blogger.com1tag:blogger.com,1999:blog-1902403188232256132.post-88842834677235309252019-06-24T16:13:00.002-04:002020-07-03T12:39:53.489-04:00Conversation Quiz: Do You Know the Best Response?<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Good for you if you have a few “conversation starter” questions on the tip of your tongue. But also, be quick with responses that will deepen the interaction, that will help you get to know people. </span></span><br />
<br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Choose the best response to 4 typical comments below. Choose ones that will lead to more conversation and create connection. <br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Bill says, “I just moved here two months ago.” <br />You say,<br />A. “I’ve been here 10 years.”<br />B. “Where did you live before?”<br />C. “What’s it been like getting used to a new city?”<br /><br />Sonia says, “I’m starting a new company.” <br />You say,<br />A. “I work for XYZ company.” <br />B. “What’s the name of your new company?”<br />C. “What kinds of people would you like to connect with to help you make a go of it?”<br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Raj says, “I just got back from vacation.” <br />You say, <br />A. “Boy, do I need one of those!”<br />B. “Where did you go?”<br />C. “What was your very favorite day like?”<br /><br />Lou says, “I found what the speaker said so fascinating.” <br />You say, </span></span><br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">A. “Me too.”<br />B. “Do you know the speaker?”<br />C. “Tell me more about what caught your attention.” <br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">The “A” responses turn the conversation back to you. The “B” responses elicit a short, factual answer. They show interest and add to your knowledge about your contact. The “C” responses engage the other person, ask for evaluation and opinion, and lead you to commonalities and needs you can respond to. So choose “A” responses rarely. Choose the “B” responses sometimes. And choose the “C” responses, the ones that have the most potential to create connection, most often.</span></span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-10107644743856460822019-01-28T11:18:00.002-05:002020-07-03T12:52:10.536-04:00Banish Bureaucratic Bottlenecks (Alan did it in 5 minutes!)<br />
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<a href="https://1.bp.blogspot.com/-6wz0Dpin4Mw/XE8qrAAbS_I/AAAAAAAAAH8/dl5f1dURtKwGlzSwH-rPYbUoGRZqOfilgCLcBGAs/s1600/UncorkBottle.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="139" data-original-width="326" height="136" src="https://1.bp.blogspot.com/-6wz0Dpin4Mw/XE8qrAAbS_I/AAAAAAAAAH8/dl5f1dURtKwGlzSwH-rPYbUoGRZqOfilgCLcBGAs/s320/UncorkBottle.jpg" width="320" /></a></div>
<br />
<br />
<span style="font-size: large;">Here’s a story that shows how Alan uncorked a bureaucratic bottleneck and got the project done. <br /><br />“I was meeting with my co-worker, Tom, to go over progress on a project we were leading,” Alan, our past client said. Tom complained, “For weeks I’ve been trying to get the info we need from the IT department – no luck.” Alan said to Tom, “I'll be right back.” <br /><br />When he returned he said, with a smile, “You’ll find the info you need in your email when you get back to your office." <br /><br />Tom looked incredulous. “How did you do that??? And in 5 minutes! I've been trying to get that out of them for weeks." <br /><br />Alan said, "It didn’t take 5 minutes. It took 5 years. That's how long I've known Charlie – I worked with him on a project, and we make it a point to stay in touch." <br /><br />Training by <b>Contacts Count</b> gives employees the skills to “stay in touch.” To banish bureaucratic bottlenecks we teach practical, down-to-earth skills like Alan uses, such as how to:</span><br />
<ul>
<li><span style="font-size: large;">Start a conversation and end a conversation</span></li>
<li><span style="font-size: large;">Make your value visible to others with stories and examples</span></li>
<li><span style="font-size: large;">Teach people what to come to you for, count on you for, recommend you for</span></li>
<li><span style="font-size: large;">Figure out a good next step when you want more of a relationship </span></li>
<li><span style="font-size: large;">Avoid asking for too much too soon . . . or too little too late</span></li>
<li><span style="font-size: large;">Be a “go-to” person whom people see as a resource</span></li>
<li><span style="font-size: large;">Mentor and support others to give their best</span></li>
<li><span style="font-size: large;">Show that you like other people (when choosing who to work with others likeability is valued more than competence!!!) </span></li>
<li><span style="font-size: large;">And Much More</span></li>
</ul>
<span style="font-size: large;">We’ll help you come up with just the right program given your goals, time frames, audience, and budget. <br /><br />Here’s what Kwame Ullman, a Medical Device Executive, said after attending a training at his workplace. “I was immediately taken by the applicability of Lynne’s advice. She presented sound ideas on how to network. I turn to <i><b>Make Your Contacts Count</b></i> when preparing for key industry events. It’s filled with tools to build sustainable relationships. That training and the book were a professional turning point for me and changed how I think about nurturing relationships.”</span>Unknownnoreply@blogger.comtag:blogger.com,1999:blog-1902403188232256132.post-44225719967913578512018-06-01T15:34:00.000-04:002018-06-01T15:40:40.924-04:00The High Cost of Poor Social Skills<br />
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<a href="https://2.bp.blogspot.com/-79e99cdqNH0/WPVhMUcfHcI/AAAAAAAAAGQ/f_PnDNDMnXoiflqljrDMNv6Rar8N1KFtwCPcBGAYYCw/s1600/08Huh.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="723" data-original-width="800" height="180" src="https://2.bp.blogspot.com/-79e99cdqNH0/WPVhMUcfHcI/AAAAAAAAAGQ/f_PnDNDMnXoiflqljrDMNv6Rar8N1KFtwCPcBGAYYCw/s200/08Huh.jpg" width="200" /></a></div>
<span style="font-size: small;"><span style="font-size: large;">How many prospects and clients has your firm lost due to lack of social acumen skills? </span></span><br />
<span style="font-size: large;">How many chances to collaborate were lost because people missed the cues? <br />What is social acumen? Skill in </span><br />
<ul>
<li><span style="font-size: large;">Tuning into another person's perspective or way of seeing things, </span></li>
<li><span style="font-size: large;">Building relationships with a wide variety of people,</span></li>
<li><span style="font-size: large;">Responding appropriately in many different business and social settings.</span></li>
</ul>
<span style="font-size: large;">Ram Charan’s book, <i><b>Leaders at All Levels</b></i>, reports that as people develop their social acumen, their networks often extend beyond the business to include customers, suppliers, regulators, politicians, and various interest groups. The relationships tend to be durable because they are built on trust. That trust allows information to flow both ways, exposing people to new ideas and different ways of seeing things. <br /><br />At <b>Contacts Count LLC</b> our training programs teach skills in <a href="http://contactscount.com/new/business-challenges/the-8-competencies-2-2/" target="_blank"><b>The 8 Networking Competencies</b></a> needed by almost everyone in almost every job type at almost every level. <br /><br />Participants learn skills like these – focused on bringing in the business and working cross-functionally to get the job done:</span><br />
<ul>
<li><span style="font-size: large;"><b>Pay attention! </b> Disappear your phone and listen for conversational cues and opportunities to address needs and commonalities. (Competency # 5)</span></li>
<li><span style="font-size: large;"><b>Tell stories that show expertise . . . without bragging!</b> (Competency #7) </span></li>
<li><span style="font-size: large;"><b>Ask questions that uncover opportunities and build trust</b>. (Competency #6) </span></li>
</ul>
<span style="font-size: large;"><br /><b>Wonder how to measure the skills of your staff?</b> Call Lynne Waymon at 301-589-8633 to “test-drive” a complimentary on-line <b><a href="http://contactscount.com/new/nca/" target="_blank">Networking Competency Assessment</a></b>. The NCA measure skills in the 8 Competency Areas, takes about 20 minutes to do, and gives you a report on each of the 40 items. Call Lynne at 301-589-8633 to set up Assessments for your group. </span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-59762254277079951302018-01-22T13:10:00.000-05:002018-01-22T13:19:52.647-05:00What Do Your Youngest Workers Need? <br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">What do your youngest workers crave? <b> </b></span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><b>A sense of community at work</b>. Yet, according to researcher Sara Konrath, they haven’t yet developed the skills that will help them build lasting relationships. She reports</span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<br />
