Embed Size (px)
DESCRIPTION
The coauthor of TouchPoints and former CEO of Campbell Soup Company explains how executives build their company’s capabilities by connecting with people more effectively.
Citation preview
{\rtf1\ansi\ansicpg1252\deff0\dntblnsbdb\viewkind1 {\fonttbl{\f0\froman\fcharset0 Times New Roman;}{\f1\fswiss\fcharset0 Calibri;}{\f2\fswiss\fcharset0 Calibri;}{\f3\fnil\fcharset2 Wingdings;}{\f4\fswiss\fcharset0 Calibri;}{\f5\fswiss\fcharset0 Arial;}{\f6\fswiss\fcharset0 Arial;}{\f7\fswiss\fcharset0 Arial;}{\f8\fswiss\fcharset0 Arial;}{\f9\fswiss\fcharset0 Arial;}{\f10\froman\fcharset0 Times New Roman;}{\f11\froman\fcharset0 Times New Roman;}{\f12\froman\fcharset0 Times New Roman;}{\f13\fswiss\fcharset0 Arial;}{\f14\fswiss\fcharset0 Arial;}{\f15\fswiss\fcharset0 Arial;}{\f16\fswiss\fcharset0 Arial;}{\f17\fswiss\fcharset0 Arial;}{\f18\fswiss\fcharset0 Arial;}{\f19\fswiss\fcharset0 Arial;}{\f20\froman\fcharset0 Times New Roman;}{\f21\froman\fcharset0 Times New Roman;}{\f22\fswiss\fcharset0 Arial;}{\f23\fswiss\fcharset0 Verdana;}{\f24\fswiss\fcharset0 Arial;}{\f25\fswiss\fcharset0 Arial;}{\f26\fswiss\fcharset0 Arial;}{\f27\fswiss\fcharset0 Arial;}{\f28\fswiss\fcharset0 Arial;}{\f29\fswiss\fcharset0 Arial;}{\f30\fswiss\fcharset0 Arial;}{\f31\fswiss\fcharset0 Arial;}{\f32\fswiss\fcharset0 Arial;}{\f33\froman\fcharset0 Times New Roman;}{\f34\fswiss\fcharset0 Arial;}{\f35\fswiss\fcharset0 Arial;}{\f36\fswiss\fcharset0 Arial;}{\f37\fswiss\fcharset0 Arial;}{\f38\fswiss\fcharset0 Arial;}{\f39\fswiss\fcharset0 Arial;}{\f40\fswiss\fcharset0 Calibri;}{\f41\fnil\fcharset0 Calibri;}} {\colortbl;\red255\green255\blue0;\red0\green0\blue255;\red255\green255\blue255;\red24\green108\blue214;\red253\green89\blue11;} {\*\listtable{\list\listtemplateid18467\listhybrid {\listlevel\levelnfc0\levelnfcn23\leveljc0\leveljcn0\levelfollow0\levelstartat1\levelspace360\levelindent0{\leveltext\leveltemplateid6334\'01\0C;}{\levelnumbers;}\chbrdr\brdrnone\brdrcf1\chshdng0\chcfpat1\chcbpat1 \fi-360\li720\jclisttab\tx720} {\listname ;}\listid41} }{\*\listoverridetable {\listoverride\listid41\listoverridecount0\ls1} }{\stylesheet{\*\cs0 \additive Default Paragraph Font;} } \jexpand\pgwsxn12240\pghsxn15840 {\*\bkmkstart page1}{\*\bkmkend page1} \margl1440\margr1500\margt1440\margb262 {\shp {\*\shpinst \shptop720\shpleft1440\shpright6863\shpbottom2196\shpfblwtxt1\shpbypage\shpbxpage\shpwr3{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn pictureTransparent}{\sv 16777215}} {\sp{\sn pib}{\sv{\pict\jpegblip\picw362\pich98\picwgoal7240\pichgoal1960\picscalex100\picscaley100 ffd8ffe000104a46494600010100000100010000ffdb004300080606070605080707070909080a0c140d0c0b0b0c1912130f141d1a1f1e1d1a1c1c20242e2720 222c231c1c2837292c30313434341f27393d38323c2e333432ffdb0043010909090c0b0c180d0d1832211c213232323232323232323232323232323232323232
323232323232323232323232323232323232323232323232323232323232ffc0001108009a023503012200021101031101ffc4001f0000010501010101010100 000000000000000102030405060708090a0bffc400b5100002010303020403050504040000017d01020300041105122131410613516107227114328191a10823 42b1c11552d1f02433627282090a161718191a25262728292a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a 838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4c5c6c7c8c9cad2d3d4d5d6d7d8d9dae1e2e3e4e5e6e7e8e9eaf1 f2f3f4f5f6f7f8f9faffc4001f0100030101010101010101010000000000000102030405060708090a0bffc400b5110002010204040304070504040001027700 0102031104052131061241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a262728292a35363738393a43444546474849 4a535455565758595a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4 c5c6c7c8c9cad2d3d4d5d6d7d8d9dae2e3e4e5e6e7e8e9eaf2f3f4f5f6f7f8f9faffda000c03010002110311003f00f7fa28a2800a28a2800a28a2800a28a280 0a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a4660aa49ed4b5ccf8ff5c6f0f782f53d4633896284f97fef1e050079bfc4ef 8cc345ba9b46d0824d7a9f2cb3939488fa0f56af0cb8f1af89aea467975cbf249cf13301fa5624b2bcd2bcb231691d8b331ea49ea699401d269be3ef14697751 cf0eb376fb0e764d21756f620d7d15f0cbe2a5b78c2336772a2df528d72f167871fde5ff000af946b4741d5ee342d72cf53b572b2dbc81b8ee3b8fc45007dda0 e46452d51d1ef16ff4ab6ba4fbb2c6ae3e8466af5001451450014514500145145001451450014514500145145001451450014514500145145001451450014514 50014514500145145001451450014514500145145001451450014514500145145001451450050bdd7349d32610dfea965692b2ef093dc246c57246704f4e0fe5 55bfe12cf0dffd0c1a57fe06c7fe359fe24f877e15f176a31dfeb9a57daeea38842aff0068963c20248184603ab1fceb8ff167c20f02699e0dd72fecf42f2eea d74fb89a17fb5ce76bac6c54e0be0e081d6803d03fe12cf0dffd0c1a57fe06c7fe347fc259e1bffa1834affc0d8ffc6be18ae93c01a5d96b7e3cd1b4dd461f3a cee2e024b1ee2bb860f195208fc0d007d87ff096786ffe860d2bff000363ff001a922f12e8538262d6f4d931d765d21c7eb5c93fc10f87ac840d04a93fc42f67 c8fcdea8dd7c02f02dc2158adefad8e3ef457449ff00c7b22803d32396399774522bae71953914faf9bfc57f01f59f0ec526a9e12d4ee2f162058dbffabb803f d92bc39f6e0fa035c7787be31f8d7c3d222ff6a35fdbaf582fff007b91fef1f987e7401f60d15e73f0ff00e3068be3664b1997fb3b5723fe3da47cacbff5cdbb fd0e0fd719af46a0028a28a0028af34f8c5f116ebc0ba3da41a5aa7f69df9711c8ebb8428b8cb63a13f30001e3af5c62be785f8a1e384b91703c4fa8ef0dbb06
5cae7fdd3f2e3db18a00fb4a8af3df849f10a5f1ef87e7fb74689a9d832a5c18c61640c0ed703b676b023dbdf03d0a800a28a2800a28a2800a28a2800a28a280 0ae0be31c65be19eacc3b203fad77b5c57c5a5ddf0c35cf6833fa8a00f8d68a28a002957ef0fad25393fd62fd45007dc9e148cc5e18d341ff9f58fff004115b3 5474401741d380ed6b1ffe822af50014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014 5145001451450014514500145145001451450014514500145145001451450015cff8effe49e7897fec1575ff00a29aba0ae7fc77ff0024f3c4bff60abaff00d1 4d401f105761f0affe4a8787bfebec7f235c7d761f0aff00e4a8787bfebec7f23401f67d145140057c97f1cbc331787fe20c93dac612db538c5d055e8ae490e3 f31bbfe055f5a57cfbfb4cc6a25f0c4a07cecb74a4fb0f2b1fccd00782c52c904c9344ed1c91b06475382a472083eb5f62fc2af193f8d7c1305e5d303a85b31b 6ba238dcea010df8820fd735f1bd7d09fb33b4a6dbc4a873e487b62be9b88933fa05a00f7ba28a2803c87e3c781f53f13e9161aa69103dcdc69de6092dd0659e 36c1ca8ee415e83939f6af9916d2e5ee85aadbcad705b6888212f9f4c75cd7df34500794fc0cf03ea3e12f0fdf5eead135bddea6f1b7d99bef471a06dbb87662 5db8ec31df207ab5145001451450014514500145145001451450015c67c58ff9261aeffd7bff00515b1e2cf12dbf847c3b73acdd4324d1418ca47f78e4e2bcfa 3f8b1e05f1d687a8697adcf26996f228465b86c19075ca95cf4c5007cb9457d003c3bf030003fb6d7ff021ff00c28ff8477e067fd06d7ff021ff00c2803e7fa7 27fac5fa8af7eff8477e067fd06d7ff021ff00c283e1df81a7a6b8a39ea2e1ff00c2803dc746ff0090169fff005ed1ff00e822af5791dffc77f09e89791e9761 0dc5fdbc2888971011b0f006067938af57b69d6ead61b84042ca81c03d402334012d145140051451400514514005145140051451400514514005145140051451 400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400573fe3bff009279e25ffb055d7fe8 a6ae82b9ff001dff00c93cf12ffd82aebff4535007c415d87c2bff0092a1e1effafb1fc8d71f5d6fc309a383e25e812cd22471add02ceec000307a93401f6951 5523d534f9977457f6b22838cacca467f3aa97be28f0fe9cacd7bae69b6e1739f36e917a7d4d006b57cc3fb44eb515f78d6cf4c89c37f67dafef31fc32487711 ff007c843f8d77fe32f8fba06956b2dbf874ff006a6a04155936158233ea49c16fa0e0fa8af14d33c01e38f1cea52df2e9974cd7521925bdbc1e52124e4b65ba ff00c041a00e2c02cc154124f000ef5f5f7c1df074de0ff03c71dea6cd42f9fed33a1eb1e400a87dc01cfb93599f0fbe0a695e119e2d4f5495753d590868d8ae 2280faa83d48fef1fc00af53a0028a2b8ff1d5c78e6dfec1ff00085d958dceef33ed7f6a206dfbbb31961fedfe42803b0a2bc2fc43e32f8c3e17d1a5d5756d2f 458ace2655775c39058e07024cf535c67fc34378d7fe79695ff80edffc5d007d4f4570bf09fc5da978d7c1efaaeaab02dc0bb7840810aaed0148e093cf26bbaa 0028a2a96afac69fa0e9936a3aa5d476b6908cbc921e3e83b927b01c9a00bb457cefe26fda2350babb367e13d312342db12e2e54bc921e836a0e067df3f4ae82 c7c29f18b59b44bcd4bc65169b2b80c2dd635dca08e8c114007db26803da28
