Description
Abstract explain americas sbdc call for presentation guidelines.
America’s SBDC Call for Presentation Guidelines
Welcome to America’s Small Business Development Center (SBDC) call for presentation
guidelines. The conference provides professional development to our national network, from top-level
professionals sharing their knowledge and the latest consulting tools, along with many of our partner
organizations sharing their best practices.
America’s SBDC Professional Development & Education Conference Committee is soliciting proposals for
1.5 hour, 3-hour (half-day), and for 6-hour (full-day) programs. The number of participants per program
could range from 35 – 150 people, please consider this as you submit your proposal(s). You will need to
indicate the minimum hours needed to effectively deliver your program; Full day programs may be
considered for pre-conference / post conference workshops.
Workshop Proposals: All proposals are read and vetted by the Professional Development & Education
Conference committee. Incomplete submissions will not be reviewed and the submitter will be notified no
later than January 31, 2016, informing them they were not considered. (Incomplete submissions have
inadequate information; such as an agenda or slide deck) All applicants who meet the proposal
requirements and are considered for review will be notified of their proposal status no later
than APRIL 11, 2016. Workshop proposals should address the topics listed within this document to
include to entrepreneurship, small business development, or center management.
Selection Criteria: America’s SBDC Professional Development & Education Conference Committee is
interested in reviewing and selecting programs related to or covering the following subject areas: Core
Competencies, Advanced Consultant Skills, Specialty Programs, Human Resources and
Center Management.
The committee will review each proposal for the following: meeting core competency skill requirements,
quality, and completeness of the overall proposal, clarity, organization, creativity, and the ability to deliver
the information within the prescribed time frame. The sessions selected will enhance the quality of SBDC
services, provide the SBDC/SBTDC network practical information to either assist small businesses or their
centers. If your workshop is selected, all SBDC presenters will need to register for the conference
and will be provided a reduced conference fee.
Professional paid speakers: We do have a small budget to work with, we will negotiate all fees, travel
expenses (not to exceed $750.00), room rates, conference fees and other amenities as part of your
compensation.
Key Note speakers: This year we are not accepting submissions for keynote speakers.
The Theme for the conference is Generational Change – your workshop submission will need to
incorporate the theme within your workshop presentation; whether in the opening, the closing, or
you weave the theme throughout the presentation.
Go to the Online submission page
Core Competencies All SBDC consultants, trainers, and client service delivery staff should
possess the skills, knowledge and abilities to assist their clients on the
following: Business Plan Development, Strategic Planning,
H.R./Operations, Financial Analysis, Accounting, Marketing, and
assistance with access to capital
Advanced Consultant
Skills
Experienced professional consultants, trainers, center directors and
program administrators with extensive experience in the SBDC
network serving growing businesses. These advanced programs need
to challenge and expose the individuals to new programs, tools, or
skills. The programs should encompass the following: advanced
accounting or financial analysis, management techniques or tools,
marketing techniques or tools, contracting, communications,
International Trade, and manufacturing for example.
Topics of Interest Core
Competencies & Advanced
Consultant Skills
Benchmarking and Goal
Setting
Design a workshop for SBDC consultants focusing on: monitoring,
organizing or establishing metrics for businesses. Supply consultants
with tools to think beyond the now and provide ideas on creating a
workplace environment with accountability.
Business Assessment Design a workshop for SBDC consultants focusing on buying and
selling a business, business trends, audits, valuation, exit planning,
feasibility and viability assessments and/or turnaround strategies for
distressed small businesses.
Capital Formation Design a workshop for SBDC consultants focusing on equity financing,
alternative financing programs, venture capital, debt financing,
mergers and acquisition, joint ventures, private and public offerings for
the SBDC clients.
Consulting Design a workshop for SBDC consultants focusing on the techniques,
skill sets, and strategies for creating effective consultants and or
consultation programs for the networks SBDC staff.
E-Commerce Design a workshop for SBDC consultants providing an overview of
electronic commerce by examining and evaluating tactics of businesses
utilizing the internet and other electronic media as part of their
marketing mix.
Economic Development Design a workshop for SBDC consultants focusing on the community
trends in business and economic development.
Entrepreneurship Design a workshop for SBDC consultants providing an understanding
of entrepreneurs, entrepreneurial behavior, as well as the success
factors for small businesses.
