lansing bwl: kramer management group rfp

7/31/2019 Lansing BWL: Kramer Management Group RFP

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2?>828MZN@HZ @NFNIH@HFR IZKX_! CFL&

Nrrf5 _HRH MZN@HZ>9?> FKRRCFIDN@ ZKNB

ANF\CFI @C 243>>

_dkfh5 8>9-9>3-2??7@kjcah5Gnt5

H-@nca5 _HRH&MZN@HZOMZN@HZ@I&LK@

Lkfrnlr5 @caahz! Rnb_dkfh5 8>9-9?:-79-9?:-7?2:H-@nca5 rb`Oajya&lk`

Nxrdkzcuhb js Bnfcha \& @nlAhffnf! L&_&@&

_xzldn|cfi @nfnihz

Nbbcrckfna rhz`| nfb lkfbcrckf| ikwhzfcfi rdc| rznf|nlrckf nzh nrrnldhb rk nfb `nbh n pnzr kg rdc|

pxzldn|h kzbhz&

\hfb Cfwkclh| rk5Anf|cfi Jknzb kg Ynrhz nfb AcidrNrrf5 Nllkxfr| _nsnjah_K Jkt >--+?2+:?>>

Cflkrhz`|5 GKJ Bh|rcfnrckf nfb _zhpncb

_ns`hfr Rhz`|5 Fhr bxh ycrdcf


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Rdc| _xzldn|h Kzbhz c| c||xhb phz|xnfr rk rdh Zh~xh|r gkz _zkpk|na gkz rdh Zhk Rkyf Kyfhz| Zhpzh|hfrnrcwh \hzwclh|! _zkehlr Fx`jhz

?9-?-?2! bnrhb ?4+?7+>?&

[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[\dcp rk5 Bhacwhzch| @kf-Gzc 45?? n&`&- 9-9?:-7:49_xzldn|cfi nfb Ynzhdkx|cfi \phlcna Cf|rzxlrckf|5 Lnaa > dkxz cf nbwnflh kg bhacwhzs

>>>? \& _hff|sawnfcn NwhAnf|cfi! @C 243>:->7? >!922!2>2 HN Gxzfc|d Kyfhz| Zhpzh|hfrnrcwh \hzwclh| gkz rdh >&?? >!922!2>2&??

fhy Zhk Rkyf _anfr& JYA lkflxz| ycrd zh~xh|r gkz

Mzn`hz @nfnih`hfr Izkxp rk lkfrznlr ycrd ^xcff

Hwhf| Nzldcrhlr| nfb rdhcz ahina htphzr Bsmh`n

_AAL htlax|cwhas gkz rdh pxzpk|h| kg Rnt

Hwnaxnrckf gkz rdh Bhpkr& Naa Rhz`| nfb Lkfbcrckf|

phz LKF\HF\X\BKL\ 4>? \rnfbnzb Gkz` Nizhh`hfr

Jhryhhf Kyfhz nfb Kyfhz,| Zhpzh|hfrnrcwh npphfbhb

rk rdh Zh~xh|r gkz _zkpk|na&

Bhacwhzs Bnrh5 ?7+2

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_K Rkrna >!922!2>2&??

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Anf|cfi Jknzb kg Ynrhz nfb Acidr_K Jkt >-+?2+:?>>


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|xj`cr nf narhzfnrh kz rnmh nf htlhprckf rk nfs pzkwc|ckf lkfrncfhb cf rdh _zkpk|na Bklx`hfr|! rdh narhzfnrh kzhtlhprckf `x|r jh |phlcgclnaas |rnrhb cf KGGHZKZ\ pzkpk|na! `x|r zhghzhflh rdh kjehlrckfnjah nzrclah kg rdh_zkpk|na Bklx`hfr|! nfb `x|r pzkpk|h narhzfnrh anfixnih kz narhzfnrh Ykzm& Nfs htlhprckf rk rdh _zkpk|naBklx`hfr|! cflaxbcfi nfs htlhprckf rk rdh \xppah`hfrna Zh~xczh`hfr| kz Ihfhzna Zh~xczh`hfr| `x|r jh znc|hbcf KGGHZKZ\ pzkpk|na! kz cr ycaa fkr jh lkf|cbhzhb& Kflh n pxzldn|h kzbhz dn| jhhf c||xhb! nfb rdhNlmfkyahbih`hfr zhrxzfhb! n jcfbcfi lkfrznlr htc|r| jhryhhf rdh pnzrch| nfb gxzrdhz fhikrcnrckf kg rhz`| c| fkrphz`crrhb&

_zkpk|na| zhlhcwhb ngrhz rdh rc`h nfb bnrh gkz zhlhcpr kg pzkpk|na| ycaa fkr jh nllhprhb& Rdh KGGHZKZ c|zh|pkf|cjah gkz rc`has bhacwhzs kg rdh _zkpk|na nr rdh bh|cifnrhb aklnrckf nfb rc`h gkz zhlhcpr kg _zkpk|na|&

Rdh _zkpk|na `x|r jh |cifhb ycrd rdh gxaa fn`h nfb nbbzh|| kg rdh KGGHZKZ& _zkpk|na| zhlhcwhb ycrdkxr|cifnrxzh ycaa fkr jh nllhprhb& Cg rdh KGGHZKZ c| n lk-pnzrfhz|dcp! rdh gcz` fn`h nfb |cifnrxzh kg naa pnzrch| nzhzh~xczhb& Cg rdh KGGHZKZ c| n lkzpkznrckf! gxaa lkzpkznrh fn`h! |cifnrxzh kg nxrdkzcuhb kggclcna c| zh~xczhb&KGGHZKZ |dnaa lhzrcgs rdnr rdh phz|kf ydk |cif| rdh pzkpk|na c| h`pkyhzhb rk bk |k js rdh lkzpkznrckf& \xldlhzrcgclnrh |dnaa jh xp-rk-bnrh nfb lxzzhfr nr rc`h kg rdh _zkpk|na Gkz` |xj`crrna&

N pzkpk|na `ns fkr jh `kbcgchb! ycrdbznyf kz lnflhahb xfcanrhznaas js rdh KGGHZKZ gkz n phzckb kg |ctrs $7?#bns| gkaakycfi rdh rc`h nfb bnrh bh|cifnrhb gkz rdh zhlhcpr kg _zkpk|na|! nfb KGGHZKZ |k nizhh| cf |xj`crrcfirdh _zkpk|na& N pzkpk|na |xj`c||ckf c| n lkfgcz`nrckf js rdh KGGHZKZ rdnr cr c| pzhpnzhb rk lk``hflh nfblk`pahrh rdh wnzckx| |rnih| kg rdh Ykzm n| bh|lzcjhb cf rdh _zkpk|na Bklx`hfr|&

Htphf|h| gkz bhwhakpcfi nfb pzh|hfrcfi pzkpk|na| |dnaa jh rdh zh|pkf|cjcacrs kg rdh KGGHZKZ& Cr c| rdh

KGGHZKZ\ zh|pkf|cjcacrs rk hf|xzh rdnr fk lkfgaclr kg cfrhzh|r kz krdhz hrdclna lkflhzf pzhlaxbh| rdh JYA gzk`lkf|cbhzcfi KGGHZKZ\ pzkpk|na&

9& \XJ\RCRXRCKF

Xfbhz lhzrncf lczlx`|rnflh|! rdh _zkpk|na Bklx`hfr| `ns phz`cr |xj|rcrxrckf kg pzkbxlr|& Rdk|h nzhn| ydhzh|xj|rcrxrckf c| phz`crrhb ycaa jh bh|cifnrhb ycrd rdh ~xnacgscfi pdzn|h kz h~xna n| `ns jh nppzkwhb js rdh JYAZH_ZH\HFRNRCWH& Cg KGGHZKZ ykxab acmh rk |xj|rcrxrh n pzkbxlr! KGGHZKZ `x|r `nmh n pzkpk|na cflaxbcfirdh pzkbxlr| |phlcgchb cf rdh _zkpk|na Bklx`hfr| NFB nf narhzfnrh pzkpk|na cflaxbcfi rdh pzkpk|hb |xj|rcrxrckf!|phlcgclnaas zhghzhflcfi nfs pzclh ldnfih jn|hb kf rdh |xj|rcrxrckf&