<div style="text-align: center;">
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><b><span style="color: #3d85c6;">“. . . a 40% drop in empathy among college students in the<br />past 20 years, as measured by standard psychological tests.”</span></b></span></span></div>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">What’s the evidence? </span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">Konrath is with the University of Michigan Institute for Social Research. She collated data from 72 studies. She attributes the decline in empathy to young people being so digitally-oriented that they haven’t developed skill in building face-to-face relationships.</span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><b><span style="color: #3d85c6;">"Taking on another person's thoughts and identifying with their emotions are two habits at the core of empathy. Empathy is a delicate cocktail, blending assorted elements of inborn aptitude, social conditioning, personal history, and practice and motivation. The ability to empathize is like a muscle – it’s capable of growth.”</span></b></span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">What does that mean for people in Training & Development? </span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">That “soft skills,” (too often relegated to last place in the training calendar and budget!) must come <u>front and center.</u> It means that <span style="color: #3d85c6;"><b>teaching practical relationship building skills can have a positive effect on your employee engagement scores and productivity.</b></span></span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"> </span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">Can people really be taught to empathize, engage, connect?</span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">Yes. We’ve seen it happen with our clients, whose employees are in many different functional roles. Relationships don’t just happen. <span style="color: #3d85c6;"><b>The ability to trust, engage in give and take, appreciate each other, celebrate and commiserate together, ask good questions, listen, collaborate, and express liking and be likable . . . are all LEARNED skills. </b></span></span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">What’s the next step? </span></span><br />
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><br /></span></span>
<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">Review your programs in Orientation, Mentoring, Diversity, Leadership, Business Development, and Professional Development. Do they include the practical, how-to’s for connecting, conversing, and collaborating that we identify in <a href="http://contactscount.com/new/business-challenges/the-8-competencies-2-2/">The 8 Networking Competencies.</a> If something’s missing, give us a call. We’ll put our heads together and come up with a plan. </span></span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-32111993514828735322017-12-07T15:01:00.001-05:002017-12-07T15:01:49.490-05:00<div style="text-align: center;">
<span style="color: blue;"><span style="background-color: white;"><span style="color: blue;"><span style="font-size: large;">Ideas Belong to Everyone and to No One</span></span></span></span></div>
<span style="background-color: #3d85c6;"><span><span style="background-color: white;"></span></span></span><span style="background-color: black;"><span></span></span><br />
<h4>
<span style="font-weight: normal;"><span style="font-size: large;">In a <b>Fast Company</b> article, author Leo Babauta describes the process of idea generation at Pixar Animation Studios. “When Pixar artists create characters, it’s not a matter of one artist sketching out how he thinks a character should look. They all sit around a table, each drawing ideas, putting them in the middle, and others taking those ideas and riffing off them. Dozens and dozens of sketches come out from this process, until they find the one that works best. Everyone’s creativity builds on the creativity of everyone else. Even if you don’t have a bunch of other geniuses to work with – find others who are creating cool things, and riff off them, and share your riffs.” </span></span></h4>
<h4>
<span style="font-weight: normal;"><span style="font-size: large;"> </span></span></h4>
<h4>
<span style="font-weight: normal;"><span style="font-size: large;">This is a good description of how <b>The Network-Oriented Workplace™ </b>works, too. Whether you’re trying to streamline the hiring process, invent new ways to work with vendors, or revamping your process of attracting new clients, it’s smart adopt the belief that ideas are abundant and spring up faster when you connect, converse, and collaborate with others. </span></span></h4>
<br />Unknownnoreply@blogger.comtag:blogger.com,1999:blog-1902403188232256132.post-65064854312768109242017-08-04T14:45:00.002-04:002017-08-04T14:45:57.791-04:00The 7 Myths About Teaching Business Networking Skills <div>
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<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";"></span></b><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; line-height: 115%; mso-bidi-font-weight: bold;">by Lynne Waymon, CEO of
Contacts Count LLC </span>
</div>
<div class="aolmail_MsoNormal">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; line-height: 115%; mso-bidi-font-weight: bold;"><br /></span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"></span></span></b><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";">You see it happening before your eyes.<span style="mso-spacerun: yes;"> </span>The old “Command and Control” culture is
disappearing.<span style="mso-spacerun: yes;"> </span>In some organizations, it’s
already a goner.<span style="mso-spacerun: yes;"> </span></span>
</div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";"> </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";">But old ideas have a sneaky way of hanging on.<span style="mso-spacerun: yes;"> </span>You may hear people around you give voice to one
or more of the 7 talent development myths below.<span style="mso-spacerun: yes;"> </span>But, you know, to stay in the game you need
to speak up about new business strategies and the new skills people need to work
together.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";"> </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";">Be on the lookout for these misconceptions at your organization
and be ready to take a stand in support of the new Network-Oriented Workplace<sup>TM</sup>.<span style="mso-spacerun: yes;"> </span>In this new environment people in every job
type and at every level need skills to help them connect, converse, and
collaborate –face to face –not just electronically! <span style="mso-spacerun: yes;"> </span>That’s the way things get done, innovation
happens, employees feel more engaged, and your business stays competitive.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";"> </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";">Myth #1: “Our people already know how to
network.” </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";">Really? I wouldn’t be so sure. <span style="mso-spacerun: yes;"> </span>When 549 people from all walks of life took
our <b style="mso-bidi-font-weight: normal;">Networking Competency Assessment</b>,
their employers were shocked. Only 32% said, “I know exactly who I need to have
in my network.” Only 39% said, “I know the next step to take to make any
relationship more useful.” Only 39% said, “I know questions to ask that will
move the relationship forward.” And a paltry 41% said, “I tell stories that
teach about my team’s or my organization’s capabilities.” </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";"> </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Myth #2: “Nobody can <u>learn</u>
how to network. You either have it or you don’t.” </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Not so. Networkers are made, not born.
Contacts Count’s client research shows that only about 20% of people are
“natural networkers.” We’ve identified 8 competencies that outline a multitude
of skills for the other 80% to learn.<span style="mso-spacerun: yes;">
</span>And the natural networkers also pick up new perspectives and tools. <span style="mso-spacerun: yes;"> </span><u>Anyone</u> can learn to put the tools of
networking to work in the service of business goals. </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";"> </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Myth #3: “Everyone’s
connected. Look at all the money we’ve spent on social media!” </span></b></div>
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<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Good! But, that’s like saying, “I have
a phone, so I have lots of friends.” Having the ability to connect
electronically is <u>not</u> the same as knowing how to build trust-based
relationships that spark innovation, get things done, and bring in new clients.
