Your Voice Matters !!

The calendar has turned which is always exciting !! I’m really geeked about this year because it is also a Presidential election year. This post isn’t about one candidate or another because I think everyone should make their own choice for who they support. It’s unique this year because we have those vying for their party’s nomination and they are either polarizing or nominal. But it’s January. I’m sure many things will change before November comes !!

There is another event which has a major impact on Human Resources which happens on Tuesday, 1/12/16 and that is the State of the Union address. It is President Obama’s final address and it will surely be filled with issues and items that affect the workplace. Don’t believe me ?? Check out his past address which ushered in the Affordable Care Act, several labor initiatives and a call for other items ranging from wages to paid leave.

The fact is EVERY State of the Union address directly affects HR and the workplace. This isn’t a political call to action, it’s a reality. For the past few years the great team at SHRM‘s Governmental Affairs have been hosting the #HRSOTU – the HR State of the Union Twitter chat.

I’ve made sure to watch the speech every year and also participate in the Twitter chat. It matters because it gets out the voice of HR and our perspective on the items that come up. You may say . . . but it’s just something on Twitter. Fair enough. However, every time we have one of these, it gets attention from folks in Washington, D.C. It plants seeds for an opportunity to possibly discuss these workplace items with congressional staff locally or personally in D.C.

We Want to Hear From YouIt’s very easy to say “No” to opportunities like these and continue to implement whatever comes out as the newest law or regulation. We can sit by and just react, or we can make our voices heard. I personally know the impact that being an advocate for HR has. I’ve participated in Visit the Hill days with SHRM several times, advocated in my home state, participated in roundtables with the Department of Labor, and was even fortunate enough to testify in front of Congress. This isn’t meant to be a “brag” list. It’s an example of a regular person who is an HR professional who wants to make sure legislators hear the voices of employers and employees. You are one of those HR practitioners too !!

Every time I’ve participated, the staff and/or representatives of Congress want to hear from us and not lobbyists. They want context and not posturing. It only takes your willingness to step out and try it. They want to hear your voice and your perspective. You have that built in already !! HR advocacy is key to our profession and will help shape things. Wouldn’t you rather have your voice heard than to be silent?

Start with a first step by participating in the #HRSOTU Twitter chat with me and several other great HR folks from around the country. Let’s observe, comment and share. It matters !!

The Year of Others !!

It is rare that you get to write a blog post on your actual birthday when you write a weekly post, but today is my day !! I’m thankful to be another year older and geeked for what this year holds (and hopefully many more years to come !!)

I’ve seen many year-end posts chock full of predictions and resolutions for HR for 2016. I’ve never been a big fan of resolutions because we talk more about how they fail than they succeed. I dig the aspiration side of what they represent, but few ever expect them to result in sustainable change.

I’d like to take a page from the Chinese Zodiac where they have the Year of the  . . . (insert animal of they year of your birth) and declare for HR that this is  . . . The Year of Others !!’

So, what does this effort entail ?? I’d like to throw out to the profession that HR needs to be focused on others and not themselves. This isn’t some fluffy feel good idea. It’s a viable way to influence business and affect the bottom line. The difficulty is that it takes a change in our mindset. Focusing on other people goes contrary to the “What’s In It for Me (WIIFM)” mantra. The thought that you have to identify the trigger for every single person as their WIIFM and make that a reality is not feasible.

However, spending time – uninterrupted time – with others at all levels of an organization is priceless and a differentiator. Why? It’s simple. People don’t do it now. Companies, especially at the executive level, feel that when you spend time with people you’re “wasting time” because things aren’t “getting done.” They’re wrong.

Their is NOTHING more valuable and long lasting than investing time in others.

Others ButtonIt’s so difficult because we are surrounded by a society that is self-centered. The majority of social media is predicated on how many views, likes, retweets, etc. that one gets. People are more than willing to post their own work but rarely will they curate and post the work of others.

You have to understand that if you join this Year of Others effort that you will be going against the flow. It gets tiring and you could get discouraged, but it’s worth it !! You have to trust me on this. Organizations, and senior management, are looking for ways that HR can be a business partner, and that can happen if you’re willing to put your waders on and step in the stream to walk against the current.

