talk miracle_for addicts and their network

135
7DONDERXWDPLUDFOH &RRSHUDWLQJZLWKDGGLFWV DQGWKHLUQHWZRUNV +DUU\.RUPDQDQG0DUWLQ6|GHUTXLVW

Upload: roxana-agafitei

Post on 13-Nov-2015

230 views

Category:

Documents


3 download

DESCRIPTION

articol

TRANSCRIPT

  • 7DONDERXWDPLUDFOH

    &RRSHUDWLQJZLWKDGGLFWVDQGWKHLUQHWZRUNV

    +DUU\.RUPDQDQG0DUWLQ6|GHUTXLVW

  • 7$/.0,5$'2& 6LGD

    &217(17&RQWHQW 3UHIDFHE\%HQ)XUPDQ 3UHIDFHE\9DOOH5XQH 3UHIDFHE\WKHDXWKRUV ,QWURGXFWLRQ

    :KDWDQGZKDWQRW 7KHWKHUDSLVWVUHVSRQVLELOLW\DQGEDVLFDWWLWXGH &RRSHUDWLRQ

    %DVLFLGHDV &UHDWLQJ\RXUVWRU\

    7KHVWRU\DQGWLPH 7KHVWRU\DQGRWKHUSHRSOH &RLQFLGHQFHVRUGLIIHUHQFHV

    7KHRU\&KDQJH7UHDWPHQW 7KHGLIIHUHQFHWKDWPDNHVDGLIIHUHQFH ([FHSWLRQV

    'HOLEHUDWHH[FHSWLRQV 6SRQWDQHRXVH[FHSWLRQV

    5HVRXUFHVDQGFRPSHWHQFH 7KHWKHUDSLVWVEDVLFLGHDV -RQ 8VHIXOLGHDV

    'HYHORSLQJILW 0HWKRG 7KHDPELWLRQ

    7KHUROHRIWKHWKHUDSLVW 7KHUROHRIWKHWHDP

    %DVLFSUD[LV 7KHUDSHXWLFVWUDWHJLHV

    7ROLVWHQ /LVWHQIRUZKDW" /LVWHQKRZ &KRRVLQJVWUDWHJ\

    8VHIXOTXHVWLRQV 3URJUHVVTXHVWLRQV )XWXUHTXHVWLRQVJRDOTXHVWLRQV ([FHSWLRQTXHVWLRQV &KDQJHTXHVWLRQV 6FDOLQJTXHVWLRQV &RSLQJTXHVWLRQV

    7KHVXPPDU\ 7KHEUHDN &RQILUPWKHGLIILFXOWLHV 3RVLWLYHIHHGEDFN ,GHD

    0HHWLQJWKHDGGLFW

  • 7KHWKHUDSLVWVFRQWH[W 7KHFOLHQWVFRQWH[W

    $FFHSWWKHGHILQLWLRQHQRIWKHSUREOHP $VVXPHWKDWHYHU\RQHLVDOZD\VGRLQJWKHLUEHVW $FFHSWFOLHQWVWKDWDUHKLJKRUXQGHUWKHLQIOXHQFH 'RQWWDNHDQ\WKLQJIRUJUDQWHG

    6WDUWLQJWKHVHVVLRQ :K\LVWKHFOLHQWFRQVXOWLQJQRZ" :KDWLVWKHFOLHQWJRRGDW" 3XOOWKHQHWZRUNLQWRWKHFRQYHUVDWLRQLQDSRVLWLYHZD\

    'HILQHWKHJRDO 7KHPLUDFOHTXHVWLRQ

    'HYHORSLQJGHHSHQLQJ ([FHSWLRQTXHVWLRQV 3UHVHVVLRQ&KDQJH 6FDOLQJTXHVWLRQV +RZZLOOZHNQRZZKHQWUHDWPHQWLVILQLVKHG"

    (QGLQJWKHVHVVLRQ 0HHWLQJ:LWKWKH)DPLO\

    0DQLVKLVUHODWLRQVKLSV $WODVWVRPHRQHDVNVPH 'HSHQGHQF\DQGOR\DOW\ 3DUHQWVDVUHVRXUFH &RRSHUDWLRQ ,QSUD[LV +RZWRVWDUWWKHVHVVLRQ

    'HYHORSLQJILW 3UHYLRXVFKDQJH

    3RWHQWLDOGLIILFXOWLHVDQGVRPHKLQWV 7KHJRDO

    $UHWKHFKDQJHVVRIRUWKLQWKHGLUHFWLRQRIWKHJRDO" 7KHQH[WVWHS

    6FDOLQJTXHVWLRQV (QGLQJWKHLQWHUYLHZ ([DPSOH

    7KHSDUHQWVDUHWKHH[SHUWVRQWKHLUFKLOG 7DONLQJLVQWHQRXJK

    0HHWLQJ7KH3URIHVVLRQDO1HWZRUN :KRLVSDUWRIWKHQHWZRUN" &ROODERUDWLRQFRRSHUDWLRQ

    :K\FRRSHUDWH" 'LIIHUHQFHVLQWKHHQFRXQWHUZLWKSURIHVVLRQDOVFRPSDUHGWRWKHIDPLO\

    'LIIHUHQWLQFHSWLRQVGLIIHUHQWVLWXDWLRQV &ROODERUDWLQJWKHDGGLFWVYLHZSRLQW &ROODERUDWLRQWKHIDPLOLHVYLHZSRLQW &ROODERUDWLRQWKHSURIHVVLRQDOVYLHZSRLQW

    ,QLWLDWLQJWKHPHHWLQJ &DOOLQJWKHPHHWLQJ 6WDUWLQJWKHPHHWLQJ

    &ODULI\WKHSXUSRVH 6HWXSJRDOVIRUWKHPHHWLQJ

    'HHSHQLQJHQKDQFLQJ"" 7KHHQGLQJ 7ZRH[DPSOHV

    7KHFRRSHUDWLRQWKDWQHYHUUHDOO\VWDUWHG 9DOHULD

    6SHFLDOGLIILFXOWLHVDQGDIHZWLSV

  • 7$/.0,5$'2& 6LGD

    &RQWLQXLQJWKHUDS\ *HQHUDODQGVSHFLILF

    ,VLWEHWWHU" ,VLWHQRXJK" %HWWHUEXWQRWHQRXJK *RRGHQRXJKEXWQRWVXUH 1RFKDQJHRULPSURYHPHQW

    ,QWHUYDOEHWZHHQVHVVLRQV &OLHQWVZKRIDLOWRDSSHDU 7LSVRQJRDOV

    5HODSVH ,VWKHFOLHQWVREHU" $UHUHODWLYHVRUSURIHVVLRQDOVSUHVHQW" ,VWKHFOLHQWGUXQNRUKLJK" *RDOVDQGGHQRPLQDWLRQV

    5HODSVHRUQRW 7KHGHQRPLQDWLRQ

    5HODWHEHKDYLRXUVWRWKHJRDO ,QVXPIRXUWKHPHVWRWKLQNDERXW 3DUWLFXODUVLWXDWLRQV

    7KHFOLHQWLVXQGHUWKHLQIOXHQFHEXWSUHWHQGVQRWKLQJLVZURQJ 'LVDJUHHPHQW

    )LQLVKLQJUHPDUNVRQUHODSVH ,VWKHUHDQ\GLIIHUHQFH"

    6SHFLDO'LIILFXOWLHVDQG3DUWLFXODU6LWXDWLRQV :KHQDGGLFWVKDYHFKLOGUHQ

    :KDWLVEHVWIRUWKHFKLOGUHQ" :KDWLVSDUHQWDOVXSSRUW" 7KHZRUNRIWKHWKHUDSLVW )LQLVKLQJFRPPHQWV

    6H[XDODEXVH ,QGHSHQGHQWRIWKHVWDUWLQJSRLQW

    +RSHOHVVFDVHV 6SHFLDOWHFKQLTXHV

    &HUHPRQLHV 3DUW\ 'LSORPDV $GYLFHWRRWKHUV

    $FNQRZOHGJHPHQWWKHUDS\ ([SLDWLRQWKHUDS\ 1RWHWKHUDS\

    0HPRU\QRWHWRRQHVHOI 1RWHVDVPHVVDJHVWRRWKHUV

    &RQVXOWDWLRQV *HQHUDOO\

    7KHFRXSOHWKHWKHUDSLVWWKHPLUDFOH 7HUPLQDWLRQ

    *HQHUDOLWLHV 7KHJRDOVDUHUHDFKHG 1RFKDQJH

    7KHIDPLO\ZDQWVWRWHUPLQDWH 7KHWKHUDSLVWZDQWVWRVWRS

    *RDOVSDUWO\UHDFKHG 'RXEWLQJFOLHQWV +DQGOHWKHUHVWRQHVHOI

  • 8QFOHDUWKHUDSLVWV )DLOXUHVWRDWWHQG &HUHPRQLHV

    )URP&OHYHU6KUXGHQHVV7R&RQVWUXFWLYH&RRSHUDWLRQ" 7KHKHURLQSURJUDP 3V\FKRWKHUDSHXWLFWKHRU\DVPHWDSKRUV 0HWDSKRUVLQVWUXFWXUDOVWUDWHJLFIDPLO\WKHUDS\

  • 7$/.0,5$'2& 6LGD

    35()$&(%

  • GHVFULEHVLQWKLVERRNWKHVFHQWRIVROXWLRQIRFXVHGWKHUDS\LVVWURQJO\VHQVHGEXWWKHUHDUHDOVRPDQ\RWKHUDSSHDOLQJDURPDVLQWKHVRXS

    ,WVKRZVFRXUDJHWRVWDUWZRUNLQJZLWKDGGLFWV,WVKRZVFRXUDJHWRZRUNZLWKVXFKDUDGLFDOO\ QHZSHUVSHFWLYH DV VROXWLRQ IRFXVHG WKHUDS\ ,W VKRZV FUHDWLYLW\ WR DSSO\ WKHPRGHOLQDXQLTXHZD\DQGILQDOO\LWVKRZVJHQHURVLW\WRKDYHZULWWHQWKLVERRN

    %HQ)XUPDQ+HOVLQJIRUV2FWREHU

  • 7$/.0,5$'2& 6LGD

    35()$&(%

  • 35()$&(%

  • 7$/.0,5$'2& 6LGD

    2XUFROOHDJXHVDWWKH&KLOGDQG$GROHVFHQW3V\FKLDWULF&OLQLFLQ0DOP|6ZHGHQ

  • ,1752'8&7,217KLV ERRN LV EDVHG RQ WKH H[SHULHQFH WKH DXWKRUV KDG ZKLOH ZRUNLQJ ZLWK KHURLQ

    DGGLFWVGXULQJ WKH\HDUV ,W LV DOVREDVHGRQ H[SHULHQFHZLWKRWKHU W\SHV RIDGGLFWLRQVZHGHDOWZLWK LQRXUFOLQLFDOZRUNDQGDV VXSHUYLVRUV7KHERRNFRQVLVWVRIWKRXJKWVLGHDVSHUVSHFWLYHVDQGWHFKQLTXHVWKDWZHIRXQGXVHIXOZKHQWUHDWLQJGLIIHUHQWNLQGVRIDGGLFWLRQVLQRXWSDWLHQWWUHDWPHQWDOFRKROGUXJVIRRGJDPEOLQJHWF

    7KH ERRN GHDOV YHU\ PXFK ZLWK FOLHQWV OLYHV RXWVLGH RI WKH DGGLFWLRQ DQG WKHLUUHODWLRQVKLSVZLWKIDPLO\DQGIULHQGVDQGLQZKDWZD\VWKHVHSHRSOHFDQEHKHOSIXOWRWKHDGGLFWVRWKDWKHFDQGRRWKHUWKLQJVWKDQXVHGUXJV

    )RUXVDQGWKHFROOHDJXHVZHZRUNHGZLWKWKLVZD\RIVHHLQJSHRSOHWKHWHFKQLTXHVDQGWKHZD\RIZRUNLQJKDYHEHHQXVHIXOLQRXUZRUNZLWKRWKHUW\SHVRIDGGLFWLRQVLQPDULWDOWKHUDS\LQJHQHUDOSV\FKLDWU\DQGLQFKLOGDQGDGROHVFHQWSV\FKLDWU\DQGDOVRLQRXUZRUNZKHQLWLVFRQQHFWHGWRWKHVRFLDOZHOIDUHV\VWHP

    7KHERRNLVIRU\RXZKRZRUNLQDQRXWSDWLHQWVHWWLQJZKLFKHVVHQWLDOO\PHDQVWKDW\RXZRUNZLWKFOLHQWVZKROLYHVRPHZKHUHHOVHWKDQDW\RXUZRUNSODFH

  • 7$/.0,5$'2& 6LGD

    7KHWKHUDSLVWVUHVSRQVLELOLW\DQGEDVLFDWWLWXGH

    &OLHQWV FRPHWRXVDQGWHOOXVDERXWWKHLUOLYHVDQGVLWXDWLRQVDQGZHDVVXPHWKDWZKDWLVWROGDWOHDVWLQVRPHZD\VPLUURUVZKDWJRHVRQLQWKHLUOLIH

    :H DOVR DVVXPH DQ HIIHFW LQ WKH RSSRVLWH GLUHFWLRQ ,W LV QRW HQRXJK WKDW UHDOLW\DIIHFWVZKDWJRHVRQLQWKHUDS\:HDOVREHOLHYHWKDWZKDWJRHVRQLQWKHUDS\KDVHIIHFWVRQSHRSOHVUHDOLW\RXWVLGHWKHWKHUDS\URRP

    ,I \RX GRQW EHOLHYH WKLV \RX GRQW EHOLHYH WKDW SHRSOH LQIOXHQFH HDFK RWKHUVUHDOLWLHVRUDWOHDVW\RXGRQWEHOLHYHWKDWWKHUDSLVWVFDQLQIOXHQFHWKHUHDOLW\RIFOLHQWVDQG \RX KDYH SUREDEO\ FKRVHQ WKHZURQJ SURIHVVLRQ RU DW OHDVW \RX KDYH FKRVHQ WKHZURQJERRNWRUHDG

    :HEHOLHYHWKDWWKHUHDUHPDQ\GLIIHUHQWZD\VWRGHVFULEHDVLWXDWLRQ,WLVSRVVLEOHWRYLHZ DQG GHVFULEH EHKDYLRXUV DQG VHTXHQFHV RI EHKDYLRXU IURP PDQ\ SRVVLEOHSHUVSHFWLYHV DQG WKHUDSLVWVVRFLDO ZRUNHUVSV\FKRDQDO\VWVIDPLO\ WKHUDSLVWVPHQ DQGZRPHQDFWLYHO\RUSDVVLYHO\FKRRVHWRSD\DWWHQWLRQWRFHUWDLQ WKLQJVDQG LJQRUHRWKHU7KHFKRLFHVPDGHE\WKHWKHUDSLVWOLVWHQHUDUHLPSRUWDQWLQWKDWWKHVHFKRLFHVGHWHUPLQHWKHGHVFULSWLRQRIUHDOLW\WKDWLVPDGH

    ,W LV WKHVH FKRLFHV WKDW PDNH WKHUDSLVWV UHVSRQVLEOH IRU WKH UHDOLW\ FUHDWHG LQ WKHWKHUDS\URRPDQGWKHUHIRUHDOVRSDUWO\UHVSRQVLEOHIRUWKHUHDOLW\WKDWFOLHQWVOLYHRXWVLGHRIWKHWKHUDS\URRP

    ([SUHVVHGGLIIHUHQWO\ZHPHDQWKDWZHFRFUHDWHUHDOLW\WRJHWKHUZLWKRXUFOLHQWLQWKHWKHUDS\URRPDQGZKDWZHFRQVWUXFWWRJHWKHULV LPSRUWDQWEHFDXVHLWFDQGHWHUPLQHZKHQDQGLIWKHFOLHQWZLOOGHYHORSDVROXWLRQ

    ([SUHVVHG LQDQRWKHUZD\ZHFODLPWKDW\RXDVD WKHUDSLVWKDYHDUHVSRQVLELOLW\IRUZKDW \RX WDON DERXW DQGKRZ\RXSDUWLFLSDWH LQ FUHDWLQJ WKH FOLHQWV GHVFULSWLRQ RI KLVUHDOLW\ DQG ZKHWKHU LW EHFRPHV D GHVFULSWLRQ WKDW PDNHV LW SRVVLEOH WR GR VRPHWKLQJDERXWLWRULIWKHFOLHQWLVWRFRQWLQXHLQWKHVDPHZD\DVEHIRUHKH FDPHWR\RX

    0DJGDOHQD\HDUVROGKDVDEXVHGDPSKHWDPLQHV LQWUDYHQRXVO\VLQFHVKHZDV)RU\HDUVDQGVLQFHKHUPRWKHUVGHDWKVKHKDVDQHDWLQJGLVRUGHUSUREOHPDOWHUQDWLQJEHWZHHQVHOIVWDUYDWLRQDQGELQJHLQJ8VLQJGUXJVLVQRWDSUREOHPIRUKHU6KHWHOOVXVWKDWKHURQO\FRQFHUQLVKHUEHLQJVRWLUHGWKDWIRUWKHODVW\HDUVVKHKDVQWEHHQDEOHWRKROGDMRERUGRDQ\WKLQJZKDW VR HYHU+HU IDWKHU EODPHV HYHU\WKLQJ RQ WKH GUXJ SUREOHP VR LQ ODWHU \HDUV VKH KDVZLWKGUDZQIURPFRQWDFWZLWKKLPDQGQRZVHHVKLPRQO\RQFHRUWZLFHDZHHNVKHXVHGWRVHHKLPHYHU\GD\

    ,WVGLIILFXOWWRWDONWRKHU+HUYRLFHLVWKLQDOPRVWLQDXGLEOHDQGVKHXVHVYHU\IHZZRUGVPLQXWHV LQWR WKH LQWHUYLHZVKHPHQWLRQV WKDW VKH LVHQHUJHWLF WKHGD\VZKHQ VKHZLOO WDNHDPSKHWDPLQHV 6KH NQRZV LQ DGYDQFH ZKHQ WKLV ZLOO KDSSHQ 6KH ULVHV HDUO\ FOHDQV KHUDSDUWPHQWEX\VKHUJURFHULHVSD\VKHUELOOVWHOHSKRQHVKHUIDWKHUDQGSXWVRQKHUDQVZHULQJPDFKLQH:HJRWKURXJKWKHVHGD\VLQJUHDWGHWDLODQGEHFRPHIDVFLQDWHGE\WKHIDFWWKDWLWLVH[SHFWLQJDPSKHWDPLQHVWKDWPDNHVKHUHQHUJHWLFQRWWKHDPSKHWDPLQHV:HMRNHDERXWKRZ

    :HKDYHFKRVHQ WRXVH WKHZRUGFOLHQW LQVWHDGRISDWLHQW7KHZRUG LVD OLWWOHELW OHVV

    VWLJPDWLVLQJ :HKDYHFKRVHQWRZULWHKHZKHQZHDFWXDOOWPHDQKHVKHRUVKHKH 8VHGLQWKLVZD\LQ6ZHGHQDQGKDVHIIHFWVVLPLODU WRFRFDLQH7KHUHLVSUDFWLFDOO\QR

    FRFDLQHLQ6ZHGHQ

  • VKHFRXOGDUUDQJHVRWKDWVKHZRXOGKDYHHQHUJHWLFGD\VPRUHRIWHQ$JDLQDQGDJDLQZHFRPHEDFN WR WKH IDFW WKDW LW LV WKH H[SHFWDWLRQ RI DPSKHWDPLQH D WKRXJKW DQG QRW WKHDPSKHWDPLQHVWKDWPDNHKHUHQHUJHWLF:KDWLVKHUH[SODQDWLRQIRUWKLV"

    6KH WULHV EXW FDQQRW ILQG D UHDVRQDEOH H[SODQDWLRQ :H FRQWLQXH WR EH DPD]HG E\ KRZFRPSHWHQW VKH LV RQ WKHVH HQHUJHWLF GD\VZKHQ VKH HQHUJHWLFDOO\ GRHV WKLQJV WKDW WDNH RWKHUSHRSOH GD\V RU ZHHNV WR DFFRPSOLVK &DQ VKH H[SODLQ KRZ WKLV LGHD WKDW VKH ZLOO WDNHDPSKHWDPLQHV LQ WKH HYHQLQJ PDNHV KHU HQHUJHWLF WKH ZKROH GD\ EHIRUH" &RXOGQW VKH DVNZHOIDUHWRSD\KHUHYHU\GD\VLQFHWKHVHGD\VDUHHQHUJHWLFGD\V

    6KHVWLOOFDQQRWH[SODLQEXWVPLOHVFDXWLRXVO\DQGWDONVDOLWWOHELW ORXGHUDQGDOLWWOHPRUHDUWLFXODWH:HWDONDERXWKHUIDWKHUDQGKHUEURWKHUDQGWKHUHVWRIKHUOLIHWKDWKDVEHFRPHYHU\LPSRYHULVKHGLQWKHODVWIHZ\HDUVDVVKHVHHVLWEHFDXVHRIKHUIDWLJXHDVWKH\VHHLWEHFDXVHRIWKHGUXJV(YHQWXDOO\ZHFRPHEDFNWRRXUDVWRQLVKPHQWRYHUZKDWPDNHVKHUHQHUJHWLFRQWKH GD\V WKDW VKHZLOO WDNH DPSKHWDPLQHV DQG WKDW VKH WDNHV DPSKHWDPLQHV RQ KHU HQHUJHWLFGD\V

    7KHIHHGEDFNDWWKHHQGRIWKHVHVVLRQLVQRWFRPSOLFDWHG(YHU\RQHEODPHVWKHGUXJVDQGLWLVGLIILFXOWWRGLVDJUHHZLWKRQHVIDPLO\6KHLPPHGLDWHO\DQVZHUV7KH\DUHWKHRQO\RQHV,KDYHDQGZHQRGDQGFRQWLQXHXQWLOZHPHHWQH[WWLPHZHZDQW\RXWRSD\DWWHQWLRQWRZKDWJRHVRQLQ\RXUOLIHZKHQ\RXKDYHHQHUJHWLFPRPHQWV

    :KHQ VKH FRPHV EDFN D IRUWQLJKW ODWHU VKH KDV KDG HQHUJHWLF GD\V LQ D URZ VWDUWLQJZKHQVKHOHIWWKHVHVVLRQ7KHODVWWKUHHVKHKDVUXQRXWRIHQHUJ\DJDLQ%XWVKHKDVQRWXVHGDQ\GUXJV7KUHH\HDUVODWHUVKHVWLOOKDVQWUHWXUQHGWRGUXJV