af07f108f8c1e01d3df553afdbeb3a7420198185599067ab02a1b1cf50df5c62af f82ff682d3355956cfc4f6e9a64e7a5d444b40c7dc1cb27ea3dc5007b4d15f3cf8d3e367892fad26baf08e9f3d9e8714be4b6ab25b6f2ede8320aafd0e4f4e9d 2b90f0e7c6ff0018691aa452ea1a836a7625c79d6f3a2e4ae79dac0020fa738f51401f4bf8cb42b3f11f84f50d3af8c820788b9319c105791fa8af31f85ba068 1a17c299bc5375a78be9a48649e759515b842df2ae7a74af5fd46459743bb910e55ed9d81f62a6bcb7c23ff26dd37fd785cff36a00e747c6ef041033e0a00fa6 c8bfc28ff85dde08ff00a12fff0021c5fe15e0345007bf7fc2eef047fd097ff90e2ff0a7c3f1a7c1535c450a78286e91c28fddc5c64e3d2be7eab7a5ff00c85a cffebba7fe842803e82f891f0f740b8f1af862e238a4b71abde2c1711c3855da1739007435edd6f0a5b5bc50479d91a045c9ec062bce7e207fc8cff0fbfec263 ff0041af4aa0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a 28a0028a28a0028a28a0028a28a0028a28a0028a28a002b9ff001dff00c93cf12ffd82aebff45357415cff008eff00e49e7897fec1575ffa29a803e20ae87c0b a3da6bfe37d234abe0e6d6ea711c811b69c60f435cf5761f0aff00e4a8787bfebec7f23401f42a7c08f0122056d3ae5c8fe26bb9327f222abdcfecff00e079c3 08e3d42db3d0c5739c7fdf40d7a951401e03aa7c03d634273a8782fc4738b94e56295bc990fb0914e0fd0803deb8ab5f8bff00113c29a94963a95d99e4b76d92 daea300241f76186fd6beb3af0bfda2fc2d0cba558f89e0880b986416d72ca3efc6c09527e8463fe05ed401afe0ff8fba0eb924767ae43fd9176c428959f740c 7fdeea9f8f03d6bd71595d43290548c820f0457c035eebf01fe22dc45a8c7e10d527692da607ec1248c498980cf9793fc240381d8f1de803e8aa28a2803cdfe3 affc928d4bfebac1ff00a316be48afadfe3aff00c928d4bfebac1ffa316be48a00fa9ff679ff00926d2ffd8425ff00d052bd62bc9ff679ff00926d2ffd8425ff 00d052bd62800af923e32f8e2e3c55e2fb8b0865234ad32468608c1e1dc70f21f5248207b0f739fadebe049fcc171279d9f3771df9ebbb3cd0075df0a2c96ffe 29787e175dc16e7cec633fead4b8ff00d06becdaf903e097fc95ed0bfede3ff49e4afafe8028eb56a97ba16a16920cc73db491b023390ca41fe75f0757dfb248 b144f239c2a29627d857c05401eedf0835287c6fe0cd5fe1ceaf2111884cd69201f322ef04fd76b9561f53e953e93fb374d16b28fab6b904da6c6e18a4113092 503b1cf0b9f519ae33e03971f156c0296c18270f8f4d87afe38afad68029ea4aa9a2de2280156ddc003b0da6bcb3c23ff26dd37fd785cff36af54d57fe40f7bf f5ef27fe826bcafc23ff0026dd37fd785cff0036a00f97e8a28a002ade97ff00216b3ffaee9ffa10aa956f4bff0090b59ffd774ffd085007d55f107fe465f87d ff006145ff00d06bd2abcd7e217fc8c9f0fbfec28bff00a0d7a55001451450014514500145145001451450014514500145145001451450014514500145145001 45145001451450014514500145145001451450014514500145145001451450014514500145145001451450015cff008eff00e49e7897fec1575ffa29aba0ae7f c77ff24f3c4bff0060abaffd14d401f105761f0aff00e4a8787bfebec7f235c7d761f0affe4a8787bfebec7f23401f67d1451400570bf18edc5c7c27d754a6ed
b1c6e31db6ca873fa57755e7ff001aeed2d3e13eb01c8dd37951203dc9914ff204fe1401f2055ed16fdf4ad734fd4636daf6b731cc1bd36b03fd2a8d6bf85b48 975ef15e95a5c2859ae6e510e3b2e7e63f40327f0a00fba28a28a00f37f8ebff0024a352ff00aeb07fe8c5af922beb7f8ebff24a352ffaeb07fe8c5af922803e a7fd9e7fe49b4bff0061097ff414af58af27fd9e7fe49b4bff0061097ff414af58a002be4cf8d1e059fc2fe2d9f53b7858e93a9c8668e403e58e46e590fa7392 3d8fb1afacebcdfe29f8e7c3da4e9d27876ef4f1adea57ca1134c4049c9fba588e54e718c7cd9c631d6803e7df8477d1e9df157409e5202b4ed0e4fac88d18fd 5857d955f2c5a7c04f19cfa5a6a719b2b4bb2de62593cccb220ea3e6c101bd89fa9cf15dcda789be35e8b6ab6b7be15b6d4993817076b3b7d4c6f83f90f7a00f 58f146a09a5785357bf9182adbd9cb264fa85381f89c0af85abdefc49a5fc63f88900b1bed2adf4cd31882d0aca91a311c8df966738f4e9c74cd6cf837f67cd3 b4b9e3bdf135d26a5321c8b48411003fed13cbfd3007ae680297ecf7e09b8b34b9f165fc2d1fda23f22c95c60b2120b498f438001fafb57bc52222c68a88a151 4615546001e8296802a6abff00208bdffae127fe826bcafc23ff0026dd37fd785cff0036af54d57fe40f7bff005ef27fe826bcafc23c7ecdb367fe7c2e7f9b50 07cbf4514500156f4bff0090b59ffd774ffd08554ab5a61c6ab667fe9ba7fe842803eabf885ff231fc3eff00b0aaff00e835e955e69f113fe43ff0fcf6fed64f fd06bd2e800a28a2800a28a3a0c9a0028af35f11fc71f07787ee9ed239ae353b843b5c59206453e85d8807f0cd6259fed1fe1a9650977a56a76ea4e37a847007 a9f981fcb3401ecb4564f87bc4da378ab4efb768b7f15dc19c36dc8643e8ca7953f515ad400515e6de24f8e1e0ff000f5dbda24d71a95c4676b8b240c8a7d0b9 201fc3358965fb47786669825de97a9db2138f302a4800f53f303f903401ec94566683e21d27c4da6aea1a3df45776cc71b90f2a7d181e54fb1accf15f8fbc3d e0b96d63d72ee481ae559a2090b3e42e33f741c751401d3515c2e8ff0017fc19aeeaf6da5d86a52bdd5cbec895ed9d416f4c918adbf1578cf44f065b5bdc6b77 2f04770e52329133e48193f741a00dfa2b82d2fe31f82b59d56d74db2d4667baba9562894dac8a0b1380324605765a9ea963a369f2dfea57715ada4232f2cad8 03ff00afe83bd005ba2bc8352fda2bc296b33476365a95f05e9208d6346fa6e3bbf302a6d27f684f085fdc2c37b0ea1a76eff96b3441e31f52a49fd2803d668a 82caf6d751b38af2cae22b8b69977472c4c19587a822b89d53e31f82b46d56eb4dbdd4664bab595a29545ac8c03038232060d0077b4571de1cf8a3e14f15eaeb a5e917d2cd76c8ce11addd06075e48c567de7c6af03585f5c59dc6a532cf6f2345228b590e194e08ce3d45007a0d15ca785be23786bc657d359e897924f3c317 9aead03a6172067240ee4566ea9f18fc15a36ab75a6deea3325d5acad14aa2d6460181c1190306803bda2b8ef0e7c51f0a78af575d2f48be966bb646708d6ee8 303af2462a9ea9f18fc15a36ab75a6deea3325d5acad14aa2d6460181c1190306803bda2bcdffe17af807fe8293ffe0249ff00c4d1ff000bd7c03ff4149fff00 0124ff00e26803d228ae3ad3e28f852fbc37a86bf05f4ada769ee897121b7705