Ethics Design a workshop for SBDC consultants focusing on business ethics.
Family Business Design a workshop for SBDC consultants focusing on the dynamics of
family-held businesses, providing organizational strategies, and how to
create succession plans.
Financial Analysis Design a workshop that assists SBDC consultants help clients learn how
to take a company to the next level: slow growth, rapid growth, and
continuous growth. Focus on the “hows” and “whys” of evolving as a
leader at each stage, identifying red flags, vital signs, and secrets of
sustained growth
Franchising Design a workshop for SBDC consultants focusing on evaluating
franchise options, effectively selecting a franchise.
Fraud Design a workshop for SBDC consultants to help clients understand
and protect their reputation and bottom line. Place emphasis on
strategies to identify, monitor, assess and weigh fraud vulnerability to
the firm, and strategies to proactively curb fraud vulnerability
Human Resources Design a workshop for SBDC consultants to help clients understand the
roles and responsibilities of supervisors including: planning,
organizing, leading, staffing, and managing performance; develop
improved communication and human relations skills; and to learn
techniques for delegation, performance appraisal, and motivating,
employees. Become familiar with the impact of laws governing the
employer-employee relationship such as labor laws, equal employment
opportunity, harassment, workplace violence workers compensation
and OSHA.
International Trade Design a workshop providing an in-depth review of
exporting/importing, permits, case studies and best practices. Provide
a workshop providing information on developing an import/export
marketing plan, and incorporate the international trade internet use
and issues.
Legal Issues for
Entrepreneurs
Design a workshop for SBDC consultants to help clients understand all
major business structures and discuss the costs, required formalities,
benefits and tax implications inherent in each. Provide emphasis on the
selection of the correct structure for the actual business being
contemplated, with a minimum of red tape and taxes. Offer insights on
how to achieve increased profits, reduced overhead, and lessened risk
Lending Design a workshop for SBDC consultants to help clients understand
credit agency reports; lenders perspective on loan reviews, banking
industry insights; structuring loans, micro-loan programs; SBA loan
programs and applications.
Marketing Design a workshop increasing SBDC consultants’ skills to help clients
understand advertising campaign management. This includes strategy
development, advertising, and promotional relationship, media,
budget management and control, and measuring results.
Design a workshop for SBDC consultants to help clients to examine the
principles of the behavioral sciences and how these sciences are used in
creating marketing communications plans aimed at consumer or
professional buyers. Specific topics should include perception
processes, lifestyle analysis, personality psychographics, motivation
analysis and influence of groups on buying behaviors
Design a workshop to assist SBDC consultants help clients understand
the processes and techniques used in securing, analyzing and creatively
using market research information to identify customer problems and
opportunities. Provide emphasis on how to determine marketing
strategies and create plans for product development, marketing
promotional evaluations, operation efficiencies and client satisfaction
Design a workshop to assist SBDC consultants help clients understand
the importance of strategically positioning products amongst
competitors to achieve maximum growth and profit. Place emphasis on
effective strategies for positioning new products, existing products, as
well as repositioning of products and companies.
Design a workshop to assist SBDC consultants help clients examine the
knowledge and skills required of an effective salesperson. Provide
emphasis on methods of identifying prospects, securing appointments,
pre-approach planning, gaining attention and interest, understanding
prospects' wants and needs, obtaining agreement of concerns and
solutions, showcasing product benefits, handling sales resistance,
identifying and responding to buying signals, sale-closing techniques,
post-call analysis and customer retention techniques.
Organization
Management
Developing an effective team, managing highly effective teams
Planning Design a workshop providing the SBDC consultant the ability to help
clients create, improve and understand the various types of business
plans. This can encompass financing and strategic planning.
Resources Design a workshop providing the SBDC consultant working with
resource partners, special skills for manufacturing. Developing an
effective team, managing highly effective teams, SBDC Network
resources; Census resources; Resources in Spanish; Resources to
support client counseling
Risk Management Design a workshop providing the SBDC consultant the resources for an
in-depth review of risk management issues; insurance; and disaster
preparedness
Social Media Design a workshop for SBDC consultants providing an overview of
electronic commerce by examining and evaluating tactics of businesses
utilizing the internet and other electronic media as part of their
marketing mix. Provide an emphasis on web technology trends and e-
commerce strategies for penetrating the market.