Doing this also means taking a risk that it will work, and we are unfortunately very risk averse as a profession. We can no longer be timid. Your employees are yearning for an advocate who will genuinely take the time to meet them, listen to them, care for them and work with them. People want to perform and they will do better when they know that someone is there for them. You can do this by showing supervisors how to more consistently approach people as humans and not as task fulfillers.

Will you join me? Will you be a part of the Year of Others? I think we can alter the HR landscape and make what we do relevant and desired. When you do this, you will see how being in Human Resources will matter for you both personally and professionally !!

It’s going to be our best year yet as an industry and I look forward to walking alongside you as we do this !!

Checkers or Chess ??

I know this may sound presumptuous, but I have one of the best HR jobs ever !! It has definitely been the best of my career. One of the highlights is that I meet weekly with my boss who is part of the C-Suite. Now, don’t start to shudder thinking this is going to be another one of those “seat at the . . . ” posts.

Chess and CheckersOur weekly meetings are great because we talk about HR, the organization as a whole, our families and many other items. He always has some nugget for me to chew on, and I appreciate that he does his best to develop me. Recently he asked me if I practiced HR playing checkers or chess. I wasn’t sure where he was going with this so I took the bait. I chose not to answer directly and returned with the question – “Which one should I be doing?”

He explained which game made more sense for my role personally and for the organization. Can you guess which one? It’s Chess.

Many HR practitioners get caught up playing Checkers though. They move in straight lines and either forward or backward. They are more concerned with “getting things done” so they can reach the other side of the board and get rewarded. This is much more of a short-term task oriented approach. It may have bursts of success and things are coming off lists, but the pace never ends. It’s really a narrow way to practice what we do and can be very frustrating. If things occur that aren’t in a task format, you may halt and not move at all.

HR played like Chess is much different. This takes into account multiple players who have various skills. It also knows that the return move by the other team will not be predictable. There is strategy and various ways to conduct counter moves throughout the game. You can position yourself well and look ahead at what may happen. True, you may suffer losses and setbacks, but it doesn’t mean that you’ll be defeated. You can still get tasks done, but those can happen by every member of your team using their strengths !!

The other primary reason to approach HR as a Chess game is that you’re going to be playing with other departments who may have to play Checkers. How can you bring a long-term, strategic approach to those who are task oriented? I think the key is that you have be agile and adaptable in order to be strategic. I’m not talking about designing or developing some massive written publication. This is more hands-on and requires you to make the moves on the board – where they’re happening anyway !!

Which game do you play currently? Trust me when I say that you need to evaluate and determine which one it is. It’s difficult to try to keep either one of them as a hybrid because you will tend to drift toward what is more comfortable versus what is more challenging.

Chess takes time, thought and risks. We continue to think that if we pursue these characteristics in our job we aren’t “really working.” That just isn’t true !! Taking time to do HR well while being thoughtful in your approach is essential. Also, risk taking has to occur in order for you to move forward.

Making the switch to Chess is needed and fulfilling. Let me leave you with this . . .

Pawn to E4. Now it’s your move !!

Yep.

One of the best aspects of my job in HR is that I get to recognize our Team Members when they hit years of service milestones. I wrote about this in the past, but here’s a quick recap.

When one of our Team Members hits a 5-year anniversary, I go visit them during the day and shift they work at their location. We keep things simple by bringing them balloons, cookies and a gift card. Keeping things personal and one-and-one has made recognition more meaningful for them and for the Company. I get to make 7 to 10 visits a month because we are fortunate to have incredible tenure. It’s not uncommon to have people reach milestones from 5 years to 30+ years each month !!

The reactions I see range from being surprised, to sincere gratitude and, at times, tears. You never know what will happen, and that is fantastic !! This past week, we had a very touching anniversary that kept things in perspective.

I went over to our anchor store to celebrate the 35th anniversary of one of our dishwashers. Greg is one of my favorite Team Members. We chat every time I’m in the store about the Cincinnati Reds, the weather or whatever is on his mind. A group of folks from the office and pizzeria all gathered around Greg in the dish area. I came with my balloons and a large tray of cookies.

YepWhen I came up to him, I said, “Hi there Greg !! Do you know why we’re all here?”

He calmly said, “Yep.”

I said, “We’re here to celebrate your 35th anniversary working here !!”

He said, “Yep.”

I said, “Well, since it’s your 35th anniversary, that must make you 40 years old.”