4b90170b8c9e5874ac8ff85ebe01ff00a0a4ff00f80927ff0013401e91456059 78cf44d43c252f8a2dee5db49891dde53130202121be5c67b1ae5bfe17af807fe8293ffe0249ff00c4d007a45159f65ade9fa86811eb76b3f9961241f6859029 fb98c9e3ae7dab87ff0085ebe01ffa0a4fff0080927ff13401e914567e89ad58f88746b6d5b4d91a4b3b905a37652a48048e8791c83581e2ff00899e19f04b08 754bb692f08dc2d2d977cb8f523202fe2466803afa2bc593f692f0f19b0fa2ea822e3e60632df96efeb5e83e12f885e1bf1aa30d1efb3708bb9ed665d92a8f5d a7a8f7191401d451451400573fe3bff9279e25ff00b055d7fe8a6ac8f18f8abc57a1eaf15b685e0f9359b568048d70b36c0ae59814c60f600fe35c7eb9e30f88 9ad681a9694df0dee225bdb596d8c82e32503a95ce31ce33401f33d761f0affe4a8787bfebec7f2347fc2abf1cff00d0b37dff007c8ff1ad6f0c781fc79e1af1 369fad2784af6e1ace512088e14371d33ce2803eb9a2bc9ffe161fc45ffa2653ff00e057ff0063507fc279f1565ca43f0ee3473d0c921c0fae587f3a00f5faf9 afe3ff008eadf57bfb7f0ce9d32cb6f632196edd0e419b040507fd905b3eed8ed5afad0f8e7e2ab77b66d3a2d2ed64cabadacd14591e858b97c7d0d61e91fb39 788ae640755d4ec2c62ee22dd33fe5803f5a00f1b44792458e356776202aa8c924f602be9bf82df0ba6f0c447c43ae43b3559e3db05bb0e6de33d49f473fa0e3 b903aaf05fc29f0d782996e6d606bbd440ff008fcbac33affba3a2fe1cfb9aee2800a28ae4fc6be22f11e83f61fec0f0c49adf9de679db25d9e4e36edec739cb 7fdf340187f1d7fe4946a5ff005d60ff00d18b5f2457d0de37d67e2178d3c2d71a1c9f0f6e6d166746f3566de46d60dd303d2bca7fe155f8e7fe859beffbe47f 8d007bbfecf3ff0024da5ffb084bff00a0a57ac57cfde00bff00883e03f0eb69117c3fbabc56b869fcc69b61f98018c60ff76bd43c19e26f13ebb797516bde14 93458a38c34723cdbfcc6cf23a0a003e26f8cbfe108f065c6a51056bd9585bda2b0c8f3181e4fb0009f7c01deb86f80de178ae74fb9f1b6a67ed5aadf4f22c53 49f3145070cdfef336e04fa0f7350fed296f3b681a15c283f678eea4473db73282bfa2b5794f81fe2b7883c0b6925958adb5d58bbf99e45ca92118f52a410467 03d47b5007d8d457cdff00f0d29ac7fd0bf63ff7f9e83fb4a6b3838f0fd867b6657a00fa428af99ffe1a47c49ff406d2bf293ff8aa727ed25e210e0be8ba5b2f 70a6407f3dc6803e96a2bc3fc37fb46e9f797696fafe92d608e71f6a824f3514ff00b4b8040f719fa57b5db5cc1796b15d5b4a934132078e446caba919041ee2 801f222cb1b46c32ac0a91ec6bcc3e1bdaa8d0bc4fe05ba1b5b4eba9a050dd4c12e4a363f135ea35e6be348e5f0778cac7c776d1b369f228b2d6510671113f24 bff0138cfe1401f2b6aba7cfa4ead77a7dca149ada5689d4f620e2a9d7d11f197e19c9afedf1778663174f2461ae6187932ae389131d4e3a8fc6be797478dca4 8acaea70558608a006d75df0cbc3d27897c7fa5d9aa16863944f39c70113939fd07e35cd5869d79aade4767616b2dcdc4876a471296626bea5f865e06b6f867e 17bcd635c9628efe58bccba909f9608c73b01fe7ea7140163c5846aff177c21a3c441fb02cba8ce3d0636a7ea0d7a4d79dfc37b3b9d6350d5bc75a844d1cbabb 88ec6271cc56a9c2fd3775ff00f5d7a25001451450015e45f1ff00c5b73a1785ad748b295a29b5567595d4e088500dc3db25947d322bd76be72fda56463ae683
171b56da561f52c3fc0500786d6f789fc19aef83e5b48f5bb3fb335d47e644048ad903a83827046464564d87fc842dbfebaaff00315edffb4bff00c847c3bff5 ca7fe69401e6ff000d3c5373e14f1ce9d7714a56da7956deed33f2bc4c4039fa6770f715ef5f1ebc5973e1ef0741a7d8ccd0dceab23446453861128cbe0fbe54 7d09af95d1da37575386539047635ef3fb4c48c6efc3719fbab1dc30fa931e7f90a00f05adaf12f84f58f08de5bdaeb36a2de69e159e350e1b2a7e878208231e d58b5edffb4a7fc8c3a1ff00d7a3ff00e87401c6fc20f15dcf863c7d608b237d8b50956d2e63cf0431c2b63d558839f4c8ef5dd7ed2fff00211f0eff00d729ff 009a578b688eb16bda748c76aadd44c4fa00c2bda7f697ff00908f877feb94ff00cd2803c474ebe9b4bd4ed350b66db3dacc93467d194823f515efbfb41dfc3a a782bc31a85b36e82ea533467d55a3047e86be79af43d7b5dfed7f829e1bb676ccda6ea135ab64f3b76ee53f4c363fe0340189f0e3fe4a4f873fec210ffe842b d0bf68cf105c5c789ec7414908b4b5b713ba0e8d2b93c9f5c2818fa9af3df871ff002527c39ff61087ff004215d37c7c89e3f8a572ce49592d616404741b71c7 e20d00705a1687a878935ab6d274b87cebcb8622342c1470092493c000027f0a8b56d2ef344d5aeb4cbf8bcabbb690c72a6e07047b8e0d743f0cbc476be15f88 3a5eab7c4ad9a33c733019daae85777e0483c7615e95e29f82faf78cbc4fa8788f48d5b44934fd425f3a073712125481fdd8c8edd89a0097f66dd6ee5ae758d0 a4919ad846b751293c23676b63eb95fcabcafe23ff00c949f11ffd8426ff00d08d7ba7c26f84daf780fc5375a9ea977a6cd04b64d6eab6b23b36e2e8c090c8a3 1853debc2fe23ffc949f11ff00d8426ffd08d00751f007fe4a8c1ff5e937f215c3f8b3fe472d73fec2171ffa31abb8f803ff0025460ffaf49bf90ae1fc59ff00 2396b9ff00610b8ffd18d401e9ff00b377fc8e5ab7fd83ff00f6a25701f11ffe4a4f88ff00ec2137fe846bbffd9bbfe472d5bfec1fff00b512b80f88ff00f252 7c47ff006109bff423401d47c01ff92a307fd7a4dfc8572ff11ffe4a4f88ff00ec2137fe846ba8f803ff0025460ffaf49bf90afabe803e00a2ac5fff00c842e7 febab7f335ecff00b35ffc8c3ae7fd7a27fe8740181e18ff009201e39ffafbb4ff00d1b1d797d7d7ff001b7fe490ebbff6efff00a511d7c81401f47f847fe4d7 b52ffaf4bcff00d09abe70afa3fc23ff0026bda97fd7a5e7fe84d5f385007d29f0635dfed1f845ace9723665d31665519e91ba332ffe3dbff2af9aebd23e0deb bfd99afeaba6c8f88753d3278c03d3cc442ea7f20e3f1af37a00faabc23aeb786bf676b6d62355696d6ca56883742e6460b9f6dc457cb97b7b73a8decd7b793b cf733b9792590e5998f526be81bc247ec94b838fdcc7ff00a58b5f3bd006db784f594f09278a1ad47f64bcc6059b7ae7774fbb9ce3208cfb567e99a95e68fa95 bea3613b41756ee1e3917a823f98f6af6bb855ff00864bb43b467ce2738eff006b615e13401f757867595f10f8634cd602843796c93320e8ac47cc3f0391f851 5ccfc1998cff0009741723184953ae7eecce3fa51401ddd15e74b7f6de37f891acf87af676feccd1228bfd05652a2ee57e59df182ca9c2ede99393daa6f147c3 5d364f0dea0be198e4d1b5136ee233a7bb44b3707f76eaa70c1ba74c8a00efe8acaf0c4325bf84f468668de3963b1811d1d4865611804107a115f3cfc768bfe1 1bf14e9b6da34d71650c965e63a4570e0336f619ebe805007d374573375e00f0edd5b3c3f659e02c38960ba951d0f62086ea2bca7e1278ff005d8fc7771e0ad
6 ef65d462df34504f3b6e911e2c9396ea54853d73838c5007be515e7bf17f4eb55f00eb3ac223a6a10428239d25652bfbc51c60e3b9fceb9af825a2d8f887c072 5eeae92de5c8bd923124b3c84ed0a981f7bdcd007b3d15e5fe27f00a58eb7a0f883c3b737b088354b55bbb54b879229226955598292718c8cf6c64f6af50a002 8ae4be25f885fc35e01d52f60ddf6b788c36e107cdbd81f987fbabb9fe8a6b98f80de28935ef043d85dced2de699318d99d8b3346d964249f7dc3e8a2803d528 a2bc0bf682b74d0e2d22ef4b79ed27bc9e769de29dc7987e53cf3ea4fe7401efb4570de136d17c35f0eb4bf10debfd9ccba5db4b7571248cc64668d4f424e58b 1e83924d55f0ef82e0d5aea6d7758d3a6b28a71b6cf4b33b83147d77cb86e646feef451c75cd0075be25f0ee9fe2bd02e747d4e32d6f3afde5e191872194f620 ff009c57ca3e3df859abf8164334d716b73a7b37eea759951cfb18d8eecffbb91ef5f40fc4ff001bc7f0dfc236f1e9b12fdbae7305923e5846147cce73d76e47 1ea476cd786fc30d1e7f88df13527f104f2dfc76f19bbb933b16f30290150fb6e61c74c022803904f06f8a25b64b98fc37ac3dbba875956c6528ca4641076e08 a6af847c4aec157c3dab1627000b29324ffdf35f737418145007c41ff08278c3fe854d73ff0005d37ff135327c3bf19c88197c2dab807fbd68ea7f222bed9a28 03e14d57c35ae684036aba3df592b1c2bdc5bb22b1f62460d7d09fb3a6bd3dff0085751d1e672e34d9d5a2cff0a4818edfa6e563f8d7a3f8e6dedaebc05afc77 91a3c1f60998871c02a8483f504020fa8af25fd99eda45b3f125d11fba924b78d4fa951213ff00a18a00f7aa8ae6da0bcb596dae624960950a491b8c86523041 152d1401e60ba7f897e1948e347b5975ef0b162c2c95b373663a9099fbebed54afbc6df09f5b6f3b5cb3862bbce1e3bcb164954fbe073f9d7ae57827ed2b1c62 d341711a07324a0b8519230bc66803a7b1f88df0d74284a7872d44f70df76df4eb16323fb6703f53532689e22f891750dc78a2d9b48f0dc4e248f48dd996e88e 4198f65ff67ffd75c3fecd51a9bdd7a5da3708e350d8e7a9afa1a801a889146b1c6aa88a02aaa8c000740053a8a2800a28a2800af9bff694ff00918743ff00af 47ff00d0ebe90af9bff694ff00918743ff00af47ff00d0e803c62c3fe4216dff005d57f98afadfe23fc2f87e21dc69f2cbaac963f634750121126edc41f518fb b5f24587fc842dbfebaaff00315f55fc55f89f7bf0f6e74c8ad34eb7bb1789233195caedda54718fad00727ff0cd167ff433cfff008063ff008bacff00da5ffe 423e1dff00ae53ff0034aaff00f0d29ac7fd0bf63ff7f9eac7ed2fff00211f0eff00d729ff009a50078457b7fed29ff230e87ff5e8ff00fa1d78857b7fed29ff 00230e87ff005e8fff00a1d0078c587fc842dbfebaaff315edff00b4bffc847c3bff005ca7fe695e23a782da95aaa8249990003bf22bdbbf697ff908f877feb9 4ffcd2803c22a617328b37b4de7c9691642bfed00467f226aff873476d7757360993235b5cca807768e17900fc4a01595401d47c38ff009293e1cffb0843ff00 a10af77f8e5f0eef3c51636daee8f099f50b18cc72c0a32f3439c8dbea549271df71c73807c23e1c7fc949f0e7fd8421ff00d0857d51e26f89be16f08eaa34dd 66f6586e8c6250ab03b8da4900e40c763401f1810558ab0208e083dabadf03f