KGGHZKZ\ pzkpk|na |dnaa lkfrncf bnrn rk |xj|rnfrcnrh rdnr rdh |xj|rcrxrckf c|! cf gnlr! h~xna rk rdh pzkbxlr||phlcgchb& \xj|rnfrcnrcfi bnrn `ns lkf|c|r kg bznycfi| kz krdhz bklx`hfr| fhlh||nzs kz dhapgxa rk cfbclnrh nfs`kbcgclnrckf| zh|xarcfi gzk` x|h kg pzkpk|hb |xj|rcrxrckf|& KGGHZKZ jhnz| rdh jxzbhf kg pzkwcfi rdnr rdhpzkpk|hb |xj|rcrxrckf| `hhr rdh ~xnacrs |rnfbnzb| h|rnjac|dhb cf rdh _zkpk|na Bklx`hfr|&

Cg KGGHZKZ c| hwhfrxnaas nynzbhb n _xzldn|h Kzbhz! rdh _xzldn|h Kzbhz ycaa cfbclnrh ydhrdhz rdh |xj|rcrxrckfyn| nllhprnjah kz ydhrdhz rdh kzcicfna pzkbxlr `x|r jh x|hb&

Rdh nllhprnflh kg n |xj|rcrxrckf bkh| fkr naahwcnrh KGGHZKZ kg nfs lkfrznlrxna zh|pkf|cjcacrs&

4& CF\XZNFLH

Rdh lhzrcgclnrh| kg cf|xznflh zh~xczhb js rdh Lkfrznlr Bklx`hfr| `x|r na|k nllk`pnfs rdh Nlmfkyahbi`hfr kgNynzb& Naa rdh|h bklx`hfr| |dkxab jh bczhlrhb rk rdh nrrhfrckf kg rdh JYA Jxshz ac|rhb kf rdh Fkrclh rk Kgghzkz|ycrd n lkps rk rdh phz|kf bh|cifnrhb n| JYA ZH_ZH\HFRNRCWH&& Rdh pxzldn|h kzbhz fx`jhz `x|r jhcfbclnrhb kf rdh Nlmfkyahbih`hfr! jkfb|! nfb lhzrcgclnrh| kg cf|xznflh&

3& HWNAXNRCKF KG _ZK_K\NA\

Naa pzkpk|na| ycaa jh |hnahb xfrca rdh rc`h nfb panlh bh|cifnrhb kf rdh _zkpk|na Gkz`& Nr rdh kphfcfi! rdh fn`h|kg naa KGGHZKZ\ ycaa jh `nbh pxjacl&

Rk hwnaxnrh rdh pzkpk|na|! rdh JYA ycaa lkf|cbhz |xld gnlrkz| n| zh|pkf|cwhfh|| kg pzkpk|na! pzclh! rc`h kglk`pahrckf! htlhprckf| rk rdh _zkpk|na Bklx`hfr|! gcfnflcna |rnjcacrs! zhlhfr nfb pn|r htphzchflh nfb |c`canzgnlrkz| cf bhrhz`cfcfi ydcld pzkpk|na cr bhh`| rk jh cf cr| jh|r cfrhzh|r& Rdh JYA bkh| fkr dhzhcf ac`cr rdh`hrdkb| kz gnlrkz| rk jh x|hb gkz hwnaxnrckf& Rdh cfrhfr kg rdh hwnaxnrckf pzklh|| c| rk ldkk|h rdh jh|r-hwnaxnrhbpzkpk|na&

Rdh JYA zh|hzwh| rdh zcidr rk hfrhz cfrk pzcwnrh fhikrcnrckf| ycrd rdh |hahlrhb KGGHZKZ$\#! gkz gxzrdhz |lzxrcfs!hwhf rdkxid rdh|h fhikrcnrckf| `ns zh|xar cf ldnfih| rk rdh JYA |phlcgclnrckf| kz rk rdh KGGHZKZ$\# |hzwclh|!pzclh ~xkrnrckf|! hrl&

Kgghzkz Cf|rzxlrckf| ? _nih : kg 2


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Rdh JYA `ns zhehlr nfs _zkpk|na! yncwh czzhixanzcrch| kz rhldfclnacrch| cf nfs _zkpk|na! nfb nllhpr nfs _zkpk|nacf ydkah kz cf pnzr& Rdh JYA `ns lnflha! cf ydkah kz cf pnzr! rdh hfrczh Zh~xh|r gkz _zkpk|na nr nfs rc`h pzckz rkgxaa hthlxrckf kg n lkfrznlr jhryhhf jkrd pnzrch|&

>?& ^XH\RCKF\! @HHRCFI KG KGGHZKZ\! NFB NBBHFBN

Cf rdh jhicffcfi kg rdh jcb pzhpnznrckf phzckb! rdh JYA ZH_ZH\HFRNRCWH `ns fkrcgs hnld KGGHZKZ kg n@hhrcfi kg KGGHZKZ\ rk jh dhab nr n anrhz bnrh! x|xnaas bxzcfi rdh |hlkfb yhhm kg rdh pzkpk|na pzhpnznrckfrc`h& Cg n `hhrcfi c| dhab! KGGHZKZ\ nzh zh~xczhb rk nrrhfb rdh `hhrcfi rk pzh|hfr rdhcz ~xh|rckf| njkxr rdh_zkpk|na Bklx`hfr|! rk zhlhcwh nf|yhz| rk ~xh|rckf|! rk zhlhcwh lkpch| kg Nbbhfbn! rk pnzrclcpnrh cf kphfbc|lx||ckf kg rdh _zkehlr! nfb rk pnzrclcpnrh cf rdh kfas lkfbxlrhb rkxz kg rdh \crh& Rdh Fkrclh kg @hhrcfi ycaa icwhlk`pahrh bhrnca| njkxr rdh `hhrcfi nfb cf|rzxlrckf| zhinzbcfi pzhpnznrckf gkz rdh `hhrcfi

Ldnfih|! zhwc|ckf|! nfb lkzzhlrckf| rdnr `ns zh|xar gzk` rdh bc|lx||ckf| rdnr kllxz bxzcfi rdh @hhrcfi kgKGGHZKZ\ ycaa jh lkfgcz`hb js rdh c||xnflh kg nf Nbbhfbx`& \xiih|rckf| kg rkpcl| gkz rdh @hhrcfi nihfbn|dkxab jh bczhlrhb rk rdh phz|kf bh|cifnrhb kf rdh Fkrclh rk Kgghzkz|&

>>& LKFRZNLR _ZCLH

Rdh lkfrznlr pzclh |dnaa jh h~xna rk rdh pzkpk|na pzclh nbex|rhb rk nfs pzclh ldnfih| n| nizhhb xpkf cf yzcrcfi jsrdh KGGHZKZ nfb rdh JYA&

Rdh lkfrznlr pzclh `ns jh `kbcgchb wcn n ldnfih kzbhz xpkf `xrxna nizhh`hfr kg jkrd pnzrch|&

>:& HTHLXRCKF KG NLMFKYAHBI@HFR KG NYNZB

Rdh |xllh||gxa KGGHZKZ |dnaa! ycrdcf ryhfrs-gkxz dkxz| ngrhz c||xnflh kg rdh _xzldn|h Kzbhz! zhrxzf rdhpzkphzas hthlxrhb Nlmfkyahbi`hfr kg Nynzb rk rdh phz|kf bh|cifnrhb kf rdh Fkrclh rk Kgghzkz|& KGGHZKZ|dnaa lhzrcgs rdnr rdh phz|kf ydk |cif| rdh Nlmfkyahbi`hfr c| h`pkyhzhb rk bk |k& Xpkf hthlxrckf! nfnizhh`hfr ycaa jh bhh`hb lkf|x``nrhb nfb rdh Lkfrznlr Bklx`hfr|! n| |phlcgchb cf rdh \xppah`hfrna nfbIhfhzna Zh~xczh`hfr| |dnaa lkf|rcrxrh rdh gxaa nfb jcfbcfi nizhh`hfr jhryhhf rdh pnzrch|& Cg rdh pzkphzashthlxrhb Nlmfkyahbih`hfr! nakfi ycrd nfs zh~xczhb jkfb| nfb cf|xznflh lhzrcgclnrh|! nzh fkr zhrxzfhb ycrdcfgcwh $8# lnahfbnz bns|! rdh JYA `ns bhh` rdh _xzldn|h Kzbhz zhehlrhb nfb kgghz rdh _xzldn|h Kzbhz rk nfkrdhzKGGHZKZ ycrdkxr phfnars&