He said, “Nope Steve. I know how old I am. I’m . . . 57.”

Everyone clapped and there were a few tears in some eyes (including mine.) You see Greg is an adult with special needs and he’s been a part-time dishwasher for us for thirty-five years !! Greg took his cookies, that each person gets in their own gift bag, and thanked everyone for coming over to see him. Then, he went back to his job.

Greg is a great reminder that so many employees come to work to do a great job willingly and positively. He’s also an example that our focus in HR should shift from spending the majority of our time on a small number of negative people. It’s staggering to me that we continue to be an industry that doesn’t see the great side of employees. We also don’t step in the gap and stop others from focusing on the few negative people in our organizations.

I think HR practitioners would love what they did more easily if we saw the best in our people. There’s absolutely nothing in the way from making this happen. It’s a choice, and it’s a choice that’s easy to make. The challenge is doing this all the time. It’s not enough to get excited when you get the chance to recognize people. Employees want to be valued and have the chance to perform with support and in a positive environment.

Making this shift seems well within our grasp, don’t you think ??

Yep.

All the Time !!

One of my favorite daily things to do is randomly call friends on my commute home. I have almost an hour in the car, and it’s a great way to make the time go by. (Don’t worry, I’m a hands free user.)

This past week I had a great conversation with Heather Kinzie from Alaska. She’s a great HR pro and I highly recommend you connect with her !! We were chatting about life and work and she was telling me her thoughts about work when she said something profound. She noted, “I don’t want to work at a place where I’m half a person all of the time !!” I almost swerved off the road because that statement rang so true.

Heather wasn’t bemoaning a certain environment or employer. She was just stating the sentiment that affects the vast majority of employees who go to any workplace. You’ve had to see the statistics that are out there right now that state that 70% to 80% of workers are disengaged in their current role. That is staggering to me because we instantly personalize data like this and think of our own workplaces. What we don’t do is compile the number of workplaces that exist. If 70% to 80% of workers are disengaged in ALL workplaces, then we face a massive obstacle each and every day regardless of where we work.

In HR, we express that we want people to bring their “whole self” to work, but that’s not really true. We want people to bring as much of themselves as fit our systems and norms. We freak out if people are outliers and work so hard to make people conform. This isn’t an indictment, it’s an observation. Since this is the culture of most companies, it’s not surprising that someone would bring half of themselves to work – all of the time.

Is there anything we can do to shift this state of malaise? I think there is. However, it will take a truly radical step for HR. You see, we are the controllers of conformity. Our systems, procedures and policies scream for same mindedness and behavior within a tight framework of parameters.

I think there should be company norms and the majority of these happen naturally. If your company’s leadership and/or industry is more formal, your norms will follow. If they are more hip and edgy, your norms will follow there as well. HR has to look at how it makes these cultures come to life to see if you’re allowing people to freely move and perform in these environments, or if we’re making sure that people show up.

All The TimeYou see, the best cultures can be stifled if our HR practices are more focused on being visible and seen (i.e. showing up), or if they’re on performance. If your culture truly champions performance, and your focus is development and shepherding within that culture, then people will bring more of who they are to work – all the time.

What is the big concern? If we looked at having less control, would chaos really ensue? Trust me when I say this – If your HR systems are built to control folks, you actually have no control at all. You don’t have a work environment, you have an institution. People can’t help but be disengaged because the environment doesn’t even exist to encourage them to be engaged.

This week look around your company. Do you see “half people” ?? Are you existing as a half person yourself in HR ?? This needs to change and it starts with you. Don’t settle for environments where people only exist. Instead, work intentionally on building an environment where people can, and are expected to, thrive !!

Shadowcasting !!

I’m a fairly tall HR pro. I’m 6’4″ tall and have always been one of the tallest folks in a crowd all the way back to Kindergarten. I mention this because I notice this more when I attend HR conferences. As I lurch down the hallways of the conference centers, I see the crowd mill around me and I wonder what they’re thinking and experiencing as they head from session to sessions.

One other thing you need to know about me. I dig HR conference sessions. I really do. I tend to go to see speakers who stretch and challenge me to look at things differently. Over the past few months, two speakers really stuck with me – Mary Faulkner and Jennifer McClure. Mary presented at the SHRM Annual Conference on leaving a legacy as a leader and used an analogy of a shadow. Jen just did a presentation on building your personal brand and noted that you have a brand whether you cultivate one or not. As I mulled over these two presentations, a new thought came together !!