<span style="mso-spacerun: yes;"> </span>Even in this electronic age, training
programs need to focus on the face value of face-to-face contact whenever
possible.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";"> </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Myth #4: “Networking
is an expensive time waster. <span style="mso-spacerun: yes;"> </span>All that
socializing brings very little real value.” </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Not so. Ben Waber a visiting scientist
at MIT reports that, “Employees who ate at cafeteria tables designed for 12
were more productive than those at tables for four, thanks to more chance
conversations and larger social networks.” <span style="mso-spacerun: yes;"> </span>Imagine what happens when people are actually
taught how to make conversations even more productive.<span style="mso-spacerun: yes;"> </span>Value soars. <span style="mso-spacerun: yes;"> </span></span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";"> </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Myth #5:
“Collaboration and networking are the same thing.” </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Not quite. <span style="mso-spacerun: yes;"> </span>Networking skills are the tools and strategies
people need to build the kind of trust that leads to collaboration.<span style="mso-spacerun: yes;"> </span>When you trust someone, it means you’ve
decided there’s very little risk in relating to them – and the work can get
done. </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-fareast-font-family: "Times New Roman";"> </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Myth #6: “We’ve <u>told</u>
all of our people to collaborate.” </span></b></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Sorry! It’s takes more than a decree
from above to create a culture of collaboration. Savvy organizations get rid of
the disincentives and roadblocks. And they put into place the systems,
policies, procedures, and training programs that will develop, encourage, and
support collaboration.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";"> </span></div>
<div class="aolmail_MsoNormal" style="line-height: normal;">
<b style="mso-bidi-font-weight: normal;"><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Myth #7: “You can’t
expect our attorneys (product managers, software engineers, budget analysts, scientists,
consultants, researchers, etc.) to develop business.<span style="mso-spacerun: yes;"> </span>That’s why we have a marketing
department.”<span style="mso-spacerun: yes;"> </span></span></b><span style="color: black; font-family: "Georgia",serif; font-size: 14.0pt; mso-bidi-font-family: Times; mso-fareast-font-family: "Times New Roman";">Time to give up that
outdated idea!<b style="mso-bidi-font-weight: normal;"> </b><span style="mso-spacerun: yes;"> </span>In this competitive world, business
development is <u>everybody’s</u> business, no matter what their function or
level within the company.<b style="mso-bidi-font-weight: normal;"><span style="mso-spacerun: yes;"> </span></b>As one CEO told us,<b style="mso-bidi-font-weight: normal;"> </b>“I want everybody who works here to be our ambassadors in casual
conversations, at conferences and meetings, and even in their social circles!
You can’t buy that kind of visibility in a million ads.”<span style="mso-spacerun: yes;"> </span></span></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-57009037340084013782017-05-11T16:20:00.001-04:002017-05-11T16:20:38.066-04:00No Time for Networking<span id="aolmail_role_document" style="color: black; font-family: Arial; font-size: medium;"><span style="font-size: medium;">
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<span id="aolmail_role_document" style="color: black; font-family: Arial; font-size: medium;"><span style="font-size: medium;"><span style="font-family: "Georgia",serif; font-size: 14pt; line-height: 107%;">by
Lynne Waymon</span></span></span></div>
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<span id="aolmail_role_document" style="color: black; font-family: Arial; font-size: medium;"><span style="font-size: medium;"><a href="https://1.bp.blogspot.com/-xpnqgbAZkLg/WRTHfECrJqI/AAAAAAAAAGc/QHpCVfDaodYo7kKtKqqAsChCbaZUl8UzwCLcB/s1600/45GreenLights.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="233" src="https://1.bp.blogspot.com/-xpnqgbAZkLg/WRTHfECrJqI/AAAAAAAAAGc/QHpCVfDaodYo7kKtKqqAsChCbaZUl8UzwCLcB/s320/45GreenLights.jpg" width="320" /></a></span></span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; line-height: 107%;">Too
busy to re-connect and follow up? <span style="mso-spacerun: yes;"> </span>We often hear that from our clients. </span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; line-height: 107%;"><span style="mso-spacerun: yes;"> </span>And yet making new
connections and staying in touch is a priority whether you want to advance your
career, bring in new business, or gather the best business intelligence to
inform future decisions. <span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; line-height: 107%;">So how
can you fit the follow through into your already packed schedule?<span style="mso-spacerun: yes;"> </span>Try these
strategies:</span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: Georgia; mso-fareast-font-family: Georgia;"><span style="mso-list: Ignore;">1.<span style="font: 7pt "Times New Roman";">
</span></span></span><b style="mso-bidi-font-weight: normal;"><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";">Do
you exercise?</span></b><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span>Invite someone to walk with you or enjoy
a guest pass at your golf course.</span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: Georgia; mso-fareast-font-family: Georgia;"><span style="mso-list: Ignore;">2.<span style="font: 7pt "Times New Roman";">
</span></span></span><b style="mso-bidi-font-weight: normal;"><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";">Do
you eat lunch?</span></b><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span>Invite 2 or 3 people who might like to
know each other to join you.</span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: Georgia; mso-fareast-font-family: Georgia;"><span style="mso-list: Ignore;">3.<span style="font: 7pt "Times New Roman";">
</span></span></span><b style="mso-bidi-font-weight: normal;"><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";">Do
you belong to a professional organization, but find yourself too pressed to go
to the monthly meetings?</span></b><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span>To make sure you go, invite a
guest and enjoy re-connecting as you drive to the event and sit together.<span style="mso-spacerun: yes;"> </span>Bonus: Be sure to introduce him to
others there he might like to know.<span style="mso-spacerun: yes;">
</span></span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: Georgia; mso-fareast-font-family: Georgia;"><span style="mso-list: Ignore;">4.<span style="font: 7pt "Times New Roman";">
</span></span></span><b style="mso-bidi-font-weight: normal;"><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";">Do
you read a newspaper or business magazine</span></b><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";">?
<span style="mso-spacerun: yes;"> </span>Read with a couple of people in
mind.<span style="mso-spacerun: yes;"> </span>When you see something that
would be interesting or useful, clip it and mail it with a short, “Thought you
might be interested” note.</span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: Georgia; mso-fareast-font-family: Georgia;"><span style="mso-list: Ignore;">5.<span style="font: 7pt "Times New Roman";">
</span></span></span><b style="mso-bidi-font-weight: normal;"><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";">Do
you volunteer?</span></b><span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span>Ask a contact if she’d like to join you
to whip up the lasagna and deliver it to homeless shelter or pick up a hammer
for Habitat for Humanity. </span><span style="font-family: "Georgia",serif; font-size: 14pt;"></span></div>
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<span style="font-family: "Georgia",serif; font-size: 14pt; mso-bidi-font-family: "Times New Roman";">One
of our clients used these strategies to re-connect with more than 12 key
contacts in a month.<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span><b style="mso-bidi-font-weight: normal;">Step 1:</b> Make a list of 12 people you’d
like to reach out to.<span style="mso-spacerun: yes;"> </span><b style="mso-bidi-font-weight: normal;">Step 2:</b> Invite them!<span style="mso-spacerun: yes;"> </span><b style="mso-bidi-font-weight: normal;">Step 3:</b> Plan ahead to have questions
and topics that will make conversation flow and help you uncover the kinds of
commonalities and needs that result in relationships . . . and revenue!