c46d73c097a1ec65f3ac5db33d8ca7f7727a91fdd6f71f8e4715e9be28b4f879f 15f58487c357ed6be28b90e63636ae915c1552c449c601c29f9bafae78af10d574bbcd1754b9d375081a1bbb6731cb19ec47f31dc1ef401f6a7843c5fa5f8d74 38f54d2e43b73b6585fefc2fdd587f5ef5f23fc47ff9293e23ff00b084dffa11aecff67ad626b2f1f4ba6873e46a16ae193b6f4f994fe0370fc6b8cf88ff00f2 527c47ff006109bff423401d47c01ff92a307fd7a4dfc8570fe2cff91cb5cffb085c7fe8c6aee3e00ffc95183febd26fe42b87f167fc8e5ae7fd842e3ff46350 07a7fecddff2396adff60fff00da895c07c47ff9293e23ff00b084dffa11aeff00f66eff0091cb56ff00b07ffed44ae03e23ff00c949f11ffd8426ff00d08d00 751f007fe4a8c1ff005e937f215f57d7ca1f007fe4a8c1ff005e937f215f57d007c117ff00f210b9ff00aeadfccd7b3fecd7ff00230eb9ff005e89ff00a1d78c 5fff00c842e7febab7f335ecff00b35ffc8c3ae7fd7a27fe87401ea1f1b7fe490ebbff006eff00fa511d7c815f5ffc6dff009243aeff00dbbffe94475f205007 d1fe11ff00935ed4bfebd2f3ff00426af9c2be8ff08ffc9af6a5ff005e979ffa1357ce140162c6f26d3ef61bbb76db2c4db94ff4fa76aaf5a5ae692fa3de5bc2 d9227b3b6ba563dc4b12bfe8588fc2b36803e87bcff93495ff00ae51ff00e962d7cf15f43de7fc9a4aff00d728ff00f4b16be78a00fa1bc27f12749f027c25f0 adbea9a7dcde0bc5ba6510aa1036dc3f5dc47ad59ff8682f07ff00d0b77dff007ea1ff00e2ab85d67c2d75a97c04f0d788a39e15b6d252e5658db3bdfccbb2a3 6f18e09e735e55401f71f83fc4367e2af0b596b5616d25b5adcefd91480065daeca738e3aa93f8d15cdfc12ff9243a17fdbc7fe94494500719f13be13f886f3c 572f8afc2170df6a9b6b4b0c73f932a385dbb91b20608032320e73d73c7210fc46f8a5e039e35d7edeee7b50db766a56e487ff007650324fe27e95ed1e05f1bc 5ae6b1e22d0af2e94ea7a6ea9751c71b1019edc4adb08f5dbf74fd067ad6f78ca5d2e1f076acdacf966c0db38915f1f371c01fed6718f7c5004de19d7ed7c53e 1bb0d6ecc1586ee3de118e4a3024329fa3023f0af9f7f691ff0091cb49ff00b07ffed47af66f855a15d7873e1be93617d1b4775b1e69636e0a1772c148ec4020 1f7cd78cfed23ff239693ff60fff00da8f401ee577ab78b0db3ad9786201704611a7d414229f53b549207a0ae53e1b7c257f096ad3f8835abd8ef359983e0420 88e2dc72c41382c4fae06326bd468a00e1fe30ff00c928d7ff00eb927fe8c4af3ef83faaf88f4df859752687e1f8b5365bb999775e08ceeda9c6d2bcfe609e95 e83f187fe4946bff00f5c93ff462573ffb3cff00c93697fec212ff00e829401d6fc349a5b9f873a24f31ccb2c1bdce31f31624f1f5aeaeb88f1c6b967e00f014 d158c8b05dcaad6fa7445b2c6573d467b2eedc7e9ee2bafbaba874cd366bbba94882d61696591ba8551924fe028039bba822f1178edad278c4b61a3da1f310f4 7b8b852b83feec5bbfeff57877c359e5f879f1b6ebc3774e45bdccad624b71bb27742ff53f28ff0081d7b2785fc2561a968a9ac6b5625b53d51daf67cc8ca53c c3944c023eea6d5ff80d7927c77f0945e19d5f47f10e8f1b5bc72fee9cab13b2643b95b273c91ffa05007d295e0ffb4bff00c83fc3bff5d67fe495ec3e16d722 f12f85b4dd662c017702c8ca0f0afd197f06047e15e3dfb4bffc83fc3bff005d67fe49401cd4de39d57c3dae781dbc43a5ac9a0596996b25a44b960e0c2a0ce3 a03229e80fddedd771fa56c6fad752b182f6ca749eda7412452a1c8653d0d79fb7826c7c75f067c3da6dd623b84d2ad9ed6e71cc32792bcfb83d08ee3dc023cd be18f8d6ff00e1cf89a7f04f8af7416466da8d21c8b690f420ff00cf36e0fa739ee
680353f696d3ae1e1d03525426de33340ed8fbacdb4afe615bf2ae4be006b 56fa5fc446b5b86551a85ab5bc6c4e3f780ab01f88523ea457d31af685a7f89b44b9d2753844d6970b8600e083d4329ec41e41af973c69f07fc4be0dbc6bdd35 26d434e8db7c5756aa7cd871c82ea39523fbc38e33c74a00fad68af9ff00c15fb42c70da4561e2db699a48c0517f6ea0961eae9ebee3afa57a4db7c5ef015d26 f4f11dbaf1d258e48cfe4ca2803b7a2bcf6fbe36f806ca3257596b971d23b7b79189fc4a85fd6b89d47e30f8a3c67249a67c3ef0f5d296f95af6550cc83ff404 edcb13d680353e39f8e63b5d20f83f4b733eaba89549d22f99a28c9185e3f89f8007a67d467b5f867e133e0df03d96992802f1f371758ff9ead8c8fc000bff00 01ae63e1c7c205f0edf7fc243e24b81a8ebee4c832c5d2063d5b27967ff6bb76f5aaff00133e355a78687f667879e1bdd51865e6fbd1dbfa7fbcdeddbbd007ab dddedad840d3de5cc56f12f25e570a07e26b8cd4fe30f81f4b62afad24ec3b5b2193f51c57c9dad788f58f115db5ceada8dc5dc87fe7a39c0f603a01597401f5 0dd7ed11e1485984169a84e0743b02e7f335e59f15fe26e9ff00102db4d8acac2e2d9ad1dd98cac0ee0c0018c7d2bcc68a00f4bf851f1274ef87eba97db6c6e2 e5ae8a6d31301b40cf5cfd6bd5ed7f687f09ccca27b6d42007a93186c7e46be5da2803ec6d37e2ff0081f5360b1eb71c2c7f86e14c7fcf8aec6cefecf50804d6 5750dc447a3c4e187e95f04568697ae6aba25cadc697a85c5a4abd1a190ad007ddf45780f803e3f3cb71169de2f11aab10a9a846b800ff00b6a3b7b8af7a8278 ae6049e091648a41b91d0e430f5068024af9ebf697b522f3c3b7617878e78cb7d0a11ffa11fd6be85ae1fe2a781dfc75e116b3b5655d46da413da96380cc0105 09ec083f981401f1f5ac8b15e41239c2a48ac4fb035ed5fb47dedaddea5e1d16f7314c45b4b27eedc37cac5769e3b1c1c578dea7a55fe8d7d258ea56735a5cc6 70d14a8548ff0011ef54e8027b2b66bcbeb7b5404b4d2ac600eb9271fd6bde3f698b73bbc377203118b88d8f61feac8febf9563fc1bf857a8dfeb769e25d66d6 4b5d3ad1c4d6f1cabb5ee241ca900f2141c1c9ebc633ce3d9fe25f8257c75e11974e4658ef616f3ed246e824008c1f62091f91ed401f18d7b37ed15a85a5ef89 7455b59e39b6d8f984c6c1861db2bd3d40cfd08af28d6344d4f40d464b0d56ca6b4b94ea92ae323d41e847b8e2a850069f86e17b8f14e910c632f25ec28a3dcb 802bd93f697ff908f877feb94ffcd2a0f827f0bf50975ab7f14eb568f6f676df3da4532ed69a4ecf83c851d41ee718e2a7fda5ff00e423e1dffae53ff34a00e1 fe09807e2ee8608c83f68c83ff005ef25737e30d14f877c63abe93b76a5b5d3a460ff733943f8a906ba5f825ff00257b42ff00b78ffd2792ba0fda2745fb0f8e 2d35545c47a8da8dc7d648fe53ff008e98e80387f871ff002527c39ff61087ff004215d9fed130bc7f116da43f764d3a32a7e8f20fe95c67c38ff9293e1cff00 b0843ffa10afa07e367c3bbcf18e976ba9691189752b00ca60ce0cd11e481fed0232077c9ef8a00f11f835730dafc59d0a59e45442f2a6e63819685d40fc4902 a6f8db3dbdc7c57d59eda48e401615764391b844a08cfa8c63f0ae0ee6da7b3b992deea09209e33b5e2950ab29f420f2298aaf248111599d8e00032493401e83 f0391dfe2de8eca78459cbf3d4792e3f991591f13e1307c4ef1121ce4debbf231
f7be6feb5ec3f02fe1b6a5a1dd4de26d6ed9ed6592130da5b4a30e0120b3b0f e1e9800f3c9e3a543f1bfe17ea1aaea27c53a15b35d4ac8a97b6d12e643b46048a3f8b8001039e075e7001c27c069a287e285b1964540d6d3282c7193b738fd0 d70be22b84bbf136ab731952935e4d229539182e4f07bd673a346ec8ea55d4e19586083e86a5b4b3b9bfba8ed6cede5b8b890ed48a242ccc7d001401ec7fb36a 31f17eaee07ca2c304fb99171fc8d79f7c47ff009293e23ffb084dff00a11afa43e0efc3f9bc11e1c9a5d45546aba832bcea0e7ca55ced4cfa8c9271dce3b57c dff11ffe4a4f88ff00ec2137fe84680347e12f8974cf0a78ea2d535799a1b45b7910bac65ce48e381cd7d37e16f88de1af195f4d67a25e493cf0c5e6bab40e98 5c819c903b915f15d7b3fecddff2396adff60fff00da89401e417fff00210b9ffaeadfccd7b3fecd7ff230eb9ff5e89ffa1d78c5ff00fc842e7febab7f335ecf fb35ff00c8c3ae7fd7a27fe87401ea1f1b7fe490ebbff6efff00a511d7c815f5ff00c6dff9243aeffdbbff00e94475f205007d1fe11ff935ed4bfebd2f3ff426 af9c2be8ff0008ff00c9af6a5ff5e979ff00a1357ce1401eadf16345f2fc21e00d711789b45b7b5948f558d597f30cdf95794d7d37e33d17fb67f66ed25d5774 b61a6595e27fc06250dff8e3357cc9401f455c44f2fec98150648811bf017609fd01af9d6bebbf86ba65b6b5f0434cd32f14b5bddda4d0c8075c33b8c8f7af9a 