You see, everyone can cast a shadow as well as have a personal brand. I think that HR misses out on this because we tend to be great workers, but not folks who intentionally stand out to impact others. Aren’t you tired of just existing around others? What if you stepped back and put together a plan to live by and revolutionize HR for yourself and your workplace?

I think it’s possible and within your grasp. However, in order to be a shadowcaster, you need to take some steps that are guaranteed to make you uncomfortable.

Shadow Selfie 2Get out of the Dark !!

Shadows need light. Too often HR wallows in the dark underbelly of organizations. There is a reality in this face because we are tasked with addressing difficult situations between people. These situations can either consume you, or you can take them head on. There will always be difficult situations because there will always be employees in the workplace !! When you bring light into your approach, you’ll see how differently the outcomes become. You’ll also see that HR is a field where you can thrive and not just struggle through.

Be intentional !!

People want to connect, but they typically won’t take the first step to make that happen. You’ll hear people say that they don’t care if they’re connected to others, their jobs or the company, but that isn’t true. You need to be the person who initiates those connections. To me this isn’t a matter of being extroverted or introverted. You’re in HR and that means that you are in the midst of people on purpose. Be the one who cares. Be the one who casts their shadow over others and engulf them to let them know that they matter to you and the company.

Act Now !!

Remember, you have a brand and a shadow already within your role and your company. The question is, what does it look like? I’m pretty sure most people don’t know because this type of personal reflection is counterintuitive with how HR usually functions. We ask others to focus on development, but we don’t take care of ourselves. It isn’t selfish to take care of yourself personally and professionally. Having a direction and a vision for who you are and how you’ll practice is essential. Don’t keep wishing for this transformation to occur. Take steps to make it happen !!

The pic above is my tall shadow. I want to be an HR professional who lives in the light and influences others. I have this radical goal of pulling all HR professionals together globally into one community. I know that I can cast my shadow at home with my family and in my community as well. Being intentional takes time, energy and determination.

I’d love to see you join me and step into the light yourself so that together we can bring HR out of the shadows and start casting our shadows positively on others !!

What’s Your Counterbalance ??

The breeze is blowing on a beautiful sunny day as I rock back and forth enjoying every moment on my front porch. My earbuds are in and my iPod Classic is easily shuffling through the musical array I have collected. Oh yeah, I’m writing a blog too.

When you talk to others, is this how they describe their day? I doubt it. They may have experienced a great day in some form or fashion recently, but most people tend to express disdain for either the pace of their lives or the work that they conduct. What’s intriguing to me is that people would rather grouse and wallow in each other’s frustrations than listen to how someone stepped out of that endless cycle and enjoyed what was around them.

HR is tough. This is not a new thought in the least. What we miss though is that the same pressures that we may experience are happening to every single person around us. We’re not unique in this and we should be mindful of that. The primary way we’ve chosen to address this experience in the workplace today is to seek a “work/life balance.” Trust me, it would be sweet to be able to unplug from one facet of our lives and plug into another, but it’s not realistic.

It’s not realistic because we don’t want it. We don’t seek “balance”, we seek relief. We want to escape from whatever is straining and causing stress. If those factors are lessened we feel we have achieved balance. It’s wonderful that the strain is less, but we’ve really only shifted to something else for a moment in time. And, I think that is very healthy !!

I want you to try a new idea on in this arena. Instead of having separate areas of your life, which you won’t maintain well, what if you had a “counterbalance” ?? What’s a counterbalance? It’s something that provides you an out. It breaks the daily grind and allows you to breathe deeply just for a short period of time. There’s no set method that will work for everyone. I know there are a myriad of 3, 5, 7, 9 and 21 steps to happier lives. These may be uplifting slogans, mottos and look good on coffee cups, but I think they’re too cliché.

I don’t feel that I can prescribe what a counterbalance is for others, and I’ll be honest, I have some “go to” escapes mixed with others that vary on a regular basis. The biggest advice I could share on this is that you need to build a counterbalance into your day EVERY day !! This isn’t just something to do during the workweek. Counterbalances work year round.