Tax Design a workshop for SBDC consultants to provide their clients
information on new tax structures for small business, analyzing the
small business tax return
Specialty Program:
Technology
How to develop an SBIR proposal; Providing quality assistance to
inventors; Developing an SBTDC; Partnerships for nurturing tech-
based businesses; technology commercialization
Trademarks, Copyrights
Provide a workshop to assist SBDC consultants help clients increase
their chances of success by protecting their intellectual property.
Provide an in depth program of what and how ideas and materials can
be protected. Another area to be could be how to keep from violating
the rights of others and still remain competitive.
Specialty Programs
Government Procurement
Contracting with government agencies is an attractive means to
achieving a company's financial goals. Selling to the government has a
set of rules and procedures distinct from traditional markets. Design a
workshop to assist SBDC consultants help clients understand
procedures for bidding, performing, and getting paid as part of a
government contract. Include how to do contract for goods and services
with federal, state and local governmental entities
Center Management Workshops in the Center Management track are designed for State
Directors, Associate Directors, Center Directors and management
teams to enhance their SBDC operational endeavors.
Design a workshop assisting SBDC personnel to learn the concepts to
become an effective leader in today's global business environment for
their center. Provide emphasis on determining one’s leadership style
and the implications of that style on workgroup performance.
Incorporate discussions about ethics, corporate mission, vision and
culture with the objective of enhance one’s ability to motivate and
positively influence others with an increasingly diverse workforce
Design a program to assist SBDC center directors “manage” their
employee performance by establishing performance expectations,
identifying and providing needed training and support, monitoring
performance, and providing formal and informal feedback. Provide
emphasis on how to conduct their employee performance evaluations
and methods to take corrective action. Identify sources of inadequate
performance - skills and knowledge, processes and systems, motivation
and personal issues - and determine appropriate resolutions to each.
Provide techniques and methods for coaching and mentoring good
performers to higher levels
Effective change management requires focusing on how proposed
changes will impact people -- employees, customers, suppliers,
etc. Design a workshop that helps SBDC personnel examine why their
people (and organizations) naturally resist change, and how to
overcome this resistance. Discuss what can be done to minimize the
potential trauma which changes -- planned or not -- may create in
people and organizations
Design a workshop that assists SBDC personnel learn how to integrate
TQM into planning and project management, strategic management,
process improvement, and how to modify an organizations behavior for
their state/center. Provide special emphasis on how to assess
supervisor's roles and responsibilities related to quality including
identifying and meeting customer's needs, applying tools and
techniques for improving systems and processes, developing a quality
training plan for work group members and enhancing work group
commitment to continuous quality improvement
Finance-Center
Management
Design a workshop to assist SBDC personnel to understand financial
audits of local SBDC offices, Generating cash match in an era of
shrinking resources, and using SBDCs as a revenue center
Marketing-Center
Management
Design a workshop to assist SBDC personnel to develop market specific
programs; marketing the SBDC program; regional/center promotion
and marketing.
Succession Planning-
Center Management
Design a workshop to assist SBDC personnel on succession planning
for State or Regional Directors; Provide case studies and best practices
for successful succession planning.
Training-Center
Management
Design a workshop to assist SBDC personnel on the specific training
issues and the newest innovations; provide best practices; ideas for
generating training income; designing and presenting effective training
programs; facilitation skills for trainers; marketing SBDC training;
designing and providing on-line training
Specialty Programs Specialty programs include industry and/or topical discussion,
networking sessions and other skill, knowledge and ability type training
any attendee might want to attend for personal and/or professional
growth. )
Specialty Programs -
Discussion Forums
Discussion forums provide the opportunity to cover specific topics of
network interest. Formats include: roundtable, panel dialogue, and
facilitated discussion. . The Goal: To encourage audience participation,
share best practices, and learn what’s happening in the SBDC Network.
Discussion forums must be submitted online as a program submission.
These do not typically involve a formal presentation; however, it is
highly recommended some type of handout/ and or PowerPoint be
developed for the program.
All proposal questions should be referred to: Brett Thibodeau ([email protected]) at America’s
SBDC: 703-764-9855.
A sample proposal format has been posted on America’s SBDC website. We recommend you print this out
to serve as a guideline for coordinating your proposal for on-line submission.