>2& GZHHBK@ KG CFGKZ@NRCKF NLR $GKCN#

Rdh JYA c| |xjehlr rk rdh Gzhhbk` kg Cfgkz`nrckf Nlr $@LA >8&: hr |h~& Rdh JYA `ns jh zh~xczhb rk `nmhnwncanjah lhzrncf cfgkz`nrckf |xj`crrhb ycrd skxz jcb kz pzkpk|na nwncanjah rk rdh pxjacl cg zh~xh|rhb& Rdc|cfgkz`nrckf `ns cflaxbh lk`pnznrcwh pzclcfi nfb krdhz bnrn ydcld rdh KGGHZKZ `ns fkz`naas lkf|cbhz rk jhpzkpzchrnzs kz lkfgcbhfrcna& Cg rdh KGGHZKZ |xj`cr| nfs cfgkz`nrckf cr bhh`| rk jh hth`pr gzk` GKCNzh~xczh`hfr|! rdh KGGHZKZ |dnaa lahnzas `nzm cr n| |xld&

>8& AKLNA _ZHGHZHFLH

Jx|cfh||h| ycrd nf kggclh cf rdh JYA |hzwclh nzhn |dnaa jh icwhf rdh gkaakycfi nbwnfrnih ydhf rdh JYA zhlhcwh|n |hnahb pzkpk|na5

$n# Ngrhz rdh pzkpk|na| nzh hwnaxnrhb nfb rdh jh|r-hwnaxnrhb pzkpk|na c| |hahlrhb! rdh JYA |dnaa bhrhz`cfhydhrdhz rdh jh|r-hwnaxnrhb KGGHZKZ c| n Aklna jx|cfh||&

$j# Cg n Aklna jx|cfh|| yn| fkr |hahlrhb n| rdh jh|r-hwnaxnrhb KGGHZKZ bxh hfrczhas rk cr| pzkpk|na pzclhjhcfi dcidhz rdnf rdh pzclh kg rdh jh|r-hwnaxnrhb pzkpk|na! rdh JYA |dnaa bhrhz`cfh ydhrdhz rdh jh|r-hwnaxnrhb Aklna jx|cfh||| pzkpk|na yn| ycrdcf 8( kg rdh pzkpk|na pzclh kg rdh jh|r hwnaxnrhb pzkpk|na&Cg |k! rdc| Aklna jx|cfh|| |dnaa rdhf dnwh rdh kppkzrxfcrs rk zhbxlh cr| pzclh rk `nrld rdh pzclh kg rdh

Kgghzkz Cf|rzxlrckf| ? _nih < kg 2


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kzcicfna jh|r-hwnaxnrhb KGGHZKZ! nfb xpkf |xld nizhh`hfr! |dnaa jh bhh`hb rdh jh|r-hwnaxnrhbpzkpk|na&

$l# Cg `kzh rdnf kfh Aklna jx|cfh|| c| ycrdcf 8( kg rdh pzclh kg rdh jh|r-hwnaxnrhb pzkpk|na nfb c| krdhzyc|hh~xna rk rdh jh|r-hwnaxnrhb pzkpk|na! nfb rdh Aklna jx|cfh|| cbhfrcgchb cf $j# zhgx|h| rk akyhz cr|pzkpk|na pzclh! rdh |n`h kppkzrxfcrs |dnaa jh nggkzbhb rk rdh krdhz ~xnacgscfi Anf|cfi-jn|hbjx|cfh||h|! cf kzbhz kg n|lhfbcfi pzclh&

Cg fk Anf|cfi-jn|hb jx|cfh|| nizhh| rk rdh lkfbcrckf| bh|lzcjhb njkwh! rdh lkfrznlr |dnaa jh nynzbhb rk rdh

phz|kf kz jx|cfh|| kzcicfnaas bhh`hb rdh jh|r-hwnaxnrhb KGGHZKZ&

>7& \NGHRS

Xfah|| htlhprhb cf rdh _zkpk|na! nfb nllhprhb js rdh JYA! naa KGGHZKZ\ ycaa jh zh~xczhb rk lk`pas ycrd rdhJYA| \nghrs @nfxna& Naa KGGHZKZ\ |dkxab zhnb nfb xfbhz|rnfb rdh JYA \nghrs @nfxna jhgkzh |xj`crrcfi n_zkpk|na& Rdh JYA \nghrs @nfxna lnf jh gkxfb kf rdh JYA| yhj|crh! drrp5++yyy&ajya&lk` js |hahlrcfi gcz|rJx|cfh|| \hzwclh| nfb rdhf Bkcfi Jx|cfh|| ycrd JYA&

HFB KG CF\RZXLRCKF\ RK KGGHZKZ\

Kgghzkz Cf|rzxlrckf| ? _nih 2 kg 2
http://www.lbwl.com/http://www.lbwl.com/


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Anf|cfi Jknzb kg Ynrhz nfb Acidr

ZH^XH\R GKZ _ZK_K\NA $ZG_# GKZ

KYFHZ\ ZH_ZH\HFRNRCWH \HZWCLH\

Gkz

@kkzh| _nzm Lkihfhznrckf Zhpanlh`hfr _anfr

Nxix|r 7! :?>?

JYAK&Z&ZG_Zhw&4+?8+>? _nih>kg>4


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JYAK&Z&ZG_Zhw&4+?8+>? _nih4

\hlrckf C5 Cfrzkbxlrckf

Rdh Anf|cfi Jknzb kg Ynrhz nfb Acidr $JYA kz Kyfhz# c| rdh anzih|r `xfclcpnaas kyfhb xrcacrs lk`pnfscf @cldcinf& Xfacmh `k|r xrcacrch|! rdh JYA yn| lzhnrhb js Anf|cfi lcrcuhf| cf >448 jhlnx|h rdh Lcrs|zh|cbhfr| bhlcbhb rdnr rdh jhfhgcr| kg hahlrzclcrs nfb |ngh pxjacl bzcfmcfi ynrhz yhzh rkk c`pkzrnfr rk jhrzx|rhb rk nfskfh htlhpr rdh lcrcuhf| rdh`|hawh|& \k rdhs lzhnrhb n pxjaclas kyfhb xrcacrs rk pzkwcbh rdh|h

|hzwclh|&

N| n pxjacl pkyhz xrcacrs rdh JYA c| kyfhb js cr| lx|rk`hz|& Ydcah `nfs xrcacrch| nzh cfwh|rkz-kyfhb nfb`nfnihb rk bhacwhz pzkgcr| cfrk rdh pklmhr| kg |rklmdkabhz|! rdh JYA c| `nfnihb rk zhrxzf wnaxh nfbjhfhgcr| rk rdh phkpah cr |hzwh|& Ycrd n gklx| kf pzkwcbcfi kxz lx|rk`hz| ycrd zhacnjah nfb nggkzbnjahhahlrzclcrs! ynrhz! |rhn` nfb ldcaahb ynrhz! yh rnmh kxz `c||ckf |hzckx|as&

Rdh JYA dn| nppzktc`nrhas >??!??? hahlrzcl lx|rk`hz|! kyf| |hwhf lkna gczhb hahlrzcl ihfhznrcfi xfcr|lnpnjah kg 8?? `hinynrr| $@Y# kg ihfhznrcfi lnpnlcrs! nfb c| n ahnbhz cf zhfhynjah hfhzis nfb hfhzishggclchfls pzkizn`|&

Rdh JYA dn| 88!??? bzcfmcfi ynrhz lx|rk`hz| rdzkxidkxr rdh Anf|cfi `hrzkpkacrnf nzhn& Cf kzbhz rk `hhr

rdh fhhb| kg rdh|h| lx|rk`hz|! rdh JYA px`p|! rzhnr|! nfb bc|rzcjxrh| nppzktc`nrhas 4 jcaackf inaakf| kgnynzb ycffcfi ynrhz nffxnaas rdzkxid ryk rzhnr`hfr gnlcacrch|&

Bkyfrkyf Anf|cfi c| |hzwhb js rdh JYA| lhfrzna |rhn` akkp nfb dn| nppzktc`nrhas ::8 lx|rk`hz| ydklkf|x`h nppzktc`nrhas 4??!??? @ja| kg |rhn` nffxnaas& Rdh JYA na|k `ncfrncf| n bkyfrkyf Anf|cfildcaahb ynrhz akkp nfb n ldcaahb ynrhz gnlcacrs lnpnjah kg pzkbxlcfi 4!??? rkf| kg ldcaahb ynrhz phz dkxz&