My counterbalances include time reading non HR/business books, music playing everywhere, “surprise” phone calls to friends on my commute home, time with my faith, volunteering, and sitting on my porch enjoying nature. I have built counterbalances into my daily routine so that I have fewer times where the weight of the day consumes me. It still happens every once in awhile, but not often.

I also believe that we can be counterbalances for other people. We can provide that “out” that breaks whatever cycle they’re spinning in. It takes an intentional mindset and a lack of fear that you’re intruding. I enjoy practicing HR this way knowing that entering into conversations with employees can be a counterbalance for them even if they don’t realize it’s happening. It’s a great way to be disruptive in a positive way. You should try it !! If I can ever be a counterbalance for you, reach out and let me know. I’d dig it very much !!

Mums2This week break the cycle which I know is tugging at you !! And, take that next bold step and break the cycles of others around you at work, at home, at church, at school – wherever you encounter people. I never think that the people that we meet is a coincidence. We’re in each other’s lives for a reason and for a purpose.

Now, I’m going to go back to enjoy my counterbalance. Here’s what I’m looking at as I type. I hope you enjoy our mums, and here’s the song playing – Statues by Foo Fighters – which just fits if you don’t get those counterbalances going.

 

Give It Up !!

As you head into work this week, how does your plate look? I’m sure it’s full. I’d be surprised if it’s not. Knowing that’s the case, how are you going to start the day? Are you going to pull your big boy/big girl boots on and jump into the fray? You probably will and it will have limited success. It will probably lead to frustration and a feeling that you’re never getting ahead.

I’m not being critical because you may have things all together. I’m not one of those folks. I get distracted often. The distractions are a mix of what is natural in HR by being pulled in several directions at the same time, and the reality is that I can follow a shiny object if it gets into my field of vision. I think it’s important to be reflective and honest about how you’re wired. However, I don’t think it should be an excuse for being effective in your role.

I recently attended a great training class at work on Planning. The reason that it rocked was that it wasn’t about “method,” it was about components. I have struggled with the idea of planning my entire career because it has always been presented to me as a series of must do steps and endless to do lists. This training broke things down into components that emphasized focusing on the “big rocks” in front of you and work from there.

DelegateInterestingly enough, one of the tools that helped you keep your eyes on the big rocks was delegation.

Ah . . . the D word !! We espouse that it’s necessary, but we struggle to do it with any sort of consistency. There are many reasons for this that are myths, and it’s time we faced why we choose not to delegate.

Loss of Control – We’re control freaks, especially if you work in HR. We are so protective of what we do. Some of that “close to the vest” approach is needed, but we are way too overprotective. We make the assumption that others can’t handle certain aspects of HR because of confidentiality. The problem is that even though that may be the case on some issues, our profession is so broad that there is a ton that we can give to others. We need to quit thinking that HR is a cloak and dagger job.

They won’t do it “right” – Yikes !! This is said many times a day in the workplace. We state we won’t delegate because we know others won’t do it the way we do. There are so many things wrong with this outlook. First of all, you are assuming that others will underperform because we do it so well. Who gets to judge that? Secondly, we assume that when people do things differently than we do, then it’s wrong. If you take away anything from this post, please remember this HR !!

Different isn’t wrong – it’s just different.

How can we claim to value diversity in our organizations if we think that doing things in alternative ways is wrong? Seriously. Examine this because if you allow this thought and behavior, you can guarantee that you aren’t genuinely diverse. Diversity is a strength and delegation would show you that it is.

We’re afraid – Whenever you give something up, there is a feeling of uncertainty. You can’t shake this. It will happen every time you delegate. However, you can reduce this anxiety if you give expectations and clarity to others when you delegate. That doesn’t mean that you do 90% of the work and then “allow” someone to finish the last 10%. Practice makes perfect with delegation. Keep doing it regularly and you’ll be more comfortable with it over time.

It was great to learn the power of delegation and how it relates to planning. I wanted to add one more perspective to this. Delegation is a powerful way to develop your staff. Giving them projects and tasks allows them to stretch, grow and perform.

So, this week change your view and start emptying your plate. Take a breath, calm your nerves and take a step to give it up !!

Listen. Respond. Repeat.

How many people do you encounter in a regular day? Do you meet the same people every day, or does it vary greatly?

I know that I have hundreds of interactions every day and they are rarely the same even it is with some of the same small group of people. I understand people’s desire for these conversations and situations to have some commonality, but they rarely do. The differences may be significant or they be just a slight nuance that adds something new to the mix.