7c69e07d5fc11ac4965a8c0c602c7ecf76aa7cb997b107d7d4751fad007a70d56c8fec9e6ccdcc42e3cef20465c6e2ff006bf3318ebf779fa578654f676773a8 5e456967049717333048e2894b3313d801573c41a15f78675cb9d2352409776e5448a0e472a1860f71822803eacf825ff248742ffb78ff00d28928a3e097fc92 1d0bfede3ff4a24a2803a297c17e1b9a29d1f47b63e7dcbddbbe087f39fef387fbc09f504536dbc15a0db5e41766d67b99edc83035ede4d75e511d0a895d829f 715d05140057237df0c3c1fa9cab2dfe92d7722aed579eee69081e8097e95d751401474cd22cf488e48ecc4c15cee6f36e2494e7d8bb1c7e157a8a2803175af0 9e8de212dfdab6d2dc2ba8468fed32aa30072328ac14f3ed546cbe1df8634e83c8b1b19ed61ddbbcb82fa745cfae03f5aea28a00e526f86be12b9bd8af2e74a3 7173110d1cb3dd4d2329072396735b3ad683a6f886d3ec9aa40f3dbf398c4ce81b3d41da4647b1ad2a28028e97a3d9e8f13c564b32a3904896e2497a7a6f638f c2b3359f037877c4323bead6325def60e524ba9766e0300840db471e82ba1a28031343f08e89e1b23fb22d24b64552a231712b2004e4e1198a8e7be2a9eadf0f 3c2faece66d534d6bc72ed20f3aea665566393b46fc2fd062ba7a28032749f0d697a1c663d3a19a28cc62208d732baaa8e8143310b8f6c562defc2ef06ea33f9 f7da3fdaa6c6df327ba99db1e992fd2bb0a28029697a559e8d64b67628f1c0a72aaf2bc98e00c02c49038e9d2aed14500616afe0af0cebb2349a9e8561732b75 95a101cffc0873fad73cff00057e1ec8e58f879413fddbb9c0fc83d77d450072161f0b3c0da6b86b7f0d58b11d3cf5337fe864d7570410dac2b0dbc51c5120c2
a46a1540f602a4a2800ac693c23e199656964f0ee92f237de76b28c93f53b6b668a00c4ff8437c2fff0042de8fff0080317ff1347fc21be17ffa16f47ffc018b ff0089adba280313fe10df0bff00d0b7a3ff00e00c5ffc4d1ff086f85ffe85bd1fff000062ff00e26b6e8a00c4ff008437c2ff00f42de8ff00f80317ff001347 fc21be17ff00a16f47ff00c018bff89adba280313fe10df0bffd0b7a3ffe00c5ff00c4d1ff00086f85ff00e85bd1ff00f0062ffe26b6e8a00c33e0cf0b30c1f0 d68c41ec6c22ff00e26b661862b7852186348a241854450a147a0029f45001451450056bdd3ac75288477d676f7518390b3c4ae07e04551b3f0a78734e984d63 a06956b28e43c1671a1fcc0ad7a2800a28a2802b5ee9f65a94221beb3b7ba881c849e25719fa1154acbc2be1dd36512d8e83a5dac80e43c1671a107ea056b514 005145140051451400514514014750d174ad5801a9699677800c017302c981ff000206a3d3fc3ba2692fbf4dd1f4fb37fef5b5aa467ff1d02b4a8a0028a28a00 cdd43c3ba26acfbf52d1f4fbc7fef5cdaa487ff1e06a4d3f46d2b490469ba6d9d9023045b40b1e47fc040abd4500145145001451450014514500145145001451 4500145145001515cdadbdedbb5bdd4114f0bfde8e540ca7ea0f152d14019da7787f45d1e46934cd234fb276fbcd6d6c9193f52a0568d14500145145007fffd9 }}}}}\marglsxn1440\margrsxn1500\cols1\colno1\colw9300 {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-204\slmult0\par {\pard\plain \li0\sl229\slmult1 \ri7360\nooverflow\ql{\f1\fs24 Santa Barbara, CA (805)965-1400 [email protected] bigspeak.com}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-374\slmult0\par {\pard\plain \li1820\sl239\slmult1 \ql{\f4\fs36 Custom Corporate Education Programs}\par} } {\pard\sl-200\slmult0\par \pard\sl-242\slmult0\par {\pard\plain \li60\sl239\slmult1 \ql{\f4\fs36 Designed with Solutions in Mind for Positive Long-term Change}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-351\slmult0\par {\pard\plain \li1340\ql{\f1\fs24 Source: White Papers - {\field {\*\fldinst {\cs15 HYPERLINK "http://bigspeak.com/consulting/whitepapers" }} {\fldrslt {\cs15 \ul {\ul \cf2 http://bigspeak.com/consulting/whitepapers}}}}}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-315\slmult0\par {\pard\plain \li220\ql{\f2\fs20 BigSpeak Speakers Bureau, Santa Barbara, CA {\fs40 \f3 \super \u-3929 ?} (805)965-1400 {\fs40 \f3 \super \u-3929 ?} [email protected] {\fs40 \f3 \super \u-3929 ?} www.bigspeak.com}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn12240\pghsxn15840 {\*\bkmkstart page2}{\*\bkmkend page2} \margl700\margr1200\margt409\margb524\marglsxn700\margrsxn1200\cols1\colno1\colw10340 { {\pard\plain \li0\ql{\f5\b\cf4 \fs88 strategy+business}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-209\slmult0\par {\pard\plain \li20\ql{\f6\b\fs20 issue 68 {\b0 AUTUMN 2012}}\par} } {\pard\sl-200\slmult0\par \pard\sl-220\slmult0\par {\pard\plain \li20\ql{\f10\fs98 The Thought Leader}\par} } { {\pard\plain \li20\ql{\f10\fs95 Interview: Douglas Conant}\par} } {\pard\sl-275\slmult0\par {\pard\plain \li20\ri900\nooverflow\ql{\f11\fs36 The coauthor of {\i TouchPoints} and former CEO of Campbell Soup Company explains how
executives build their company\rquote s capabilities by connecting with people more effectively.}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-390\slmult0\par {\pard\plain \li20\ql{\f9\fs20 by art kleiner}\par} } {\shp {\*\shpinst \shptop3805\shpleft9363\shpright10860\shpbottom4219\shpfblwtxt1\shpbypara\shpbxcolumn\shpwr3{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn pib}{\sv{\pict\jpegblip\picw100\pich28\picwgoal2000\pichgoal560\picscalex99\picscaley99 ffd8ffe000104a46494600010100000100010000ffdb004300080606070605080707070909080a0c140d0c0b0b0c1912130f141d1a1f1e1d1a1c1c20242e2720 222c231c1c2837292c30313434341f27393d38323c2e333432ffdb0043010909090c0b0c180d0d1832211c213232323232323232323232323232323232323232 323232323232323232323232323232323232323232323232323232323232ffc0001108003e00e103012200021101031101ffc4001f0000010501010101010100 000000000000000102030405060708090a0bffc400b5100002010303020403050504040000017d01020300041105122131410613516107227114328191a10823 42b1c11552d1f02433627282090a161718191a25262728292a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a 838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4c5c6c7c8c9cad2d3d4d5d6d7d8d9dae1e2e3e4e5e6e7e8e9eaf1 f2f3f4f5f6f7f8f9faffc4001f0100030101010101010101010000000000000102030405060708090a0bffc400b5110002010204040304070504040001027700 0102031104052131061241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a262728292a35363738393a43444546474849 4a535455565758595a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4 c5c6c7c8c9cad2d3d4d5d6d7d8d9dae2e3e4e5e6e7e8e9eaf2f3f4f5f6f7f8f9faffda000c03010002110311003f00f7fa2b87f8bf7f79a67c2dd66f2c2ee7b4 ba8fc8d9341218dd733c60e187232091f8d7ce9e0bf1a78aaebc75e1eb7b8f12