Go to the Online submission page
doc_549345298.pdf
Abstract explain americas sbdc call for presentation guidelines.
America’s SBDC Call for Presentation Guidelines
Welcome to America’s Small Business Development Center (SBDC) call for presentation
guidelines. The conference provides professional development to our national network, from top-level
professionals sharing their knowledge and the latest consulting tools, along with many of our partner
organizations sharing their best practices.
America’s SBDC Professional Development & Education Conference Committee is soliciting proposals for
1.5 hour, 3-hour (half-day), and for 6-hour (full-day) programs. The number of participants per program
could range from 35 – 150 people, please consider this as you submit your proposal(s). You will need to
indicate the minimum hours needed to effectively deliver your program; Full day programs may be
considered for pre-conference / post conference workshops.
Workshop Proposals: All proposals are read and vetted by the Professional Development & Education
Conference committee. Incomplete submissions will not be reviewed and the submitter will be notified no
later than January 31, 2016, informing them they were not considered. (Incomplete submissions have
inadequate information; such as an agenda or slide deck) All applicants who meet the proposal
requirements and are considered for review will be notified of their proposal status no later
than APRIL 11, 2016. Workshop proposals should address the topics listed within this document to
include to entrepreneurship, small business development, or center management.
Selection Criteria: America’s SBDC Professional Development & Education Conference Committee is
interested in reviewing and selecting programs related to or covering the following subject areas: Core
Competencies, Advanced Consultant Skills, Specialty Programs, Human Resources and
Center Management.
The committee will review each proposal for the following: meeting core competency skill requirements,
quality, and completeness of the overall proposal, clarity, organization, creativity, and the ability to deliver
the information within the prescribed time frame. The sessions selected will enhance the quality of SBDC
services, provide the SBDC/SBTDC network practical information to either assist small businesses or their
centers. If your workshop is selected, all SBDC presenters will need to register for the conference
and will be provided a reduced conference fee.
Professional paid speakers: We do have a small budget to work with, we will negotiate all fees, travel
expenses (not to exceed $750.00), room rates, conference fees and other amenities as part of your
compensation.
Key Note speakers: This year we are not accepting submissions for keynote speakers.
The Theme for the conference is Generational Change – your workshop submission will need to
incorporate the theme within your workshop presentation; whether in the opening, the closing, or
you weave the theme throughout the presentation.
Go to the Online submission page
Core Competencies All SBDC consultants, trainers, and client service delivery staff should
possess the skills, knowledge and abilities to assist their clients on the
following: Business Plan Development, Strategic Planning,
H.R./Operations, Financial Analysis, Accounting, Marketing, and
assistance with access to capital
Advanced Consultant
Skills
Experienced professional consultants, trainers, center directors and
program administrators with extensive experience in the SBDC
network serving growing businesses. These advanced programs need
to challenge and expose the individuals to new programs, tools, or
skills. The programs should encompass the following: advanced
accounting or financial analysis, management techniques or tools,
marketing techniques or tools, contracting, communications,
International Trade, and manufacturing for example.
Topics of Interest Core
Competencies & Advanced
Consultant Skills
Benchmarking and Goal
Setting
Design a workshop for SBDC consultants focusing on: monitoring,
organizing or establishing metrics for businesses. Supply consultants
with tools to think beyond the now and provide ideas on creating a
workplace environment with accountability.
Business Assessment Design a workshop for SBDC consultants focusing on buying and
selling a business, business trends, audits, valuation, exit planning,
feasibility and viability assessments and/or turnaround strategies for
distressed small businesses.
Capital Formation Design a workshop for SBDC consultants focusing on equity financing,
alternative financing programs, venture capital, debt financing,
mergers and acquisition, joint ventures, private and public offerings for
the SBDC clients.
Consulting Design a workshop for SBDC consultants focusing on the techniques,
skill sets, and strategies for creating effective consultants and or
consultation programs for the networks SBDC staff.
E-Commerce Design a workshop for SBDC consultants providing an overview of
electronic commerce by examining and evaluating tactics of businesses
utilizing the internet and other electronic media as part of their
marketing mix.
Economic Development Design a workshop for SBDC consultants focusing on the community
trends in business and economic development.
Entrepreneurship Design a workshop for SBDC consultants providing an understanding
of entrepreneurs, entrepreneurial behavior, as well as the success
factors for small businesses.