</span></div>
</span></span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-90369936645808706752017-04-17T20:49:00.000-04:002017-04-17T20:49:01.964-04:00Awkward Moments – How To Recover<br />
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<span style="font-size: large;"><a href="https://3.bp.blogspot.com/-79e99cdqNH0/WPVhMUcfHcI/AAAAAAAAAGM/Px_4VK0HcxQR7gpU6EhNz1Ie315NzcNkACLcB/s1600/08Huh.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="289" src="https://3.bp.blogspot.com/-79e99cdqNH0/WPVhMUcfHcI/AAAAAAAAAGM/Px_4VK0HcxQR7gpU6EhNz1Ie315NzcNkACLcB/s320/08Huh.jpg" width="320" /></a></span></div>
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<span style="font-size: large;"><span style="font-family: "georgia" , "times new roman" , serif;">In our training programs, these are the 4 Awkward Moments we get asked about most frequently.
</span></span><br />
<ol>
<li><span style="font-size: large;"><span style="font-family: "georgia" , "times new roman" , serif;">I can’t remember someone’s name? Say (with warmth), “I remember you! Tell me your name again.” (Then hang on to his name long enough to introduce him to someone else at the event. Whether it’s 3 minutes later or 3 hours later, that’s your job as a great connector!)</span></span></li>
<li><span style="font-size: large;"><span style="font-family: "georgia" , "times new roman" , serif;">I’d like to join that group of people who are talking together – but how to do it? Enter the circle, listen closely to what’s being said and react appropriately. When the person speaking has finished her point, you might say, “How do you all know each other?” Or say, “I’m new here. I’d love to know more about the group.” Or say, “What workshops did you all go to this morning?” Or say, “My name’s Joe, Joe Sanderson – like Anderson, but with an “S.” That will start the introductions and that will lead to conversation.</span></span></li>
<li><span style="font-size: large;"><span style="font-family: "georgia" , "times new roman" , serif;">I forgot to do something I promised to do. When you see the person say, “I really goofed. I promise to call you with Susan’s number and I didn’t. I’m so sorry. Would you still like to get in touch with her? How about if I arrange lunch for the 3 of us?” Here’s the Formula: Acknowledge the mistake. Say you’re sorry. Make amends in any way you can.</span></span></li>
<li><span style="font-size: large;"><span style="font-family: "georgia" , "times new roman" , serif;">I found myself talking with someone who was very dogmatic and opinionated. Say, “I’m not sure I agree with you. May I tell you how I see it?” </span></span></li>
</ol>
<span style="font-size: small;">Lynne Waymon, www.ContactsCount.com, 301-589-8633
</span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-49471080651999769662017-02-15T12:55:00.000-05:002017-02-15T12:55:57.634-05:00Why We Say “No” to Prospective Clients<span style="font-size: large;"><br /></span>
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<span style="font-size: large;"><a href="https://encrypted-tbn0.gstatic.com/images?q=tbn:ANd9GcSHDHHD-SJZhtkDbsdxibsNIBcM3QWypxiGAEMAUlcwLNFH8irk" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://encrypted-tbn0.gstatic.com/images?q=tbn:ANd9GcSHDHHD-SJZhtkDbsdxibsNIBcM3QWypxiGAEMAUlcwLNFH8irk" /></a></span></div>
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<span style="font-size: large;">When you have a tight deadline or you like what you hear about a training program we did for another organization, you might say, “Can you send me a proposal?”</span><br />
<span style="font-size: large;"><br />Sorry. We have to say, “No.” </span><br />
<span style="font-size: large;"><br />And then we say, “First I’d like to be in ‘Discovery’ with you. </span><br />
<span style="font-size: large;"><br />“Here’s why. Suppose you hear that John ordered a pair of shoes from us and that he REALLY likes them. So, you say, ‘Great, send me a pair.’ We send them and you’re sooooo disappointed. You wanted hiking boots; we sent dress shoes. What was right for John isn’t right for you. A good thing about working with us is that we’re not an off-the-shelf kind of training firm.</span><br />
<span style="font-size: large;"> <br />“Here’s how we’ll work with you. Your project will have 4 distinct phases: Discovery, Design, Delivery, and Debrief. We want to hang out in the Discovery phase a little longer, so that when we do propose a training plan for your organization, you’re involved and it’s a perfect fit. </span><br />
<span style="font-size: large;"><br />“May I tell you a bit more about these 4 phases?”</span><br />
<span style="font-size: large;"><br /><b>Discovery</b> – We engage in exploratory conversations with you and other stakeholders. The goal is to develop a picture of your organization’s past, present, and future, so we can understand how you want to use the tools of networking and collaboration. </span><br />
<span style="font-size: large;"><br /><b>Design</b> – Taking into account what we’ve discovered, including your goals, possible formats, the number of people to be trained, length of time they can devote, the characteristics and learning styles of the audience, and your budget., Then we put our heads together to design the very best, customized training program you can imagine. That’s when you’ll get that proposal! </span><br />
<span style="font-size: large;"><br /><b>Delivery</b> – We will select the very best, most experienced, professional instructor from our cadre of exceptional trainers. He/ she will provide state-of-the-art learning sessions that are upbeat, practical, interactive, and most of all customized to your specific needs. </span><br />
<span style="font-size: large;"><br /><b>Debrief </b>– We meet with you to assess the program outcomes, the audience feedback, the program’s impact on the initial need identified, and the next steps for skill development in the competencies of networking and collaboration.</span><br />
<span style="font-size: large;"><br />If this kind of approach makes sense to you, give Lynne Waymon a call at 301-589-8633 (near Philadelphia). But please don’t say, “Send me a proposal!” </span><br />Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-13389339637077847772017-01-01T20:46:00.000-05:002017-01-01T20:46:58.824-05:005 Questions: How To “Hot Wash” Your Relationship Management Program in 2017<div class="separator" style="clear: both; text-align: center;">
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<img alt="Image result for cartoon carwash images" class="rg_ic rg_i" data-sz="f" height="279" name="PqbzHIYKVbAfAM:" 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" 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<span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;">Are you wondering how to capitalize on the renewed energy that the new year brings? Gather together stakeholders and decision makers and do what one organization we work with called a “hot wash.” Take a fresh look at decisions, assumptions, and plans using these questions. It’s kind of like sending your car through the car wash and seeing it come out all clean and shiny. Ask your team:<br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;">1. What strategic goals do we have that make relationship management a priority now?<br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;">2. Which relationships have brought us the best information and referrals in the past? What successful patterns of development can we replicate in 2017? What activities haven’t been worth the time and money spent? <br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;">3. Who do we already know? Who do we need to know? Where will we meet these people? <br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;">4. What behaviors tend to build trust with key contacts? What’s the best protocol for initiating relationships? How can we best show our character and competence in the marketplace? <br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;">5. What skills do we need as individuals to cultivate business connections? How are we going to train people over time in rainmaking? Is each person on the team ready to talk about his or her own specialty, explain why that service/product is superior, and be an ambassador for the whole organization? <br /> </span></span><br />
<span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;">For the organizations we work with, these kinds of questions provide a fresh start and renewed energy for business development. We invite you to use them to make sure that your next prospect sees you as the natural and only choice. </span></span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-5945462855554350282016-09-19T12:59:00.000-04:002016-09-19T12:59:32.838-04:00Why Did They Leave Money on the Table?<br />
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<span style="font-size: large;">At an Ohio engineering firm, the consulting engineers were told that 30% of their year-end bonus would depend on extending their contracts for additional work with current clients. These engineers – 35 of them – were on-site every day at client locations. How many engineers would you guess got this part of their bonus?<br /><br />The answer? Three! That’s right! Only 3 out of 35.<br /><br />At another engineering firm, the Director of Marketing bought a fistful of tickets for a basketball playoff game and roamed around the firm trying to get engineers to call clients or prospects and treat themselves and their guests to a night out at the big game. Any takers? Nary a one.<br /><br />Your engineers (or CPA, or attorneys, or consultants) might not be what we call “natural networkers.” But client development has become everybody’s business. The careers of the engineers in the two examples above are in danger because they lack solid networking skills to help bring in the business. <br /><br />These engineers don’t have to change their communications styles or their personalities to become capable, confident, and professional networkers. They left money on the table because they didn’t see themselves as rainmakers and they didn’t have the skills we’ve identified in <a href="http://contactscount.com/new/business-challenges/the-8-competencies-2/">The 8 Competencies</a>. As one of our past training program participants said, “I didn’t know what I didn’t know!” <br /><br />We encourage partners in all kinds of professional services firms to help employees learn how to go from hello to goodbye and make business networking artful, not arduous! </span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-21021061038054277152016-07-22T13:53:00.002-04:002016-07-22T13:53:40.122-04:00Six Things We Know About Organizations and Employees<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"></span><br />
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<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"><span style="font-family: "century" , serif; font-size: 14pt; line-height: 107%;">By Anne
Baber and Lynne Waymon</span></span></div>
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<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"><span style="font-family: "century" , serif; font-size: 14pt;"><span style="mso-list: Ignore;">1.<span style="font: 7pt "Times New Roman";">
</span></span></span><span style="font-family: "century" , serif; font-size: 14pt;">Most organizations
encourage their employees to see electronic networking as the most efficient
tool for connecting and collaborating. <span style="mso-spacerun: yes;"> </span>Employees think that being <b><u>plugged in</u></b> is
the same as being <b><u>connected.</u></b><span style="mso-spacerun: yes;"> </span>They
think that they can affect the bottom line, create new ideas, gather business
intelligence, and stay engaged sitting at their computers.