    &HUWDLQSDWWHUQV GHVFULSWLRQV WKDW FRQQHFW HYHQWVZLOO DWWUDFW RXU DWWHQWLRQ DQG RXUDWWHQWLRQZLOOEHFRPHSDUWRIDSDWWHUQRIHYHQWVWKDWVWDUWVWROLYHDOLIHRILWVRZQ7KHGHVFULSWLRQLVSDUWRIFUHDWLQJZKDWLVGHVFULEHG

    &RRSHUDWLRQ&RRSHUDWLRQLVRQHRIWKHSULPDU\PHWDSKRUHVZHXVHDVZHWU\WRGHVFULEHZKDWZH

    DUHGRLQJ&RRSHUDWLRQZLWKWKHDGGLFWWKHIDPLO\DQGSURIHVVLRQDOQHWZRUNV&RRSHUDWLRQ LV FRQFUHWH 6LWWLQJ GRZQZLWK WKH DGGLFWV IDPLO\ WKH DGGLFW DQG WKH

    SURIHVVLRQDOQHWZRUNDQGWDONLQJDERXWFRRSHUDWLRQLVQRWFRRSHUDWLRQ&RRSHUDWLRQLVQRWWRVD\WKDWZHVKDOOFRRSHUDWH&RRSHUDWLQJLVSRVVLEOHZLWKRXWHYHUPHQWLRQLQJWKDWLWLVZKDW\RXDUHGRLQJ

    2QDFRQFUHWHOHYHOFRRSHUDWLRQPHDQVVKDULQJLQIRUPDWLRQUHVSHFWLQJDQGOLVWHQLQJWR HDFK RWKHUV SRLQW RI YLHZV HYHQ LI WKH\ DUH GLIIHUHQW DQG XVLQJ RWKHU SHRSOHVNQRZOHGJH

    :KHQPHHWLQJZLWKFOLHQWVIDPLOLHVDQGQHWZRUNVZHDOZD\VDVVXPHWKDWHYHU\RQHLVPDNLQJDQHIIRUWWRFRRSHUDWH7KHFOLHQWVDQGWKHIDPLO\PHPEHUVDUHPDNLQJHIIRUWVWRKDYHDEHWWHUOLIHRUDWOHDVWWRGRWKHEHVWRXWRIPRUHRUOHVVLPSRVVLEOHVLWXDWLRQVDQGWKHSURIHVVLRQDOVDUH WU\LQJ WRGR WKHLU MRE7KH UHVSRQVLELOLW\ IRUPDNLQJFRRSHUDWLRQZRUNFRQVHTXHQWO\IDOOVXSRQXV$VHYHU\RQHHOVHLVDOZD\VWU\LQJDQGFRRSHUDWLRQLVDPXWXDOHQGHDYRU LW LVZHZKRPXVWPDNHHIIRUWV WR ILQG IRUPVRIFRRSHUDWLRQ WKDW ILWZLWKWKHSHUVRQVZHPHHWDQGZLWKWKHLUXQLTXHVLWXDWLRQV

    :HPXVW OLVWHQ IRU DQG DGMXVW RXU HQFRXQWHU DQGZKDW ZH VXJJHVW WR WKHPRWLYHVSHRSOHKDYHIRUFRPLQJWRXVDQGWRWKHSRVVLELOLWLHVWKDWDULVHIURPWKHUHODWLRQVKLSZHGHYHORSZLWKWKHP

  • %DVLFLGHDV 3DJH

    %$6,&,'($6

    &UHDWLQJ\RXUVWRU\7KHUDSLVW06:KDWDUH\RXJRRGDW"&HFLOHORQJSDXVH1RWKLQJVKHSDXVHV,FRXOGQWHYHQKDQGOHHOHPHQWDU\VFKRRO

    :HFDUU\ZLWKXVLGHDVDERXWZKDWZHDUHOLNHDQGZKDWRWKHUSHRSOHDUHOLNHDQGZHFDUU\LGHDVDERXWKRZRXUOLIHLVGHYHORSLQJRUQRWGHYHORSLQJDQGZHWU\WREHKDYHLQDFFRUGDQFHZLWKWKHVHLGHDV$WWKHVDPHWLPHWKHVHLGHDVDERXWRXUVHOYHVDUHLQIOXHQFHGE\RXUH[SHULHQFH+HQFHZHH[LVWLQDFLUFXODUFRQWH[WZKHUHRXULGHDVDERXWRXUVHOYHVDQGDERXWRWKHUVDUHERWKLQIOXHQFHGE\DQGLQIOXHQFHVRXUUHDOLW\

    &HFLOHGHVFULEHVWKHZRUOGDVVKHSHUFHLYHVLWDQGSHUFHLYHVLWWKHZD\VKHGHVFULEHVLW:KHQ VKH VHQVHV WDVWHV VPHOOV ORRNV DQG OLVWHQV WR KHU VXUURXQGLQJV DQG KHUVHOI LQUHODWLRQWRRWKHUVVKHGRHVQRWQRUPDOO\SHUFHLYHOLQHVFRORXUVVPHOOVRULQSXWIURPDQ\VSHFLILF SDUW RI KHU VHQVRU\ V\VWHP 6KH H[SHULHQFHV ZKROHQHVV DQG SDWWHUQV 7KHVHH[SHULHQFHV DUH LQWHUSUHWDWLRQV EDVHG RQ KHU H[SHULHQFH DQG NQRZOHGJH ZKLFK DUHEDFNJURXQGWRKHUWKHRU\DERXWWKHZRUOGDQGKHUVHOI

    7KHWKHRU\WKDW&HFLOHKDVDERXWKHUVHOIDQGDERXWKHUOLIHERWKDVDQLQGLYLGXDODQGLQUHODWLRQWRRWKHUSHRSOHFDQEHOLNHQHGWRDVWRU\RUDQDUUDWLYHWKDWVKHWHOOVKHUVHOI,DP D VNLOOIXO SHUVRQ RU , DOZD\V JHW LQWR WURXEOH RU ZK\ GR EDG WKLQJV DOZD\VKDSSHQWR0(RUHYHU\RQHLVPHDQDQGHYLODUHDOOGHVFULSWLRQVWKDWKHOSKHUFUHDWHPHDQLQJDQGRUGHUDQGXQGHUVWDQGZKDWLVJRLQJRQLQKHUOLIH,W LVRIFRXUVHREYLRXVWKDW WKH LGHDV &HFLOH KDV DERXW KHUVHOI DQG RWKHUV ZLOO UHFXUVLYHO\ DIIHFW KRZ VKHEHKDYHV7KHVWRU\DQGWLPH

    ,QWKHVWRU\WKDWZHFRQWLQXDOO\FUHDWH LQWKHSUHVHQWOLHVKLVWRU\SUHVHQWDQGIXWXUH&HFLOHVVWRU\ LV ,DPQRWJRRGDWDQ\WKLQJ ,KDYHQHYHUEHHQJRRGDWDQ\WKLQJDQG ,ZLOO QHYHU EH JRRG DW DQ\WKLQJ 3UREOHPDWLF VWRULHV RIWHQ KDYH WKHVH IHDWXUHV ,YHDOZD\VEHHQGHSUHVVHGGLIIHUHQWWRNLQGWRJRRGKHDUWHGWRGXPEHWFDQG,ZLOODOZD\VEHWKDWZD\DQGDV,DPZKDW,DPZKLFK LVZKDW,YHDOZD\VEHHQ ,FDQQRWFKDQJH7KHVWRU\DQGRWKHUSHRSOH

    &HFLOHVVWRU\DERXWKHUVHOIFRQWDLQVWKRXJKWVDERXWKHUVHOIDVVWXSLGZRUWKOHVVDQGDIDLOXUH 6KH LV VRPHRQH ZKR KDV RQO\ KHUVHOI WR EODPH ZKHQ PLVHU\ KLWV KHU ,QLQWHUDFWLRQVZLWKRWKHUVVKHFRQWLQXRXVO\VHHVDQGKHDUVRWKHUVFRQILUPKHUVHOILPDJHD

    7HOOLQJUHWHOOLQJDGGLQJDQGVXEWUDFWLQJ(YHU\QHZH[SHULHQFHWUDQVIRUPVH[SHULHQFHLQ WKH SUHVHQW H[SHFWDWLRQV IRU WKH IXWXUH DQG FRORXUV DQG PRGLILHV RXU PHPRULHV 7KHGLIIHUHQFHLVKRZHYHUPRVWRIWHQWRVPDOOWREHQRWLFHGDVDGLIIHUHQFH

  • VWRU\ LQ LWVHOI :KHQ SHRSOH DUH IULHQGO\ WR KHU VKH KDV GLIILFXOW\ XQGHUVWDQGLQJ LW0D\EHVKHGRHVQWHYHQVHHLWRUVKHJHWVVXVSLFLRXVDQGDZNZDUG,WVGLIILFXOWIRUKHUWR HVWDEOLVK FORVH UHODWLRQVKLSV ZLWK RWKHU SHRSOH:KHQ VKH IDLOV LQ KHU UHODWLRQVKLSVZLWKRWKHUVWKLVEHFRPHVDFRQILUPDWLRQRIKHUVWRU\DERXWKHUVHOIDQGDGGVQHZSDUWVWRWKHROGVWRU\&RLQFLGHQFHVRUGLIIHUHQFHV

    6LPLODUHYHQWVZLOOEHXQGHUVWRRGDQGLQWHUSUHWHGGLIIHUHQWO\E\GLIIHUHQWSHRSOH,IDQDSSOHKLWV&HFLOHRQKHUKHDGZKLOHVKHLVZDONLQJLQWKHIUXLWJDUGHQLW LVXQOLNHO\WKDWVKHZLOOXVH WKLVHYHQW WRGHYHORS1HZWRQV LGHDV ,W LVPRUH OLNHO\ WKDW VKHZLOO WKLQN7KLV KDSSHQLQJ WRPH LV W\SLFDO ,WVP\ XVXDO EDG OXFN2QH RI XV DXWKRUVZRXOGKDYHSLFNHGXSWKHDSSOHDQJULO\DQGWKURZQLWIDUDZD\WKHRWKHUZRXOGKDYHHDWHQLW

    2QHGD\&HFLOHZDONVLQWKHJDUGHQ8QFRPPRQO\DQGZLWKRXWEHLQJUHDOO\DZDUHRILWKHUWKRXJKWVDUHFRQWHQWHG$QDSSOHIDOOVRQKHUKHDGDQGE\DQDPD]LQJFRLQFLGHQFHLWERXQFHVRQKHUKHDGIDOOVLQWRKHUKDQGDQGVKHFDWFKHVLW,WGRHVQWKXUWDQGZLWKDVPDOOODXJKWHUEXEEOLQJLQVLGHVKHWDNHVDELJELWHRXWRIWKHDSSOHDQGIRUDIHZVHFRQGVHQMR\VWKHIUHVKWDVWH7KHPRPHQWLVVKRUWDQGVRRQVKHOHWVWKHDSSOHIDOOWRWKHJURXQGZKLOH ORRNLQJVK\O\DURXQGKHUVHOI+DOI DQKRXU ODWHU VKH UHPHPEHUVRQO\ WKH VKDPHZKDWLIDQ\RQHVDZPHZKHQWKDWDSSOHKLWPHRQWKHKHDG

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

    ,WLVRQO\ZKHQ&HFLOHVWDUWVFUHDWLQJDQHZVWRU\DERXWKHUVHOIWKDWWKHVHHYHQWVFDQEHRIVRPHLPSRUWDQFHIRUKRZVKHSHUFHLYHVKHUVHOIDQGWKXVKRZVKHGHVFULEHVZKDWVKHLVGRLQJDQGWKXVLQIOXHQFHZKDWVKHLVGRLQJ,FDQFDWFKRSSRUWXQLWLHVLQWKHDLU,FDQHQMR\WKHXQH[SHFWHGHWF

    7KHRU\&KDQJH7UHDWPHQW,Q 3DWWHUQV RI EULHI IDPLO\ WKHUDS\ 6WHYH GH 6KD]HU GHVFULEHV ZKDW KH FDOOV WKH

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

    6WHYHW\FNHUGHWEHK|YVHWWIDOOKlU

    7KHOLYLQJIURJFDQEHERLOHGZLWKRXWMXPSLQJRXWRIWKHSRWLI\RXUDLVHWKHWHPSHUDWXUHVORZO\HQRXJK

  • %DVLFLGHDV 3DJH

    ,QWKHHQFRXQWHUEHWZHHQFOLHQWDQGWKHUDSLVWDQDUUDWLYHLVFUHDWHGWKDWWDNHVLWVRULJLQLQ WKH FOLHQWV H[SHULHQFH RI KLV SUREOHPDWLF H[LVWHQFH 7KH FOLHQW GRHVQW FRPHZLWK DILQLVKHG VWRU\+H KDV DQ H[SHULHQFH RI WKH SUREOHP EXW WKH GHVFULSWLRQ WKH QDUUDWLYHDURXQGKLVSUREOHPVDQGVROXWLRQV LVVKDSHGLQ LQWHUDFWLRQZLWK\RX+lULIUnQRFKWLOOVOXWHWDYQlVWDIDOOKlQJHULKRSRFKNXQGHI|UHQNODV7KLVGHVFULSWLRQFUHDWHGLQWKHFRQYHUVDWLRQ FDQ EH H[WUHPHO\ VLPLODU WR WKH FOLHQWV H[SHULHQFH DQG FDQ WKXV GHHSO\FRQILUPWRWKHFOLHQWWKDWKHKDVDQLQVROXEOHSUREOHPDQGWKLVZLOOHYHQWXDOO\PDNHKLPIHHO GHHSO\ XQGHUVWRRG 1R QHZ LQIRUPDWLRQ LV EURXJKW IRUZDUG DQG ZLWKRXW QHZLQIRUPDWLRQWKHFOLHQWZLOOQRWEHDEOHWRILQGDQ\WRROVWRVWDUWGRLQJVRPHWKLQJDERXWKLVSUREOHP

    5HTXLVLWHV IRU FKDQJH DUH DW KDQG ZKHQ WKH QDUUDWLYH LV VXIILFLHQWO\ VLPLODU WR WKHFOLHQWV H[SHULHQFH WR EH DFFHSWHG EXW DW WKH VDPH WLPH VXIILFLHQWO\ GLIIHUHQW WR EULQJIRUWK D QHZ DQG GLIIHUHQW SHUVSHFWLYH ,I WKH GLIIHUHQFH LV WRR VPDOO WKH UHTXVLWHV IRUFKDQJHDUHQRWPHWDQGLIWKHGLIIHUHQFHLVWRRELJWKHUHPD\QRWHYHQEHDQHZPHHWLQJ7KH FOLHQW VD\V 7KDW WKHUDSLVW GLGQW XQGHUVWDQG DQ\WKLQJ WKHUH ZDV QR XVH LQFRQWLQXLQJRUKHWKLQNVWKDWZDVWKHPRVWVWXSLG,HYHUKHDUGDQGVWRSVFRPLQJ

    8VHIXOIHHGEDFNIRUWKHFOLHQWLVZKHQWKHVWRU\LVVXIILFLHQWO\VLPLODUWREHDFFHSWHGDVDYDOLGGHVFULSWLRQRIWKHFOLHQWVH[SHULHQFHDQGVXIILFLHQWO\GLIIHUHQWWRRSHQXSQHZSHUVSHFWLYHVSRVVLELOLWLHVDQGKRSH

    (YHQSRVLWLYHKRSHIXODQGIXWXUHRULHQWHGQDUUDWLYHVFDQEHWRGLIIHUHQW$ FROOHDJXH KDV KHDUG RI VROXWLRQ IRFXVHG WKHUDS\ DQG KDV UHDG DQ DUWLFOH DQG KDV

    XQGHUVWRRGWKDWLWLVSRVVLEOHWRIRFXVRQWKHIXWXUHLQVLWXDWLRQVDQGLQZD\VWKDWVKHFRXOGQWLPDJLQHEHIRUH

    6KH WULHVZLWK D \RXQJ JLUO ZKR VLWV DW KRPH DQG GRHVQW JR WR VFKRRO DQG WRJHWKHU WKH\GUHDP XS DZRUOG IDU LQWR WKH IXWXUH D ZRUOG IXOO RI KRSH UHVRXUFHV DQG SRVVLELOLWLHV 7KHDWKPRVSKHUHLVYHU\SOHDVDQWZKHQWKHJLUOVXGGHQO\VD\V

  • ([FHSWLRQV:KHQ&HFLOHWRRNDELWHRXWRIWKHIUHVKDSSOHVKHGLGVRPHWKLQJXQXVXDODQGKDGDQ

    XQXVXDOH[SHULHQFH$VWKLVHYHQWGRHVQWPHDQDQ\WKLQJWRKHUVKHGRHVQWWKLQNPXFKDERXW LW

  • %DVLFLGHDV 3DJH

    1RUEHUW FRPHV ZLWK KLV VRFLDO ZRUNHU ZKR KDV WULHG IRU PRQWKV WR VHQG KLP WR DQLQVWLWXWLRQIRUDGD\$$SURJUDPIRUKLVDOFRKROLVP1LOVORVWKLVMREEHFDXVHRIKLVGULQNLQJDQGLVQRZDFFRUGLQJWRKLVVRFLDOZRUNHUDERXWWRORRVHKLVIDPLO\IRUWKHVDPHUHDVRQ

    ,QWKHLQWHUYLHZ1RUEHUWGHVFULEHVSUREOHPZLWKKLVZLIHEXWKHDOVRGHVFULEHVLQVWDQFHVRILQWLPDF\DQGFORVHQHVVZKHQKHIRULQVWDQFHKXJVKLVZLIHDQGJHWVDSRVLWLYHUHVSRQVHDQGZKHQWKHWZRRIWKHPKDYHIXQWRJHWKHUZLWKWKHLUFKLOGUHQ7KLVLVVRPHWKLQJHYHU\RQHLQWKHIDPLO\ DSSUHFLDWHV 1RUEHUW GRHVQW WDON DERXW KLV GULQNLQJ:KHQ WKH VRFLDO ZRUNHU WULHV WRPDNH KLP WDON DERXW LW KH FRQILUPV WKDW KLV ZLIHV ZRUU\LQJ LV D SUREOHP 6KH FRQVWDQWO\ZRUULHV DERXW ZKHQ KH LV JRLQJ WR KDYH KLV QH[W ERXW RI GULQNLQJ DQG KHU ZRUU\LQJ ULVNVVSRLOLQJWKHPDUULDJH

    1RUEHUWV FRPSODLQW UHYROYHV DURXQGKLV UHODWLRQVKLSZLWKKLVZLIH QRW KLV UHODWLRQVKLS WRDOFRKRO+LVJRDOVIRUWKHUDS\DUHFRQQHFWHGWRWKHUHODWLRQVKLSZLWKKLVZLIH2XWRIFXULRVLW\WKHWKHUDSLVW-/. ZRQGHUVZKHWKHU1RUEHUWEHOLHYHVWKDWDFKDQJHLQWKHUHODWLRQVKLSZLWKKLVZLIH ZRXOG UHVXOW LQ D FKDQJH FRQFHUQLQJ KLV UHODWLRQVKLS ZLWK DOFRKRO DQG 1RUEHUW QRGVFRQILUPLQJO\

    7KHH[FHSWLRQVLQWKHUHODWLRQVKLSZLWKKLVZLIHWKHJRRGPRPHQWVDUHIXUWKHUKLJKOLJKWHGDQG1RUEHUW LV JLYHQ D IHZ LGHDV WKDW KH FRXOG WU\ DV DQ H[SHULPHQW WKDW FRXOGPDNH WKHVHPRPHQWVKDSSHQPRUHRIWHQ1RQHRIWKHVHLGHDVKDVDQ\WKLQJWRGRZLWKDOFRKRODV1RUEHUWGRHVQWVHHPWREHOLHYHWKDWWKLVLVWKHFUXFLDOSUREOHPRUVROXWLRQLQWKHUHODWLRQVKLS

    :KHQ1RUEHUW UHWXUQVDIWHUDZHHNKHKDVGLVFRYHUHGZKDWKHQHHGV WRGR WR LPSURYHKLVUHODWLRQVKLSZLWKKLVZLIHEUHDNIDVWLQEHGKHOSWKHFKLOGUHQZLWKWKHLUKRPHZRUNKDYHGLQQHUUHDG\ZKHQVKHFRPHVKRPHIURPZRUNHWF6KHLVDVZRUULHGDVEHIRUHDERXWKLVQH[WUHODSVHEXWWKHUHLVQWYHU\PXFKKHFDQGRDERXWLWDQGGHVSLWHKHUZRUU\LQJWKH\KDYHKDGPDQ\JRRGPRPHQWVGXULQJWKHZHHN

    $IWHU DQRWKHU VHVVLRQV ZLWK WKH VDPH WKHPH RYHU D PRQWK SHULRG WUHDWPHQW LVWHUPLQDWHG7KHUHKDVEHHQQRUHODSVHZLWKKLVGULQNLQJRUZLWKWKHSUREOHPZLWKKLVZLIH+HVD\V VKH LV VDWLVILHG WRR DQG KLV GULQNLQJ EHKDYLRU LV QR ORQJHU D VXEMHFW RI FRQYHUVDWLRQEHWZHHQWKHP

    ,IWKHFOLHQWLVFRPSODLQLQJDERXWKLVUHODWLRQVKLSZLWKKLVZLIHWKLVLVWKHFRPSODLQWIRU ZKLFK ZH DUH ORRNLQJ IRU H[FHSWLRQV ,W LV LPSRVVLEOH WR FUHDWH PHDQLQJ DURXQGEHKDYLRUV WKDW DUH H[FHSWLRQV WR RXU RU WKH VRFLDO ZRUNHUV LGHDV DERXW WKH FOLHQWVSUREOHP'HOLEHUDWHH[FHSWLRQV

    'HOLEHUDWHH[FHSWLRQVDUHH[FHSWLRQVWKHFOLHQWFDQGRZKHQHYHUKHZDQWVWR'RQDOGVQLIIVJDVLQDFRPSXOVRU\PDQQHUDQGZDQWVWRVWRS+HQHYHUVQLIIVZKHQKHLVZLWKKLVJLUOIULHQG VKHZRXOG EHDW WKH VKLW RXW RIPH:KHQ'RQDOG GRHVQWZDQW WR VQLII KHVWD\VZLWKKLVJLUOIULHQGZKLFKKHGRHVRUHYHQLQJVDZHHN+HFDQDOVRDEVWDLQIURPVQLIILQJZKHQKHLVZLWKKLVPRWKHUDQGKHLVVXUHWKDWKHFDQDEVWDLQWRPRUURZLIKHGHFLGHVWRE\EHLQJZLWKKLVPRWKHURUZLWKKLVJLUOIULHQG6SRQWDQHRXVH[FHSWLRQV