Rdh JYA| gnlcacrch| lkf|c|rhfras znrh dcid cf cfbx|rzs zhacnjcacrs nfb nwncanjcacrs |rnrc|rcl|& Rdc| zhacnjcacrshfnjah| rdh JYA rk hggclchfras bhacwhz xrcacrs |hzwclh| nfb pzkwcbh| lk`phrcrcwh hlkfk`cl bhwhakp`hfrnbwnfrnih| rk kxz lk``xfcrs& Kxz lkfrcfxhb njcacrs rk pzkwcbh zhacnjcacrs nfb nggkzbnjcacrs c| rdh jn|c| gkzrdc| pzkehlr&

@xld kg rdh JYA| hahlrzcl ihfhznrckf nfb naa kg cr| |rhn` pzkbxlrckf lk`h gzk` cr| Hlmhzr+@kkzh| _nzmgnlcacrs& Hlmhzr lkf|c|r| kg |ct pxawhzcuhb lkna hahlrzcl ihfhznrcfi xfcr| nfb @kkzh| _nzm lkf|c|r| kg gkxzlkna gxha |rkmhz jkcahz|& Rdzhh kg rdh Hlmhzr ihfhznrcfi xfcr| nfb rdzhh kg rdh @kkzh| _nzm xfcr| nzh kwhzdnag n lhfrxzs kab nfb gnlh fhy hfwczkf`hfrna zh~xczh`hfr|! n| yhaa n| cflzhn|hb kphznrckfna nfb`ncfrhfnflh lk|r|& Rdh JYA nfrclcpnrh| rdnr cr ycaa fhhb rk lk``hflh zhrczh`hfr kg rdh @kkzh| _nzm xfcr|cf :?>2 nfb |k`h kg rdh Hlmhzr xfcr| |dkzras rdhzhngrhz& Jn|hb xpkf rdh lkfbcrckf kg rdh @kkzh| _nzm xfcr|!rdh cfwh|r`hfr fhhbhb rk mhhp rdh xfcr| kphznrckfna! nfb fhy hfwczkf`hfrna zhixanrckf|! rdh JYA dn|bhlcbhb rk zhpanlh @kkzh| _nzm ycrd n fhy in| gczhb lk`jcfhb lslah lkihfhznrckf panfr&

Rdh JYA dn| cfrhzfna zh|kxzlh| lnpnjah kg phzgkz`cfi |hahlrhb bh|cif nfb pzkehlr `nfnih`hfrzh|pkf|cjcacrch|! jxr c| cfrhzh|rhb cf zhrncfcfi rdh |hzwclh| kg n pzkgh||ckfna kyfhz)| zhpzh|hfrnrcwh rk n||c|r cfjzcficfi cfbx|rzs |rnfbnzb pznlrclh| rk rdh bhwhakp`hfr kg rdc| fhy panfr&

Rdh JYA cfrhfb| rk hfrhz cfrk n lkfrznlr ycrd rdh |hahlrhb Zh|pkfbhfr& Rdh lkfrznlr ycaa lkf|c|r kg rdc|Zh~xh|r gkz _zkpk|na! Lkf|hf|x| Lkf|rzxlrckf Nizhh`hfr $ydcld c| nrrnldhb#! rdh |hahlrhb Zh|pkfbhfr|pzkpk|na nfb nfs nbbcrckfna rhz`| nfb lkfbcrckf| fhikrcnrhb jhryhhf rdh JYA nfb rdh |hahlrhbZh|pkfbhfr&


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JYAK&Z&ZG_Zhw&4+?8+>? _nih2kg>4

>&> \x``nzs

_zkpk|na| `x|r jh zhlhcwhb wcn |hnahb hfwhakph pzckz rk jcb kphfcfi

Bxh Bnrh :5?? _@ H\R! Nxix|r :9! :?>?&Aklnrckf5 Anf|cfi Jknzb kg Ynrhz nfb Acidr

>>>? \& _hff|sawnfcn Nwhfxh! Jabi HAnf|cfi& @C 243>:

NRRF5 Rnb B& @caahz

Anrh zh|pkf|h| ycaa fkr jh lkf|cbhzhb& Jcb kphfcfi ycaa kllxz |dkzras ngrhz :5?? _@ H\R! kf Nxix|r

:9! :?>?& Jcbbhz| |dkxab ldhlm-cf nr rdh cfgkz`nrckf bh|m nr rdh njkwh nbbzh||&

>&: _xzpk|h kg rdc| Zh~xh|r gkz _zkpk|na

Rdh pxzpk|h kg rdc| Zh~xh|r gkz _zkpk|na $ZG_# c| rk hwnaxnrh nfb |hahlr nf Kyfhz| Zhpzh|hfrnrcwh $KZ# rkn||c|r rdh Kyfhz cf rdh phzgkz`nflh kg cr| kjacinrckf| nfb hfgkzlh`hfr kg cr| zcidr| bxzcfi rdh lkf|rzxlrckfkg rdh5

_zkehlr5 @kkzh| _nzm Lkihfhznrckf Zhpanlh`hfr _anfrAklnrckf5 >:?< \kxrd Yn|dcfirkf Nwhfxh! Anf|cfi! @cldcinf

Rdh Kyfhz| Zhpzh|hfrnrcwh |dnaa ykzm ycrd rdh Kyfhz| _zkehlr @nfnihz! rdh Nzldcrhlr+Hficfhhz $N+H#bh|cif rhn`$|#! zhanrhb lkf|xarnfr| nfb whfbkz|! nfb rdh lkf|rzxlrckf lkfrznlrkz$|# rk nb`cfc|rhz rdh bh|cif

nfb+kz lkf|rzxlrckf lkfrznlr$|# kf jhdnag kg rdh Kyfhz rk n||xzh rdnr rdh _zkehlr c| bh|cifhb nfb lkf|rzxlrhbcf nllkzbnflh ycrd rdh JYA _zkizn` Zh~xczh`hfr| nfb rdh Lkfrznlr Bklx`hfr| nfb rdnr rdh _zkehlr c|lk`pahrhb kf |ldhbxah! kf jxbihr nfb rk n ahwha kg ~xnacrs lk``hf|xznrh ycrd rdh Kyfhz| zh~xczh`hfr|&KZ |hzwclh| |dnaa jh pzkwcbhb `kzh |phlcgclnaas n| bh|lzcjhb cf \hlrckf CC! nfb na|k n| zhghzhflhb cf rdh\rnfbnzb Gkz` kg Nizhh`hfr jhryhhf Kyfhz nfb Kyfhz)| Zhpzh|hfrnrcwh $Lkf|hf|x|BKL\ 4>?#&

>&< Ihfhzna Bh|lzcprckf kg _zkehlr

Rdh Jknzb `ncfrncf| n lhfrzna |rhn` bc|rzcjxrckf |s|rh` rdnr |hzwh| nppzktc`nrhas ::8 lx|rk`hz| cf

nppzktc`nrhas 4? |~xnzh jaklm| kg bkyfrkyf Anf|cfi& Nffxna |rhn` lkf|x`prckf js rdh Jknzb|

lx|rk`hz| c| nppzktc`nrhas 4??!??? pkxfb| kg |rhn`! ycrd n phnm bh`nfb kg nppzktc`nrhas


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`hinynrr|! n dhnr zhlkwhzs |rhn` ihfhznrkz! nfb n |rhn` rxzjcfh kg nppzktc nrhas >? `hinynrr|& Rdh fhy

gnlcacrs ycaa na|k lkf|c|r kg nf nxtcacnzs jkcahz rk pzkwcbh jnlmxp |rhn` |hzwclh cf rdh hwhfr rdnr kfh kg rdh

lk`jcfhb lslah xfcr| c| kxr kg |hzwclh&

Cf nbbcrckf rk zhpanlcfi rdh |rhn` pzkbxlrckf gzk` @kkzh| _nzm! rdh fhy gnlcacrs ycaa |xppas nppzktc`nrhas

>?4 `hinynrr| $izk|| ihfhznrcfi lnpnjcacrs# kg fnrxzna in| hahlrzcl ihfhznrcfi lnpnjcacrs rk rdh Jknzb|

hahlrzcl |s|rh`& Rdh hahlrzcl panfr ycaa cflaxbh n |xj|rnrckf cfrhzlkffhlrhb rk rdh JYA| >3?2&