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<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"><span style="font-family: "century" , serif; font-size: 14pt; line-height: 100%;"> Yet, a
study by Dr. Alex Pentland of MIT shows that “Employees with the most extensive
digital networks were 7% more productive, while employees with the most cohesive
<b><u>face-to-face networks were 30% more productive."</u></b> (Harvard Business Review)<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></span></span></div>
<br />
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -0.25in;">
<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"><span style="font-family: "century" , serif; font-size: 14pt;"><span style="mso-list: Ignore;">2.<span style="font: 7pt "Times New Roman";">
</span></span></span><span style="font-family: "century" , serif; font-size: 14pt;">Organizations are
information networks.<span style="mso-spacerun: yes;"> </span>To attract
and develop the best people, forward-thinking organizations must consciously
foster a <b>positive networking culture of inclusiveness and inquiry</b>, both within
the organization and with outside contacts. </span></span><br />
<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"><br /></span>
<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"><span style="font-family: "century" , serif; font-size: 14pt;"> Yet, many organizations, both subtly and
overtly, have a <b>culture that discourages networking</b>, or only think of it as merely a “job-finding tool.”<span style="mso-spacerun: yes;"> </span></span></span></div>
<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;">
</span>
<div class="MsoNormal" style="margin: 0in 0in 8pt 0.25in;">
<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;"><br /></span></div>
<span id="role_document" style="color: black; font-family: "arial"; font-size: medium;">
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -0.25in;">
<span style="font-family: "century" , serif; font-size: 14pt;"><span style="mso-list: Ignore;">3.<span style="font: 7pt "Times New Roman";">
</span></span></span><span style="font-family: "century" , serif; font-size: 14pt;">As many as <b>60% of your
employees feel shy and uncomfortable</b> in a variety of business and social
situations. (see research by Dr. Lynne Henderson and Dr. Phillip Zimbardo of The
Shyness Institute, Stanford University.)</span></div>
<div class="MsoNormal" style="margin: 0in 0in 8pt 0.5in; text-indent: -0.25in;">
<span style="font-family: "century" , serif; font-size: 14pt; line-height: 107%;"><span style="mso-spacerun: yes;"> </span><b style="mso-bidi-font-weight: normal;"> </b></span><br />
<span style="font-family: "century" , serif; font-size: 14pt; line-height: 107%;"><b style="mso-bidi-font-weight: normal;"> </b>Yet, many organizations <b>fail to provide
the networking skills training</b> that
builds the competence and confidence of their employees and therefore miss out
on the benefits that could be accrued.<span style="mso-spacerun: yes;"> </span></span></div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -0.25in;">
<span style="font-family: "century" , serif; font-size: 14pt;"><span style="mso-list: Ignore;">4.<span style="font: 7pt "Times New Roman";">
</span></span></span><span style="font-family: "century" , serif; font-size: 14pt;"><b>Developing networks</b> based
on reciprocity, including displays of generosity, is the best way to affect the
bottom line and the best way to get ahead. (see Robert Cialdini, <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">Influence: The Psychology of
Persuasion</i></b>.)</span></div>
<div class="MsoNormal" style="margin: 0in 0in 8pt 0.25in;">
<span style="font-family: "century" , serif; font-size: 14pt; line-height: 107%;"><span style="mso-spacerun: yes;"> </span><br /> Yet, many managers see networking as
“not working.”<span style="mso-spacerun: yes;">
</span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 8pt 0.25in;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -0.25in;">
<span style="font-family: "century" , serif; font-size: 14pt;"><span style="mso-list: Ignore;">5.<span style="font: 7pt "Times New Roman";">
</span></span></span><span style="font-family: "century" , serif; font-size: 14pt;">Networks determine which
ideas become breakthroughs by delivering 3 unique advantages: <b>access to private
information, to diverse skill sets, and to power and influence</b>. (see Harvard
Business Review, December 2005 “How to Build Your Network” by Brian Uzzi and
Shannon Dunlap)</span><br />
<br />
<span style="font-family: "century" , serif; font-size: 14pt;"> Yet, in most organizations the
influencers/stakeholders (HR, Training,
Business Development, Sales, Diversity, Corporate Communications,
Leadership Initiatives, etc.) have not come together in a horizontal team to take joint actions that consciously <b>foster a positive networking
culture and teach the skills</b> to employees.