    7KHVHDUHH[FHSWLRQVWKDWRFFXURXWRIWKHEOXH:KDWPDNHVWKHPKDSSHQZKHQWKH\KDSSHQ DQG ZK\ WKH\ KDSSHQ ZKHUH WKH\ KDSSHQ LV D P\VWHU\ 7KH\ MXVW KDSSHQ6RPHWLPHVDQDVSHFWRIZKDWLVJRLQJRQLVREYLRXVEXWWKHGHVFULSWLRQGRHVQRWKDYHWKHVDPHFKDUDFWHUDVZLWKGHOLEHUDWHH[FHSWLRQV

    -RFHO\QH/RSH].RUPDQ$YHQERNHQRXWSDWLHQWWUHDWPHQWFHQWHU0DOP|

  • 5HVRXUFHVDQGFRPSHWHQFH&HFLOH LV JRRG DW FRRNLQJ DQG OLNHV UHDGLQJ 6KH LV LQWHUHVWHG LQ DUW DQG VKH LV

    H[WUHPHO\ZHOOYHUVHGZKHQLWFRPHVWR,PSUHVVLRQLVP,QVFKRROVKHUHFHLYHGYHU\KLJKJUDGHVLQGUDZLQJDQGVKHVK\O\GLVFORVHVWKDWVKHSDLQWVDOLWWOHEDGO\VKHWKLQNVDQGVKHGRHVQWXQGHUVWDQGZK\KHU WHDFKHUDSSUHFLDWHGKHU VRPXFK&HFLOHVPRWKHU WHOOVWKH WKHUDSLVW WKDW VKHKDV DOZD\VEHHQYHU\ LPSUHVVHGZLWK&HFLOHV WDOHQW LQ WKLV DUHD&HFLOHJHWVYHU\XSVHWZLWKKHUPRWKHUZKRKDVQW WROGKHU WKLVEHIRUHEXWKHUPRWKHUKDUVKO\PDNHVLWFOHDUWKDWVKHKDVVKRZQKHUDSSUHFLDWLRQPDQ\WLPHV

    (YHQ SHRSOH ZLWK GLIILFXOW SUREOHPV RIWHQ KDYH PDQ\ DUHDV LQ WKHLU OLYHV WKDWIXQFWLRQZHOOIRRGVH[FXOWXUDOLQWHUHVWVMREHWF7KHVHDUHDVDUHLPSRUWDQWEHFDXVHWKH\FDQEH OLNHQHG WR LVODQGVRIFRPSHWHQFHDQGUHVRXUFHVRQWRZKLFKH[FHSWLRQVDQGVROXWLRQVFDQEHFRQQHFWHGWREHFRPHFRQWLQHQWV

    &RPSHWHQFH DQG UHVRXUFHV LV HYHU\WKLQJ LQ WKH FOLHQWV OLIH WKDW LV IXQ LQVSLULQJGHOLJKWIXOJRRGDQGXVHIXO,QIDFWDQ\WKLQJFOLHQWVDQGIDPLOLHVGRRUKDVWKHSRVVLELOLW\WRGRWKDWPDNHVWKHPIHHOJRRGRUDWOHDVWQRWZRUVHDQGEHSURXGRIWKHPVHOYHVDQGHDFKRWKHU

    7KHWKHUDSLVWVEDVLFLGHDV:KDW WKH WKHUDSLVW WKLQN LV HIILFLHQW WKHUDS\ZLOOJXLGHDQG FRQWURO ERWK WKH FRQWHQW

    DQGWKHVWUXFWXUHRIKLVFRQYHUVDWLRQVZLWKFOLHQWVDQGIDPLOLHV+LVYLHZLVUHSUHVHQWHGLQKLVILUVWXWWHUDQFHVDQGKLVILUVWUHDFWLRQVWRZKDWWKHFOLHQWSUHVHQWV

    $VZH WKLQN WKDWPRVW RI WKH WKHUDSHXWLFZRUN KDV WR GRZLWK WKH WKHUDSLVW DQG WKHFOLHQWIDPLO\FRFUHDWLQJDFKDQJHDEOH UHDOLW\ZH WKLQN LWVJRRG WKDW WKHUDSLVWVDUHQRWEODQNPLUURUV7KHUHIRUZHPDNHHIIRUWVWRPDNHRXUEDVLFLGHDVDVDSSDUHQWDVSRVVLEOHWRRXUVHOYHVDQGRXUFOLHQWV

    2XUILUVWEDVLFLGHDLVWKDWFOLHQWVDQGIDPLOLHVGRWKHLUXWPRVWWRFRRSHUDWHZLWKXVZLWKWKHSXUSRVHWRJHWKHOSLQFKDQJLQJZKDWWKH\GRLQWKHLUOLYHV2XUMRELVWKHUHIRUHWR GR RXU XWPRVW WR ILQGZD\V RI FRRSHUDWLRQ FRQVLGHULQJ HDFK IDPLO\V XQLTXHZD\FRQGLWLRQVDQGOLIHVLWXDWLRQ

    0DULDVD\V,PIHGXSZLWKFU\LQJZLWKWKHUDSLVWVLWGRHVQWFKDQJHDQ\WKLQJ'RQWPDNHPHFU\DQGWKHQVKHVWDUWVFU\LQJEHIRUHWKHWKHUDSLVW+.KDVKDGDFKDQFHWRDQVZHU+HLPPHGLDWHO\OHDQVIRUZDUGDQGVD\VORXGO\DQGUHPRUVHIXOO\ZLWKDQDFFRPSDQ\LQJVPLOHLWZDVQWPHLWZDVQWPHDQG0DULDVFU\LQJWXUQVLQWRODXJKWHU

    &RRSHUDWLRQLVGHYHORSHGLQDUHODWLRQVKLS2XU VHFRQG EDVLF LGHD LV WKDW ZH DV WKHUDSLVWV KDYH GLIILFXOWLHV FRRSHUDWLQJ ZLWK

    SHRSOHZKRFRPHWRJHWKHOSDQGWKDWZHWKHUHIRUHPXVWZRUNYHU\KDUG WRXQGHUVWDQGZKDWWKH\DUHWHOOLQJXVDERXWWKHLUJRDOVDQGVROXWLRQV:HWU\WRDGMXVWRXUVHOYHVDQGRXUPRGHOWRRXUFOLHQWV

    -RQQ\ORRNVVSLWHIXOO\DWWKHWKHUDSLVW+.$VFDOHIRUKRZ,IHHO7KLQJVOLNHWKDWFDQQRWEHUHGXFHGWRVFDOHV2NWKHWKHUDSLVWDQVZHUVDQGVWRSVXVLQJVFDOHVZLWK-RQQ\

    :KDWZHGRFDQEHVHHQDVWU\LQJYHU\KDUGWRXQGHUVWDQGZKHUHWKHFOLHQWVZDQWVWRJRWKHLUJRDODQGWKHQWU\LQJWRKHOSWKHPILQGWKHVKRUWHVWZD\WRJHWWKHUH,IWKLVLVWR

  • %DVLFLGHDV 3DJH

    ZRUNWKHURDGPXVWEHDFFHVVLEOHZLWKLQWKHLUUHSHUWRLUHEXWLWZLOORIWHQQRWEHWKHURDGWKH\LPDJLQHGDWRXWVHWKDGWKDWRQHZRUNHGWKH\ZRXOGQWKDYHQHHGHGWKHUDS\

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

    'XULQJ WKH WHOHSKRQHFDOO WKH WKHUDSLVW DFFHSWV KHU JRDO EXW LQGLFDWHV DQ DOWHUQDWLYHURXWH

    2XUWKLUGEDVLFLGHDLVWKDWQRPDWWHUKRZEDGLWVHHPVFOLHQWVDQGIDPLOLHVGRDORWRIWKLQJVWKDWDUHJRRGIRUWKHPDQGLWLVRXUMREWRILQGRXWZKDWWKRVHWKLQJVDUH

    2XUIRXUWKEDVLFLGHDLVWKDWFKDQJHLVLQHYLWDEOH:KHQZRUNLQJOLNHWKLVQRWKLQJLVHYHUWKHVDPH,WLVDOZD\VSRVVLEOHWRILQGGLIIHUHQFHVLQWKHSUHVHQWWKHSDVWRULQLGHDVDERXW KRZ WKH IXWXUH FDQ EH GLIIHUHQW :LWK WLPH ZH KDYH EHFRPH DOPRVW LQFXUDEO\RSWLPLVWLF

    2XU ILIWKEDVLF LGHD LV WKDWFKDQJHKDSSHQV WKURXJKGHYHORSLQJ UHVRXUFHV UDWKHUWKDQWUHDWLQJGHIHFWV7KLVLVH[SUHVVHGWKURXJKDUHODWLYHQRQLQWHUHVWLQSUREOHPVDQGDQLQVDWLDEOHLQWHUHVWLQZKDWSHRSOHDUHJRRGDW

    2XUVL[WKEDVLFLGHDLVWKDWODXJKWHUOLEHUDWHVDQGWKDWHIILFLHQWWKHUDS\LVRIWHQIXQ/DXJKWHU KDV D WHQGHQF\ WR OXUH RXW UHVRXUFHV LQVWHDG RI GHILFLHQFLHV:KDW \RX FDQWODXJKDERXW\RXFDQWWDNHVHULRXVO\

    2XUVHYHQWKEDVLFLGHDLVWKDWWKHVWHSIURPWKHWROGH[SHFWHGSUREOHPIUHHVWRU\WR DFWXDOO\ OLYLQJ LW LV VPDOOHU WKDQ XVXDOO\ EHOLHYHG DQG LW SD\V RII IRU FOLHQWV WRH[SHULPHQW

    2XUHLJKWEDVLFLGHDLVWKDWLWLVLPSRUWDQWIRUFOLHQWVWRRZQWKHLUFKDQJH2XUQLQWKEDVLF LGHD LV WKDW FUHGLW IRUFKDQJH VKRXOGEH VKDUHGDPRQJ WKRVHZKR

    GHVHUYHLW2XUWHQWKEDVLFLGHDLVWKDWWKHEULHIHUWKHWKHUDS\WKHEHWWHU

    -RQ-RQ LV \HDUV ROG DQG KLV PRWKHU SKRQHV EHFDXVH -RQ KDV EHHQ VOXJJLVK SDVVLYH DQG

    LQGLIIHUHQWIRUDORQJWLPHDQGKDVIDLOHGFRPSOHWHO\LQVFKRRO+HQRZZRUNVLQD\RXWKSODFH VLQFH D FRXSOH RI PRQWKV DQG KDV SUDFWLFDOO\ EXW QRW HQWLUHO\ VWRSSHG JRLQJ WKHUH 7KHSROLFHKDYHSLFNHGKLPXSZLWKKDVKLVKLQKLVSRFNHWDQGPRWKHUKDVVXFFHHGHGLQPDNLQJKLPFRQIHVVVHYHUDO\HDUVRIKDVKLVKDEXVH6KHZDQWVKHOSLPPHGLDWHO\DQGJHWVDQDSSRLQWPHQWDZHHNODWHU

    7KH\FRPHWRJHWKHUIRUWKHILUVWVHVVLRQ:KDWDUH\RXJRRGDW"WKHWKHUDSLVW+.DVNVDQGKHLPPHGLDWHO\DQVZHUV1RWKLQJ&RPHRQWKHWKHUDSLVWVD\VZKDWDUH\RXJRRGDW"

    $UUDQJHGDQGSDLGE\WKHFRPPXQHIRUXQHPSOR\HGSHRSOHXQGHU

  • :LWK D QRQFKDODQW VPLOH KH DQVZHUV 6OHHSLQJ SDUWLFXODUO\ LQ WKH PRUQLQJV 7KHWKHUDSLVWVHULRXVO\QRWHVZKDWKHVDLGDQGDGGV

    :KDWHOVH"-RQWKLQNVIRUDIHZPRPHQWVORRNVTXHVWLRQLQJO\DWKLVPRWKHUDQGVD\V,GRQWNQRZ+PPVD\VWKHWKHUDSLVWWXUQVWRZDUGPRWKHUDQGDVNV:KDWLVKHJRRGDW"$ORW+HLV LQWHOOLJHQWDQGVHQVLWLYHKHFDQZKHQKHZDQWVKH LVJRRGDWFRRNLQJKH LV

    FRQVLGHUDWHWRKLVIULHQGVKHKDVDOZD\VEHHQYHU\LQGHSHQGHQW+HKDVPDWXUHGHDUO\7KHWKHUDSLVWWDNHVQRWHVDJDLQWXUQVWR-RQDQGZRQGHUVLIKHDJUHHVZLWKKLVPRWKHUDQG

    KHGRHV7KHWKHUDSLVWWKDQDVNVKLPZKDWKLVPRWKHULVJRRGDW1DJJLQJ KH DQVZHUV EXW KLV YRLFH DOUHDG\ VRXQGV D OLWWOH ELW OHVV GHIHQVLYH DQG RQH

    VHQVHV WKH EHJLQQLQJ RI D VPLOH WKHUH VRPHZKHUH LQ WKH PLGGOH RI DOO WKH VXOOHQQHVV +HFRQWLQXHVZLWKRXWDQ\QHHGIRUHQFRXUDJHPHQW

    6KHLVJRRGDWFRRNLQJDQGVKHLVGDPQHGJRRGDWNHHSLQJRUGHU$KDVR\RXUPRWKHULVRUGHUO\WKHWKHUDSLVWFRPPHQWVDQGQRWHV7KHQH[WTXHVWLRQVWDUWVZLWKDVPDOOOHFWXUH:KHQWKLQJVOLNHWKLVKDSSHQLQIDPLOLHVDQG

    RQHILQDOO\GHFLGHVWRJHWVRPHKHOSWKLVVHHNLQJKHOSLVDELJVWHS:HRIWHQVHHWKDWLWLVRQO\RQHRIPDQ\RWKHUWKLQJVWKDWDOUHDG\VWDUWHGFKDQJLQJ6RZKDW,ZDQWWRDVN\RXLVZKDWKDVLPSURYHGVLQFH\RXFDOOHGDQGPDGHWKHDSSRLQWPHQWWRFRPHKHUH"

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

    7KHWKHUDSLVWDQGWKHIDPLO\WDONIRUDZKLOHDERXWWKHHIIRUWVKHPDGHDQGKRZKHKDVEHHQDEOH WR XVHPRWKHUV GHWHUPLQDWLRQ LQ D FRQVWUXFWLYHZD\ DQG WKH KHOS VKH KDV SURYLGHG 7RTXHVWLRQVFRQFHUQLQJZK\KHERWKHUVWRJRWRKLVZRUNSODFHMXVWERULQJDQGNLOOLQJKLPDQGKHMXVWVLWVRIKLVWLPHKHDQVZHUVWKDWKHKDVWRDVKHQHHGVWKHSRLQWVWRJHW LQWRKLJKVFKRROQH[W IDOO 7KH WKHUDSLVW LV SUHWW\ VXUSULVHG E\ KLV UHDOLVP DQG ZLOOSRZHU DQGPRWKHU KDV WRLQIRUPKLPDERXWKHUVRQ+HNQRZVKRZLIKHZDQWVWR+HPDWXUHGHDUO\

    7KHWKHUDSLVWWKLQNVLWLVWLPHWRWDONDERXWJRDOVDQGDVNVWKHPLUDFOHTXHVWLRQSDJH%RWK OLVWHQV FDUHIXOO\ZKHQ KH DVNV WKH TXHVWLRQ 6XSSRVH WRQLJKWZKHQ \RX DUH VOHHSLQJ DPLUDFOHKDSSHQHGDQG WKHPLUDFOH LV WKDW WKHSUREOHPV WKDWEURXJKW\RXKHUHZDVVROYHG$V\RXZHUHDVOHHSZKHQWKHPLUDFOHKDSSHQHG\RXZRXOGQWNQRZLWKDGKDSSHQHG:KDWZRXOGEHGLIIHUHQWWRPRUURZWKDWZRXOGPDNH\RXWKLQNWKHUHKDGEHHQDPLUDFOH

    -RQDQVZHUV,ZRXOGQWNQRZWKHUHKDGEHHQDPLUDFOHLI,ZDVDVOHHSZKHQLWKDSSHQHG+HQRWLFHV WKDW WKH WKHUDSLVW ORRNV VXUSULVHGDQGDGGV ,KDYHQW VPRNHGDQ\WKLQJQRZ IRU DIRUWQLJKWDQGWKDWVQRSUREOHP,PQRWVD\LQJ,OOQHYHUVPRNHDJDLQEXW,PQRWKRRNHGDQG,OOSUREDEO\VPRNHDSLSHQRZDQGWKHQ

    $KDVD\VWKHWKHUDSLVWEXWZKDWDERXWPRP:KDWZRXOGVKHQRWLFHWKDWZRXOGPDNHKHUWKLQNWKHUHKDGEHHQDPLUDFOH"

    -RQDQVZHUV,ZRXOGEHPRUHVXFFHVVIXOZLWKJLUOV7KH WKHUDSLVWZRQGHUVZKDW KHPHDQV E\ WKLV DQG WKH\ WDON WRJHWKHU DERXW WKHP\VWHULHV

    ZLWKJLUOV+DVKHWDONHGZLWKKLVPRWKHUDERXWWKLVVKHLVDIWHUDOODJLUO"1RZD\VD\VKHDQGDOOWKUHHODXJKWRJHWKHUDWWKLVSUHSRVWHURXVLGHD:KDWGR\RXPHDQZKHQ\RXVD\PRUHVXFFHVVIXOZLWKJLUOV"'R\RXNQRZZKHQDJLUOLV

    LQWHUHVWHGLQ\RX"

  • %DVLFLGHDV 3DJH

    ,WGRHVQWKDSSHQRIWHQKHVD\VDQGPRWKHUDQGWKHWKHUDSLVWXQLWHLQSOD\IXOFRQVSLUDF\DURXQGWKHLGHDWKDWKHLVSUREDEO\EOLQGZKHQLWFRPHVWR\HDUQLQJWHHQDJHJLUOV0D\EHLWLVVRWKHWKHUDSLVWDGGVWKDWWKHKDVKLVKKDVQWPDGHWKLVSUREOHPDQ\HDVLHUWRVROYHDVKDVKLVKLVDGUXJWKDWWHQGVWRWXUQSHRSOHLQZDUGSD\LQJPRUHDWWHQWLRQWRWKHPVHOYHVWKDQWRRWKHUV

    :KDWZRXOGVKHQRWLFHDIWHUWKHPLUDFOHWKHWKHUDSLVWZRQGHUVDQGPRWKHUDQVZHUV,ZRXOGVHHDER\WKDWZDVJODGLQWKHPRUQLQJ+HGSUREDEO\VWLOOKDYHGLIILFXOWLHVJHWWLQJRXWRIEHGEXW KH ZRXOG EH JODG ZKHQ KH JRW GRZQ WR WKH NLWFKHQ ,Q WKH DIWHUQRRQ KH ZRXOG WHOO PHVRPHWKLQJDERXWKLVGD\ZLWKRXWPHKDYLQJWRSXOOHYHU\ZRUGRXWRIKLPDQGKHZRXOGVD\VRPHWKLQJSRVLWLYHDERXWKLVMRE$QHYHQLQJQRZDQGWKHQKHGEHKRPHGRLQJVRPHWKLQJZLWKPH,QHYHUVHHKLPVKHILQLVKHVDOLWWOHZKLQLQJ

    7KHWKHUDSLVWHFKRHVHYHU\WKLQJVKHVDLGH[FHSWIRUWKHODVWQHYHUVHHVKLPDVKHQRWHVLW+HDOVRFKHFNVZLWKKHULIVKHPHDQVWKDW-RQZRXOGDQVZHUZLWKOHVVHIIRUWRQKHUEHKDOIRULIVKHPHDQV WKDWKHZRXOG WDON WRKHU VSRQWDQHRXVO\DQGVKHFRQILUPV WKH ODVW&DXWLRXVO\ WKHWKHUDSLVWWXUQVWR-RQZRQGHULQJKRZWKLVILWVIRUKLP0D\EHLWGRHVEXWKHOOQHYHUHQMR\WKDWMREEXWVXUHLWVSRVVLEOHWKDWLWFDQEHIXQWRGRVRPHWKLQJZLWKPRPVRPHWLPH

    *UHDWVD\VWKHWKHUDSLVW7KHWKHUDSLVWZRQGHUVWRKLPVHOI LIDQ\RIWKLVKDSSHQVIURPWLPH WR WLPH"$UH WKHUHDQ\

    H[FHSWLRQV"+HDVNV'RHVDQ\RIWKLVKDSSHQQRZDQGWKHQRUDUHWKHUHWKLQJVJRLQJRQWKDWDUHLQWKHGLUHFWLRQ

    RIWKLVKDSSHQLQJ"0RWKHU UHFRXQWV WKDW IRU WKH ODVW IHZ GD\V VKH KDV KDG WKH LPSUHVVLRQ WKDW -RQ LV PRUH

    FRQVLGHUDWH WRZDUG KLV OLWWOH EURWKHU DQG VLVWHU DQG WKHUH KDV EHHQ PXFK OHVV DUJXLQJ DQGILJKWLQJ -RQ SURXGO\ DQG D OLWWOH ELW VK\O\ DGGV WKDW \HVWHUGD\ KH DFWXDOO\ KDG D ORQJFRQYHUVDWLRQZLWKKLV\HDUROGEURWKHU

    7KHWKHUDSLVWHQGVWKHLQWHUYLHZZLWKVFDOLQJTXHVWLRQV2QDVFDOHIURPWRZKHUHVWDQGVIRUWKLVSUREOHPEHLQJHQRUPRXVO\VHULRXVDQG

    QRWVHULRXVDWDOOKRZGRVHHWKDW"-RQWKLQNVIRUDZKLOHORRNVIXUWLYHO\DWKLVPRWKHUDQGDQVZHUV2QWKHVDPHVFDOHZKDWDUH\RXUFKDQFHVRIJHWWLQJRXWRILW"+HDQVZHUV2QWKHVDPHVFDOHZKHUHPHDQV\RXUHSUHSDUHG WRGRDQ\WKLQJ WR VROYH WKLVSUREOHP

    DQG PHDQV WKH RQO\ WKLQJ \RX DUH SUHSDUHG WR GR LV WR VLW RQ \RXU ERWWRP DQG ZDLW IRU DPLUDFOH"