This constant variety is often a challenge and source of frustration for HR pros. We want to take some time to breathe or synthesize one interaction when another one happens on top of what we were just responding to. Since this is the reality of human resources and not the exception, we need to have a method that better prepares us to work through situations instead of facing a constant start/stop pace every day.

I have found that the longer I practice HR that deconstructing works for me far more often than creating something bright, shiny and new. So, I’d like to introduce how I handle the beautiful myriad of interactions I encounter. This is what I do . . .

Listen. Respond. Repeat.

Listen and RespondThey are three simple words, but in order for you to be consistent in taking this approach, you need to address some things that are in our way. I was talking with a great friend this week and he was sharing the challenge of the perceived motivations we think people have. We do our best to guess what will drive and engage people and this lends us to making assumptions about them without talking to them. Having this approach leads to more misses than hits. It’s true that you can “know” your people, but the circumstances of life are constantly moving. Therefore, people exist on a continuum and not in set places.

If you use listen, respond, repeat as your approach going in to interactions, you will eliminate those assumptions you may have because other’s are sharing first. Please note that this suggestion isn’t listen (sort of) and then come up with a solution while people are still talking !! I say this because we are so consumed with getting things done and moving on that we see our time as being wasted by the interactions we have.

If you think interacting with people is a waste of your time, then you may want to get another career.

Trust me. If you follow this approach, your employees won’t know how to react initially because it’s not what they’re used to from anybody. Most managers and supervisors also have perceptions that try to keep their employees in boxes versus taking the time to get to know them. Wouldn’t it be refreshing to see your employees surprised by you? It is very cool to see how they respond.

This coming week I hope you try this simplified way of practicing HR. Remember the first two steps work when you use the third. Take the time for your people and repeat it over and over. You’ll soon see that you take each encounter with people as something you’ll enjoy !!

 

The Silent Trap.

The work week starts and I’ll bet you do things in a certain pattern that has little variation. It’s great to be organized and have methods of doing your work. It keeps you efficient and allows you to perform.

The problem that creeps up on all of us ever so silently is complacency. Most people don’t even recognize that they’re trapped. We continue to do things the same way and never think that stagnation occurs. How many training sessions state that people won’t make change happen because things have “always been done this way”?

The other side of this spectrum is change. There are countless articles and books on being a “change agent” or some other catchphrase. If change was normal and regular we’d never have the need for the term “out of the box” because it wouldn’t seem like an anomaly. Doing something different takes effort and energy. It’s not easy and never has been.

Staying stuck in an endless rut is a real concern. HR is a master at this because the nature of the majority of what we do is to reduce variation. There’s no consistent reason for this, but it has become the traditional way to practice. We seldom shift in any dramatic way when it comes to our systems. We may edit or tweak things annually because we’re “supposed” too, but it’s insignificant. Most people strive for comfort themselves and want the environment around them to be comfortable as well. This isn’t wrong, but it is narrow.

Being UncomfortableI like being uncomfortable. I really do. I don’t like to stay in the same patterns if I can avoid it. Please understand that I think that being uncomfortable is a personal choice, and I try to keep it in how I approach life. I’ll travel different ways to work, order an entire menu over time, and other little things that keep things new. I also surround myself with others who are comfortable in being uncomfortable because I learn from their diverse perspectives and outlooks on many different areas of work and life.

There is so much that can, and should, happen in HR. We have a natural playing field because people are fluid and moving. They may seek stability personally, but when you work in HR, you work with a vast array of humans who are all different and unique. This is one of the main draws of the profession that keeps me energized and passionate. The idea that you can encounter another person who is distinctly different than you every day is fascinating !!

Do your systems have cobwebs? Have you taken a risk and blown something up in how you practice HR? How is your department, role, approach designed? Do you know . . . or do you just follow the same steps you ALWAYS follow?

If you keep doing things to be comfortable, you will miss the variations that are occurring all around you. It’s not that you’re negligent, you just won’t see the changes because they will fall out of your line of sight.

This next week be intentional and do something uncomfortable. I don’t know what that is, but you do. If you consciously do this on a regular basis, HR will remain alive and colorful for you. Isn’t that better ??

It’s time to act because the trap will silently grab you if you don’t.