</span></div>
<div class="MsoNormal" style="margin: 0in 0in 8pt 0.25in;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -0.25in;">
<span style="font-family: "century" , serif; font-size: 14pt;"><span style="mso-list: Ignore;">6.<span style="font: 7pt "Times New Roman";">
</span></span></span><span style="font-family: "century" , serif; font-size: 14pt;">Most <b>organizations spend
thousands of dollars and many employee hours</b> on so-called networking activities
(such as memberships, professional dues and events, clubs, receptions,
conferences, sponsorships, trade shows, sports events, luncheons, etc.)</span><br />
<br />
<span style="font-family: "century" , serif; font-size: 14pt;"> Yet, most organizations do not have one
person or department that “owns”
and tracks all of these expenditures. Outcomes are <span style="mso-tab-count: 1;"></span>not tied to
performance reviews. No one is accountable. The ROI is not
measured. Time and money are
often <b>wasted.</b> </span></div>
</span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-62811835211198722902016-03-17T14:58:00.001-04:002016-09-20T12:00:41.546-04:00Get Out of a Rut: Build Four Kinds of Networks<br />
<div class="separator" style="clear: both; text-align: center;">
</div>
<span style="font-size: large;"> </span><br />
<div class="separator" style="clear: both; text-align: center;">
<span style="font-size: large;"><a href="https://2.bp.blogspot.com/-Vsalm6G_cpA/V-CtrO0SaKI/AAAAAAAAAFc/fWqq4fmYnaE8Rc7SgHOi0s-pzQHUuKKMQCPcB/s1600/FourNetsDiagram.001.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="360" src="https://2.bp.blogspot.com/-Vsalm6G_cpA/V-CtrO0SaKI/AAAAAAAAAFc/fWqq4fmYnaE8Rc7SgHOi0s-pzQHUuKKMQCPcB/s640/FourNetsDiagram.001.jpeg" width="640" /></a></span></div>
<br />
<span style="font-size: large;">In the movie <b>Groundhog Day</b>, a weatherman played by Bill Murray lives the same day over and over again. For some of us, each day can seem like that. Same old. Same old. Why not shake things up a bit? Today is the perfect day for fresh goals and new tools. A good place to start is by taking stock of your professional networks and cultivating new contacts. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Think of it this way: You have<b> 4 Nets</b>: </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Your <b>WorkNet</b> helps you to get the job done. It includes everyone you work with directly, day-by-day, or periodically, to complete your own priority projects. It also includes clients/customers, partners, and vendors. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Your <b>OrgNet</b> helps you stay in touch with the big picture and contribute to the overall success of your organization. Your OrgNet is created by you. It’s made up of people in other divisions, departments, and business units of the organization. This is an important Net because the network you create is far more complex, diverse, and useful than any organization chart. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Your <b>ProNet</b> helps you gain expertise and mastery in your chosen profession and provides </span><br />
<span style="font-size: large;">opportunities to give back. Your ProNet is your network of professional contacts outside the organization you work for. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">Your <b>LifeNet</b> helps you create community, get the most out of life, and connect with, and contribute to, abundance for yourself and others. Your LifeNet is made up of all your friends, family, and leisure time contacts who bring you a wealth of information, support, and resources. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">With these <b>Nets</b>, you can design new ways to expand your influence, find mentors, and get the job done. Mix in your global ties and social media connections. You can also build <b>KeyNets</b>, designed to help you with specific projects and goals. Whether you want to advance your career, or are looking for clients, or want more of a seat at the table in your organization, your connections can help you. In today’s global and multi-faceted world, the possibilities are endless. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">The Corporate Executive Board reports that almost 50% of an executives’ value to their organizations is now made up of their ability to use and contribute to the networks. So be strategic. Be intentional. Be persistent. And be professional. </span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">—from <b><i>Strategic Connections: The New Face of Networking in a Collaborative World</i></b> (2015, AMACOM, NY) by Baber, Waymon, Alphonso, and Wylde, Principals at Contacts Count LLC, an international training firm that specializes in helping individuals and organizations put the tools of networking to work in the service of business and professional goals. <a href="http://www.contactscount.com/">www.ContactsCount.com</a> </span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-69373765320853278242016-02-01T15:10:00.001-05:002017-03-13T14:02:44.495-04:00Risky Business<div class="separator" style="clear: both; text-align: center;">
<a href="https://encrypted-tbn0.gstatic.com/images?q=tbn:ANd9GcRBbKONE6jzBu2X_tbkpV2MZc0M4Cg0lgwWuR0-OSWeFANGsbxB" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://encrypted-tbn0.gstatic.com/images?q=tbn:ANd9GcRBbKONE6jzBu2X_tbkpV2MZc0M4Cg0lgwWuR0-OSWeFANGsbxB" /></a></div>
<b> </b><br />
<b> <span style="font-size: large;">Risky Business: </span></b><br />
<span style="font-size: large;"><b> How to Make Counting On Others Less Scary</b><br />
<b><br /></b> by Lynne Waymon<br />
<br />
You count on Susan to get you the sales figures by the end of the quarter. You count on Don to set up the training room and supply all the materials for your group of 30. You count on Reza to get the project to the client on or before the due date. Over and over, every day, workplace productivity depends on trusting people. How is that trust earned? How can you rest assured that Susan, Don, and Reza will get the job done?<br />
<br />
The language we use reveals just how risky it is to decide to trust someone. We say things like:<br />
</span><br />
<ul><span style="font-size: large;">
<li>“I’d go out on a limb for him.” (A limb might break off!)</li>
<li>“I don’t mind sticking my neck out for her.” (You might lose your head!)</li>
<li>“I’d put my good name on the line for him.” (You might regret having signed on!)</li>
<li>“I’d go to bat for her.” (She might end up striking out!)</li>
</span></ul>
<span style="font-size: large;">
So, when you trust someone, you’ve made an emotional decision. You’ve overcome all kinds of reluctance. How does that kind of trust develop? To look at that, let’s explore at how people learn to count on you. How can you teach people to believe in your <b>character and competence</b>? <br />
<br />
After 25 years of listening closely to clients from a wide variety of professions and industries, we have determined that people believe in your <b>Character</b> when you <br />
</span><br />
<ul><span style="font-size: large;">
<li>Do what you say you will do.</li>
<li>Meet deadlines.</li>
<li>Go for the win/win solution.</li>
<li>Treat everyone you meet fairly.</li>
<li>Are unfailingly reliable.</li>
<li>Speak well of people even when they are not present.</li>
<li>Come from a position of abundance, not scarcity.</li>
<li>Move from competition to collaboration.</li>
<li>Compensate generously for your mistake and make it right when something goes wrong.</li>
<li>Go the extra mile.</li>
<li>Respect other people’s time and possessions.</li>
<li>Say, “Thank you!” </li>
</span></ul>
<span style="font-size: large;">
<br />
And people will believe in your <b>Competence </b>when you<br />
</span><br />
<ul><span style="font-size: large;">
<li>Earn the proper credentials.</li>
<li>Win praise and awards from your peers.</li>
<li>Take life-long learning seriously.</li>
<li>Are cited as an expert in the trade press or in the mass media.</li>
<li>Teach or mentor others.</li>
<li>Consult with others to share your expertise.</li>
<li>Write for publications or speak in public.</li>
<li>Do the job right – the first time.</li>
<li>Happily discuss your procedures and processes with clients and customers.</li>
<li>Handle “the little stuff” with care.</li>
<li>Follow through to be sure that your work meets – or exceeds – expectations.</li>
<li>Stay at the leading edge of your profession.</li>
</span></ul>
<span style="font-size: large;">
<br />
Trust happens as you teach others about your Character and Competence and learn about theirs. This teaching process takes time. Our <b>Contacts Count</b> research shows that it takes six to eight conversations in which you show you can be trusted and take note of what contacts do and say to decide if you can trust them. <br />
<br />
It’s a big order. Conversation by conversation, action by action, your confidence in each other grows and the work gets done. As trust develops, risk recedes. The risk you’re willing to take and the value you derive are both determined by the degree of trust you’ve earned. Pouring your energy into developing trusting relationships makes counting on each other much more comfortable.<br />
<br />
<div style="text-align: center;">
* * * * * </div>