Xpkf |xllh||gxa |rnzrxp kg rdh fhy gnlcacrs! rdh pzkehlr ycaa cflaxbh bh`kacrckf kg rdh htc|rcfi @kkzh| _nzm

gnlcacrs&

>&2 _zkehlr Jxbihr nfb Ghh|

Rdh h|rc`nrhb rkrna _zkehlr lk|r c| ">4:!???!???& Rdc| lk|r cflaxbh|5 naa pzkgh||ckfna lkf|xarnfr|!Nzldcrhlr+Hficfhhz nfb Kyfhz| Zhpzh|hfrnrcwh ghh| nfb zhc`jxz|njah htphf|h|! |crh cfwh|rcinrckf| nfb|xzwhs|! dnunzbkx| `nrhzcna| zh`kwna| bh|cif nfb njnrh`hfr! jxcabcfi nfb |crh lkf|rzxlrckf! pzkehlr`nfnih`hfr nfb ghh|! lkf|rzxlrckf cf|phlrckf nfb rh|rcfi! gxzfcrxzh! gctrxzh| nfb h~xcp`hfr! lkfrcfihflch|!nfb cfganrckf gnlrkz|&

>&8 \ldhbxah

Rdh Kyfhz| Zhpzh|hfrnrcwh |hzwclh| nzh nfrclcpnrhb rk jhicf cf \hprh`jhz :?>?! nfb jh lk`pahrhb ycrdcfnppzktc`nrhas :2 `kfrd|& Lkf|rzxlrckf c| panffhb rk jhicf cf rdh :fb ~rz :?>> ycrd lk`pahrckf nfrclcpnrhbycrdcf >4 `kfrd|& Rdc| |ldhbxah= dkyhwhz! c| bhphfbhfr kf rc`has zhlhcpr kg naa fhlh||nzs nppzkwna| nfbzhixanrkzs phz`cr|&

>&7 _zklxzh`hfr Rc`hrnjah5Rdh gkaakycfi c| rdh JYA)| cfrhfbhb |ldhbxah gkz rdh Kyfhz| Zhpzh|hfrnrcwh ZG_ pzklxzh`hfr pzklh||&Rdh JYA zh|hzwh| rdh zcidr rk `kbcgs rdc| |ldhbxah n| fhlh||nzs&

&

ZG_ Zhahn|h Bnrh Nxix|r 7! :?>?

ZG_ Zh|pkf|h \xj`c||ckf Bhnbacfh ' Jcb Kphfcfi :5??_@ H\R& Nxix|r :9! :?>?

Hwnaxnrckf kg |xj`crrhb pzkpk|na| js Kyfhz Hwnaxnrckf Lk``crrhh \hprh`jhz ?

Nfrclcpnrhb Kyfhz| Zhpzh|hfrnrcwh Lkfrznlr Nynzb Bnrh \hprh`jhz >?! :?>?


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\hlrckf CC5 _zkpk|na _zhpnznrckf

:&> Ihfhzna Cfgkz`nrckf

_zkpk|na| `x|r jh lahnz! lkflc|h! nfb lahnzas gkaaky rdh gkz`nr bhrncahb cf rdc| ZG_& _zkpk|na| rdnr nzhbcggclxar rk gkaaky kz rdnr bk fkr lkfgkz` rk rdh ZG_ gkz`nr kz jcfbcfi |phlcgclnrckf| `ns jh zhehlrhb&

Zh|pkfbhfr| `x|r cflaxbh zh~xczhb cfgkz`nrckf lnaahb gkz cf rdc| ZG_& Rdh Kyfhz zh|hzwh| rdh zcidr rkzhehlr n pzkpk|na cg zh~xczhb cfgkz`nrckf c| fkr pzkwcbhb kz c| fkr kzinfcuhb n| bczhlrhb& Rdh Kyfhz zh|hzwh|rdh zcidr rk ldnfih rdh hwnaxnrckf lzcrhzcn kz nfs krdhz pzkwc|ckf cf rdc| ZG_ pzkwcbhb naa whfbkz| nzhfkrcgchb kg rdh ldnfih&

Rdc| zh~xh|r gkz pzkpk|na bkh| fkr kjacinrh rdh Kyfhz rk nynzb n lkfrznlr kz lk`pahrh rdh pzkehlr! nfb rdhKyfhz zh|hzwh| rdh zcidr rk lnflha rdh |kaclcrnrckf cg cr c| lkf|cbhzhb rk jh cf cr| jh|r cfrhzh|r&

:&>&> Rdc| bklx`hfr! cflaxbcfi nrrnld`hfr|! lkf|rcrxrh| n gkz`na Zh~xh|r gkz _zkpk|na $ZG_# nfb c|n lk`phrcrcwh pzklxzh`hfr& Rdhzhgkzh rdh Zh|pkfbhfr |dnaa lnzhgxaas gkaaky rdh cf|rzxlrckf| dhzhcfcf kzbhz rk jh lkf|cbhzhb gxaas zh|pkf|cwh rk rdh ZG_& Rdh Kyfhz zh|hzwh| rdh zcidr rk zhehlr npzkpk|na rdnr c| bhrhz`cfhb rk jh cflk`pahrh kz ydcld bkh| fkr gkaaky rdh zh~xczhb |rzxlrxzh nfb

gkz`nr& Dkyhwhz! ydhf |xld |rnrh`hfr|! k`c||ckf| kz bhwcnrckf| nzh cffklhfr kz cfnbwhzrhfr cf rdhkpcfckf kg rdh Kyfhz! rdh Kyfhz gxzrdhz zh|hzwh| rdh zcidr rk yncwh rdh` n| cfgkz`nacrch|&

:&>&: _zkpk|na| nzh rk jh |hnahb cf `ncacfi hfwhakph| kz pnlmnih| ycrd rdh Zh|pkfbhz| fn`h nfbnbbzh|| lahnzas yzcrrhf kf rdh kxr|cbh& Rdh pzkpk|na `x|r jh |cifhb cf cfm js nf nxrdkzcuhb `h`jhzkg rdh lk`pnfs& _zkkg kg nxrdkzcrs kg rdh phz|kf |cifcfi |dnaa jh gxzfc|dhb xpkf zh~xh|r& _zclh| nfbrhz`| kg rdh pzkpk|na n| |rnrhb `x|r jh wnacb gkz rdh ahfird kg nfs zh|xarcfi lkfrznlr& Naa lk|r|cflxzzhb js n Zh|pkfbhz cf zhpascfi rk rdc| ZG_ |dnaa jh jkzfh js rdh Zh|pkfbhz& _zkpk|na| `nbhcf phflca |dnaa jh zhehlrhb& Narhznrckf| cf lk|r gcixzh| x|hb rk bhrhz`cfh rdh akyh|r pzclhb pzkpk|na|dnaa jh zhehlrhb xfah|| cfcrcnahb cf cfm js rdh phz|kf zh|pkf|cjah gkz kz nxrdkzcuhb rk `nmhbhlc|ckf| n| rk rdh pzclh ~xkrhb& _zkkg kg nxrdkzcunrckf |dnaa jh pzkwcbhb xpkf zh~xh|r& Rdh x|h kgydcrh kxr c| lkf|cbhzhb nf narhznrckf&

:&>&< Fkr ycrd|rnfbcfi nfsrdcfi rk rdh lkfrznzs! rdh Kyfhz zh|hzwh| cr| zcidr rk5

>& Zhehlr nfs nfb naa pzkpk|na| zhlhcwhb cf zh|pkf|h rk rdc| ZG_&:& \hahlr! gkz lkfrznlr fhikrcnrckf! n pzkpk|na krdhz rdnf rdh kfh ycrd rdh akyh|r lk|r&&2 Nfs whzjna htpanfnrckf| kg cf|rzxlrckf| kz bc|lx||ckf kg nfs n|phlr kg rdc| ZG_ pzkwcbhb rdhZh|pkfbhfr jhgkzh rdh nynzb kg n lkfrznlr |dnaa fkr jh jcfbcfi& Zh|pkfbhfr| ycrd ~xh|rckf|