eb33412ea76c924725fcacaea65504105b0411c62803ec3a28a2800a28a2800a 28a2800a28a2800a28a2800a28a2800a28ac3f1878961f07f84eff005e9ede4b84b4452214201766608a327a0dcc3279c0cf07a500686a5ab69ba35badc6a9a8 5a58c0ce1164ba996252d82700b1033804e3d8d67c1e34f0add5c456f6fe25d1a69e57091c71dfc4ccec4e00003649278c57c69e27f13ea9e2ed726d5f579fcd b8938555e12241d110765193f9924924935f53d0b58d13cafed6d2afac3cecf97f6bb778b7e319c6e0338c8e9ea2803eefa2bc4fe02fc41bed792efc37ac4f77 79796e8d770de4f26f262dcaa5189f9890cd90493c311c0500fb6500145145001451450014514500145145001451450079ff00c6dff9243aeffdbbff00e94475 f307813fe4a1f86bfec2b6bffa356be9ff008dbff24875dffb77ff00d288ebe4cd27529b46d66c754b758da7b2b88ee2359012a59183007041c647a8a00fbce8 af8b355f899e32d5b54b8bf7f116a56c667dde45a5d490c518e815515b0001f89ea49249ab9e1ef8b9e35f0f5e19d3599f508dfefc1a93b5c236010392772f5c fca4670339031401f63d15c9f833e20e8be32f0d3eb104f1da9b64cdfc13c801b520124b1381b30090fc0201e84103c53e207c79d5352bcb9d3bc292fd8b4c19 8c5e84c4f38c10c549ff0056a7231801c6d07233b4007d2f457c41ff0009df8c3fe86bd73ff06337ff00155e81e0df8fdaee8be559f8862fed7b15c2f9d90b73 1afca33bba498018e1b0cc4f2f401f4fd1587aa78b748d27c1cde299a691f4b16e9708f1c64b48af8d8029c1cb1651ce319e71cd7cc9e31f8d5e29f13de7fa05 d4fa2582ed296f67390fb80392d280acd9c9e385e178c8c900fade8af8920f883e32b6b88a74f156b25e370ea24bd91d49073cab12187b1041ef5ea9e19f8dd7 1aa78375ed23c437be46b434fb97b0d463c45e6bf96c550edc04901fba4633c0e1b1b803e87a2be20ff84efc61ff00435eb9ff008319bff8aa3fe13bf187fd0d 7ae7fe0c66ff00e2a803edfaf3ff008d762f7df0a35811473c9243e54c16166e8b22ee2c17ef285dcc739031bbaa823e60ff0084efc61ff435eb9ff8319bff00 8aafa6f40bc9be19fc325d43c73ac5ddc5f33996613dc9b87f3187c90444f53b54719201de73b79001f2e785356b7d07c5ba4ead776df68b7b3bb8e692319ce1 581cae197e61d464e320672322bd63e397c48d0bc4da4e9fa168937db55654be96ed3211731b058c02325b0f93d36e31d7217c5efe6b7b8d46e66b3b5fb25ac9 2bbc36fe6193ca424954dc796c0c0c9eb8ad4f08f8757c55e25b4d1db54b4d38dc385596e77618e47cab8182e4670095048c64123201e91fb37c13378eb53b85 8a4302698c8f2053b559a58ca827a0242b103bed3e95f4dd61f85fc23a2f83b4b4b0d1eca38404559672a0cb39193ba47c658e59bd8670001c55cd7359b3f0f6 877babdfbecb5b489a57c100b63a2ae480589c0033c92050068515f2878d3e377897c41a8dd45a35ecfa4e90d848a2876acc4039ded20f9958f70a40038e7927 8fff0084efc61ff435eb9ff8319bff008aa00fb7e8af3787c7971e13f83da5f897c5
53ff00686a57712bc620409e7bcbba4890e1404c26371c71b4e371c67c13 c51f17bc5fe23d51ee21d5aef4bb40ec60b5b19da211a9c70ccb82e78072ddc9c05071401f61d15f1458fc47f1ae9f791dd43e28d55e44ce04f72d321c823947 254f5ee38ebd6be87f85bf17adfc71bb4cd5520b2d757732471e44772839ca6492180eaa49e06e1c642807a85145140051451401e7ff001b7fe490ebbff6efff 00a511d7c815f5ff00c6dff9243aeffdbbff00e94475f22413cd6b7115c5bcb2433c4e1e392362ac8c0e410472083ce6803ea7f0f7c06f07d8e8d045acd8c9a8 6a0515a795aee4550fb46e54d9b3e4dc091919e793e9e41f197e1e58f81359b1974979069fa8a48c914b26f689d586e51c0f936ba01924f0727d7dff00c3df14 fc21aee8d05ebebba6d8cec8be75b5d5d2c4d149b41651bf696009c6e03070715e21f1e3c6da478ab59d32cb46b88eee0d3926f32e63276b48ec015190010046 0ee0483bf8e9c80799e9fae6a9a559dfda585fcf6d6fa84421ba8e37c095339c1fd47d19874620ea7807c350f8bfc6fa6685717125bc172ee6492300b6d44672 06780485c679c673838c563dae957d7b617d7f6f6d249696088f7530fbb107708b93ea58f03af04f4048e83e1b78a17c21e3cd37559e4916cf7986ef6bb01e53 8da4b000960a487db839283be0d007d57ff0ae3c15fd9df61ff845f4af27caf2777d997ccdb8c67ccc6fdd8fe2ceecf39cf35f2678fbc350f843c6fa9e856f71 25c416ce8639240036d745700e382406c678ce33819c57d67ff0b1fc15fd9df6eff84a34af27caf3b6fda57ccdb8ce3cbcefdd8fe1c6ecf18cf15f287c45f10d bf8abe206b1ac59ae2d6694242727e744558d5f9008dc143608e338ed4014eebc5babde783ac7c2d34d19d2ecae1ee2141180db9b3c16ea402ce47fbe739c2e3 b8f81be06b1f16f896eefb558a3b8b0d2d11cdbb9e2595c9d9b8630c802392323276839048af3f9fc3da95b786acfc412db48ba7dddc496f14851802c814e738 c60e580c1e4c6ffddaf44f829f1234ef05de6a1a76b934f1e9b7bb644986e74824507398c027e70402c39f957231ca807bdeabf0cfc1bab6977160fe1dd36d84 c9b7cfb4b58e19633d432baae4107f03d0820915f1c6ada6cda36b37da5dc346d3d95c496f23464952c8c5491900e323d057d87acfc52f05689a73de4be21b1b ac642c36332dc48ed82400a84e338c65b0b9232466be40d7753fedbf10ea7ab793e4fdbaee5b9f2b76ed9bdcb6dce06719c6702803ea7f875a2f863c55f0ff00 47d62f3c25a18ba9a22931fecf87e774668d9f84006e2a5b00719c76af9d3e236b7a2ebbe31b89fc3ba7da596930a2c16e2dad441e6819264651dcb138380768 5c8041aed35ef165e785fe087873c1f1a7957daada497570e1c868ed64999e3c15e0f98090467850c0afcdc797e87a6a6b1ae5969f2de41650cf2aa49753c8a8 90a7f1392cca381938c8cf41c91401eb1f007c0a9ac6b1278aaf866d74c97cbb58caab2c93edc9273923606561c0f999483f290787f891e3ab8f1e78a25beccf 1e9b17eeec6d65607ca4c0c9c0e37311b8f5ec32428afa6f4ad7bc0da1f86adf43d33c5da35b416f6fe4452a5fdb6f538ff59fdd2e4e5892b8249241cd7c6940
1eb9f0d3e0ab78cfc3f36b5aa5f496569323a58793b599dc12a64707f8030236f05b07950016f33d7346bcf0f6b97ba45fa6cbab495a27c020363a32e402548c 1071c820d7d7ff000cfc4ba5f88fc0da51d39a08e4b5b48e19ece3932d6c54140082ccc14ec25771c95c13ce6bc93f68d9fc3936a9a7a432c8fe2485024eb1b6 512df9650fe8fb9b2a073824b7052803d2fe1278ff00fe13af0bff00a649bb59b0db1dee22d8ad92db1c638f9829ce31860dc018cf1ffb48eb37969a1e8ba442 fb2d6fe5965b8c120bf95b36a9c1c15cbe4820f2aa78c5788782fc5979e0af145aeb5669e6f95949a02e51668d8619491f8119c80c14e0e315ea9f1e64b6f11f 86bc27e2fd3218dacee12489ee329bc160ac913e093952b302390a430e09e403cffe17782a1f1e78c4697773c90d9c56ef7170d138590a8c280995619dce99c8 e99ef8afa2ff00e1497c3cff00a17bff00276e3ff8e57847c14f185bf853c721351b9f234dd46236f2bbca5638df20a3b0c60e082b938da24272066be97ff84e fc1fff00435e87ff0083187ff8aa00f9c3e3deb379a87c4cb9d3a67ff45d3628e2b78c1381bd16466209c6e25b048c642afa5749f017e1f68baed95df8935882 3be305c35a43673c61a253b158bb03c31c3e00230304f270578ff8dfa53699f153537fb3470417a915d43b3680e0a0577c0e84c8b2673c9393df27b8f811f117 48d2746b9f0e6bba9476645c196ce4ba9488cab2e5901236c60152dc91b8c87033d403aff8a1f0bfc337de0abfbfb0d36d34abcd32de5bb8e5b2b758c48154b3 23aae03021783d54f238c83f32687acde787b5cb2d5ec1f65d5a4ab2a64901b1d55b0412a464119e4122be9ff899f133c2d6be06d56cacb58b1d46fafed24b68 60b49c49f7c04662c8182ed0e5b0d8ddb481edf2c5858dc6a7a8db5859c7e65d5d4a90c29b80dcec405193c0c923ad007def45727aff00c4bf07f85f546d3358 d6a382f1503b44b0c929407a6ed8a4038e7079c107a115d258dfd9ea7671de585dc1776b26764d0482446c120e187070411f850058a28a280387f8bf6179a9fc 2dd66cec2d27bbba93c8d90c11991db13c64e147270013f857cc163f0e3c6ba85e476b0f85f55491f3833db34283009e5dc051d3b9e7a75afb5e8a00f83352d2 752d1ae16df54d3eeec67640eb1dd42d1315c919018038c8233ec6ae787bc2baef8aef0dae87a64f7b22fdf280048f2091b9ce1573b4e32467181cd7dcf45007 07e02f86763e13f055d6877c63bc9f53461a8c8836870cbb4c6ac30db0027049ce5988db9c0f04f881f07b5df085e5cdd585b4fa8e84b974ba8d433c4b824895 4723685397c6de8782768fade8a00f802bd23e1ffc1ed77c5f796d757f6d3e9da1361deea450af2ae0102253c9dc1861f1b7a9e48da7eb7a28039bd4bc07e1cd 4fc1cbe16934e8e2d2e3402048b86818670e8c7277e49249ce727767273f2a78ebe1bebbe03bc3f6e87ced36494c76d7f1e364bc646464946c7f09feeb60b019 afb3e8a00f802bd63c1df0975882cffe12bf106973fd8ec774d168e6dddae6f64423646d1ec6db1b3704904e01380a770fa9e8a00f8c35cf0ef8f3c43ae5eeaf
7fe17d71eeaee5695f161390b9e8ab9048503000cf000159ff00f08278c3fe854d73ff0005d37ff135f6fd1401f107fc209e30ff00a1535cff00c174dffc4d7a 8789fe08bc9e01d1f5bf0f594f16ad1e9f0bea3a6bee2f2b9405d9437224049ca77c6000461be8fa2803e049e09ad6e25b7b88a486789ca491c8a559181c1041 e41078c56c785fc23ad78c7544b0d1eca49897559672a44500393ba47c614615bdce30013c57dc745007c99e2ff823e26f0c5bd8cf671c9ada4c816716103334 12e325768c964f47c0e9c85e33b1f0eb49f109d2f55f037887c3facdb687aca1315c3e97362d6efe5d92311b4ecca2e41e32ab9c29635f4dd1401f1878d3e1b7 883c15a8dd4773673dce9b1619352861630b231c2963c846cf0549ebd3208278fafbfe8a00f27bdf06de7c4df83da341ab433e9be21b48bf7725f2932798998c f985977859028638e7254fcdb79f9d3c51e11d6bc1daa3d86b16524243b2c53852629c0c1dd1be30c30cbee338201e2bee3a2803e08b1b0bcd4ef23b3b0b49ee eea4cec8608cc8ed8049c28e4e0027f0afa3fe0ffc1fb8f0c5e2f88fc46be5eac9bd2d6d1240c2004152ec5490cc4120004800e4e49f97da28a00f8a3e2268da 8e87e3ed66df5249fcc96ee5b88e6982833c6eec564f940539efb4000e4601040fa1fe03e87aa683e01b88b56b09eca69f509268e29d363ecd91ae4a9e57946e a07af420d7a85140051451401fffd9 }}}}} {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-373\slmult0\par {\pard\plain \li80\ql{\f8\b\fs20 reprint {\b0 00128}}\par} } {\shp {\*\shpinst \shptop-171\shpleft11\shpright10820\shpbottom91\