</span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-77839202573979236062015-11-18T16:17:00.000-05:002016-02-20T20:41:08.697-05:00<div class="separator" style="clear: both; text-align: center;">
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<h2 style="text-align: center;"><b>
<span style="font-size: large;">Not too Pushy, Not Too Passive:</span><br>
<span style="font-size: large;">Choosing a Good Next Step When Networking</b></span></h2>
<br /><h2 style="text-align: center;">
<span style="font-size: large;">by Lynne Waymon</span>
<span style="font-size: large;">co-author of <b><i>Strategic Connections: </i></b></span><br>
<b><i><span style="font-size: large;">The New Face of Networking in a Collaborative World</span></i></b><br>
<span style="font-size: large;">(AMACOM, January 2015)</span></h2></div>
<br><span style="font-size:large;"><span style="font-size: large;">
In our training programs, participants bring up worries about how to follow up and build relationships for long-term benefit. They say: “I’m afraid I’ll ask for too much too soon?” And at the other end of the spectrum they worry, “Maybe I’m missing an opportunity if I don’t reconnect right away.” <br />
<br />
The answer lies in knowing how to assess the stage of trust you’ve earned with each of your important contacts. There are appropriate – and inappropriate – things to do and say at each stage of the relationship-building process. <br />
<br />
Take James, for instance. He wants to move from his job in Personnel to Talent Development, so he needs to become known to people in TD. He’s met a few people in that department, but wonders, “What’s a good next step for showing them my character and competence? What can I do and say that will make them think of me when there’s an opening?” <br />
<br />
Here’s what we recommend to James – and anyone else who’s identified someone they’d like to have more of a relationship with. Thinking of the person you’d like to start or rev up a relationship with, answer these 15 questions. If you’re unsure of the answer to the question, then the answer is “no.” <br />
<br />
<b>Rate Your Relationships Quiz</b><br />
<br />
Does my contact:<br />
</span><br />
<ul><span style="font-size: large;">
<li>Demonstrate knowing my face and my name by coming up to me, saying hello, and introducing me accurately to others? </li>
<li>Know me well enough to recognize me “out of context” in a new setting? </li>
<li>Know several ways to contact me?</li>
<li>Recognize my name instantly when I call? </li>
<li>In conversation, explore commonalities and needs?</li>
<li>Accurately describe what I do?</li>
<li>Give vivid examples of what I do?</li>
<li>Know that I am good at what I do and can cite reasons why my work is superior? </li>
<li>Know of some independent verification of my expertise – an award, certification, third-party endorsement? </li>
<li>Respond quickly to requests from me?</li>
<li>Regularly send me valuable information and resources? </li>
<li>Know what kinds of people can use my expertise and is on the lookout for them? </li>
<li>Always speak well of me to others and pass my name along? </li>
<li>Tell me the truth, keep confidences, and have my best interests at heart?</li>
<li>Bring me into all areas of his/her life over a long period of time? </li>
</span></ul>
<span style="font-size: large;">
<br />
Use your answers to guide you to a good next step. When did you begin to answer “No?” Noticing that will help you decide what you want to be sure to tell – and ask – the next time you see this person. For instance James noticed that Jeff, in Talent Development probably didn’t know that James had recently completed his Masters in Training and Development (Question #9). So he decided the next time they were together at an interdepartmental meeting, he’d try to weave that into the conversation as a way to teach Jeff more about his character and competence.<br />
<br />
As an intentional networker, you’ll be aware of what kinds of things you’d like to teach your contacts in each encounter. These 15 questions highlight our finding that it often takes six or eight contacts with someone before she knows who you are, has learned what you do, and has the evidence she needs to begin to trust you. Once that trust is established, you might be in touch once a week or once a year – depending on your relationship. You’ll know how to take a professional approach that’s not too pushy and not too passive. <br />
<br />
<br />
<b>Lynne Waymon</b> is a co-founder and principal at Contacts Count LLC, the international training firm that specializes in teaching business and professional networking skills. The firm’s clients during the last 25 years range from CPA firms to banks, from engineers to HR professionals, and from attorneys to Fortune 100 companies.<br />
<br />
<b>Contacts Count’s</b> training programs, keynotes, webinars, and train-the-trainer events help people put the tools of networking to work in the service of business goals. Their Networking Competency Assessment measures skill in 8 competency areas. Their new book, <b><i>Strategic Connections: The New Face of Networking in a Collaborative World </i></b>(January 2015) is available in bulk from the publisher and by single copy at Amazon.com. </span>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-81442202425583323052015-10-14T12:13:00.000-04:002016-02-20T20:50:50.821-05:00More than a Souvenir and a Suntan: What Your Organization Expects You to BringBack from the Conference<div class="separator" style="clear: both; text-align: center;">
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<br /><div><span style="font-size:large;"><h2
<b>More than a Souvenir and a Suntan:</b><br />
<b>What Your Organization Expects You to BringBack from the Conference</b><br />
<br />
by Lynne Waymon, co-author of <b><i>Strategic Connections:<br>The New Face of Networking in a Collaborative World</i></b> (AMACOM, 2015)<br />
<br /></h2><br><span style="font-size:large;">
You spot an interesting looking conference, one that touts cutting edge tools and strategies and promises world renowned experts in your field. And it’s in Florida in January! What could be better? <br />
<br />
But when your boss sees your request, she thinks, “Hmmmmm. Jake wants $4,568 and he’ll be gone for 4 days. What’s that gonna get me?” <br />
<br />
The answer is <b>BringBack</b>. Valuable business intelligence. New contacts. Fresh insights. Big ideas. Unique perspectives. Hot information. The latest trends. Renewed relationships with clients, peers in other companies, and valued vendors. <br />
<br />
But here’s the rub: How can you collect the best <b>BringBack</b> and then disseminate all that good information to the right people in your organization – the ones who can really use it? <br />
<br />
Her are 3 tips for making your conference-going worth the time and money your boss spends on your January jaunt to Florida.<br />
<br />
1. <b>Design your own session.</b> Before the conference, contact, a speaker, a leader, and expert, or a counterpart in a similar organization. Invite this person to a meal. Jake wrote to one of the speaker’s on the program and suggested lunch the day after Jake was slated to speak. Jake promised to bring 2 or 3 other “fans” – all people he thought the speaker would like to know to expand his network. <br />
<br />
2. <b>Volunteer for a job.</b> Helping out makes it easy to meet people, gain professional visibility, mingle with the leaders, and build a vast network. Choose your job carefully so that it helps you, not hides you in a back room. Tim volunteers to peic up the general session keynoter at the airport. He had no idea that he’d be chauffeuring – and chatting with – Indra Nooyi, the CEO of PepsiCo. <br />
<br />
3. <b>Agree to split up</b>. If others from your organization are going, decide in advance not to attend the same sessions and hang out with each other constantly. Susan, Don, and Sumit covered as many sessions as they could, then planned how to present the best ideas to their colleagues when they got back home. <br />
<br /></span></div>Unknownnoreply@blogger.comtag:blogger.com,1999:blog-1902403188232256132.post-20202254509535984602015-10-01T21:58:00.004-04:002016-02-22T23:25:36.770-05:00Accidents Happen<div class="separator" style="clear: both; text-align: center;">
<a href="https://encrypted-tbn3.gstatic.com/images?q=tbn:ANd9GcSZEn9rIDv-VvyknryFCs2zGb1aon2fE7UH4MlNu6UmzTZlJdVgJw" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://encrypted-tbn3.gstatic.com/images?q=tbn:ANd9GcSZEn9rIDv-VvyknryFCs2zGb1aon2fE7UH4MlNu6UmzTZlJdVgJw" /></a></div>
<br />
<span style="font-size: large;"><b>Are You Waiting for an Accident?</b><br />
<br />
by Lynne Waymon, co-author of <b><i>Strategic Connections: The New Face of Networking in a Collaborative World </i></b>(AMACOM, January, 2015) <br />
<br /><span style="font-size: large;">
It’s true. You just might accidentally bump into the very person you need to know. And I suppose it’s possible that you’ll run across somebody who has a good idea about the best way to accomplish whatever it is you’re working on. Maybe . . . Could be . . . I hope . . . Sit tight and wait . . .<br />
<br />
But why not make things happen? Why not be a magnet for the very ideas and people you need to meet? Google designed its new company headquarters to encourage “casual collisions” in the hope that people will come together in new ways and have informal conversations that spark innovative ideas. But you don’t have to wait for your company to install comfortable sofas or strategically-placed coffee stations. <br />