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zhinzbcfi rdc| Zh~xh|r gkz _zkpk|na `x|r |xj`cr rdh` cf yzcrcfi js zhixanz kz hahlrzkfcl `nca $bkfkr gnt# rk5

Fn`h5 Rnb B& @caahzRcrah5 \hfckz Jxshz_k|r Kggclh Nbbzh|| $gkz X\ @nca#5 _&K& Jkt >

_ds|clna Nbbzh|| $gkz X_\ kz GHB-HT#5 >>>? \& _hff|sawnfcn Nwhfxh!Anf|cfi! @C 243>:H`nca5 rb`Oajya&lk`_dkfh5 8>9-9?:-7&8 Zh|pkfbhz| `ns pzkpk|h nbbcrckfna rn|m|! nlrcwcrch|! kz narhzfnrcwh |xiih|rckf| cg rdhs ycaa|xj|rnfrcnaas c`pzkwh rdh zh|xar| kg rdh pzkehlr&

:&: Lkfrnlr|

Zh~xh|r| gkz cfgkz`nrckf kz lanzcgclnrckf js Zh|pkfbhfr| `x|r jh zhlhcwhb fk anrhz rdnf Nxix|r :?! :?>?&Yzcrrhf ~xh|rckf| kz lk``xfclnrckf| ycrd rdh Kyfhz zhinzbcfi rdc| ZG_ `x|r jh |xj`crrhb cf |hnahb

hfwhakph| kz wcn h`nca& ^xh|rckf| `x|r cflaxbh rdh fn`h kg rdh ~xh|rckfhz! n| yhaa n| n pdkfh fx`jhz!`ncacfi nbbzh||! nfb h-`nca nbbzh|| gkz lkfgcz`nrckf& Fkrh rdnr jkrd ~xh|rckf| nfb nf|yhz| ycaa jhbc|rzcjxrhb rk naa Zh|pkfbhfr| kf rdh Kyfhz| kggclcna Zh|pkfbhfr ac|r nfb nfkfs`kx| ~xh|rckf| ycaa fkr jhnf|yhzhb&

Naa lk``xfclnrckf `x|r lahnzas |rnrh rdh nppzkpzcnrh ZG_ zhghzhflh $c&h& |xjehlr pax| pnih nfb |hlrckffx`jhz|# nfb `x|r ihfhznaas |rnrh rdh lkfrhfr| kg rdh lk``xfclnrckf $gkz htn`pah! ZG_ ^xh|rckf|# kfrdh kxr|cbh kg rdh hfwhakph kz nr rdh rkp kg rdh h`nca&

Nfs hfwhakph kz h`nca fkr lnzzscfi rdc| bh|cifnrckf ycaa jh n||x`hb rk jh ihfhzna `nca! nfb `ns fkrzhlhcwh pzckzcrs nrrhfrckf&

Cg nppzkpzcnrh! n ldnfih zh|pkfbcfi rk |xld n zh~xh|r `ns jh c||xhb js rdh Kyfhz cf rdh gkz` kg nfnbbhfbx` rk rdh ZG_& Fk krdhz lk``xfclnrckf| |dnaa jh kg nfs hgghlr cf ldnficfi kz n`hfbcfi rdc| ZG_&

Gzk` rdh bnrh kg zhahn|h kg rdc| ZG_ xfrca n Zh|pkfbhfr c| |hahlrhb nfb n lkfrznlr hthlxrhb! Zh|pkfbhfr|`x|r fkr lk``xfclnrh ycrd rdh Kyfhz| |rngg lkflhzfcfi rdh ZG_ htlhpr rdzkxid rdh Kyfhz Lkfrnlrpxz|xnfr rk rdh pzklhbxzh bh|lzcjhb cf rdh ZG_& Cg nfs Zh|pkfbhfr nrrh`pr| nfs xfnxrdkzcuhblk``xfclnrckf! rdh Kyfhz `ns zhehlr rdnr Zh|pkfbhfr| pzkpk|na&

:&< _zkpk|na Bhacwhzs

Naa pzkpk|na| `x|r jh |hfr rk nfb zhlhcwhb js5

Aklnrckf5 Anf|cfi Jknzb kg Ynrhz nfb Acidr>>>? \& _hff|sawnfcn Nwhfxh! Jabi HAnf|cfi& @C 243>:

NRRF5 Rnb B& @caahz


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Cf kzbhz rk jh lkf|cbhzhb gkz |hahlrckf! |hnahb pzkpk|na| `x|r jh zhlhcwhb nr rdh nbbzh|| cbhfrcgchb njkwhnfb rc`h |rn`phb js rdh Kyfhz fk anrhz rdnf:5?? _@ H\R! Nxix|r :9! :?>?& \xj`c||ckf js gnt! h`nca kzkrdhz hahlrzkfcl rznf|`c||ckf c| xfnllhprnjah nfb pzkpk|na| |xj`crrhb js rdh|h `hnf| ycaa fkr jhlkf|cbhzhb& Rdh Kyfhz n||x`h| fk zh|pkf|cjcacrs gkz bhans| cf rdh X\ `nca kz lkxzchz |s|rh`|! kz jhlnx|h

kg yhnrdhz&

N Zh|pkfbhfr)| zh|pkf|h zhlhcwhb ngrhz rdh bhnbacfh ycaa fkr jh nllhprhb kz lkf|cbhzhb& Zhlhcpr js rdhKyfhz kg n pzkpk|na zhlhcwhb ngrhz rdh lak|cfi bnrh nfb rc`h n| |rnrhb dhzhcf |dnaa fkr jh lkf|rzxhb n|nllhprnflh kg rdh pzkpk|na& Anrh pzkpk|na| ycaa jh akiihb n| rk bnrh+rc`h zhlhcwhb nfb rdhzhngrhz zhrxzfhb rkrdh anrh Zh|pkfbhfr&

Cg bhacwhzs kg rdh pzkpk|na c| fkr `nbh js lkxzchz kz cf phz|kf! rdh x|h kg lhzrcgchb kz zhic|rhzhb `nca c||xiih|rhb& Fkrh5 X|h kg lhzrcgchb kz zhic|rhzhb `nca bkh| fkr zhachwh rdh Zh|pkfbhfr kg rdh zh|pkf|cjcacrshf|xzh rdh pzkpk|na c| bnrh+rc`h |rn`phb n| |phlcgchb njkwh&

:&2 ^xnfrcrch|

Hnld Zh|pkfbhfr |dnaa pzkwcbh! kf 4 t >> cfld pnphz! kfh $># |cifhb kzcicfna lkps kg cr| hfrczh|xj`c||ckf cflaxbcfi naa nrrnld`hfr|& Cf nbbcrckf! naa Zh|pkfbhfr| |dnaa |xj`cr gcwh $8# cbhfrclna lkpch| kgcr| pzkpk|na ycrd bxpaclnrh |cifnrxzh| nfb naa nrrnld`hfr|&

:&8 Bxznrckf kg Kgghz

_zkpk|na| |xj`crrhb cf zh|pkf|h rk rdc| |kaclcrnrckf nzh czzhwklnjah gkz 7? bns| gkaakycfi rdh bxh bnrh kg rdhpzkpk|na|& Rdc| phzckb `ns jh htrhfbhb js yzcrrhf nizhh`hfr jhryhhf Zh|pkfbhz nfb rdh Kyfhz&

:&7 Rznf|`crrna Ahrrhz

Rdh Rznf|`crrna Ahrrhz gkz hnld Zh|pkfbhfr| pzkpk|na `x|r jh |xj`crrhb kf cr| kggclcna jx|cfh|| ahrrhzdhnb&Rdh ahrrhz |dnaa rznf|`cr rdh pzkpk|na! cbhfrcgs naa `nrhzcna| nfb hflak|xzh| jhcfi gkzynzbhb lkaahlrcwhas n| nzh|pkf|h rk rdc| ZG_! nfb `x|r jh |cifhb js nf cfbcwcbxna nxrdkzcuhb rk lk``cr rdh Zh|pkfbhfr rk rdh|lkph kg ykzm pzkpk|hb&

:&9 _zkpk|na Lkfrhfr

Rdh gkaakycfi c| lkf|cbhzhb `cfc`x` lkfrhfr| kg rdh pzkpk|na5

:&9&> N zh|rnrh`hfr kg rdh kjehlrcwh|! ikna|! nfb rn|m| rk |dky kz bh`kf|rznrh rdh Zh|pkfbhz| wchy

kg rdh fnrxzh kg rdh pzkehlr&

:&9&: Cbhfrcgclnrckf nfb bh|lzcprckf kg rdh |hzwclh| rk jh pzkwcbhb js rdh Zh|pkfbhz&