shpfblwtxt1\shpbypara\shpbxcolumn\shpwr3{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn pib}{\sv{\pict\jpegblip\picw721\pich17\picwgoal14420\pichgoal340\picscalex101\picscaley101 ffd8ffe000104a46494600010100000100010000ffdb004300080606070605080707070909080a0c140d0c0b0b0c1912130f141d1a1f1e1d1a1c1c20242e2720 222c231c1c2837292c30313434341f27393d38323c2e333432ffdb0043010909090c0b0c180d0d1832211c213232323232323232323232323232323232323232 323232323232323232323232323232323232323232323232323232323232ffc00011080027065503012200021101031101ffc4001f0000010501010101010100 000000000000000102030405060708090a0bffc400b5100002010303020403050504040000017d01020300041105122131410613516107227114328191a10823 42b1c11552d1f02433627282090a161718191a25262728292a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a 838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4c5c6c7c8c9cad2d3d4d5d6d7d8d9dae1e2e3e4e5e6e7e8e9eaf1 f2f3f4f5f6f7f8f9faffc4001f0100030101010101010101010000000000000102030405060708090a0bffc400b5110002010204040304070504040001027700 0102031104052131061241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a262728292a35363738393a43444546474849 4a535455565758595a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4 c5c6c7c8c9cad2d3d4d5d6d7d8d9dae2e3e4e5e6e7e8e9eaf2f3f4f5f6f7f8f9faffda000c03010002110311003f00dff841ff00250fe277fd8547fe8db8af60 af1ff841ff00250fe277fd8547fe8db8af60a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a
28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00f1ff841ff00250fe277fd8547fe8db8af60af9e3e1c7c44f0 ae83e32f1ddfea7aaf916baa6a026b37fb3cade6a79931ce15491c3af5c75af47ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e4 95c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff 00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b 8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff00 85dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0 c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a051 5e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187 ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff00 1ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf8 79ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe3740 1e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3 fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092 571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff00 0bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae 3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe17 6fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff0043 0ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579 ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc 92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e 8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff
001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7 fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd00 7a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa 187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c 7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2e df879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00 e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf 0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff9 2571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7 ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24a e3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3f e176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff4 30ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e8 14579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861 ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00 c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3cff00a187ff0024ae3ff8dd007a0515e7ff00f0bb 7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e495c7ff001ba3fe176fc3cffa187ff24ae3ff008d d007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff00c2edf879ff00430ffe495c7ff1ba3fe176fc3c ff00a187ff0024ae3ff8dd007a0515e7ff00f0bb7e1e7fd0c3ff0092571ffc6e8ff85dbf0f3fe861ff00c92b8ffe37401e814579ff00fc2edf879ff430ff00e4 95c7ff001ba3fe176fc3cffa187ff24ae3ff008dd007a0515e7fff000bb7e1e7fd0c3ff92571ff00c6e8ff0085dbf0f3fe861ffc92b8ff00e37401e814579fff 00c2edf879ff00430ffe495c7ff1baee2c2fadf53d3adafece4f32d6ea249a17da46e4600a9c1e46411d6802c514514005145140051451400514514005145140 051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145737e35f1ae9 be03d1a1d535482ee6825b85b755b545660c559b277328c610f7f4a00e928af1ff00f868ef07ff00d0375cff00bf10ff00f1da3fe1a3bc1fff0040dd73fefc43
ff00c76803d828af1fff00868ef07ffd0375cffbf10fff001da3fe1a3bc1ff00f40dd73fefc43ffc76803d828af1ff00f868ef07ff00d0375cff00bf10ff00f1 da3fe1a3bc1fff0040dd73fefc43ff00c76803d828af1fff00868ef07ffd0375cffbf10fff001da3fe1a3bc1ff00f40dd73fefc43ffc76803d828af1ff00f868 ef07ff00d0375cff00bf10ff00f1da3fe1a3bc1fff0040dd73fefc43ff00c76803d828af1fff00868ef07ffd0375cffbf10fff001da3fe1a3bc1ff00f40dd73f efc43ffc76803d828af1ff00f868ef07ff00d0375cff00bf10ff00f1da3fe1a3bc1fff0040dd73fefc43ff00c76803d828af1fff00868ef07ffd0375cffbf10f ff001da3fe1a3bc1ff00f40dd73fefc43ffc76803d828af1ff00f868ef07ff00d0375cff00bf10ff00f1da3fe1a3bc1fff0040dd73fefc43ff00c76803d828af 1fff00868ef07ffd0375cffbf10fff001da3fe1a3bc1ff00f40dd73fefc43ffc76803d828af1ff00f868ef07ff00d0375cff00bf10ff00f1da3fe1a3bc1fff00 40dd73fefc43ff00c76803d828af1fff00868ef07ffd0375cffbf10fff001da3fe1a3bc1ff00f40dd73fefc43ffc76803d828af1ff00f868ef07ff00d0375cff 00bf10ff00f1da3fe1a3bc1fff0040dd73fefc43ff00c76803d828af1fff00868ef07ffd0375cffbf10fff001da2803e60a28a2800a28a2800a28a2800a28a28 00a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a28 00a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a28 00a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a28 00a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800afb7fc 09ff0024f3c35ff60ab5ff00d14b451401d051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145 140051451400514514005145140051451400514514005145140051451400579bfc6bf0b6b3e2ef06d9d868767f6bba8f5049993cd48f0823901397207561f9d1 45007847fc292f887ff42f7fe4edbfff001ca3fe1497c43ffa17bff276dfff008e5145001ff0a4be21ff00d0bdff0093b6ff00fc728ff8525f10ff00e85eff00 c9db7ffe394514007fc292f887ff0042f7fe4edbff00f1ca3fe1497c43ff00a17bff00276dff00f8e5145001ff000a4be21ffd0bdff93b6fff00c728ff008525 f10ffe85effc9db7ff00e394514007fc292f887ff42f7fe4edbfff001ca3fe1497c43ffa17bff276dfff008e5145001ff0a4be21ff00d0bdff0093b6ff00fc72 8ff8525f10ff00e85eff00c9db7ffe394514007fc292f887ff0042f7fe4edbff00f1ca3fe1497c43ff00a17bff00276dff00f8e5145001ff000a4be21ffd0bdf f93b6fff00c728ff008525f10ffe85effc9db7ff00e394514007fc292f887ff42f7fe4edbfff001ca3fe1497c43ffa17bff276dfff008e5145001ff0a4be21ff 00d0bdff0093b6ff00fc728ff8525f10ff00e85eff00c9db7ffe394514007fc292f887ff0042f7fe4edbff00f1ca3fe1497c43ff00a17bff00276dff00f8e514