    7KH WKHUDSLVW QRWHV ORRNV LQ KLV SDSHUV DQG VD\V KH ZRXOG OLNH D FRXSOH RI PLQXWHV IRU

    KLPVHOILQWKHFRUULGRU+HZDQWVWRWKLQNDERXWZKDWWKH\WDONHGDERXWZKDWKHWKLQNVRIWKHLUVLWXDWLRQDQGLIKHKDVDQ\LGHDVWKDWKHWKLQNVFRXOGEHXVHIXO%HIRUHKHULVHVKHDVNV

    ,V WKHUH DQ\WKLQJ LPSRUWDQW DW WKLV SRLQW WKDW \RX ZDQW PH WR NQRZ EHIRUH , JR RXW WRGLVFXVVZLWKP\VHOIRULVWKHUHDTXHVWLRQ\RXWKLQN,IRUJRWWRDVN"

    7KH\ERWKWKLQNIRUDZKLOHVKDNHWKHLUKHDGVDQGKHJRHVRXW:KHQKHFRPHVEDFNDIWHUDERXWWHQPLQXWHVWRVXPPDUL]HWKHVHVVLRQWKH\DUHERWKYHU\

    DWWHQWLYH)LUVW,ZDQWWRVD\WKDW,WKLQNLWVDJRRGWKLQJ\RXFDPH7KLVLVDVHULRXVSUREOHPDQG\RX

    DUHERWKZHOODZDUHRIWKHIDFWWKDWLWZLOOWDNHDORWRIKDUGZRUNWRVROYHWKLVSUREOHP7KHWKHUDSLVWWKHQWXUQVWRPRWKHUDQGFRQWLQXHV

    +HUH,DFWXDOO\VSHQGPLQXWHVEHLQJSHGDJRJLFDURXQGWKHHIIHFWVRIKDVKLVK0\LGHD

    ZDV WR FRQQHFW WKH QHJDWLYH HIIHFWV RI KDVKLVK WR KLV FRPSODLQW ,Q UHWURVSHFW , VHH LW DVSRLQWLQJDILQJHUELJDVDEDVHEDOOEDWDQGZHDOONQRZZKDWWHHQDJHUVWKLQNDERXWSRLQWLQJILQJHUV,WFRXOGKDYHKXUWRXUFRRSHUDWLRQ

  • , DP YHU\ LPSUHVVHG ZLWK \RXU ER\ +LV RSHQ PLQGHGQHVV KLV VHQVH IRU QXDQFHV KLVKRQHVW\DQGVHQVLWLYLW\DQG WKLVQLFHFRQWDFWKH LVRIIHULQJ ,DJUHHZLWK\RX WKDWKHPDWXUHGHDUO\DQGZKLOHZDONLQJLQWKHFRUULGRUWKLQNLQJ,JRWWKLVLGHDWKDWPD\EHKHKDVQHHGHGWKLVSHULRGRIKDVKLVKDEXVHWRVORZGRZQKLVGHYHORSPHQWWRPDQKRRG

    6KHQRGVDQGWKHWKHUDSLVWWXUQVWR-RQ,WKLQN\RXDUHOXFN\WRKDYHDPRWKHUZKRGDUHVVKRZKHULQYROYHPHQWLQPDQ\GLIIHUHQW

    ZD\V+HQRGVDQGWKHWKHUDSLVWVD\VKHKDVDWDVNIRUHDFKRIWKHPWKDWKHWKLQNVFDQEHRIVRPH

    KHOS7RPRWKHUKHVD\V3D\DWWHQWLRQWRZKHQ\RXVHHWKDWKHJHWVXSLQDJRRGPRRGLQWKHPRUQLQJZKHQKHLV

    NLQGZLWKKLVVLEOLQJVZKHQKHPDNHVDSRVLWLYHFRPPHQWDERXWKLVMRERUGRHVDQ\WKLQJHOVHLQOLQHZLWKWKHPLUDFOH1RWHWKHWLPHDQGJLYHKLPDSUHVHQWKRXUVODWHUZLWKRXWWHOOLQJKLPZK\

    $VIRU\RX-RQWLOOZHPHHWQH[W,ZDQW\RXWRSD\DWWHQWLRQWRZKDWHYHUKDSSHQVLQ\RXUOLIHWKDW\RXZRXOGOLNHWRFRQWLQXHWRKDYHKDSSHQLQWKHIXWXUHZKHQWKHSUREOHPLVVROYHG

    7KH\DJUHHRQZHHNV WLOO QH[W VHVVLRQ7KH WKHUDSLVW DFWXDOO\ZRXOG KDYH SUHIHUUHG RQHZHHN EXW PRWKHU DQG -RQ DJUHH WKDW ZHHNV LV EHVW DQG WKH WKHUDSLVW DFFHSWV ZLWKRXWGLVFXVVLRQ-XVWEHIRUHOHDYLQJWKHWKHUDSLVWVD\V

    7KLQNDERXWEULQJLQJDQ\RQHWKDW\RXWKLQNFRXOGEHKHOSIXOLQVROYLQJWKLVSUREOHP

    8VHIXOLGHDV8VHIXOLGHDVDUHLGHDVWKDWKDYHKHOSHGXVLQRXUZRUN7KH\FRQVLVWRIDIHZVLPSOH

    WKRXJKWV WKDW KHOSXV FRRSHUDWHZLWK WKHSHRSOHZHPHHW:HGRQRWPHDQ WKDW WKHVHLGHDVDUHWKHRQO\LGHDVFRQFHLYDEOHLQWKHUDS\RUWKDWWKH\DUHWKHWUXWKRUWKHZD\WKLQJVVKRXOGEHGRQH3UREOHPVROXWLRQDQGWUHDWPHQWYDULHVDVHYHU\RQHLVXQLTXH7KHZD\WRILQGDQGGHVFULEHH[FHSWLRQVDQGVROXWLRQVQHHGWREHILWWHGLQGLYLGXDOO\ZLWKFOLHQWVIDPLOLHV DQG WKHUDSLVWV 3UREOHPV DUH VROYHG LQ PDQ\ GLIIHUHQW ZD\V DQG ZH DUHFRQYLQFHGWKDWPRVWRIWKHWKHUDSHXWLFZRUNLVQRWGRQHDWWKHWKHUDSLVWVRIILFHEXWLQWKHFOLHQWVRUGLQDU\HQYLURQPHQW

    7KHLGHDVDUHJURXSHGLQWKUHHFDWHJRULHV)LUVWZHWDONDERXWLGHDVWKDWIDFLOLWDWHIRUXVDQGKRSHIXOO\IRU\RXWRHVWDEOLVKDZRUNLQJUHODWLRQEDVHGRQFRRSHUDWLRQ:HFDOOWKDWGHYHORSLQJILW7KHUHDIWHUZHWDONDERXWLGHDVWKDWKDYHPRUHWRGRZLWKWHFKQLTXHZHFDOO WKDWSDUWPHWKRGLGHDVDQGILQDOO\ZHWDONDERXWRXUJRDOV IRU WUHDWPHQW:HFDOOWKDWDPELWLRQV'HYHORSLQJILW

    &UHDWLQJFRQILGHQFHDQGGHYHORSLQJILWLVPXFKPRUHWKDQWHFKQLTXH6RPHHYHQFDOOLWDUW7KHIROORZLQJLGHDVFDQIDFLOLWDWHWKHWDVN6KRZUHVSHFWDQGKXPEOHQHVVRUZKDWWKH\GRQWFRPSODLQDERXWLVQRQHRI\RXUEXVLQHVV

    2QHRIWKHPRUHLPSRUWDQWWKLQJVWRWKLQNDERXWDVDWKHUDSLVWLVWKDWLWLVQRW\RXUMREWRFKDQJH\RXUFOLHQWV0RVWSHRSOHFRPHWRWKHUDS\WRVROYHGLIILFXOWLHVQRWWRFKDQJHWKHLU SHUVRQDOLW\

  • %DVLFLGHDV 3DJH

    XQGHUVWDQG\RXGRQWFULWLFL]HDQG\RXSD\DWWHQWLRQWRZKDWWKHFOLHQWKDQGOHVZHOO,WLVWKHFOLHQWZKRGHFLGHVZKDWKHZDQWVWRFKDQJHQRW\RX

    $FFHSWWKHSUREOHPDQGWKHJRDOWKHFOLHQWRUWKHIDPLO\VHWIRUWKHFRQWDFWZLWK\RX:KHQ\RXJHWLGHDVDERXWZKDWSHRSOHVKRXOGFKDQJH LW LVQRWFHUWDLQ\RXDUHZURQJEXW\RXFDQQHYHUKDYH\RXUFOLHQWVIDPLOLHVSHUVSHFWLYHRQWKHLUOLYHV,WLVLPSRVVLEOHQRWWRODFNLQUHVSHFWIRUSHRSOHVRZQFDSDFLW\WRGHDOZLWKWKHLUOLYHVZKHQ\RXWU\WRGHFLGHZKDWVEHVWIRUWKHP%HVLGHVLWVUDUHWKDW\RXFDQFKDQJHVRPHWKLQJ\RXUFOLHQWGRHVQRWZDQWWRFKDQJHKLPVHOIRUKHUVHOI2QHH[SHULHQFHZHDVPDQ\RWKHUVKDYHKDGRYHUWLPHLVWKDW\RXFDQWUXVWWKDWSHRSOHNQRZZKDWWKH\KDYHWRGRILUVW6ROLVWHQWRWKHLUFRPSODLQWVDQGWKHLULGHDDERXWZKDWWKHLUVROXWLRQVORRNVOLNH7U\WRDYRLGOHWWLQJ\RXUQRUPDWLYHDQGKHDOWK\LGHDVWDNHRYHU

    -RQVPRWKHUZDQWVKHOSVRVKHFDQKHOSKHUVRQTXLWXVLQJGUXJV:KDWKHZDQWVKHOSZLWKLVQRWHQWLUHO\FOHDUEXWVLQFHKHORRNVSURXGDQGJODGZKHQKHSDUWLFLSDWHVLQWKHGHVFULSWLRQV RI ZKDW KDV FKDQJHG VLQFH KLV H[SRVXUH ZH DVVXPH WKDW KH ZDQW PRUHWKLQJVOLNHWKDWWRKDSSHQLQKLVOLIH)XUWKHUPRUHKHGRHVQWVHHPWRUHDFWQHJDWLYHO\WRPRWKHUV PLUDFOH DQG DV D SUHOLPLQDU\ K\SRWKHVLV ZH DVVXPH WKDW KLV JRDO DQGPRWKHUVDUHQRWPXWXDOO\H[FOXVLYH

    $ IDPRXV EULHI WKHUDSLVW %LOO 2+DQORQ UHFRPPHQGV WKDW \RX VKRXOG KDYH DQDQDO\VWVFRXFKLQHYHU\EULHI WKHUDS\RIILFH WREHXVHGE\ WKH WKHUDSLVWHYHU\ WLPHKHJHWVWKHXUJHWRGHILQHDSUREOHPDVROXWLRQRUDJRDOIRUDFOLHQW,WLVLPSRUWDQWWRVWD\RQWKHFRXFKXQWLOWKHXUJHKDVSDVVHG3HRSOHKDYHJRRGUHDVRQVWRGRZKDWWKH\GR

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

    :KHQPHHWLQJ-RQZHDVVXPHIURPWKHSRVLWLYHWKLQJVKHGLGVLQFHWKHH[SRVXUHWKDWKHZDQWVWRKDYHDJRRGOLIHIRUKLPVHOIDQGIRUKLVIDPLO\DQGWKDWKHLVSUHSDUHGWRGRVRPHWKLQJWRPDNHWKLVSRVVLEOH:HGRQWDVNZK\KHGLGDOO WKRVHWKLQJVDVZHGRQWDVNZK\KH LVXVLQJGUXJV -RQPD\QRW NQRZKRZ WR FKDQJHKLV OLIH RU LI LW LV DW DOOSRVVLEOHDQGEHFDXVHRIWKLVKHPD\QRWVHHPGHWHUPLQHGWRPDNHWKHHIIRUW7KLVGRHVQWPHDQWKDWKHGRHVQWZDQWWRKDYHDJRRGOLIH

    :HKDYHQHYHU\HWPHWDSDUHQWZKRKDVJLYHQXSHQWLUHO\DQGZKRQRORQJHUFDUHVIRUKLVRUKHUFKLOG(YHU\SDUHQWZHYHPHWKRSHVIRUDJRRGIXWXUHIRUWKHLUFKLOGDQGOLNH-RQVPRWKHUKDYHEHHQSUHSDUHG WRGRDQ\WKLQJ WKDWKDV D UHDVRQDEOHFKDQFHRIEHLQJKHOSIXO

    ,W LV XVHIXO WR DVVXPH WKDW RWKHU SURIHVVLRQDOV OLNH XV DUH JHQXLQHO\ LQWHUHVWHG LQKHOSLQJ WKH FOLHQW DQG SUHSDUHG WR GR ZKDW WKH\ FDQ 3UHVV DQG 79 VRPHWLPHV SDLQWSLFWXUHVRI VRFLDOZRUNHUVEHLQJ ORDWKVRPH ILJXUHVZKRVHRQO\JRDO LV WR WDNHFKLOGUHQLQWRFXVWRG\DQGPDNHPLVHU\IRURUGLQDU\SHRSOH:HKDYHZRUNHGLQFKLOGSV\FKLDWU\DQGGUXJWUHDWPHQWIRUDQXPEHURI\HDUVDQGZHKDYHQRW\HWPHWDQ\SURIHVVLRQDOWKDWILWVWKLVSLFWXUH7KHSURIHVVLRQDOVZHKDYHPHWKDYHDOZD\VWULHGWRGRWKHEHVWWKH\FDQ

  • VRPHWLPHV LQ LPSRVVLEOH ZRUNLQJ FRQGLWLRQV DQG RIWHQ ZLWK YHU\ OLWWOH VXSSRUW DQGEDFNXS&RQILUPSHRSOHDVXQLTXH

    -RQ LV XQLTXH +LV PRWKHU LV XQLTXH 7KH UHVRXUFHV ZLVKHV DQG GUHDPV RI HYHU\LQGLYLGXDO DUHXQLTXH:HDOZD\VDVVXPH WKDW HYHU\FOLHQW IHHOV VSHFLDO LQ RQHZD\RUDQRWKHU$OPRVWHYHU\DGGLFWWKLQNVWKDWRWKHUDGGLFWVDUHPRUHZDVWHGPRUHDJJUHVVLYHOHVVKRQHVW OHVVVPDUWRUDQXPEHURIRWKHUDGMHFWLYHV ,W LVDXVHIXO DQGXQXVXDOH[SHULHQFHIRURXUFOLHQWVWREHVHHQDQGFRQILUPHGDVXQLTXHLQRQHRUVHYHUDOUHVSHFWV

    (YHU\IDPLO\KDVLQLWVRZQZD\FUHDWHGSDWWHUQVUXOHVDQGKDELWV(YHU\IDPLO\LVDPLQLFXOWXUH DQG WKH WKHUDSLVW VKRXOG DFW DV D UHVSHFWIXO VRFLDO DQWKURSRORJLVW LQ KLVPHHWLQJZLWKWKHPZKLFKPHDQVWKDWKHVKRXOGEHFXULRXVREVHUYHWKHXQLTXHDQGSDVVLWEDFNWRWKHIDPLO\PHPEHUV7DNHGLIILFXOWLHVVHULRXVO\

    :KHQZH WDON WR-RQDQGKLVPRWKHU DERXWJRDOV H[FHSWLRQVDQG VROXWLRQV DQGQRWDERXWWKHSUREOHPLWGRHVQRWPHDQWKDWZHVHHWKHLUSUREOHPDVLQVLJQLILFDQW:HWDONZLWK WKHP DERXW WKH GLIIHUHQFHV EHWZHHQ WKHLU SUREOHPV DQG WKHLU JRDOV 7KHVHGLIIHUHQFHVZHWDNHYHU\VHULRXVO\DQGKRSHIXOO\ZHPHHWWKHPLQVXFKDZD\WKDWWKH\XQGHUVWDQGWKDWZHWKLQNWKDWQRQHRIWKLVLVWULYLDO

    $GGLFWLRQ LVDVHULRXVSUREOHPWKDWFDQDQGRIWHQZLOO OHDG WRHDUO\GHDWK(YHQZKHQ LW GRHVQW UHVXOW LQ GHDWK WKH FRQVHTXHQFHV DUH YHU\ VHULRXV GLVHDVH FULPLQDOLW\SURVWLWXWLRQEDWWHULQJHWF

    ,I\RXREVWLQDWHO\DYRLGWDONLQJDERXWWKHVHULRXVQHVVWKHVLWXDWLRQFDQEHFRPHYHU\VWUDQJH 7DONLQJ DERXW GDQJHU DQG ULVNV ZLWK DGGLFWV LV QRW GDQJHURXV WKH\ DUH YHU\PXFKDZDUHRIWKHP3LDIRULQVWDQFHVD\V,JDPEOHZLWKGHDWKHYHU\GD\

    7KHGDQJHURIWDONLQJWRRPXFKDERXWSUREOHPVLVWKDW\RXULVNJHWWLQJFDXJKWE\WKHVHULRXVQHVV7KHVHVVLRQV WKHQEHFRPHPRURVHDQGKRSHOHVV DQG LI\RXFDQWPRYHRQERWKWKHUDSLVWDQGFOLHQWDUHGUDLQHGRIHQHUJ\FUHDWLYLW\DQGLGHDVIRUVROXWLRQV

    :KDW\RXFDQW ODXJKDERXW\RXFDQW WDNH VHULRXVO\+XPRU LV LPSRUWDQW LQ WKHUDS\HYHQDQGPD\EHSDUWLFXODUO\ZKHQWKHSUREOHPVDUHVHULRXVDQGGLIILFXOW0HWKRG)RFXVRQFRPSHWHQFHDQGH[FHSWLRQV

    2XUILUVWTXHVWLRQWR-RQLV:KDWDUH\RXJRRGDW"2XUVHFRQGTXHVWLRQLV:KDWKDVDOUHDG\VWDUWHGFKDQJLQJIRUWKHEHWWHU"

    2XU ZRUNLQJ K\SRWKHVLV LV WKDW FOLHQWV DQG IDPLOLHV DOUHDG\ VWDUWHG VROYLQJ WKHSUREOHPV EHIRUH WKH\ PHHW XV WKH ILUVW WLPH ,I DVNHG PRUH WKDQ RI RXU FOLHQWVDQQRXQFH WKDW WKHUH KDYH EHHQ SRVLWLYH FKDQJHV LQ WKHLU OLIH EHIRUH WKH ILUVW LQWHUYLHZZLWKWKHWKHUDSLVW

    $VVXPHWKDWH[FHSWLRQVWRWKHSUREOHPDOZD\VH[LVW$OODGGLFWVVWRS WKHLUDEXVHIRUORQJHU RU VKRUWHU SHULRGV RI WLPH $OO GLVREHGLHQW FKLOGUHQ VRPHWLPHV REH\ ,W LVLPSRVVLEOHIRUSHRSOHWRNQRZWKDWVRPHWKLQJLVDSUREOHPLIWKH\GRQWKDYHDQ\LGHDRIZKDWWKHQRSUREOHPWRWKLVSUREOHPLVRUZLOOEH

    $VVXPH WKDW WKH DGGLFW KDV GUXJIUHH SHULRGV DQG FDQ UHVLVW WKH XUJH DW OHDVWRFFDVLRQDOO\$VNZKHQDQGKRZKHGLGLWLQVWHDGRIDVNLQJLILWKDSSHQV

  • %DVLFLGHDV 3DJH

    $VVXPHWKDWWKHIDPLO\LVGRLQJDQGKDVGRQHDORWRIGLIIHUHQWWKLQJVWRKHOSWKHLUVRQGDXJKWHUKXVEDQGRUZLIHDQGLQYLWHWKHPWRGHVFULEHZKHQDQGKRZWKH\GLGWKLQJVWKH\WKLQNZHUHKHOSIXO

    $OVRDVVXPHWKDWWKHSURIHVVLRQDOVKDYHGRQHDQGFRQWLQXHWRGRJRRGWKLQJVDQGWKDWWKH\ QRWLFH ZKHQ WKH FOLHQW VKRZV VWUHQJWK ZLOOSRZHU DQG FRXUDJH $VN WKHP WRFRPPHQWRQVXFKWKLQJV'HWHUPLQHWKHJRDOV

    3HRSOHH[SHULHQFHSUREOHPVLQUHODWLRQ WR WLPH7KHGHSUHVVHGFOLHQW IHHOV WKDWKLVSUREOHPZLOOQHYHUSDVV7KHFOLHQWZLWKDJRUDSKRELDLVQRWRQO\DIUDLGRIWKDWJQDZLQJIHHOLQJRIXQFHUWDLQW\DQGDQ[LHW\WKDWLVWRUPHQWLQJKLVVWRPDFK+HLVDOVRSDUDO\]HGE\WKHFHUWDLQW\WKDWKHZLOOGLHZKHQKHZDONVRXWRQWRWKHVTXDUH

    2Q D VLPSOLILHG OHYHO DOO SUREOHPV FDQ EH GHVFULEHG DV EHORQJLQJ WR RQH RI WZRFDWHJRULHV

    7KHUHDUHSUREOHPVRIW\SH,ZRXOGOLNHWREHDEOHWRGRWKDWRUWKDWEXW,GDUHQRWRU,FDQQRWDQG WKHUHDUHSUREOHPVRI W\SH ,ZRXOG OLNH WREHDEOH WRQRWGR WKDW DQGWKDW$GGLFWLRQLVPRVWRIWHQGHVFULEHGDVEHORQJLQJWRWKLVVHFRQGW\SHRISUREOHP

    7KHJRDOLQRQHFDVHLVWKHQWRGRWKDWRUWKDWZKLFKWKHFOLHQWLVQRWGRLQJDQGLQWKHRWKHU FDVH WR GR VRPHWKLQJ GLIIHUHQW WKDQ WKH SUREOHP QRW GRLQJ WKH SUREOHPDWLFEHKDYLRU%\KHOSLQJSHRSOHSURMHFW WKHPVHOYHV LQWR WKH IXWXUHDQG LPDJLQH IDQWDVL]HDERXWD IXWXUHZLWKRXW WKHSUREOHPZHREWDLQDGHVFULSWLRQRI WKHFOLHQWVJRDO$W WKHVDPHWLPHZHJHWDGHVFULSWLRQRIWKHGLIIHUHQFHEHWZHHQWKHSUREOHPDQGWKHJRDOZKLFKFDQKHOSXVH[SUHVVWKHXQGHUVWDQGLQJFOLHQWVVRPHWLPHVQHHGVWRGDUHWDNHRQWKHKDUGZRUNIRUDIXWXUHZLWKRXWGUXJVRUDOFRKRO