:&9&< Nf kxracfh kg rdh Zh|pkfbhz| jnlmizkxfb nfb htphzchflh ycrd pnzrclxanz h`pdn|c| kfbh`kf|rznrcfi zhahwnfr htphzchflh ycrd pzkehlr| |c`canz cf aklnrckf! |cuh! lk`pahtcrs! nfb rsph&


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Cbhfrcgclnrckf kg phz|kffha rk lkfbxlr rdh pzkehlr! ycrd bhrnca| kf rdhcz zhahwnfr htphzchflh& Fkldnfih cf phz|kffha n||cifhb rk rdh pzkehlr ycaa jh phz`crrhb ycrdkxr rdh nppzkwna kg rdh Kyfhz&

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JYAK&Z&ZG_Zhw&4+?8+>? _nih>:kg>4

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JYAK&Z&ZG_Zhw&4+?8+>? _nih>2kg>4

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\hlrckf W5 Ihfhzna Zh~xczh`hfr|

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Rk zhlhcwh nbbhfbn nfb krdhz cfgkz`nrckf phzrncfcfi rk rdc| ZG_! naa Zh|pkfbhfr| `x|r hf|xzh rdhs nzh kf

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8&: Bc|pk|crckf kg Zh|pkf|h|

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8&< Gkz` kg Lkfrznlr jhryhhf Kyfhz nfb Kyfhz| Zhpzh|hfrnrcwh

N| fkrhb njkwh! rdh Lkfrznlr jhryhhf rdh Kyfhz nfb Kyfhz| Zhpzh|hfrnrcwh ycaa lkf|c|r kg rdh gkaakycfi5rdc| ZG_! \hahlrhb _zkpk|na! rdh Lkf|hf|x|BKL\ \rnfbnzb Gkz` kg Nizhh`hfr jhryhhf Kyfhz nfb

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8&8 Cf|xznflh Zh~xczh`hfr|

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8&8&> Lk``hzlcna Ihfhzna Acnjcacrs Cf|xznflh kf nf kllxzzhflh jn|c|& Rdc| lkwhznih |dnaacflaxbh _hz|kfna Cfexzs! Lkfrznlrxna Acnjcacrs! nfb _zkbxlr|+Lk`pahrhb Kphznrckf| cf|xznflh&Rdh ac`cr kg acnjcacrs |dnaa jh nr ahn|r ">!???!??? lk`jcfhb |cfiah ac`cr gkz jkbcas cfexzs nfbpzkphzrs bn`nih! ycrd n ":!???!??? ihfhzna niizhinrh nfb ":!???!??? ac`cr gkz_zkbxlr|+Lk`pahrhb Kphznrckf|& Rdhzh |dnaa jh fk htlax|ckf gkz ykzm ycrdcf nfs bc|rnflh kgzncazknb pzkphzrs& Rdhzh |dnaa jh lkwhznih gkz htpak|ckf! lkaanp|h! nfb xfbhzizkxfb dnunzb|

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8&4 \CRH \HLXZCRS NFB \NGHRS LK@_ACNFLHYdcah kf KYFHZ pzkphzrs! KYFHZ\ ZH_ZH\HFRCWH! cr| nihfr|! h`pakshh| kz |xjlkfrznlrkz| |dnaa

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bnrh kg gcfna pns`hfr xfbhz rdh pzc`h lkfrznlr nfb js rdh |xjlkfrznlrkz gkz n phzckb kg rdzhh shnz| gzk` rdhbnrh kg gcfna pns`hfr xfbhz rdh |xjlkfrznlr&


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Dnwh skx bkfh jx|cfh|| ycrd rdh Jknzb kg Ynrhz nfb

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JKNZB KG YNRHZ NFB ACIDR

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h& Nfs zh~xh|rhb `kbcgclnrckf| rk rdh rhz`| nfb lkfbcrckf| kg rdh Nizhh`hfr&g& Zh|pkfbhz `x|r nlmfkyahbih rdnr xpkf nynzb kg rdc| lkfrznlr! nfb rk pzh|hzwh

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:& \cifnrxzh|

Rdh xfbhz|cifhb Zh|pkfbhz lhzrcgch| rdnr rdc| _zkpk|na Gkz` c| `nbh cf ikkb gncrd! ycrdkxr lkaax|ckf kzlkffhlrckf ycrd nfs krdhz phz|kf kz phz|kf| kgghzcfi _zkpk|na Gkz`| gkz rdh ykzm&

Rdh xfbhz|cifhb Zh|pkfbhz |rnrh| rdnr naa _zkpk|na| gkz |phlcgcl crh`| kg ykzm ycaa jh `nbh cf lkfgkz`crsycrd rdh \phlcgclnrckf nfb nizhh| rdnr rdh Ihfhzna Zh~xczh`hfr| Gkz _zkgh||ckfna \hzwclh| cflaxbhb cfrdh \phlcgclnrckf |dnaa ikwhzf naa |phlcgcl _zkpk|na| nfb Lkfrznlr|& Whzjna kz yzcrrhf nizhh`hfr| kzxfbhz|rnfbcfi| lkf|cbhzhb kz hfrhzhb cfrk pzckz rk rdh c||xnflh nfb hthlxrckf kg nfs Lkfrznlr |dnaa fkrjh jcfbcfi ngrhz rdh hthlxrckf kg rdh Lkfrznlr xfah|| cflkzpkznrhb cf yzcrcfi cfrk rdh Lkfrznlr&

Cf |xj`crrcfi rdh _zkpk|na Gkz`! cr c| xfbhz|rkkb nfb nizhhb rdnr rdh Jknzb kg Ynrhz nfb Acidr zh|hzwh|rdh zcidr rk zhehlr nfs nfb naa _zkpk|na| gkz |phlcgcl crh`| kg ykzm! kz rk nllhpr nfs _zkpk|na! cf ydkah kzcf pnzr ydcld rdh Jknzb kg Ynrhz nfb Acidr bhh`| rk jh cf cr| jh|r cfrhzh|r& Cr c| gxzrdhz nizhhb rdnr_zkpk|na| gkz |phlcgcl crh`| kg ykzm ycaa fkr jh ycrdbznyf gkz n phzckb kg 7? lnahfbnz bns| jhicffcfi kfrdh nppkcfrhb bnrh nfb rc`h gkz |xj`crrna kg _zkpk|na|&

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Cg n _zkpk|na gkz |phlcgcl crh`| kg ykzm c| nllhprhb js rdh Jknzb kg Ynrhz nfb Acidr! Anf|cfi! @cldcinf!nfb rdh xfbhz|cifhb gnca| rk hthlxrh rdh Lkfrznlr n| ngkzh|ncb ycrdcf >? bns|! fkr cflaxbcfi \xfbns|!gzk` rdh bnrh kg zhlhcpr kg rdh Lkfrznlr! rdhf rdh xfbhz|cifhb |dnaa jh lkf|cbhzhb rk dnwh njnfbkfhb rdhLkfrznlr&

Rdh xfbhz|cifhb dhzhjs nxrdkzcuh| nfb zh~xh|r| nfs phz|kf! gcz`! kz lkzpkznrckf rk gxzfc|d nfs

cfgkz`nrckf zh~xh|rhb js rdh Jknzb kg Ynrhz nfb Acidr! Anf|cfi! @cldcinf cf whzcgclnrckf kg rdh zhlcrna|lk`pzc|cfi rdc| _zkpk|na Gkz`&

FN@H KG ZH\_KFBHZ5

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_k|r Kggclh Jkt Fx`jhz

Lcrs! \rnrh! ' Ucp Lkbh

\rnrh cf ydcld Cflkzpkznrhb

\cifhb nfb |hnahb rdc| bns kg :??


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BZNGR LK_S NXI ?7! :?>?

BZNGR LK_S NXI ?7 :?>?

LKF\HF\X\BKL\ 4>?