Ethics Design a workshop for SBDC consultants focusing on business ethics.
Family Business Design a workshop for SBDC consultants focusing on the dynamics of
family-held businesses, providing organizational strategies, and how to
create succession plans.
Financial Analysis Design a workshop that assists SBDC consultants help clients learn how
to take a company to the next level: slow growth, rapid growth, and
continuous growth. Focus on the “hows” and “whys” of evolving as a
leader at each stage, identifying red flags, vital signs, and secrets of
sustained growth
Franchising Design a workshop for SBDC consultants focusing on evaluating
franchise options, effectively selecting a franchise.
Fraud Design a workshop for SBDC consultants to help clients understand
and protect their reputation and bottom line. Place emphasis on
strategies to identify, monitor, assess and weigh fraud vulnerability to
the firm, and strategies to proactively curb fraud vulnerability
Human Resources Design a workshop for SBDC consultants to help clients understand the
roles and responsibilities of supervisors including: planning,
organizing, leading, staffing, and managing performance; develop
improved communication and human relations skills; and to learn
techniques for delegation, performance appraisal, and motivating,
employees. Become familiar with the impact of laws governing the
employer-employee relationship such as labor laws, equal employment
opportunity, harassment, workplace violence workers compensation
and OSHA.
International Trade Design a workshop providing an in-depth review of
exporting/importing, permits, case studies and best practices. Provide
a workshop providing information on developing an import/export
marketing plan, and incorporate the international trade internet use
and issues.
Legal Issues for
Entrepreneurs
Design a workshop for SBDC consultants to help clients understand all
major business structures and discuss the costs, required formalities,
benefits and tax implications inherent in each. Provide emphasis on the
selection of the correct structure for the actual business being
contemplated, with a minimum of red tape and taxes. Offer insights on
how to achieve increased profits, reduced overhead, and lessened risk
Lending Design a workshop for SBDC consultants to help clients understand
credit agency reports; lenders perspective on loan reviews, banking
industry insights; structuring loans, micro-loan programs; SBA loan
programs and applications.
Marketing Design a workshop increasing SBDC consultants’ skills to help clients
understand advertising campaign management. This includes strategy
development, advertising, and promotional relationship, media,
budget management and control, and measuring results.
Design a workshop for SBDC consultants to help clients to examine the
principles of the behavioral sciences and how these sciences are used in
creating marketing communications plans aimed at consumer or
professional buyers. Specific topics should include perception
processes, lifestyle analysis, personality psychographics, motivation
analysis and influence of groups on buying behaviors
Design a workshop to assist SBDC consultants help clients understand
the processes and techniques used in securing, analyzing and creatively
using market research information to identify customer problems and
opportunities. Provide emphasis on how to determine marketing
strategies and create plans for product development, marketing
promotional evaluations, operation efficiencies and client satisfaction
Design a workshop to assist SBDC consultants help clients understand
the importance of strategically positioning products amongst
competitors to achieve maximum growth and profit. Place emphasis on
effective strategies for positioning new products, existing products, as
well as repositioning of products and companies.
Design a workshop to assist SBDC consultants help clients examine the
knowledge and skills required of an effective salesperson. Provide
emphasis on methods of identifying prospects, securing appointments,
pre-approach planning, gaining attention and interest, understanding
prospects' wants and needs, obtaining agreement of concerns and
solutions, showcasing product benefits, handling sales resistance,
identifying and responding to buying signals, sale-closing techniques,
post-call analysis and customer retention techniques.
Organization
Management
Developing an effective team, managing highly effective teams
Planning Design a workshop providing the SBDC consultant the ability to help
clients create, improve and understand the various types of business
plans. This can encompass financing and strategic planning.
Resources Design a workshop providing the SBDC consultant working with
resource partners, special skills for manufacturing. Developing an
effective team, managing highly effective teams, SBDC Network
resources; Census resources; Resources in Spanish; Resources to
support client counseling
Risk Management Design a workshop providing the SBDC consultant the resources for an
in-depth review of risk management issues; insurance; and disaster
preparedness
Social Media Design a workshop for SBDC consultants providing an overview of
electronic commerce by examining and evaluating tactics of businesses
utilizing the internet and other electronic media as part of their
marketing mix. Provide an emphasis on web technology trends and e-
commerce strategies for penetrating the market.