<br />
Here are 3 ways to find the best resources and attract good ideas:<br />
</span></span><br />
<ol><span style="font-size: large;"><span style="font-size: large;">
<li>Give up hope. Stop hoping you’ll bump into the right person or happen onto a good idea. Hope is not a networking strategy. Making a list of what and who you’re looking for. Nancy knew that she was looking for CPAs to hire. John wanted information to help him and his wife adopt an infant from South America. Once a need is on your list, valuable answers are only a conversation or two away. </li>
<li>Carlo’s boss asked him to evaluate several different delivery systems for some on line training the company was rolling out. He’d already established a deep and wide network of people whom he trusted – and who trusted him – inside and outside the company. A few phone calls and lunch conversations later, he was well on the way to supplying field-tested input that would guide his boss’s decision. </li>
<li>Give up talking. Get rid of </li>
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<ul>
<li>“How are you?” </li>
<li>“Not bad. How are you?” </li>
<li>“Same old thing. Been working really hard. . . “ </li>
<li>“Me too. . . “ </li>
<li>“Great weather we’re having” </li>
<li>“Yeah, but rain’s coming tomorrow.”</li>
</ul>
Instead go for real conversation. How do you get out of “Ho hum!” routines about the weather? Be seriously curious. Ask good questions. Do your brain a favor and have a few on the tip of your tongue. Jo likes to ask people, “What have you been working on lately?” It’s her way of staying in touch with her colleagues’ latest projects. <br />
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Marina, who was writing a business case for expanding her company’s Diversity Groups, asked John, a friend in a different company, “What kind of metrics have you found are best for measuring the outcomes of your Diversity Programs?” That conversation led to many others and the two eventually teamed up to present a session on that topic at a national convention. <br />
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David was excited to be part of the team that was planning the design of the new training rooms at his company. At the monthly luncheon of his peers, he posed this question to the whole table: “What have been the best and worst features of all the training rooms you’ve ever used?” Good questions energize conversations and build relationships. Remember, you will be known by the questions you ask. <br />
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Give up everything. Are you focusing on constantly finding new networking opportunities and meeting new people? Do you drop in on lots of different association events – swooping in for a quick conversation here or there, but never stopping long enough to become known and respected? <br />
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Instead, settle in someplace. Get active in the local chapter of our professional association, become a “fixture,” and find ways to show your character and competence. When AriAnna committed her time and expertise to the chapter, she noticed that, over time, she’d created a cadre of colleagues who introduced her to new ideas and state-of-the-art strategies. Her company benefitted from her BringBack – the best practices she introduced to get her own job done and help her colleagues. AriAnna proved that the time and money she spent away from the office were more than worth it – not only to her team, but to the whole enterprise. <br />
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So don’t wait for serendipity to surprise you. Instead, be intentional. <b>Make networking an art . . . not an accident. </b></span></span>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-1902403188232256132.post-26064101606438262102015-09-21T19:47:00.000-04:002016-02-22T21:16:20.887-05:00How to Show People You Like Them . . . And Why It Matters <br />
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<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><span style="font-family: "verdana" , sans-serif;"></span>by Lynne Waymon,<span style="font-family: "verdana" , sans-serif;"> </span>co-author of <i><b>Strategic Connections: The New Face of Networking in a Collaborative World</b> </i>(AMACOM, January 2015) </span></span><br />
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<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">In the movie, “The Imitation Game,” English scientists are charged with breaking the secret Nazi message code in World War II – thereby saving thousands of lives and ending the war. But, just as with the people you provide training for, there are people challenges, as well as technical hurdles to overcome. The leader, Dr. Alan Turing, is difficult, moody, rude, and hard to like. One team member tells him that the others won’t help him with this monumental task unless he is more <b>likeable</b>. The next scene shows Turing telling a joke and offering an apple to each team member. Even these awkward efforts bring about a positive shift in how the team members feel about Turing and their willingness to listen to his ideas. </span></span><br />
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<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">More than sixty years later, The Harvard Business Review confirmed what Turing’s team member already knew. In a study called<b> “Competent Jerks, Lovable Fools,”</b> Casciaro & Lobo found that when people are asked whether they’d choose to work with someone who’s competent or someone who’s likeable, they say they’d choose the competent colleague. But, in actual real life situations, when it comes to choosing people to work with, likeability, not competence, is what attracts. When people consider who to turn to, who to ask for help, and who to trust, <b>likeability wins.</b> </span></span><br />
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<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;"><b>Likeable people are congenial, pleasing, agreeable, sociable, good natured, pleasant, gracious, cordial, cheerful, sunny, and enjoyable.</b> Doesn’t that sound like a workplace you’d like to be part of? </span></span><br />
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<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">After observing and teaching hundreds of our clients’ employees, we believe that there are <b>3 kinds of</b> <b>likeable – and very learnable – behaviors. </b></span></span><br />
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<span style="font-size: large;"><span style="font-family: "verdana" , sans-serif;">1. Some behaviors say <b>“I enjoy you,”</b> as when
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<li><span style="font-family: "verdana" , sans-serif;">Jim puts his phone away when Joe comes over to talk.
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<li><span style="font-family: "verdana" , sans-serif;">Susan smiles and waves to Carlos when he comes into the room.
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<li><span style="font-family: "verdana" , sans-serif;">Janice sends Beth a funny card that reminds her of a time they’ve enjoyed together. </span></li>
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<span style="font-family: "verdana" , sans-serif;">2. Some behaviors signal, <b>“I know you,”</b> as when </span><br />
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<li><span style="font-family: "verdana" , sans-serif;">Ben sends Roger a book on the very topic he’s boning up on for his new job.
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<li><span style="font-family: "verdana" , sans-serif;">Linda remembers Anne likes oranges and saves one for her from the conference breakfast bar.
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<li><span style="font-family: "verdana" , sans-serif;">June introduces Ling to a coworker and mentions something they have in common. </span></li>
</ul>
<span style="font-family: "verdana" , sans-serif;">3. Some behaviors are code for, <b>“I respect you,”</b> such as when </span><br />
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<li><span style="font-family: "verdana" , sans-serif;">Don asks Samantha for advice.
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<li><span style="font-family: "verdana" , sans-serif;">Mary invites Gloria to go first when they’re in line for coffee together.
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<li><span style="font-family: "verdana" , sans-serif;">Susan changes her plans so she can stay and talk with Maria longer. </span></li>
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<span style="font-family: "verdana" , sans-serif;">So what’s the <b>bottom-line benefit of likeability?</b> <b>Showing you like someone sends positive</b> <b>messages and builds the relationship. </b> When two people who like each other connect and converse, good things happen. Trust grows. New relationships flourish. New ideas blossom.
Old problems are solved. People feel more engaged and committed. New hires become part of the team more quickly. <b> New value is created for the organization. </b>
</span></span>Unknownnoreply@blogger.com