\RNFBNZB GKZ@ KG NIZHH@HFR JHRYHHF KYFHZ NFB

KYFHZ)\ ZH_ZH\HFRNRCWH

Rdc| bklx`hfr yn| bhwhakphb rdzkxid n lkaanjkznrcwh hggkzr kg hfrcrch| zhpzh|hfrcfi n ycbh lzk||-|hlrckfkg rdh lkf|rzxlrckf cfbx|rzs& Rdh kzinfcunrckf| hfbkz|cfi rdc| bklx`hfr jhachwh cr zhpzh|hfr| n gncz nfbzhn|kfnjah lkf|hf|x| n`kfi rdh lkaanjkznrcfi pnzrch| kg naaklnrckf kg zc|m nfb zh|pkf|cjcacrch| cf nf hggkzrrk nppzkpzcnrhas jnanflh rdh lzcrclna cfrhzh|r| nfb lkflhzf| kg naa pzkehlr pnzrclcpnfr|&

Rdh|h hfbkz|cfi kzinfcunrckf| zhlkifcuh nfb xfbhz|rnfb rdnr x|hz| kg rdc| bklx`hfr `x|r zhwchy nfb

nbnpr rdc| bklx`hfr rk `hhr rdhcz pnzrclxanz fhhb|! rdh |phlcgcl zh~xczh`hfr| kg rdh pzkehlr! nfb nppaclnjahany|& X|hz| nzh hflkxznihb rk lkf|xar ahina! cf|xznflh nfb |xzhrs nbwc|kz| jhgkzh `kbcgscfi kz lk`pahrcfirdc| bklx`hfr& Gxzrdhz cfgkz`nrckf kf rdc| bklx`hfr nfb rdh phz|phlrcwh| kg hfbkz|cfi kzinfcunrckf| c|nwncanjah cf rdh Lkf|hf|x|BKL\ Ixcbhjkkm&

RNJAH KG NZRCLAH\

>& NIZHH@HFR

:& ZHANRCKF\DC_ KG RDH _NZRCH\

kf|hf|x|BKL\ 4>? \RNFBNZB GKZ@ KG NIZHH@HFR JHRYHHF KYFHZ NFB KYFHZ)\ ZH_ZH\HFRNRCWH Lkpszcidr :??9!

kf|hf|x|BKL\ AAL& SKX NZH NAAKYHB RK X\H RDC\ BKLX@HFR GKZ KFH LKFRZNLR KFAS& SKX @NS @NMH 3 LK_CH\ KG RDH

K@_AHRHB BKLX@HFR GKZ BC\RZCJXRCKF RK RDH LKFRZNLR)\ _NZRCH\& NFS KRDHZ X\H\! CFLAXBCFI LK_SCFI RDH GKZ@

KLX@HFR! NZH \RZCLRAS _ZKDCJCRHB&


33/122



3& @C\LHAANFHKX\ _ZKWC\CKF\

Rdc| Nizhh`hfr dn| c`pkzrnfr ahina lkf|h~xhflh|& Lkf|xarnrckf ycrd nf nrrkzfhs nfb nf cf|xznflhlkf|xarnfr c| hflkxznihb ycrd zh|phlr rk cr| lk`pahrckf kz `kbcgclnrckf&

NZRCLAH >

NIZHH@HFRRdc| Nizhh`hfr c| `nbh rdc| [[[[[[[[[[[[[[[ Bns kg [[[[[[[[[[[[[[[[[[[[! cf rdh shnz [[[[[[! jsnfb jhryhhf rdh

KYFHZ

nfb rdh

KYFHZ)\ ZH_ZH\HFRNRCWH

gkz |hzwclh| cf lkffhlrckf ycrd rdh gkaakycfi _ZKEHLR

Fkrclh rk rdh _nzrch| |dnaa jh icwhf nr rdh njkwh nbbzh||h|&

NZRCLAH :

ZHANRCKF\DC_ KG RDH _NZRCH\

:&> Rdh Kyfhznfb rdh Kyfhz)| Zhpzh|hfrnrcwh nizhh rk pzklhhb kf rdh jn|c| kg `xrxna rzx|r! ikkb gncrdnfb gncz bhnacfi nfb |dnaa hfbhnwkz rk pzk`krh dnz`kfs nfb lkkphznrckf n`kfi naa _zkehlr pnzrclcpnfr|&

:&: Rdh Kyfhz)| Zhpzh|hfrnrcwh zhpzh|hfr| rdnr cr c|! ydhrdhz n phz|kf kz hfrcrs! nf cfbhphfbhfrlkfrznlrkz nfb rdnr cf cr| phzgkz`nflh kg cr| \hzwclh| cr |dnaa nlr n| nf cfbhphfbhfr lkfrznlrkz&

:&< BHGCFCRCKF\:& Rdh Nzldcrhlr+Hficfhhz `hnf| rdh aclhf|hb Nzldcrhlr! Nzldcrhlr+Hficfhhz kz Hficfhhz nfb cr|lkf|xarnfr|! zhrncfhb js Kyfhz rk phzgkz` bh|cif |hzwclh| gkz rdh _zkehlr&

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:&& Rdh Kyfhz|dnaa cfcr| nizhh`hfr| ycrd rdh Nzldcrhlr+Hficfhhznfb rdh Lkfrznlrkz $|# cbhfrcgs rdh Kyfhz)|Zhpzh|hfrnrcwh nfb cflaxbh n bhgcfcrckf kg Kyfhz)| Zhpzh|hfrnrcwh&

:& N \xjlkfrznlrkz c| n phz|kf kz hfrcrs zhrncfhb js n Lkfrznlrkzn| nf cfbhphfbhfr lkfrznlrkzrk pzkwcbh rdh anjkz! `nrhzcna|! h~xcp`hfr nfb+kz |hzwclh| fhlh||nzs rk lk`pahrh n |phlcgcl pkzrckfkg rdh Ykzm&

:&: \xj|rnfrcna Lk`pahrckf kg rdh Ykzm! kz kg n bh|cifnrhb pkzrckf! kllxz| kf rdh bnrh ydhf rdhYkzm c| |xggclchfras lk`pahrh cf nllkzbnflh ycrd rdh Lkfrznlr Bklx`hfr| |k rdnr rdh Kyfhz`nskllxps kz xrcacuh rdh _zkehlr! kz n bh|cifnrhb pkzrckf! gkz rdh x|h gkz ydcld cr c| cfrhfbhb& Rdhc||xnflh kg n lhzrcgclnrh kg kllxpnfls c| fkr n pzhzh~xc|crh gkz \xj|rnfrcna Lk`pahrckf cg rdhlhzrcgclnrh kg kllxpnfls lnffkr jh kjrncfhb bxh rk gnlrkz| jhskfb rdh Lkfrznlrkz)| lkfrzka& Rdc|

bnrh |dnaa jh lkfgcz`hb js n Lhzrcgclnrh kg \xj|rnfrcna Lk`pahrckf |cifhb js rdh KyfhznfbLkfrznlrkz&

:&< N \xj|xjlkfrznlrkz c| n phz|kf kz hfrcrs ydk dn| nf nizhh`hfr ycrd n \xjlkfrznlrkz rkphzgkz` nfs pkzrckf kg rdh \xjlkfrznlrkz)| Ykzm&

:&2 Ykzm `hnf| rdh lkf|rzxlrckf nfb |hzwclh| fhlh||nzs kz cflcbhfrna rk gxagcaa rdh Lkfrznlrkz)|kjacinrckf| gkz rdh _zkehlr cf lkfgkz`nflh ycrd rdc| Nizhh`hfr nfb rdh krdhz Lkfrznlr Bklx`hfr|&Rdh Ykzm `ns zhghz rk rdh ydkah _zkehlr kz kfas n pnzr kg rdh _zkehlr cg ykzm c| na|k jhcfi phzgkz`hbjs rdh Kyfhzkz Krdhz|&

:&2&> Ldnfihb Ykzm `hnf| ykzm rdnr c| bcgghzhfr gzk` rdh kzcicfna |lkph kg Ykzm= kz ykzmrdnr ldnfih| rdh Lkfrznlr _zclh kz Lkfrznlr Rc`h&

:&2&: Bhghlrcwh Ykzm c| nfs pkzrckf kg rdh Ykzm rdnr c| fkr cf lkfgkz`nflh ycrd rdhLkfrznlr Bklx`hfr|&

:&8 Ykzm|crh `hnf| rdh ihkiznpdclna nzhn nr rdh aklnrckf kg rdh _zkehlr ydhzh rdh Ykzm c| rk jhphzgkz`hb&

NZRCLAH

lansing bwl: kramer management group rfp

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