Tax Design a workshop for SBDC consultants to provide their clients
information on new tax structures for small business, analyzing the
small business tax return
Specialty Program:
Technology
How to develop an SBIR proposal; Providing quality assistance to
inventors; Developing an SBTDC; Partnerships for nurturing tech-
based businesses; technology commercialization
Trademarks, Copyrights
Provide a workshop to assist SBDC consultants help clients increase
their chances of success by protecting their intellectual property.
Provide an in depth program of what and how ideas and materials can
be protected. Another area to be could be how to keep from violating
the rights of others and still remain competitive.
Specialty Programs
Government Procurement
Contracting with government agencies is an attractive means to
achieving a company's financial goals. Selling to the government has a
set of rules and procedures distinct from traditional markets. Design a
workshop to assist SBDC consultants help clients understand
procedures for bidding, performing, and getting paid as part of a
government contract. Include how to do contract for goods and services
with federal, state and local governmental entities
Center Management Workshops in the Center Management track are designed for State
Directors, Associate Directors, Center Directors and management
teams to enhance their SBDC operational endeavors.
Design a workshop assisting SBDC personnel to learn the concepts to
become an effective leader in today's global business environment for
their center. Provide emphasis on determining one’s leadership style
and the implications of that style on workgroup performance.
Incorporate discussions about ethics, corporate mission, vision and
culture with the objective of enhance one’s ability to motivate and
positively influence others with an increasingly diverse workforce
Design a program to assist SBDC center directors “manage” their
employee performance by establishing performance expectations,
identifying and providing needed training and support, monitoring
performance, and providing formal and informal feedback. Provide
emphasis on how to conduct their employee performance evaluations
and methods to take corrective action. Identify sources of inadequate
performance - skills and knowledge, processes and systems, motivation
and personal issues - and determine appropriate resolutions to each.
Provide techniques and methods for coaching and mentoring good
performers to higher levels
Effective change management requires focusing on how proposed
changes will impact people -- employees, customers, suppliers,
etc. Design a workshop that helps SBDC personnel examine why their
people (and organizations) naturally resist change, and how to
overcome this resistance. Discuss what can be done to minimize the
potential trauma which changes -- planned or not -- may create in
people and organizations
Design a workshop that assists SBDC personnel learn how to integrate
TQM into planning and project management, strategic management,
process improvement, and how to modify an organizations behavior for
their state/center. Provide special emphasis on how to assess
supervisor's roles and responsibilities related to quality including
identifying and meeting customer's needs, applying tools and
techniques for improving systems and processes, developing a quality
training plan for work group members and enhancing work group
commitment to continuous quality improvement
Finance-Center
Management
Design a workshop to assist SBDC personnel to understand financial
audits of local SBDC offices, Generating cash match in an era of
shrinking resources, and using SBDCs as a revenue center
Marketing-Center
Management
Design a workshop to assist SBDC personnel to develop market specific
programs; marketing the SBDC program; regional/center promotion
and marketing.
Succession Planning-
Center Management
Design a workshop to assist SBDC personnel on succession planning
for State or Regional Directors; Provide case studies and best practices
for successful succession planning.
Training-Center
Management
Design a workshop to assist SBDC personnel on the specific training
issues and the newest innovations; provide best practices; ideas for
generating training income; designing and presenting effective training
programs; facilitation skills for trainers; marketing SBDC training;
designing and providing on-line training
Specialty Programs Specialty programs include industry and/or topical discussion,
networking sessions and other skill, knowledge and ability type training
any attendee might want to attend for personal and/or professional
growth. )
Specialty Programs -
Discussion Forums
Discussion forums provide the opportunity to cover specific topics of
network interest. Formats include: roundtable, panel dialogue, and
facilitated discussion. . The Goal: To encourage audience participation,
share best practices, and learn what’s happening in the SBDC Network.
Discussion forums must be submitted online as a program submission.
These do not typically involve a formal presentation; however, it is
highly recommended some type of handout/ and or PowerPoint be
developed for the program.
All proposal questions should be referred to: Brett Thibodeau ([email protected]) at America’s
SBDC: 703-764-9855.
A sample proposal format has been posted on America’s SBDC website. We recommend you print this out
to serve as a guideline for coordinating your proposal for on-line submission.
Go to the Online submission page
doc_549345298.pdf