    ,Q WKHSUDFWLFDO UHDOLW\RI HYHU\GD\FOLQLFDOZRUN\RXJHW WKH LPSUHVVLRQ WKDWZKHQSHRSOHFDQFRQQHFW WKH LGHDRI WKHDEVHQFHRI WKHSUREOHPZLWKVSHFLILFEHKDYLRUV WKDWDUH SRVVLEOH IRU WKHP WKLV LV HQRXJK IRU WKHP WR VWDUW WKHP GRLQJ WKHVH VSHFLILFEHKDYLRUV

    :KDWLQWHUHVWVXVDUHWKHUHIRUHJRDOVGHVFULEHGLQFRQFUHWHWHUPV6RVPDOOWKH\PD\KDYHKDSSHQHGEHDWWDLQHGDWOHDVWLQVRPHLQVWDQFHVEHIRUHWKHVHVVLRQQH[WZHHNDQGGHVFULEHG LQ VXFK D ZD\ WKDW ERWK ZH DQG WKH FOLHQWV ZLOO NQRZ LI DQG ZKHQ WKH\KDSSHQHG7KDWWKH\RFFXUUHGGRHVQWDXWRPDWLFDOO\PHDQWKDWWKHJRDOVDUHDWWDLQHG)RUWKLVWKHFOLHQWDOVRQHHGVWREHFRQILGHQWWKDWKHFDQFRQWLQXHWRGRWKHP2QWKHRWKHUKDQGJRDOVFDQQHYHUEHDWWDLQHGZLWKRXWWKHPKDSSHQLQJ

    8VHIXOJRDOVDUHVPDOOLPSRUWDQWWRWKHFOLHQWGHVFULEHGLQFRQFUHWHEHKDYLRXUDOWHUPV DQG SRVVLEOH WR DFKLHYH LQ WKH FOLHQWV OLIHVLWXDWLRQ 7KH JRDOV VKRXOG DOVRUHTXLUHKDUGZRUNWREHUHDFKHG

    +XJHJRDOV OD\ WKH IRXQGDWLRQ IRU IDLOXUH DQG IUXVWUDWLRQ7KHUHIRUH VPDOO JRDOV DUHSUHIHUDEOHVHYHUDOVPDOODWWDLQDEOHJRDOVLQVXFFHVVLRQLQVWHDGRIRQHXQDWWDLQDEOHRQH

    8VHIXOJRDOVDUHJRDOVGHVFULEHGLQFRQFUHWHEHKDYLRUDOWHUPVDQGGHVFULEHGDVWKHEHJLQQLQJRI VRPHWKLQJ LQVWHDG RI WKH HQG RI VRPHWKLQJ ,W LV DOVR LPSRUWDQW WKDW WKHJRDOVDUHGHVFULEHGDVWKHSUHVHQFHRIVRPHWKLQJUDWKHUWKDQWKHDEVHQFHRIVRPHWKLQJ7KHVH WKUHH WKLQJVPDNHGHVFULSWLRQVFRQFUHWHDQGPDNH LWHDV\ WRHYDOXDWHZKHWKHURUQRWWKHJRDOLVDWWDLQHG

    ,Q 7UDFWDWXV /RJLFRILORVRILFXV:LWWJHQVWHLQ VD\V 7KDWZKLFK LV FRQFHLYDEOH LV DOVR

    SRVVLEOHWUDQVODWHGIURPVZHGLVK

  • *RDOVWKDWFDQWEHUHDFKHGEHFDXVHWKH\DUHQRWUHDOLVWLFLQWKHFOLHQWVOLIHVLWXDWLRQDUH PHDQLQJOHVV LI QRW GHVWUXFWLYH ZLWKLQ WKLV PRGHO ,I \RX IRUP JRDOV WKDW DUHXQDWWDLQDEOH\RXULVNLQFUHDVLQJWKHFOLHQWVVHQVHRIGHVSHUDWLRQ

    ,IKDUGZRUNLVQRWUHTXLUHGWRUHDFK WKHJRDOV\RX LQIHU WKDW WKHFOLHQWVKRXOGKDYHVROYHG WKLV SUREOHP D ORQJ WLPH DJR DQG KHPXVW WKHUHIRUH EH VWXSLG VLQFH KH KDVQWVROYHGWKHSUREOHPDOUHDG\

    )URPWKLV IROORZV WKDWQRWDEXVLQJ LVQRWDJRRGJRDO ,W LV LPSRVVLEOH WRNQRZIRUVXUHZKHQLWLVUHDFKHG,WFRQWDLQVQRFRQFUHWHDQGVSHFLILFEHKDYLRUDOGHVFULSWLRQV,WLVQRWGHVFULEHGDVWKHEHJLQQLQJRIVRPHWKLQJ,WLVRIFRXUVHGHVLUDEOHDQGIRUFHUWDLQLWVKDUGZRUN

    $EHWWHUIRUPHGJRDOFDQEH:KHQWKHSUREOHPLVVROYHG,JHWXSDWHLJKWRFORFNLQWKHPRUQLQJHDWEUHDNIDVWDQGJRRXWORRNLQJIRUDMRE7KLVFDQWKHQEHEURNHQGRZQLQWRVPDOOHUJRDOVZDNLQJIURPWKHDODUPHWFRUEHEXLOWXSRQZLWKPRUHJRDOVEHLQJRQWLPHIRUZRUN

    8VHIXOJRDOVGLUHFWO\ UHODWHG WRDGGLFWLYHEHKDYLRUVRIWHQKDYH WKH IRUP VD\LQJQRWKDQNV WR D GULQN DUUDQJLQJ IRU VRPHRQH HOVH WR DQVZHU WKH SKRQH SDVVLQJ D VKRSZLWKDOFRKROZLWKPRQH\LQWKHSRFNHWZLWKRXWJRLQJLQ

    $GGLFWVVRPHWLPHVZDQWWRJHWULGRIVRFLDOZRUNHUVWKDWLQWHUIHUHLQWKHLUOLYHVZKLOHVRFLDO ZRUNHUV DQG IDPLOLHV ZDQW WKH DGGLFW WR VWRS DEXVLQJ ,W LV LPSRUWDQW WR KHOSHYHU\RQH IRUPXODWH WKHVH JRDOV LQ VPDOOHU VWHSV DQG PRUH FRQFUHWH WHUPV DVNLQJTXHVWLRQVOLNH:KDWGR\RXKDYHWRGRIRUWKHPWRFDOPGRZQDQGOHDYH\RXDORQH"

    :KDWZLOOEHGLIIHUHQWZKHQ.VWRSSHGDEXVLQJ"DQG:KDWZLOOEHWKHILUVWVLJQWKDWZLOOWHOO\RXWKDW.VWDUWHGVWRSSLQJ"

    &ODULI\FRQWH[WDQGUHVSRQVLELOLW\

  • %DVLFLGHDV 3DJH

    ZKHUH WKH\ FDQ VHHN KHOS DQRQ\PRXVO\" 7KH SUHFRQGLWLRQV IRU \RXU VHVVLRQ ZLOO EHGUDPDWLFDOO\GLIIHUHQWDQGKHQFHWKHFRQWHQWRI\RXUFRQYHUVDWLRQ

    %U\QROIDQG$PHOLDDUHEURXJKWLQEHFDXVHWKHFKLOGSURWHFWLRQDJHQF\KDVDVNHGIRUDFKLOGSV\FKLDWULFDVVHVVPHQW)RUPRUHWKDQPRQWKVWKHVRFLDOZRUNHUKDVWULHGWRKHOSWKHFRXSOHLQPDQ\ GLIIHUHQW ZD\V LQ RUGHU QRW WR EH REOLJHG WR WDNH WKHLU WZR FKLOGUHQ LQWR FXVWRG\ EXWGXULQJ DOO WKLV WLPH WKH FRXSOH KDV FRQWLQXHG WR OHDYH XULQH VDPSOHV VRLOHG ZLWKDPSKHWDPLQHV EHQ]RGLD]HSLQHV DQG FDQQDELV 7KH VRFLDO ZRUNHU KDV LQIRUPHG WKH FKLOGSV\FKLDWULVW+.WKDWWKHFRXSOHMXVWFDQWXQGHUVWDQGWKDWWKHUHDUHGUXJVLQWKHLUXULQH

    +.VILUVWTXHVWLRQLV'R\RXNQRZZK\\RXUHKHUH"$PHOLD ORRNV WUXHKHDUWHGO\ DW KLP DQG DQVZHUV

  • -RQVPRWKHUFDQFHOVWKHVHFRQGVHVVLRQEHFDXVH-RQKDVDQLQIHFWLRQDQGRQWKHSKRQHVKHVD\VKDSSLO\WDONDERXWDPLUDFOH

    :KHQ WKH\ FRPHDZHHN ODWHU WKHPLUDFOH KDV FRQWLQXHG ,W LV DV WKRXJK DOO WKH SUREOHPVKDYHYDQLVKHGDQG-RQLVVDWLVILHGZLWKHYHU\WKLQJH[FHSWWKDWKHVWLOOKDVQRWKDGPRUHVXFFHVVZLWKJLUOV

    $PRQWKODWHUWKHVLWXDWLRQGUDPDWLFDOO\GHWHULRUDWHVDQGPRWKHUFRPHVDORQHWRGLVFXVVWKHVLWXDWLRQ 6KH VXVSHFWV KH VWDUWHG VPRNLQJ KDVKLVK DJDLQ DQG PD\EH KH DOVR VWDUWHG WR WU\KHDYLHUGUXJV6KHLVLQGHVSDLUDQGYHU\ZRUULHGWKDWPD\EHVKHKDVHQWLUHO\ORVWFRQWURORYHUKHU VRQ 7KH WKHUDSLVW FDQ QRW UXOH RXW WKDW VKHPD\ EH ULJKW DQGZKHQ KH KDV VHHQ KHU IRUDQRWKHUVHVVLRQVDQGWKHUHLVQRVLJQRILPSURYHPHQWWKH\DJUHHWKDWWKHWKHUDSLVWZLOOLQIRUPFKLOGSURWHFWLRQWKDW-RQLVLQGDQJHU

    $VRFLDOZRUNHUPHHWVZLWK-RQDQGGLVFXVVHVWKHGLIIHUHQWDOWHUQDWLYHVWKDWH[LVW:KDWZHNQRZDERXWWKDWPHHWLQJLVWKDWWKHVRFLDOZRUNHULVYHU\FOHDUZLWKZKDWVKHLVIRUFHGWRGRLI-RQGRHVQWVWUDLJKWHQXSDQGVWRSVGRLQJGUXJV7KH\DJUHHWKDW-RQVKDOOJLYHLWDQRWKHUVKRWZLWK+.DQGDIWHUDIHZVHVVLRQVWKHVLWXDWLRQVWDELOL]HV

    'RQWIRUJHWWKDW\RXUZRUOGYLHZLVLQ\RXUTXHVWLRQV8VHWKDWNQRZOHGJHDFWLYHO\3D\ DWWHQWLRQ WR KRZ \RX IRUPXODWH \RXU TXHVWLRQV DQG WRZKRP \RX SXW WKHP:LWKVLPSOH PHDQV \RX FDQ WKHQ TXLFNO\ DQG ZLWK OLWWOH DPELJXLW\ GHILQH FRQWH[W DQGUHVSRQVLELOLW\

    ,KDYHEHHQDVNHGE\\RXUVRFLDOZRUNHUWRPHHWZLWK\RXWRPDNHDQDVVHVVPHQWIRUWKHFRXUW

    7RWKHFOLHQWZKRFRPHVRQKLVRZQLQLWLDWLYH+RZFDQ,EHRIKHOSWR\RX"7R WKH UHIHUUHU ZKR FRPHV ZLWK WKH FOLHQW WR WKH ILUVW VHVVLRQ ,I WKLV EHFRPHV D

    SURILWDEOHPHHWLQJZKDWZLOOZHKDYHWDONHGDERXW",QWKHLQYHVWLJDWLRQVLWXDWLRQ,KDYHEHHQDVNHGE\WKHFRXUWWRVHH\RXWRPDNHDQ

    DVVHVVPHQWRI\RXUVLWXDWLRQ7KHEULHIHUWKHEHWWHU

    7KHUHDUHPDQ\DGYDQWDJHVWREULHIWKHUDS\7KHPHVVDJHIURPWKHWKHUDSLVWLVWKDWWKHFOLHQWKDVUHVRXUFHVRIKLVRZQDQGFDQKDQGOHKLVVLWXDWLRQE\KLPVHOILQWKHIXWXUH7KHLPSOLFLWPHVVDJHRIORQJWHUPWUHDWPHQWLVWKDWWKHFOLHQWFDQWGRZLWKRXWKHOSDQGWKDWWKH SUREOHPV DUH DOPRVW LUUHVROYDEOH:H DOVR VD\ WKDW LI WKHUDS\ LV QRW D SDUW RI WKHVROXWLRQZKLFKVKRZVUDSLGO\LWKDVEHFRPHSDUWRIWKHSUREOHP

    :KHQWKHJRDOVIRUWKHUDS\DUHZHOOIRUPHGSDJHLWVHDV\WRNQRZZKHQWKH\DUHDWWDLQHG,WZLOOWKHQEHREYLRXVWRWHUPLQDWHZKHQWKH\DUHUHDFKHGRUZKHQWKHFOLHQWLVFHUWDLQ WKDW WKH\FDQEHUHDFKHGZLWKRXWIXUWKHU WKHUDSHXWLFKHOS8QFOHDUJRDOV OHDG WRXQFOHDUUHVXOWVIRUWKHFOLHQWVDQGORQJWHUPRULQWHUUXSWHGWUHDWPHQWV

    :KHQ KDYLQJ WKHUDSHXWLF FRQWDFWZLWK PXOWLSOH JRDO IDPLOLHV LW LV EHWWHU WR KDYHVHYHUDO VKRUW VXFFHVVIXO WKHUDSLHV H[WHQGLQJRYHU D ORQJSHULRGRI WLPH WKDQKDYHRQHFRQWLQXLQJWUHDWPHQWRQJRLQJ\HDUDIWHU\HDU

    :LWK DGGLFWV KDYLQJ SUREOHPV RQ VHYHUDO OHYHOV GUXJV IDPLO\ KDELWV RI GLIIHUHQWNLQGWKHUHLVWKHULVNWKDWWKHDGGLFWZLOOUHSODFHRQHGHSHQGHQF\IRUDQRWKHUWUHDWPHQWWKHUDSLVW7KHUHVSRQVLELOLW\IRUWKHFOLHQWVVLWXDWLRQZLOOVWLOOUHPDLQRXWVLGHRIKLVRZQFRQWURO

    :HRZHJUHDWWKDQNVWR6WHYHGH6KD]HUDQG,QVRR.LP%HUJIRUWKLVGHQRPLQDWLRQWKDW

    ZHXVHLQVWHDGRIPXOWLSUREOHPIDPLOLHV,WKDVPDGHZRUNHDVLHU

  • %DVLFLGHDV 3DJH

    :HVHHWKHUDS\DVWLPHOLPLWHGKHOSWRVHOIKHOS:HVHHEULHIWKHUDS\DVDQDWWLWXGHZLWKWKHWKHUDSLVWVRFRQFHUQHGZLWKUHVSHFWIRUDQGIDLWKLQWKHFOLHQWVRZQUHVRXUFHVDQGFUHDWLYLW\WKDWHYHU\VHVVLRQFDQEHWKHODVW7KHDPELWLRQ&OLHQWVQHHGWRRZQWKHFKDQJH

    :KHQDFOLHQWV OLIHFKDQJHVIRU WKHEHWWHUDQG WKLV LVFRQQHFWHG WR WKHFOLHQWKDYLQJGRQH WKLQJV KH GLGQW WKLQN KH FRXOG GR WKLV LV VRPHWKLQJ HQFRXUDJLQJ XSOLIWLQJ DQGEH\RQGDOOLW LVVRPHWKLQJWKHFOLHQWFDQGRDJDLQ:KHQWKHWKHUDSLVWPRWKHUDQG-RQQRWLFHV WKDW -RQ DOUHDG\ VWDUWHG FKDQJLQJ KLV OLIH IRU WKH EHWWHU WKHVH FKDQJHVZLOO EHVLJQV VKRZLQJ WKDW -RQ KDV UHVRXUFHV ZLOOSRZHU DQG FRPSHWHQFH WR KDQGOH KLV RZQGLIILFXOWLHV

    ,W LV DOZD\V WKH FOLHQWV RZQ UHVRXUFHV DQG DFWLRQV WKDW FDXVH SRVLWLYH FKDQJH7KLVZLOOPHDQ WKDWKH LVQRWDW WKHPHUF\RIRWKHUVRU WRFKDQFHRUGHVWLQ\DQGKHZLOOEHPRUHUHVSRQVLEOHIRUKLVRZQOLIH,IQHZSUREOHPVDULVHWKHFOLHQWKDVDPRGHOIRUKRZWRDFW

    7KLVPHDQVWKDWWKHWKHUDSLVWVKDOOWDNHUHVSRQVLELOLW\IRUZKDWJRHVRQLQWKHVHVVLRQV,IDVHVVLRQLVGHVWUXFWLYHLWLVWKHWKHUDSLVWVUHVSRQVLELOLW\WKDWWKLVKDSSHQHGDQGDOVRKLVUHVSRQVLELOLW\ WR FRUUHFW WKH VLWXDWLRQ RU DW OHDVW DSRORJL]H DQG WKHUHE\ WDNH RQ WKHUHVSRQVLELOLW\$SRORJL]LQJLVDUHVSHFWIXOZD\WRWDNHRQUHVSRQVLELOLW\DQGVRPHWKLQJFOLHQWVDSSUHFLDWHV

    7RXV WKLV LPSOLHV WKDWZKHQ WKLQJVDUHPRYLQJ LQ WKH ULJKWGLUHFWLRQ LW LV WKHFOLHQWZKRVKDOOKDYHWKHSUDLVHWKHHQGRUVHPHQWDQGWKHUHVSRQVLELOLW\,IWKLQJVJREDGO\LWLVDOZD\VWKHWKHUDSLVWVIDXOW6KDUHWKHPHULW

    $GGLFWVGRQRWVROYHWKHLUSUREOHPVRQWKHLURZQ-RQKDVDPRWKHUZKRGDUHVVKRZKHU LQYROYHPHQW LQPDQ\ GLIIHUHQW ZD\V:H KXPDQV DUH QRW LVODQGV LQ DQ RFHDQ RIORQHOLQHVV:KHQWKLQJVDUHJRLQJEHWWHULWLVEHFDXVHSHRSOHLQWKHDGGLFWVHQYLURQPHQWLQVRPHZD\SDUWLFLSDWHLQWKLQJVJHWWLQJEHWWHU9HU\RIWHQLW LVIDPLO\PHPEHUV ,W LVLPSRUWDQWWKDWWKHVHSHRSOHDUHJLYHQPHULWIRUWKHFKDQJHVDQGWKDWWKHDGGLFWFDQIHHOSURXG RI KLV FRPSHWHQW IDPLO\ PHPEHUV DQG WKURXJK WKLV FDQ IHHO SURXG RI KLV RZQFRPSHWHQFH

    +RZZHUHWKH\KHOSIXO":KDWZDVPRVWLPSRUWDQWWKHLUVXSSRUWRUWKHLUFRQIURQWDWLRQ"

    7KHUROHRIWKHWKHUDSLVW)URPWKHDERYH LW LVFOHDU WKDWZHVHH WKH WKHUDSLVWV UROH DVRQHRI DJXLGHRUSLORW

    6RPHRQHZKRNQRZVDERXWILQGLQJFRQVWUXFWLQJVROXWLRQVDQGVRPHRQHZKRIRUDVKRUWZKLOHKHOSVWKHFOLHQWDQGWKHIDPLO\QRWLFHZKDWLVZRUNLQJDQGILQGLQJZD\VWRGRPRUHRILW7KHWKHUDSLVWLVQRWDORFRPRWLYHSXOOLQJRUSXVKLQJWKHZDJRQVFOLHQWDQGIDPLO\

    :KHQIROORZLQJXSIRUPHUDGGLFWVRQHTXHVWLRQLVDOZD\VZKDWWKH\WKLQNLVWKHPRVW

    LPSRUWDQWUHDVRQWKDWWKH\ZHUHVXFFHVVIXO7KHPRVWFRPPRQO\UHSHDWHGDQVZHULVWKDWWKH\KDGWKHLUIDPLO\VVXSSRUW

  • IURPVWDUW WRJRDO7KHWKHUDSLVW LVDSLORWZKRDWFHUWDLQGLIILFXOWSDVVHVKHOSV WKHERDWILQGLWVZD\DQGWKHQWUXVWVLWWRJRWKHUHVWRIWKHZD\RQLWVRZQ

    :H VHH DGGLFWV DQG WKHLU IDPLOLHV DV SHRSOH LQ GLIILFXOW LI QRW LPSRVVLEOH VLWXDWLRQV7KH KHOS WKH\ QHHG LV WR JHW VRPH DFNQRZOHGJPHQW RI WKHP EHLQJ QRUPDO UHDVRQDEOHSHRSOHZKRZDQWV WRGR VRPHWKLQJDERXW WKHLU VLWXDWLRQ5HFRJQLWLRQ WKDW WKH\DOUHDG\IRXQG VROXWLRQV WR GLIILFXOW SUREOHPV DQG VRPH VXSSRUW DQG DGYLFH WKDW KHOS WKHP GRPRUHRIZKDWZRUNVHYHQLIWKLVDWRXWVHWVHHPVWREHYHU\OLWWOH

    7KHUROHRIWKHWHDP7HDPZRUNKDVEHHQWKHIRXQGDWLRQIRUWKHHYROXWLRQZHH[SHULHQFHGGXULQJWKH\HDUV

    RIZRUNZLWKDGGLFWV:LWK WHDP ZH PHDQ WKDW D JURXS FRQVLVWLQJ RI RQH RU VHYHUDO SHRSOH IROORZ WKH

    WKHUDSLVWVZRUNZLWKWKHFOLHQWIDPLO\HLWKHULQWKHURRPRUYLDDRQHZD\VFUHHQRUYLDDFORVHGWHOHYLVLRQFLUFXLW7KHWHDPDFWLYHO\SDUWLFLSDWHVE\SDVVLQJRQWKHLUSRLQWVRIYLHZWKURXJK WHOHSKRQHFDOOVE\ WKH WKHUDSLVW WDNLQJDEUHDN WRGLVFXVVZLWK WKH WHDPRUE\VRPHRQHIURPWKHWHDPZDONLQJLQWRWKHVHVVLRQ:HDUHULJRURXVLQPDNLQJWKLVFOHDU:HDUHDWHDPZRUNLQJIRU\RX

    ,WLVRIWHQLPSRVVLEOHWRZRUNZLWKDWHDPPRVWRIWKHZRUNZLWKLQKHDOWKDQGVRFLDOVHUYLFHV\VWHPLVGRQHE\RQHWKHUDSLVWRULQWKHEHVWRIFLUFXPVWDQFHVWZR,WLVQHLWKHUUHDVRQDEOHQRUQHFHVVDU\WRKDYHDWHDPLQDOOFDVHV,QPRVWZRUNSODFHVLWLVSRVVLEOHWKRXJKWRZRUNZLWKFROOHDJXHVDWOHDVWRQHRUWZRKDOIGD\VDZHHN

    $IWHU D GLIILFXOW SHULRG \RX ZLOO ILQG WKDW WKH WHDP DSSURDFK PHDQV DQ HQRUPRXVVHFXULW\ LQ \RXUZRUN DQG WKDW WKH WHDPV HQFRXUDJHPHQW DQG SRLQWV RI YLHZ DUH YHU\XVHIXO

    7KHWHDPKDVPDQ\UROHV6RPHRIWKHPRUHLPSRUWDQWDUHx +HOS WKH WKHUDSLVW REVHUYH DQG QRWLFH WKH FOLHQWV UHVRXUFHV FRPSHWHQFH DQG

    VWUHQJWKV ,W LV HDVLHU IRU WHDPPHPEHUV ZKR IROORZ WKH VHVVLRQ IURP EHKLQG WKHRQHZD\VFUHHQWRVHHQXDQFHVDQGVXEWOHWLHV,WLVHDVLHUIRUWKHWHDPWROLVWHQWKDQLWLVIRUWKHWKHUDSLVW7KHWHDPPHPEHUVGRQWKDYHWRWKLQNDERXWWKHQH[WTXHVWLRQRUWKLQNDERXWKRZWRUHDFWWRZKDWWKHFOLHQWMXVWVDLG7HDPPHPEHUVDOVRKDYHWKHSRVVLELOLW\ WRZULWHGRZQSHFXOLDURUFKDUDFWHULVWLFH[SUHVVLRQV WKDW WKHFOLHQWXVHVRIWHQ 2EVHUYDWLRQV E\ WHDPPHPEHUV DUH XVHIXO ERWK IRU FRQFOXGLQJ DQGVXPPDUL]LQJ WKH RQJRLQJ VHVVLRQ DQG IRU VXEVHTXHQW VHVVLRQV )RXU VL[ RU VHYHQH\HVDQGHDUVVHHDQGKHDUPRUHWKDQWZR

    x +HOS WKH WKHUDSLVW NHHS WKH GLUHFWLRQ RI WKH VHVVLRQ JHWWLQJ DQ DQVZHU WR WKHTXHVWLRQVKHDVNVDQGQRWEHLQJGLVWUDFWHGE\HYHU\WKLQJRIOHVVLPSRUWDQFHFRPLQJXS LQ WKH VHVVLRQ &RQYHUVLQJ ZLWK SHRSOH LQ GLIILFXOW VLWXDWLRQV DQG PDNLQJ WKHFRQYHUVDWLRQ D FRQVWUXFWLYH HYHQW LQ WKH FOLHQWV OLIH LV DQ DUW WKDW GHPDQGVFRQFHQWUDWLRQ UHVSHFW DQG KXPEOHQHVV /RRVLQJ WKH WKUHDG DQG GLUHFWLRQ LV QRFDWDVWURSKHDQGKDSSHQVWRHYHU\WKHUDSLVW7KHWHDPFDQEHDQLQYDOXDEOHUHVRXUFHLQILQGLQJWKHZD\EDFN

    x +HOS WKH WKHUDSLVW NHHS GLIIHUHQW GHVFULSWLRQV RI UHDOLW\ DOLYH VR KH GRHVQW JHWFDXJKWLQRQHWUXWKRQHGHVFULSWLRQ$VWKHGLIIHUHQWWHDPPHPEHUVDUHGLIIHUHQWSHUVRQV FDUU\ ZLWK WKHP GLIIHUHQW H[SHULHQFHV DQG KDYH GLIIHUHQW GLVWDQFH DQGLQYROYHPHQWLQWKHVHVVLRQWKHVDPHHYHQWZLOOEHVHHQGLIIHUHQWO\7KHGHVFULSWLRQVZLOOEHGLIIHUHQWLGHDVFDQIORZDQGWKHDPELDQFHFDQEHFRPHH[WUHPHO\FUHDWLYH

  • %DVLFLGHDV 3DJH

    7HDPZRUN LV QRW HDV\ ,W WDNHV KDUG ZRUN DQG HQGXUDQFH WR UHVSHFW HDFK RWKHUVGLIIHUHQWZD\VRIZRUNLQJDQGWRILQGZD\VWRJLYHFRPPHQWVWKDWDUHXVHIXO)RUPDQ\WKHUDSLVWVLWLVDUHOLHIWRNQRZWKDWWKHFROOHDJXHVZLOOLQWHUYHQHLIWKLQJVJHW FRPSOHWHO\ RXW RI KDQG 7KLV JLYHV PRUH IUHHGRP WR IROORZ KXQFKHV DQGLPSXOVHV

    x +HOS WKHUDSLVWV LQ WUDLQLQJ WR ILQG WKHLU ZD\ RI ZRUNLQJ 7HDPZRUN LV D YHU\HIILFLHQWOHDUQLQJVLWXDWLRQ$VDWHDPPHPEHU\RXDUHDFWLYHO\SDUWLFLSDWLQJLQWKHWUHDWPHQWEXW\RXDUHQRWREOLJHGLQWKHEHJLQQLQJWRWDNHRQKXJHUHVSRQVDELOLWLHV/DWHUZKHQ\RXDUHLQWKHURRPZLWKWKHFOLHQWLWJLYHVDVHQVHRIVHFXULW\WRKDYHWKH VXSSRUW RI WKH WHDP 7HDPZRUN LQ WKLV ZD\ WUDLQV REVHUYDWLRQDO VNLOOVFRQFHSWXDOL]LQJ VNLOOV DQG WKH VNLOOV QHHGHG WR FDUU\ RQ VHVVLRQV ZKHQ \RX ZRUNDORQH

    :KHQLWFRPHVWRKRZWHDPZRUNVKDOOEHSXWLQWRSUDFWLFHWKHUHDUHWZRSRLQWVZHOLNHWR VWUHVV WKH LPSRUWDQFH RI DVVLJQLQJ UHVSRQVLELOLW\ DQG WKH LPSRUWDQFH RI D SRVLWLYHDWWLWXGH

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

    7HDPZRUNVWDQGVDQGIDOOVZLWKWKHWHDPPHPEHUVDWWLWXGHWRZDUGVHDFKRWKHU7KHZRUNLVDZDUGLQJDQGFRQVWUXFWLYHLIHYHU\RQHPDNHVDQHIIRUWWRHQFRXUDJHDQGVXSSRUWHDFKRWKHUDQGDFWLYHO\VHHDQGKHDUZKDWRWKHUSHRSOHLQWKHWHDPDUHGRLQJZHOO,QWKHVROXWLRQ IRFXVHGPRGHO RQH FHQWUDO REMHFWLYH LV WR QRWLFH DQG DFNQRZOHGJH UHVRXUFHVFRPSHWHQFHDQGH[FHSWLRQV LQ WKHFOLHQWV OLIH7KH VDPHJRHV IRU WHDPZRUNQRWLFLQJZKDWIXQFWLRQVZHOOIRUWKHWKHUDSLVWLQWKHVHVVLRQDQGZKDWKHGRHVZHOO

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

    06KDVPHW5ROIDQGKLVIDPLO\IRUDIHZVHVVLRQVLQWKHKHURLQSURJUDPVHHSDJH2QRQHRFFDVLRQZHKDGPDGHDWULSOHERRNLQJDQGQHLWKHURQHZD\VFUHHQQRUWHDPZDVDYDLODEOH,WZDVGHFLGHG WKDW06 VKRXOGEH WKHRQH WRKDYH D VHVVLRQZLWKRXW D WHDP$IWHUZDUGV06MRNLQJO\ WROG WKH WHDP WKDW LWZDV JRRG WR GHFLGH IRU RQHVHOI DQG QRW EH LQWHUUXSWHG E\ WKHWHDP

    $WWKHQH[WVHVVLRQWKHWHDPSDUWLFLSDWHGDVRUGLQDU\$ZKLOHLQWRWKHVHVVLRQWKHWHOHSKRQHULQJV0RWKHULQWKHIDPLO\H[FODLPV$K\RXKDYHDWHDPWRGD\JRRG,WVRUWVRIEHFRPHVPRUHUHDOWKHQ

    1RERG\LQWKHWKHUDS\URRPFDQDYRLGKHDULQJWKHSOHDVHGODXJKWHURIWKHWHDPWKURXJKWKHRQHZD\VFUHHQ

  •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

  • %$6,&35$;,6

    7KHUDSHXWLFVWUDWHJLHV7ROLVWHQ

    *HQHUDOO\ VSHDNLQJ DOO WKHUDS\ PRGHOV DUH FRQFHUQHG ZLWK KHOSLQJ FOLHQWV WKLQNGLIIHUHQWO\RUDFWGLIIHUHQWO\ ,QVROXWLRQ IRFXVHG WKHUDS\ WKLVFDQEHDFKLHYHGE\SHRSOHFKDQJLQJWKHLUZD\RIWKLQNLQJDQGGHVFULELQJFKDQJLQJZKDWWKH\GRZKHUH WKH\GRLWZKHQWKH\GRLWRUZLWKZKRPWKH\DUHGRLQJLW

    +RZ DUH \RX WR NQRZ WKH HDVLHVW DQGPRVW DFFHVVLEOH URXWH WR DFKLHYH FKDQJH"

  • 7DONDERXWDPLUDFOH

    ,VWKHFOLHQWVJRDOYDJXHRUXWRSLDQEHFRPHDQDVWURQDXWRUTXLWXVLQJGUXJVRUFRQFUHWHPHDVXUDEOHGHVFULEDEOHDQGUHDFKDEOH"&DQ\RXLI\RXFORVH\RXUH\HV DQG IDQWDVL]H VHHZKDW WKH FOLHQW DQG RWKHUVZLOO GR WKDW LV GLIIHUHQW DWEUHDNIDVW RU ZKHQ WKH\ JHW XS LQ WKH PRUQLQJ RU DQ\ VLWXDWLRQ WKH FOLHQWGHVFULEHV"

    &DQ\RXJHWDQ\LGHDRUGHVFULSWLRQDVWRZKRVHEHKDYLRUFRXOGEHGHVFULEHGDVWKHVWDUWLQJSRLQWIRUWKHLPDJHVHTXHQFHWKDW\RXFDQYLVXDOL]H"

    'RQW IRUJHW WKDW ZKHQ \RX DUH DVNLQJ IRU DQG OLVWHQLQJ WR WKHVH WKLQJV \RX DUHSDUWLFLSDWLQJ LQ FUHDWLQJ WKHP ,W LV YHU\ FRPPRQ WKDW DW WKH VWDUW RI D VHVVLRQ VRPHRQHGHILQHVDSUREOHPDVEHLQJFDXVHGE\VRPHRQHHOVHVEHKDYLRUDQGDWWKHHQGRIWKHVHVVLRQDVKLVRZQUHVSRQVLELOLW\&OLHQWVEHLQJIRUFHG LQWR WUHDWPHQWFDQVWDUWZLWKKDYLQJQRSUREOHPDWDOODQGHQGXSZLWKEHLQJSUHSDUHGWRGRDORWRIKDUGZRUNWRJHWDQDPELWLRXVVRFLDOZRUNHURIWKHLUEDFN

    7KHFRQGLWLRQVIRUVXFKFKDQJHWRWDNHSODFHLVWKDW\RXVXFFHHGLQPHHWLQJWKHFOLHQWUHVSHFWIXOO\GHVSLWHWKHLPSUHVVLRQDWRXWVHWWKDWKHKDVFRPHWRWKHZURQJSODFHRUDWOHDVWWRDSODFHKHKDVQWFKRVHQE\KLPVHOI

    .HUVWLQV\HDUROGGDXJKWHULVFRQILGHQWWKDWKHUSUREOHPLVVROYHGDIWHUWZRVHVVLRQVDQGGRHVQWZDQWWRFRPHEDFNDQ\PRUH.HUVWLQDJUHHVRQWKLVEXWZDQWVWRFRPHIRUKHURZQVDNH

    6KHFRPHVRQKHURZQDQGWRWKHPLUDFOHTXHVWLRQVKHDQVZHUV%RVVHKHUKXVEDQGZLOOVWRSEHLQJGLVKRQHVW'HVSLWH KDUGZRUN RQ KHU DQG WKH WKHUDSLVWV EHKDOI WKH\ GRQW VXFFHHG LQ IRUPLQJ DPRUH

    XVHIXOJRDOIRUWKHUDS\7KHSUREOHPLVWKDWKHUKXVEDQGLVGLVKRQHVWGULQNVDORWDQGVRPHWLPHVJHWV LQWRUDJHVDQG WDUHV WKHKRXVHDSDUW WKUHH WLPHV LQ WKHLUPDUULDJHDQG WKH ODWHVWPRQWKVHDUOLHU.HUVWLQDQGWKHWKHUDSLVWDJUHHWKDWWKLVLVDYHU\VHULRXVSUREOHP

    :KHQWKHWKHUDSLVWZRQGHUVKRZPXFKHIIRUWVKHFDQLPDJLQHWRSXWLQWRKHOS%RVVHEHFRPHPRUHKRQHVWVKHDQVZHUVZHDULHGO\ WKDW VKHDOUHDG\ WULHGHYHU\WKLQJ ,W LV UHDOO\KLVSUREOHPDQGKHGRHVQWZDQWWRGRDQ\WKLQJDERXWLW,YHWULHGWRPDNHKLPVHHNKHOS

    7KH WKHUDSLVWV\PSDWKL]HVZLWKKHUVXIIHULQJDQGH[SODLQV WKDWKHXQGHUVWDQGVKRZGLIILFXOWWKLV LV IRU KHU DQG KDV VKH WKRXJKW DERXW JHWWLQJ D GLYRUFH"2I FRXUVH VKH KDV EXW IRU PDQ\UHDVRQVLWVXQWKLQNDEOH$KHDGRIKHUVHOIVKHVHHVDORQJOLIHILOOHGZLWKOLHVDQGVXIIHULQJDQGWKHRQO\ FRQFHLYDEOH VROXWLRQ LV WKDW %RVVH FKDQJHV DQG LI KH GRHVQW WKH\ ZLOO FRQWLQXH DV QRZGHVSLWHWKHIDFWWKDWLWLVXQEHDUDEOH7KHFKDQFHVWKDWKHZLOOFKDQJHDUHQRPRUHWKHQRQDJUDGHVFDOH

    7RTXHVWLRQVGHDOLQJZLWKKRZ.HUVWLQZLOOEHGLIIHUHQWWR%RVVHZKHQDQGLIVKHZLOOHYHUEH FRQYLQFHG WKDW KH LV KRQHVW .HUVWLQ DQVZHUV WKDW VKH ZLOO EH KDSS\ 6KH FDQ QRWLPDJLQHKRZWKLVZLOOEHQRWLFHGDQGVKHFDQQRWDQVZHUTXHVWLRQVDURXQGKRZ%RVVHDQGKHUGDXJKWHUZLOOGHVFULEHKHUFKDQJHDIWHU%RVVHKDVWXUQHGKRQHVWDQGVKHZLOOEHKDSS\

    6KHFDQQRWRIIKDQGUHPHPEHUDWLPHZKHQVKHZDVFHUWDLQ%RVVHZDVQWO\LQJWRKHU0D\EHZKHQWKHUHODWLRQVKLSZDVQHZ\HDUVHDUOLHUDQG%RVVHZDVPRUHWKRXJKWIXODQGFRQVLGHUDWHWRZDUGVKHUEXWGHVSLWHPDQ\TXHVWLRQVDURXQGWKLVDQGGHVSLWHKHUHIIRUWVWRILQGDQVZHUVVKHGRHVQWVXFFHHGLQGHVFULELQJKRZVKHZDVGLIIHUHQWWRZDUGVKLPDWWKDWWLPH4XHVWLRQVDURXQGWKLV WKHPH LQ WKH SUHVHQW WKH SDVW DQG WKH IXWXUH WDNH XSPRUH WKDQ KDOI WKH VHVVLRQ DQG WKHWKHUDSLVWDQG.HUVWLQFDQWILQGDQ\DQVZHUV

    6RLIKHFKDQJHVDVNVWKHWKHUDSLVWKRZZLOO\RXNQRZ",ZRQWVKHDQVZHUV7RJHWKHUWKH\ZRQGHUKRZWKH\DUHWRNQRZWKDWDFKDQJHRFFXUUHG7KHVXPPLQJXSRIWKHVHVVLRQFRQWDLQVDORWRIFRPSOLPHQWVWR.HUVWLQIRUKHUKRQHVW\DQG

    IUDQNQHVVDQGDQLGHDIRUDWDVNWKDWPD\KHOSXVWRJHWVRPHPRUHLQIRUPDWLRQRQZKDWFRXOGEHKHOSIXO6KHLVDVNHGWRSXWDVLGHDPRPHQWHDFKGD\WRWU\DQGUHPHPEHUPRPHQWVZLWK%RVVHZKHQVKHZLWKFHUWDLQW\NQHZWKDWKHZDVKRQHVWDQGZKDWZDVGLIIHUHQWDWWKHVHPRPHQWV

  • %DVLFSUD[LV

    7KH WKHUDSLVW QHYHU TXHVWLRQVZKDW FRXOG EH GHVFULEHG DV.HUVWLQV YLHZ LW LV%RVVHZKRKDVWKHSUREOHPDQGVKHRQO\UHDFWVWRLW7KHWKHUDSLVWWULHVWRFRRSHUDWHZLWKKHURQWKLVSUHPLVHDQG.HUVWLQJHWVDWDVNWKDWVHHPVUHDVRQDEO\SRVVLEOHWRGREDVHGRQWKLVSUHPLVH

    :KHQVKHFRPHVEDFN WR WKHQH[W VHVVLRQ WZRZHHNV ODWHU VKH VWDUWV WKH VHVVLRQE\ VD\LQJ,YHWKRXJKWDERXW%RVVHVGLVKRQHVW\DQG,KDYHFRPHWRWKHFRQFOXVLRQWKDWKHLVDFWXDOO\EHLQJFRQVLGHUDWH 6KH WKHQ JRHV RQ WR GHVFULEH D QHZ VSULQJ LQ WKHLU UHODWLRQVKLS +H KDV EHHQWKRXJKWIXODQGFRQVLGHUDWHDQGKDVUHSHDWHGO\WDNHQLQLWLDWLYHVLQWKLQJVWKDWKHNQRZVVKHOLNHV2Q D VFDOH IURPZKHUH PHDQV WKDW WKH UHODWLRQVKLS LV SHUIHFW VKH LV DW DQ 6KH LVSHUIHFWO\VDWLVILHGLILWFRQWLQXHVWKHVDPHZD\

    :KDWGLG\RXGRGLIIHUHQWO\"WKHWKHUDSLVWDVNVDQGVKHDQVZHUV,GLGQWQDJRQKLP:DVLWGLIILFXOW",QWKHEHJLQQLQJ\HVEXWLWEHFDPHHDVLHUDQGHDVLHUDVKHGLGPRUHRIWKHWKLQJV,ZDQWHG

    KLPWRGR:KDWGR\RXWKLQNRI\RXUFKDQFHVWRFRQWLQXHWRVKXW\RXUPRXWKIRUVD\WKHQH[WZHHNVVKHDQVZHUV7KHUHVWRIWKHVHVVLRQGHDOVZLWKWKHQHZSDWWHUQWKDWKDVWKHSRVVLELOLW\RIHPHUJLQJIURPWKH

    LQWHUSOD\RIQRWQDJJLQJWKRXJKWIXOQHVVDQGWKHWDVNWRKHUEHFRPHVFRQWLQXHWRVKXWXSDQGFRQWLQXHWRSD\DWWHQWLRQWRKRZ%RVVHDQVZHUVWRWKLV

    ,QWKLVVHVVLRQ.HUVWLQVXGGHQO\VHHVKHUVHOIDVSDUWRIWKHVROXWLRQ7KHWKHUDSLVWFDQGRQRWKLQJ EXW IROORZ DORQJ DQG QRZ JLYHV KHU D WDVN RI GRLQJ VRPHWKLQJ WKDW VKH KDVDOUHDG\VWDUWHGGRLQJ

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

    6RZKDWRIDOO WKLVDUH\RX WR OLVWHQ IRUDQGKRZGR\RXNQRZZKDW LV LPSRUWDQWDQGXVHIXODQGZKDW LVQRW" ,I\RXDUH WU\LQJ WR OLVWHQ WRHYHU\WKLQJ\RXZLOOJDWKHU D ORWRILQIRUPDWLRQ DQG \RX ZLOO ILQG WKDW \RX RIWHQ JHW WR D SRLQW ZKHUH PRUH DQG PRUHLQIRUPDWLRQPDNHV\RXPRUHDQGPRUHFRQIXVHG

    :KDWV LPSRUWDQW LV WKDW \RX YHU\ DFWLYHO\ OLVWHQ IRU WKH FOLHQWVIDPLO\V LGHDV DQGGHVFULSWLRQV7U\WRFUHDWHDFOHDUSLFWXUHRIKRZWKHFOLHQWIDPLO\VHHVWKHLUVLWXDWLRQZKHQWKHSUREOHPLVVROYHG/LVWHQZLWK\RXUHQWLUHVHOI1RWRQO\ZLWK\RXULQWHOOHFWDQG\RXUH\HVDQGHDUV/LVWHQIRUDUHDVZKHUH\RXQRWLFHWKDWWKHFOLHQWVDQGIDPLOLHVJHWFKHHUIXODQG HQFRXUDJHG /LVWHQ IRU FRQFHUQ DQG FRQQHFWHGQHVV EHWZHHQ SHRSOH DURXQGGHVFULSWLRQVRIUHVRXUFHVDQGH[FHSWLRQV

    'RQW OHW \RXUVHOI EH EOLQGHG E\ WKH SUREOHP RI DGGLFWLRQ HYHQ LI WKHUH DUH SHRSOHDURXQGWKHDGGLFWDQGPD\EHWKHDGGLFWKLPVHOIWKDWFDQWLPDJLQHDQ\RWKHUVROXWLRQWKDQ

  • 7DONDERXWDPLUDFOH

    IRU LQVWDQFH WKH VWHS $$SURJUDP ,I WKH DGGLFW ZLVKHV KHOS WR LPSOHPHQW VXFK DSURJUDPRIIHUWKDWKHOS:KDWGR\RXKDYHWRGRWRJRWR$$PHHWLQJVDZHHN"'RQWIRUJHWWKRXJKWRDVNWKHFOLHQWKRZKLVOLIHZLOOEHGLIIHUHQWZKHQKHGRHVQWKDYHWRJRWR$$PHHWLQJVDQ\PRUH'RQWEHEOLQGHGE\WKHFOLHQWVLGHDDERXWWKHPHWKRG

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

    ,QVXSHUYLVLRQWKH\DUHDGYLVHGWREULQJXSWKHGLVFXVVLRQDERXWPHWKDGRQHDJDLQZLWK$LGDEXW WKH\DUH WRVWD\SHUIHFWO\QHXWUDO LQUHODWLRQVKLS WR WKHPHWKDGRQHDQG WRGLVFXVVZKDW LW LV$LGDKRSHVPHWKDGRQHFDQKHOSKHUFKDQJHLQKHUOLIH7KDWLVGLVFXVVWKHJRDOVGHSDUWLQJIURP$LGDVLGHDDERXWWKHURDG

    ,WLVHDVLO\IRUJRWWHQWKDWPHWKDGRQHLVQRWDJRDO$LGDZDQWVPHWKDGRQHEHFDXVHVKHWKLQNVLWFDQKHOSKHUFKDQJHVRPHWKLQJLQKHUOLIH,QVWHDGRIGLVFXVVLQJZLWKKHUZK\LWZRXOGQWEHJRRGIRU KHU WR WDNHPHWKDGRQH LW LVPRUH IUXLWIXO IRU$LGD WR GLVFXVVZKDW LW LV VKH WKLQNVZLOO EHGLIIHUHQW ZKHQ PHWKDGRQH LV RI KHOS WR KHU 2EVHUYH WKH GLIIHUHQFH LQ GLVFXVVLQJ KRZ WKHPHWKDGRQHLVKHOSLQJKHU

    :KHQWKH\GRWKLVLWEHFRPHVFOHDUZKDWLWLV$LGDZDQWVWRDFKLHYHDQGZLWKLQDIHZVHVVLRQVVKHVWDUWVGRLQJWKHWKLQJVVKHWKRXJKWVKHQHHGHGPHWKDGRQHWRGR:KHQPRQWKVKDVSDVVHGDQGVKHLVLQYLWHGWRWKHPHWKDGRQHFOLQLFVKHGHFOLQHVDVVKHLVSUHWW\FHUWDLQWKDWVKHVROYHGKHUGUXJSUREOHPIRUJRRG

    &KRRVLQJVWUDWHJ\&KRRVLQJ VWUDWHJ\ LV EDVHG RQ KRZ \RX DQG \RXU FOLHQW GHVFULEH WKH

    SUREOHPVROXWLRQJRDODQGIURPKRZ\RXHYDOXDWHWKHUHODWLRQVKLSWKDWLVGHYHORSLQJZLWKWKHFOLHQWGHFLGLQJZKHWKHU\RXDUH WRKHOSSHRSOHGLUHFWO\GRVRPHWKLQJGLIIHUHQWRU LI\RXZLOOZRUNRQRQO\FUHDWLQJGHVFULSWLRQV WKDWFDQ OHDG WRGLIIHUHQWEHKDYLRXUV WKDW LVZRUNLQJRQKHOSLQJWKHPWKLQNGLIIHUHQWO\

    &RQVLGHUFDUHIXOO\WKDWQRH[SODQDWLRQLVEHWWHUWKDQDQ\RWKHUDQGWKDW\RXGEHWWHUILQGDZD\FRQJUXHQWZLWKKRZWKHFOLHQWSHUFHLYHVKLVSUREOHPDQGFRQJUXHQWZLWKKRZ\RXUUHODWLRQVKLS ZLWK WKH FOLHQW LV GHYHORSLQJ 2WKHUZLVH \RX GRQW VWDQG D FKDQFH RI WKHPGRLQJZKDW\RXSURSRVH&KDQJHVVWDUWLQJLQH[FHSWLRQV

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

    ,I\RXVXFFHHGLQFUHDWLQJFRQFUHWHDQGUHODWLYHO\ZHOOGHVFULEHGEHKDYLRUV\RXKDYHDIDQWDVWLFPDWHULDOWRFKRRVHIURPZKHQ\RXJLYHWDVNV&RQWUDU\WRWKHIDPLO\\RXDUHQRWERXQGWREHOLHYHWKDWRQHWKLQJKDVWRKDSSHQEHIRUHWKHRWKHU

  • %DVLFSUD[LV

    RIWKHEHKDYLRUVGHVFULEHGLQWKHH[FHSWLRQWKHRWKHUVZLOOGRPRUHRIWKHEHKDYLRUVWKDWDUHFRPSOHPHQWDU\WRLW:KHQRQHSHUVRQFKDQJHVHYHU\RQHHOVHZLOOFKDQJHWRR

    ,WLVLPSRUWDQWLIH[FHSWLRQVDUHGHOLEHUDWHSDJHRUVSRQWDQHRXVSDJHDVLWLVLPSRUWDQW KRZ SHRSOH VHH WKHLU RZQ UHVRXUFHV ,V LW ZLWKLQ WKHLU FDSDFLW\ WR GR LW LV LWVRPHWKLQJWKH\WULHGEHIRUH"$UHWKHUHGHOLEHUDWHH[FHSWLRQVLQOLQHZLWKWKHJRDO"&DQWKHFOLHQWGRWKHPWRPRUURZDVDQH[SHULPHQWWRVHHZKDWKDSSHQV"

    $OO RI WKLV \RX OLVWHQ DQG DVN IRU:LWK WLPH \RXZLOO GLVFRYHU WKDW SHRSOH DUH YHU\FUHDWLYHZKHQ LW FRPHV WR ILQGLQJ VROXWLRQV DQG WKDW \RX KDYH D ORW WR OHDUQ IURP \RXUFOLHQWV&KDQJHVVWDUWLQJLQWKHVROXWLRQ

    7KHVWRU\\RXFUHDWHFRQWDLQVDZHOOIRUPHGJRDO

  • 7DONDERXWDPLUDFOH

    3URJUHVVTXHVWLRQV:KHQ -RQ DQG KLV PRWKHU WDON DERXW DOO WKH SRVLWLYH WKLQJV WKDW KDSSHQHG VLQFH WKH

    SROLFH WRRN KLP WKH WKHUDSLVW WKLQNV 7KH\ DOUHDG\ VROYHG WKH SUREOHP WKH\ MXVW GRQWNQRZLW:KHQFOLHQWVDQGIDPLOLHVFDQWDONDERXWVXFKSUHWKHUDS\FKDQJHWKHSURFHVVRIFKDQJHLVDOUHDG\RQLWVZD\DQGLWLVWKHFOLHQWKLPVHOIZKRKDVWDNHQFKDUJHRILW7KHUHVWRIWKHVHVVLRQWKHQEHFRPHVKHOSLQJWKHFOLHQWGRPRUHRIWKLV

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

    )XWXUHTXHVWLRQVJRDOTXHVWLRQV$ SRVLWLYH DQG RSWLPLVWLF H[SHFWDWLRQ RIWHQ OHDGV WR WKLV H[SHFWDWLRQ EHLQJ IXOILOOHG

    7KLVLVRIFRXUVHQRWVWUDQJHDQGLVZHOONQRZQLQVSRUWVDQGEXVLQHVV3RVLWLYHWKLQNLQJHWF

    )RFXVLQJRQ WKH IXWXUH LVDZD\ WR WDONDERXWSRVVLELOLWLHVGLVWLQJXLVKSUREOHPV IURPWKHLU RSSRVLWH QRWSUREOHP DQG WDON DERXW WKH SUREOHPV DQG WKH VROXWLRQV ZLWKRXWLQFUHDVLQJWKHGHVSHUDWLRQ

    7KHPLUDFOHTXHVWLRQLVRIJUHDWKHOS6XSSRVH WKDW WKHUH LV DPLUDFOH WRQLJKWZKLOH \RX DUH DVOHHS DQG WKH SUREOHPV WKDW

    EURXJKW\RXKHUHGLVDSSHDU$V\RXDUHDVOHHSZKHQWKHPLUDFOHRFFXUV\RXGRQWNQRZLWKDSSHQHG :KDW LV GLIIHUHQW ZKHQ \RX DZDNHQ" 7KH PRVW FRPPRQ DQVZHU LV WKHSUREOHPZLOOEHJRQHDQG,ZLOOEHKDSS\RUVRPHWKLQJVLPLODUDQGZHIROORZXSZLWK\HVRIFRXUVHVRZKDWZLOO\RXEHGRLQJGLIIHUHQWO\":HWKHQRIWHQJHWDGHVFULSWLRQRIRUGLQDU\GDLO\DFWLYLWLHVDQGOLIHVLWXDWLRQV0DQ\WLPHV WKHVHGHVFULSWLRQVVD\PRUH WKDQSUREOHPGHVFULSWLRQVDVWKH\GHVFULEHZKDWWKHSHUVRQORQJVWRGRDQGWKHGHVFULSWLRQVDUHFRQFUHWH

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

    6KHLPPHGLDWHO\DQVZHUV,ZRXOGEHZHOODQGP\H\HVZRXOGJOLWWHU,W LV WKH ILUVW WLPH LQ WKH URRP WKDW VKH KDV VDLG DQ\WKLQJ DERXW KHDOWK WKXV LQGLUHFWO\

    PHQWLRQLQJWKDWVKHGRHVQWIHHOYHU\ZHOO

  • %DVLFSUD[LV

    7KHWKHUDSLVWDGGV%XW\RXUSDUHQWVDUHDOLWWOHVOHHS\WRPRUURZZKHQ\RXFRPHGRZQWKHVWDLUVVRWKH\ZRXOGQWVHH\RXUH\HVJOLWWHULQJ:KDWZRXOG\RX'2WKDWZRXOGPDNHWKHPWKLQNWKDWWKHUHPXVWKDYHEHHQDPLUDFOH"

    6KHORRNVWKRXJKWIXOO\LQWKHGLVWDQFHIRUPD\EHVHFRQGVDVPDOOVPLOHVORZO\SRSVXSLQKHUIDFHDQGVKHVD\V,ZRXOGPDNHDQDERUWLRQJHWP\VHOIDMREDQDSDUWPHQWDQHZPDQDQG,GVWRSWKHUHODWLRQVKLSZLWK0LNH

    7KHSDUHQWVWKHQXUVHDQGWKHWKHUDSLVW ORRNDWKHULQDPD]HPHQW1RWKLQJVKHVDLGSULRULQWKHVHVVLRQKDVLQGLFDWHGDQ\VRUWRIDZDUHQHVVLQWRWKHGHVSHUDWHVLWXDWLRQWKDWVKHILQGVKHUVHOILQDQGZLWKKLVFKLQKDQJLQJWKHWKHUDSLVWFDQRQO\ILQG7RPRUURZPRUQLQJ"""WRDVNKHUDQGZLWKDVSOHQGLGVPLOHVKHDQVZHUV

  • 7DONDERXWDPLUDFOH

    :KDW GR\RX DQG RWKHU SHRSOH GR RQ WKH JRRG GD\V WKDW GLVWLQJXLVK WKHP IURPEDGGD\VDQGPRPHQWV"

    :KHQ-RQVPRWKHUGHVFULEHVWKHFKDQJHVVLQFHWKHSROLFHWRRNKLPDQGVKHGHVFULEHVZKDW ZLOO EH GLIIHUHQW DIWHU WKH PLUDFOH WKH WKHUDSLVW DVNV 'RHV DQ\ RI WKLV KDSSHQVRPHWLPHRUGRWKLQJVHYHUKDSSHQWKDWDUHLQOLQHZLWKLW"

    ([FHSWLRQ TXHVWLRQV VKRXOG EH UHODWHG WR WKH FRPSODLQW DQG WKH JRDOZKHQ WKRVH DUHUHODWHG)RULQVWDQFHWKHSHULRGGULQNHUZKRGULQNVIRUZHHNHYHU\PRQWKDQGZDQWVWREH DEOH WR FRQWURO KLV GULQNLQJ ,Q WKDW FDVH RQH FDQ DVN :K\ RQO\ RQH ZHHN" 7KDWTXHVWLRQZLOOEHIROORZHGE\GLGLWHYHUKDSSHQWKDWLWZDVRQO\GD\V"+RZGR\RXGHFLGHZKHQLWVWLPHWRTXLWGULQNLQJ"+RZGRVWRS\RXUSHULRG"

    ,QVLWXDWLRQVZKHUHWKHJRDODQGWKHFRPSODLQWDUHQRWGLUHFWO\UHODWHGOLNHIRULQVWDQFH1RUEHUWSDJHLWLVLPSRUWDQWWKDWWKHTXHVWLRQVIRFXVRQWKHFOLHQWVJRDODQGQRWRQKLVFRPSODLQW&KDQJHTXHVWLRQV

    :KDWLVEHWWHU":KDWGLG\RXGRVLQFHZHPHWWKDWKDVEHHQJRRGIRU\RX":KDWKDVEHHQJRLQJZHOOVLQFHZHODVWPHW",QZKDWZD\VKDVWKLVODVWZHHNEHHQGLIIHUHQWFRPSDUHGWRSUHYLRXVZHHNV"+RZFRPHWKLVODVWZHHNLVEHWWHUWKDQWKHZHHNVEHIRUH",VWKLVVRPHWKLQJ\RXGLGEHIRUH"1R"+RZGLG\RXJHWWKHLGHDWRGRLWWKLVZD\"+DVKHGRQHVRPHWKLQJWKDWVXUSULVHG\RXODWHO\"+RZPDQ\JRRGGD\VGLG\RXKDYHVLQFHZHPHW"2QO\RQH\RXVD\:KDWGLG\RX

    GRWKDWGD\WKDWZDVJRRGIRU\RX"RU+RZFRPH\RXVXFFHHGHGLQKDYLQJRQHGD\"7KHVHTXHVWLRQVFDQEHYDULHGLQGHILQLWHO\GHSHQGLQJRQWKHVLWXDWLRQLQWKHVHVVLRQWKH

    UHODWLRQVKLSWKHUDSLVWFOLHQWDQGWKHFOLHQWVOLIHVLWXDWLRQ6FDOLQJTXHVWLRQV

    8VLQJ YLVXDODQDORJLF VFDOHV LV VRPHWKLQJ PRVW SHRSOH GR YHU\ HDVLO\ 0D\EH WKHKXPDQEUDLQIXQFWLRQVOLNHWKDW

    6FDOLQJTXHVWLRQVFDQEHXVHGLQHYHU\SRVVLEOHVLWXDWLRQDQGLQDQ\WKLQNDEOHZD\,WLVYHU\FRPPRQIRUSHRSOHWRWKLQNLQWHUPVRIHLWKHURU

  • %DVLFSUD[LV

    +RZZLOO\RXUVSRXVH\RXUSDUHQWV\RXUNLGV\RXUQHLJKERXUVQRWLFHZKHQ\RXUHRQHVWHSKLJKHURQWKHVFDOH"

    :KRZLOOQRWLFHLWILUVW":KDWZLOOKHGRRUVD\WKHQ",I , DVNHG\RXU VSRXVH\RXUSDUHQWV\RXUNLGV\RXUQHLJKERXUVZKHUH WKH\ WKLQN\RX

    DUHDWRQWKLVVFDOHZKDWZRXOGWKH\DQVZHU":KDWGR\RXWKLQNWKH\VHHWKDW\RXGRQWVHH"ZKHQWKHFOLHQWSODFHVKLPVHOIORZHU

    WKDQWKHP:KDWGR\RXWKLQN\RXVHHWKDWWKH\GRQWVHH"ZKHQWKHFOLHQWSODFHVKLPVHOIKLJKHU

    WKDQWKHP6FDOLQJTXHVWLRQVDUHDOVRH[FHOOHQWWRFODULI\ZLVKHVDQGZLOO+RZLPSRUWDQWLVWKLVUHODWLRQVKLSWR\RXRQDJUDGHVFDOH",IVWDQGVIRU\RXEHLQJSUHSDUHGWRGRDQ\WKLQJWRVROYHWKLVSUREOHPDQGVWDQGV

    IRUWKHRSSRVLWHZKHUHDUH\RXDWWRGD\",I VWDQGV IRU \RXEHLQJVXUH WKDW \RX DUH DEOH WR GHDOZLWK WKH UHVW RI WKLV

    SUREOHPDQGVWDQGVIRUWKHRSSRVLWHZKHUHDUH\RXDWWRGD\":KDWGRQHHGWRIHHOWKLQNWKDW\RXFDQKDQGOHWRJHWKDOIDVWHSKLJKHU":KDWGR\RXKDYHWRGRWRJHWKDOIDVWHSKLJKHU":KHQFOLHQWVSUHVHQWZKDWZHWKLQNDUHYDJXHJRDOVVFDOLQJTXHVWLRQVDUHPDQ\WLPHV

    WKHRQO\ZD\WRJHWVRPHFODULILFDWLRQRIZKDWWKHFOLHQWPHDQV6FDOHVIRUKRZRQHIHHOVRUKRZFORVHRQHLVWRRQHVJRDOPHDQVVRPHWKLQJXQLTXHWRHDFKFOLHQWDQGWKHWKHUDSLVWGRHVQWKDYHWRXQGHUVWDQGH[DFWO\ZKDWWKHFOLHQWPHDQV,WLVHQRXJKWKDWWKHFOLHQWGRHV

    6WHYHGH6KD]HUWHOOVDVWRU\RIWKHFOLHQWZKRWHOOVKLPVKHKDVKDGVHYHUDOGD\VDWVHYHQ:KDWZDVGLIIHUHQW"KHDVNV,IHOWPRUHVHYHQLVKVKHDQVZHUVDQGVKUXJVKHUVKRXOGHUV

    &RSLQJTXHVWLRQV:KHQ\RXUHGHDOLQJZLWKFKURQLFVLWXDWLRQVIRULQVWDQFHORQJWHUPLOOQHVVIURPZKLFK

    RQHZLOOQHYHUJHWZHOORUDFXWHDQGVHULRXVFULVLVVLWXDWLRQV WKHTXHVWLRQVDERYHGRQRWDOZD\VILW$VPDOOQXPEHURISDUHQWVDUHH[WUHPHO\SUHRFFXSLHGZLWKDOOWKHVXIIHULQJWKHDGGLFW FDXVHG WKHP DQG KDYH GLIILFXOWLHV DW OHDVW LQLWLDOO\ WR WKLQN IRUZDUG ,Q WKHVHVLWXDWLRQV IXWXUH RULHQWHGTXHVWLRQV IRFXVLQJRQ FKDQJHZRQW ILW DQGPD\ HYHQ GDPDJHFRRSHUDWLRQ

    &RSLQJTXHVWLRQVFDQEHDQDOWHUQDWLYH+RZGLG\RXFRSHZLWKWKDWVLWXDWLRQ":KDWGLG\RXGRWRVXUYLYHWKHVKDPH"+RZGLG\RXGHDOZLWKWKDWVLWXDWLRQ":KHUHGLG\RXILQGWKHVWUHQJWKV"7KURXJK WKHVH TXHVWLRQV WKH FRQYHUVDWLRQ IRFXVHV RQ KRZ WKH FOLHQW RU UHODWLYH GLG

    VRPHWKLQJJRRGDQGXVHIXOGHVSLWHDGLIILFXOWRULPSRVVLEOHVLWXDWLRQ7KHTXHVWLRQVIRFXVRQ UHVRXUFHV DQG FRPSHWHQFH 7KURXJK WKHP \RX FDQ DFFHVV KRZ WKH FOLHQWV IRXQG RXWZKDWWRGRKRZWKH\GLGLWKRZLWZDVKHOSIXODQGKRZWKH\GLVFRYHUHGWKDWLWKHOSHG

  • 7DONDERXWDPLUDFOH

    7KHVXPPDU\%HORZIROORZVDPRGHOIRUWKHFRQVWUXFWLRQRIVXPPDULHVWKDWFOLHQWVDQGIDPLOLHVPRVW

    RIWHQ SURILW IURP )RU D WKRURXJK GHVFULSWLRQ ZH UHIHU SULPDULO\ WR GH 6KD]HU &OXHV,QYHVWLJDWLQJVROXWLRQVLQEULHIWKHUDS\7KHEUHDN

    :HDOZD\VWDNHDEUHDNZKHQLW LVSK\VLFDOO\SRVVLEOHEHIRUHILQLVKLQJRXUVHVVLRQV:HXVHWKHEUHDNWRWKLQNIRURXUVHOYHVRUGLVFXVVZLWKWKHWHDPLIZHKDYHRQHZKDWWKHFOLHQWVDLGDQGWROGXV8VXDOO\ZHZULWHGRZQDVXPPDU\WKDWZHWHOORUUHDGWRWKHFOLHQWIDPLO\

    :HWKLQNWKHEUHDNLVLPSRUWDQW:KHQZHUHWXUQWKHFOLHQWVSD\FORVHDWWHQWLRQWRZKDWZH VD\ DERXW KRZZHSHUFHLYH WKHLU VLWXDWLRQ DQG WKH\ VHHPH[WUHPHO\ DWWHQWLYH WR WKHLGHDVZH KDYH DERXWZKDW WKH\ FDQ H[SHULPHQW ZLWK REVHUYH RU WKLQN DERXW XQWLO QH[WWLPH

    ,WLVLPSRUWDQWWREHFOHDUDERXWWKHSXUSRVHRIWKHEUHDN,WVQRWHDV\WRZDLWIRUPLQXWHVZKHQ\RXGRQWKDYHDQ\LGHDZKDW\RXDUHZDLWLQJIRU2IWHQZHVD\DV+.VDLG WR-RQ,ZRXOG OLNH WR WDNHDEUHDN WR WKLQNIRUDPRPHQWGLVFXVVZLWKP\ WHDPDERXWZKDWZHWDONHGDERXWDQGZKDW,ZHWKLQNDERXW\RXUVLWXDWLRQDQGVHHLIZHKDYHDQ\ LGHDV WKDW ZH WKLQN FRXOG EH XVHIXO ,W ZLOO WDNH PLQXWHV ,V WKHUH DQ\WKLQJLPSRUWDQW , IRUJRW WR DVN DERXW RU DQ\WKLQJ \RX WKLQN , VKRXOG NQRZ EHIRUH , WKLQNGLVFXVV"

    0RVWRIWHQWKHFOLHQWVKDYHQRWKLQJWRDGGEXWVRPHWLPHVWKHUHLVDSRLQWRU WZRWKH\ZDQWWRFODULI\:HWKHQDVNWKHFOLHQWVWRHLWKHUVLWRXWLQWRWKHZDLWLQJURRPRUZHJRRXWRIWKHURRPRXUVHOYHV:HWKHQVLWGRZQDQGWDNHRXUWLPHWRPDNHDVXPPDU\WKDWFDQEHJLYHQWRWKHIDPLO\

    7KHVXPPDU\FDQEHVHHQDVD VHFRQGSRVVLELOLW\:KHQ WKH VHVVLRQKDVEHHQPHVV\ERULQJRUGLVWUHVVLQJWKHVXPPDU\JLYHVXVDSRVVLELOLW\WRFRQWULEXWHDQ\ZD\:KHQWKHVHVVLRQKDVEHHQFODULI\LQJDQGKRSHIXOWKLVFDQEHHYHQPRUHVWUHQJWKHQHG&RQILUPWKHGLIILFXOWLHV

    &OLHQWVDQGIDPLOLHVQHHGWRKHDUWKH\KDYHDVHULRXVSUREOHPDQGWKDWLWZLOOWDNHDORWRIKDUGZRUNWRVROYHLW,I\RXUHGXFHWKHSUREOHPLQWRDEDJDWHOOHWKH\KHDU\RXVD\WKDWWKH\VKRXOGKDYHVROYHGWKLVWULIOHORQJDJRDQGWKDWH[SHULHQFHGRHVQWH[DFWO\JLYHPRUHKRSHWKDWFKDQJHLVSRVVLEOH

    5DWKHUJHQHUDOLGHDVFDQEHVXSSRUWLQJIRUWKHIDPLO\LI\RXGRQWKDYHDYHU\FOHDULGHDH[DFWO\ZKDW LV WKLV IDPLO\VGLOHPPD,WVSDLQIXO WRZDQW WKHEHVW DQGQRWTXLWHNQRZZKDWVULJKWRUSHUKDSVPRUHVSHFLILFLWVSDLQIXOWRZDQWWRJHWFORVHWR\RXUFKLOGEXWQRWTXLWHVXFFHHGDV\RXDUHQRWFHUWDLQRIZKDWWKHNLGZDQWV

    )LUVW,ZDQWWRVD\WKDW,WKLQNLWVJRRG\RXFDPH7KLVLVDVHULRXVSUREOHPDQG\RXDUHERWKZHOO DZDUH WKDW LW ZLOO WDNH D ORW RI KDUG ZRUN WR VROYH LW WKH WKHUDSLVW VD\V WR -RQ DQG KLVPRWKHU

    'RQWIRUJHWWKDWWKHPRUHVSHFLILF\RXDUHWKHPRUHWKHIDPLO\ZLOOIHHOXQGHUVWRRGDQGFRQILUPHGLI\RXUHULJKWDQGWKHPRUHUHMHFWHGDQGPLVXQGHUVWRRGLI\RXUHZURQJ,I\RXDUH XQFHUWDLQ EH FRQVHUYDWLYH DQG QRQVSHFLILF'RQW JXHVV 5DWKHU VD\ WR OLWWOH WKDQ WRPXFK

  • %DVLFSUD[LV

    8VHWKHFOLHQWVRZQZRUGVRUFRQFHSWV7KLVZLOOVKRZWKHP\RXYHOLVWHQHG,WKXUWVKHUHZKHQ,VHHKLPGRWKLVVD\VWKHIDWKHUDQGOLIWVERWKKDQGVWRKLVFKHVW,QWKHVXPPDU\WKHWKHUDSLVWVD\V:HXQGHUVWDQGKRZPXFKLWKXUWVLQDIDWKHUVKHDUWZKHQ

    KLVFKLOGKDVVXFKDVHULRXVSUREOHP,I\RXKDYHYHU\OLWWOHWRVD\LQPDQ\FRQVHFXWLYHLQWHUYLHZVWKLQNDERXWZKDWDVSHFWRI

    WKHLQWHUYLHZ\RXQHHGWRLPSURYHWRLQFUHDVH\RXUXQGHUVWDQGLQJRIIDPLOLHVGLOHPPD3RVLWLYHIHHGEDFN

    :ULWHGRZQD IHZSRVLWLYHO\ ORDGHGYDOXH MXGJPHQWV DERXW HDFKSHUVRQ LQ WKH URRP$UWLFXODWHWKHDGYDQFHVWKDWHYHU\RQHRUDWOHDVWPRVWRIWKHSHRSOHDJUHHXSRQ7HOOHDFKIDPLO\PHPEHUDERXWWKHLUVWURQJVLGHVUHVRXUFHVDQGFRPSHWHQFHWKDWWKH\WKHPVHOYHVRURWKHUVKDYHVDLGWKH\SRVVHVV2QFHDJDLQLWVEHVWLI\RXXVHWKHIDPLOLHVRZQZRUGV

    :LWK-RQDQGKLVPRWKHUZHGRVRPHWKLQJZHRIWHQGR:KHQZHFRPSOLPHQW-RQZHWXUQWRKLVPRWKHUDQGZKHQZHFRPSOLPHQWPRWKHUZHWXUQWR-RQ

    ,DPYHU\LPSUHVVHGZLWK\RXUER\+LVRSHQPLQGHGQHVVKLVVHQVHIRUQXDQFHVKLVKRQHVW\ DQG VHQVLWLYLW\ DQG WKLV QLFH FRQWDFW KH LV RIIHULQJ , DJUHH ZLWK \RX WKDW KHPDWXUHGHDUO\

    , WKLQN \RX DUH OXFN\ WR KDYH D PRWKHU ZKR GDUHV VKRZ KHU LQYROYHPHQW LQ PDQ\GLIIHUHQWZD\V

    6RPHWLPHVRQHFDQFRPELQH:HDUHGHHSO\LPSUHVVHGZLWK\RXUVRQVVHQVLWLYLW\DQGKLVDELOLW\ WR WKLQNVRVHULRXVO\DERXWKLV VLWXDWLRQ ,W VD\VD ORW DERXWZKDWKHJRW IURP\RX

    7KHHDVLHVWLVRIWHQWREHGLUHFW:H VHH \RX DV DQ XQXVXDOO\ LQYROYHG DQG FRQFHUQHG IDWKHU DQG \RX DUH UHDOO\

    DPD]LQJO\FUHDWLYH

  • 7DONDERXWDPLUDFOH

    H[FHSWLRQVSDJH7KHUXOHLVWKDWLI\RXKDYHGHVFULEHGGHOLEHUDWHH[FHSWLRQV\RXFDQVLPSO\DVNSHRSOHWRGRWKHPZKLOHZLWKVSRQWDQHRXVH[FHSWLRQV\RXKDYHWRDVNSHRSOHWRREVHUYHZKHQWKH\RFFXURUSUHGLFWLIWKH\ZLOO:KHQSHRSOHDUHDVNHGLQWKLVZD\WRVSHFLILFDOO\REVHUYH H[FHSWLRQEHKDYLRUVPRUH WKDQRI WKHFOLHQWVZLOO UHSRUW WKDWWKH\RFFXUPRUHRIWHQ,ILWGRHVQWZRUNGRVRPHWKLQJGLIIHUHQW

    7KHUHLVUDUHO\DQ\VHQVHLQDVNLQJSHRSOHWRVWRSGRLQJVRPHWKLQJ,WVRPHWLPHVZRUNWR DVNPRPVZLYHV RU KXVEDQGV :KHQ \RX IHHO WKH XUJH WR QDJ VKXW XS EXW WKHVHVLWXDWLRQVDUHQRWFRPPRQDQGGHPDQGDORWRIWKHUHODWLRQVKLSEHWZHHQWKHWKHUDSLVWDQGVRPHRQHZKRJHWVVXFKDWDVN

    ,WVHDVLHU WRDVNSHRSOH WRGRVRPHWKLQJGLIIHUHQW :HKDYHXQGHUVWRRG WKDW\RXDUHH[WUHPHO\VHQVLWLYHWRWKHQHHGVRI\RXUFKLOGDQGDWWKHVDPHWLPHIDQWDVWLFDOO\LQVLJKWIXOLQWRKRZKHFDQXVH\RXDVDQH[FXVHWRFRQWLQXHWRGRGUXJV:HWKHUHIRUHZRXOGOLNH\RXWRSD\JUHDWDWWHQWLRQWRZKHQ\RXJHWDQXUJHWRQDJDQGWKHQLPPHGLDWHO\JUDE\RXUFRDWDQG WDNH D ZDON DURXQG WKH EORFN QR PDWWHU ZKDW \RX DUH GRLQJ DW WKDW PRPHQW DQGREVHUYHWKHHIIHFWVRQKLP

    %H FDUHIXO WR FKRRVH D WDVN WKDW \RX WKLQN WKH SHUVRQ FDQ SHUIRUP DQG WKH EHWWHUFRQQHFWHGWKHWDVNLVWRZKDW\RXWDONHGDERXWWKHEHWWHUWKHFKDQFHVWKH\ZLOODFWXDOO\GRZKDW\RXDVNHGRUDQLPSURYHGYHUVLRQRILW'RWDVNVRUREVHUYHWDVNV

    :H KDYH IRXQG WKDW WKH FODVVLILFDWLRQ RI WKH FOLHQWWKHUDSLVW UHODWLRQVKLS LQWR WKUHHGLIIHUHQWFDWHJRULHVSURSRVHGE\GH6KD]HUDQGKLVFROOHDJXHV LVYHU\XVHIXO SDJH'RQWIRUJHWWKDWWKHGLIIHUHQWFDWHJRULHVDUHQRWFKDUDFWHULVWLFVRIWKHFOLHQWVEXWDZD\WRGHVFULEHWKHUHODWLRQVKLSEHWZHHQ\RXDQG\RXUFOLHQWLQWKLVSDUWLFXODUVHVVLRQRUGXULQJDSDUWRIWKHVHVVLRQ

    &XVWRPHUUHODWLRQVKLS&OLHQWV RU IDPLO\PHPEHUV ZKR FOHDUO\ H[SUHVVHG WKDW WKH\KDYH D SUREOHP DQG DUH SUHSDUHG WR GR DQ\WKLQJ WR VROYH LW 7KHVH \RX FDQ DVN WR GRVRPHWKLQJ

    9LVLWRUUHODWLRQVKLS&OLHQWV RU IDPLO\ PHPEHUV ZKR GRQW KDYH DQ\ SUREOHP

  • %DVLFSUD[LV

    WRGHVFULEHWKHUHODWLRQVKLSZLWK\RX3HRSOHFDQYHU\ZHOOEHKDYHLQRQHZD\WRZDUGV\RXDQG WKHQJRKRPHDQGEHKDYHGLIIHUHQWO\ WKHUH

  • 7DONDERXWDPLUDFOH

    \RXUVXPPDU\,I\RXDUHVK\KHUHWKLVPHDQV\RXUHQRWWDNLQJ\RXUVHOIVHULRXVO\DQGWKHQWKHFOLHQWVZRQWWDNH\RXVHULRXVO\HLWKHU

  • 0((7,1*7+($'',&77KHDGGLFWLVWKHH[SHUWRQKLPVHOI

    7KHWKHUDSLVWVFRQWH[W

  • 7DONDERXWDPLUDFOH

    7KLVLVQRSUREOHPZKHQ\RXDUHUHVSHFWIXODQGOLVWHQWR\RXUFOLHQW,WRQO\EHFRPHVDSUREOHPLI\RXDVVXPHWKDW WKHFOLHQWFDPHEHFDXVHKHZDQWV WRGRVRPHWKLQJDERXWKLVDGGLFWLRQDQGWKHFOLHQWKDVRWKHUPRUHLPSRUWDQWWKLQJVRQKLVPLQG,I\RXGRQW OLVWHQFDUHIXOO\WKHFOLHQWZLOOQRWEHDEOHWRWDONWR\RXDERXWZKDWLVERWKHULQJKLPDQGZLOOQRWDWOHDVWZLWK\RXEHDEOHWRFRQVWUXFWVROXWLRQVWRKLVSUREOHP$FFHSWWKHGHILQLWLRQRIWKHSUREOHP

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

    $FFHSW YDJXH SUREOHPV OLNH IRU LQVWDQFH , JHW VR PXFK VRFLDO SUREOHPV IURP P\GULQNLQJDEXVLQJEXWDVNWKHFOLHQWWREHVSHFLILF+RZ"RUUDWKHU3UREOHPVWRZKR",VWKLVDSUREOHPRQO\IRU\RXRUDUHWKHUHRWKHUSHRSOHZKRIHHOWKHVDPHZD\"

    :RXOG\RXUPRWKHUDJUHHRUZRXOGVKHVD\VRPHWKLQJHOVH":KHQ\RXOLVWHQZLWK\RXUHQWLUHVHOI\RXZLOOQRWLFHZKHQWKHSUREOHPJRDOLVUHOHYDQW

    WRWKHFOLHQW$VVXPHWKDWHYHU\RQHLVDOZD\VGRLQJWKHLUEHVW

    7KLVLGHDLVSUDFWLFDOO\DSUHFRQGLWLRQIRUGHYHORSLQJDQDOOLDQFHEDVHGRQFRRSHUDWLRQ,WZLOODOVRKHOS\RXDQGWKHFOLHQWGHVFULEHUHVRXUFHVDQGFRPSHWHQFHDQGLWZLOOKHOS\RXWRUHVSHFWDQGPD\EHHYHQOLNHWKHFOLHQW,I\RXFDQQRWILQGJRRGWKLQJVWKDWFOLHQWVGRLQWKHLUOLYHV\RXZLOOKDYHWRPDNHPRUHHIIRUWVWREHFXULRXVRUUHIHUWKHFDVH$FFHSWFOLHQWVWKDWDUHKLJKRUXQGHUWKHLQIOXHQFH

    :KHQZHVWDUWHGZRUNLQJZLWKDGGLFWVRXUDWWLWXGHZDVWKDWDGGLFWVFDPHWRWKHUDS\WRVWRSDGGLFWLYHEHKDYLRU:HVDZGHWR[LILFDWLRQDQGVREULHW\DVVRPHWKLQJ WKDWVKRXOGEHWKHUHVXOWRIWUHDWPHQWQRWDSUHFRQGLWLRQIRUWUHDWPHQWVRGHWR[EHIRUHWUHDWPHQWVHHPHGDEVXUG

    /DWHU RQPDQ\ DGGLFWV WROG XV WKDW GHWR[LI\LQJ KDG QHYHU EHHQ D SUREOHP IRU WKHP7KH\KDGGRQHLWPDQ\WLPHV)RUWKHPWKHSUREOHPZDVKRZWRDYRLGJHWWLQJKLJKDJDLQ7KHUHDVRQVIRUXVWRDFFHSWWRVHHFOLHQWVWKDWZHUHRQGUXJVRUFOLHQWVWKDWZHUHKLJKKDYHWKXVGLIIHUHGRYHUWLPHEXWWKHUHVXOWLVWKHVDPH

    2XU H[SHULHQFH LV WKDW ZKHQ VHVVLRQV DUH LQWHUHVWLQJ HQRXJK WKH DGGLFW ZLOO PDNHHIIRUWVWRXQGHUVWDQGZKDWLVJRLQJRQDQGWU\WRJHWVRPHWKLQJRXWRIWKHFRQYHUVDWLRQV6RPHWLPHVKHZLOOKDYHWRUHGXFHKLVDEXVHGUDVWLFDOO\WRDFKLHYHWKLVDQGGRHVWKDW'RQWWDNHDQ\WKLQJIRUJUDQWHG

    :HRUGLQDULO\KDYHVRPHLQIRUPDWLRQDERXWWKHFOLHQWEHIRUHWKHILUVWVHVVLRQ$VVXPHWKDWWKHGHVFULSWLRQVPDGHDUHQRWYDOLG7KHVRFLDOZRUNHUZKRPDGHWKHUHIHUUDOVDLGWKHJLUOZDVH[WUHPHO\PRWLYDWHGWRVWRSGRLQJGUXJVDQGWKUHHPLQXWHVLQWRWKHVHVVLRQ\RX

  • 0HHWLQJWKHDGGLFW 3DJH

    ILQGRXW WKDWKHUFRQFHUQ LV WKDW LI VKHGRHVQWTXLWGUXJV\HVWHUGD\ "KHUEDE\ZLOOEHWDNHQLQWRFXVWRG\WKHGD\DIWHUWRPRUURZ

    'RQWWDNHDQ\WKLQJIRUJUDQWHGDVNWKHFOLHQW

    6WDUWLQJWKHVHVVLRQ:H DOO KDYH GLIIHUHQW ZD\V WR VWDUW D VHVVLRQ 8VH \RXUV LQ D ZD\ WKDW \RX DUH

    FRPIRUWDEOHZLWK&RQVLGHUWKDWZKHQFOLHQWVFRPHWR\RXWKHILUVWWLPHWKH\PD\QRWKDYHPDGH WKH GHFLVLRQ WR VWRS DEXVLQJ EXW WKHUH LV RIWHQ D GHVLUH LQ WKDW GLUHFWLRQ $OVRFRQVLGHUWKDWPRWLYDWLRQIRUFKDQJHLVQRWDFKDUDFWHULVWLFZLWKLQWKHSHUVRQEXWVRPHWKLQJWKDWJURZVRXWRIWKHLQWHUDFWLRQEHWZHHQ\RX

    :KDWPDNHV\RXVHHNKHOSKHUHQRZ"+RZFDQ,EHRIKHOS",PDJLQHWKLVZLOOEHDXVHIXOFRQYHUVDWLRQIRU\RXZKDWZLOOZHKDYHWDONHGDERXWLQ

    DQKRXU":K\LVWKHFOLHQWFRQVXOWLQJQRZ"

    3D\PRUHLQWHUHVWWRWKHSUHVHQWDQGIXWXUHWKDQWRWKHSUREOHPDQGWKHKLVWRU\/LVWHQIRUZKDWWKHFOLHQWLVVD\LQJDQGKRZKHLVVD\LQJLW7U\DQGJHWDG\QDPLFGHVFULSWLRQRIWKHSUHVHQW

    :KDWLVLWULJKWQRZWKDWPDNHV\RXLQ\RXUXQLTXHVLWXDWLRQVHHNKHOSKHUHWRGD\":KRHOVHLVLQYROYHGLQWKLVGHFLVLRQWRVHHNKHOS"7KLV LV PRUH XVHIXO LQIRUPDWLRQ WKDQ ZLWK ZKDW ZK\ DQG KRZ WKH DGGLFW KDV EHHQ

    JHWWLQJKLJKRUGUXQN$G\QDPLFGHVFULSWLRQRIWKHSUHVHQWFDQEHIRULQVWDQFH

    0\JLUOIULHQGFDQWVWDQGLWDQ\PRUH6KHKDVPDGHLWFOHDUWKDWLI,GRQWTXLWQRZVKHPRYHVRXW

    2U$ILIW\\HDUROGDOFRKROLFFRPHVWRWKH$OFRKRO&OLQLFVHPHUJHQF\LQWDNH:KDWV \RXU SUREOHP" WKH GRFWRU +. DVNV 7KHPDQ LV YHU\ GUXQNPRUH IDOOV LQWR WKH

    FKDLUWKDQVLWVGRZQIOLQJVKLVDUPVRXWLQDJHVWXUHRIUHVLJQDWLRQDQGDQVZHUVLQDWKLFNYRLFH0\SDUHQWVFDQWWDNHLWDQ\PRUH

    6RPHFOLHQWVVHHPWRFRPHWRJHWDEUHDNIURPWKHPRQRWRQ\RISULVRQ5ROOHLVDFWXDOO\YHU\FOHDUEXWWKHWKHUDSLVW+.KDVGLIILFXOWLHVEHOLHYLQJZKDWKHLVKHDULQJ,WV ERULQJ LQSULVRQDQG WKLV VXJJHVWLRQ IURPP\ VRFLDOZRUNHU VHHPHGDQLFHEUHDN6WRS

    GRLQJGUXJV"1R,GRQWZDQW WKDW'RVRPHWKLQJGLIIHUHQW":KDW OLIHZRXOG ORRN OLNHZLWKRXWGUXJV",FDQWLPDJLQH$PLUDFOH"0LUDFOHVGRQWH[LVW

    6RPHSHRSOHGRQWVHHPWRNQRZZK\WKH\YHFRPHRUFRPHEHFDXVHRIFRLQFLGHQFH/LVD\HDUVROGZLWKPRGHUDWHDEXVHFRPHVEHFDXVHVKHLVDFFRPSDQ\LQJKHUER\IULHQGWR

    KLVILUVWVHVVLRQ,WLVRQO\WKDWKHKDVQWVKRZQDQG\HVVKHKDVDVPDOOGUXJSUREOHPEXWWKDWLVQRWZK\VKHLVWKHUH

    :KDWGRHV\RXOLIHORRNOLNH"DVNVWKHWKHUDSLVW+.:HOODQVZHUVVKHQRWWREDG,OLYHDQH[FLWLQJOLIH,KDYHFUHDWLYHDQGDUWLVWLFDPELWLRQVDQGLWLVQRWSRVVLEOHWRFUHDWHZLWKRXWVXIIHULQJ

    :KRZRUULHVDERXW\RXDQGWKLQNVDERXWKRZ\RXUHGRLQJ"

  • 7DONDERXWDPLUDFOH

    1RERG\VKHDQVZHUVEXWDGGV2IFRXUVHP\SDUHQWVDUHZRQGHULQJEXWWKH\GRQWNQRZ7KRXJKWIXOO\ VKH FRQWLQXHV 0D\EH P\ ROGHU VLVWHU LV ZRUULHG DV , WROG KHU WKH GD\ EHIRUH\HVWHUGD\WKDW,DPXVLQJGUXJV

    6R\RXILQDOO\WROG\RXUIDPLO\,VWKDWEHFDXVH\RXZDQWWRFKDQJHVRPHWKLQJQRZ":HOO6KHWKLQNVIRUDORQJZKLOHORRNVWKRXJKWIXODQGVD\V1RWWKHKHURLQEXWSHUKDSV

    VPRNHDOLWWOHOHVVSRW,WPDNHVRQHVRRXWRILW

    :KDWLVWKHFOLHQWJRRGDW"7KHHDVLHVWZD\ WR ILQGRXW LV WR DVN :KDW DUH \RXJRRG DW"6RPHWLPHV WKH FOLHQW

    ZRQGHUVLIKHJRWWKHTXHVWLRQULJKW:KDW,"DPJRRGDW"""9HU\RIWHQ\RXJHWDQXDQFHGDQGPXOWLIDFHWHGGHVFULSWLRQHYHQIURPSHRSOHZKRDUH

    QR