5001ff000a4be21ffd0bdff93b6fff00c728ff008525f10ffe85effc9db7ff00e394514007fc292f887ff42f7fe4edbfff001ca3fe1497c43ffa17bff276dfff 008e5145001ff0a4be21ff00d0bdff0093b6ff00fc728a28a00fffd9 }}}}}\pard\sl-20\slmult0\par \sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15120 {\*\bkmkstart page3}{\*\bkmkend page3} \margl260\margr743\margt499\margb3\marglsxn900\margrsxn1820\cols1\colno1\colw8800 { {\pard\plain \li120\ql{\f15\b\cf5 \fs20 THOUGHT LEADER}\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft10\shptop-194\shpright10\shpbottom148{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn fFlipH}{\sv 0}} {\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 12700}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} {\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft0\shptop118\shpright9380\shpbottom118{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn fFlipH}{\sv 0}} {\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 38100}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} {\pard\sl-313\slmult0\par {\pard\plain \li0\sl239\slmult1 \ql{\f16\b\fs60 The Thought Leader Interview:}\par} } {\pard\sl-3\slmult0\par {\pard\plain \li0\ql{\f16\b\fs60 Douglas Conant}\par} } {\pard\sl-211\slmult0\par {\pard\plain \li0\sl244\slmult1 \ri0\nooverflow\qj{\f17\fs28 The coauthor of {\i TouchPoints} and former CEO of Campbell Soup Company explains how executives build their company\rquote s capabilities by connecting with people more effectively.}\par} }
{\pard\sl-340\slmult0\par {\pard\plain \li0\ql{\f14\b\cf5 \fs18 BY ART KLEINER}\par} } {\shp {\*\shpinst \shptop876\shpleft-899\shpright6168\shpbottom5907\shpfblwtxt1\shpbypara\shpbxcolumn\shpwr3{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn pib}{\sv{\pict\jpegblip\picw471\pich335\picwgoal9420\pichgoal6700\picscalex100\picscaley100 ffd8ffe000104a46494600010100000100010000ffdb004300080606070605080707070909080a0c140d0c0b0b0c1912130f141d1a1f1e1d1a1c1c20242e2720 222c231c1c2837292c30313434341f27393d38323c2e333432ffdb0043010909090c0b0c180d0d1832211c213232323232323232323232323232323232323232 323232323232323232323232323232323232323232323232323232323232ffc0001108020d02e103012200021101031101ffc4001f0000010501010101010100 000000000000000102030405060708090a0bffc400b5100002010303020403050504040000017d01020300041105122131410613516107227114328191a10823 42b1c11552d1f02433627282090a161718191a25262728292a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a 838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4c5c6c7c8c9cad2d3d4d5d6d7d8d9dae1e2e3e4e5e6e7e8e9eaf1 f2f3f4f5f6f7f8f9faffc4001f0100030101010101010101010000000000000102030405060708090a0bffc400b5110002010204040304070504040001027700 0102031104052131061241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a262728292a35363738393a43444546474849 4a535455565758595a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4 c5c6c7c8c9cad2d3d4d5d6d7d8d9dae2e3e4e5e6e7e8e9eaf2f3f4f5f6f7f8f9faffda000c03010002110311003f00f9fe8a28a0028a28a0028a28a0028a28a0 028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0 028a281400a28a28aa105028a0520168a28340083ad29a00a2980da5cd06802900518a502a782cae2e5b6c30bbfb81c5302b515b51f85b59946534f9db8c8c21 c1fc6993f86758b65dd3584b1afab0e290eccc8a2adc9a65e469bdade4dbfde0b91f98aaa548ea280128a28a40145145300a28a2800a2968a004a2968a402514
51400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514 51400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514 b8e2929805028a5a0028a5a29883145145001451452013bd2d255ed3b49bbd56e0436b0bc873ced140146a5b7b79aea658608da491ba2a8c935da5af83edecc8 5bcdd71727816f0fcc73e84f415d5e916f059ed860b58217232ec0743eddc9fd2a5cd22d43b991e1df02d8dba2cbabb79d72dc88918e17f21935d7c6ba7e9b07 931c56f0f3850c9b98fe039a9edad774655f3e51fe14182c3df1fcb351b491a86db05bdb4718c0664dcc3dfaff003ac5c9b354adb11b6bf1dac6c56072578388 8283f4c9a67fc25b044aa6688420f5dce87f3ac3d53594542b6b0dd5f48aa7322feee307f2008ae12f2e6f6690accd68aedd635db237fe3a0ff3a695c4ec8f43 b89342d68bcd02ac721e3744d8c9fe55caea9e1b8247731cbf304dc50a0cbfb839ea3d3eb5caccf716c7e5c4072385cae4fae0d3e0d7afa0010ced2229c80c7f 97a55a4d10e4b6641a869b2e9f398a4c76208e8c0f422a9915d04baadb6a4891cd1aa489f2c7213818eb86fe879accbcb5311dde44b183d78dcbf506ac828d14 b8a00a004a2971c514c04a5ed4b48681094b4628c503131452d1400945145200a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800 a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800 a28a2800a28a2800a28a2800a28a2800a28a2800a28a5a003b5140a5aa1098a2968a40028a5a29884a2968140052ed66ce0138a3058f009adbd3349f91af2ed8 436c9c06738dc7d877a1b1a571740d006a7287b991e3b7ce3e5fbce7d057a5da4515959ad96971c569181f3051b9d8fab3647e558361adc30ca23b2b3c841b77 92033fbe064015ab16b7379e2478257278c246c847b7520fe9584a4d9b46291720d2e549d9d8c2c921c12859598fa1e6b7a0d39210145aaab01c64638fae7358 f69afdbb3949a0ba0a4e3715231fa0fe75a56daa09be4b5f3d54f4deec4e7e983fcea352accd196d19a30a8c579fba23ddfcf154ef349cc25e7c6dc641b87185 f7db9a496fa0b3046a5ac410647dd9268e23fa9cd625feb1e15b8558deeec6f3d4cb2cac3f4422849818bac4da6dd2bdb42d71aa4a0f115ba31407dd8700562b e95ab496fe5a2db58439c116f6e7e5ff007a46c7e86bbbfb58b9b1f274f1a7244832a60be31320fa3440571ba85c5c46c505ddfcfddb6c90dd0cff00df0055a1 d8e66e74eb78e265591e4947592574193ec3713593e44b131e6207a61997f91adebdd60c8584ba84ccc38f2e4b558cfe68c2b367b933425fed407a449349fc
9b 3fcead3336919cec0803cb5523f8949e7f5c7e5524777346bb4392a3a024903e94c90317c7ca7fdd03fa54754665b8e649c859a18cff00b4bf2b1fe86acd9698 6fa7315bb648e79209c7d2b2c75aec3c35a7a5c849d5bcfb7dc124c2ed96ddbb1cf707f2fa6293761a5718be0bbc9a013c1b6741f79635dacbf5cf7ac2bdb35b 694c7b27858769d71fa8af73b0b5f2adc3e5a47036e7a06ffebd52d7228668cc57512ba63efb28057fa1a953d4b705d0f0d78da33861d7a10720d32ba9d5b406 b588b2186484e48910818f622b99913cb72a71915a5ee66d5865145250214514a28a006d14a692818514514005145148028a28a0028a28a0028a28a0028a28a0 028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0 028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a602f5a4a28a0070e94520e940a621734679a4a5a005a2928a042d2ae0f5a4a075a00b968a b2dca29c85e4b63d0575da7e9d6b2959b503805b7245bc05038c6e27a564787ed77473dd840e22006ec1c027d78f6a95b508249821b8966943139550031f4180 cdfa0fad67277d11a45596a75e352d1accaa4925ac0a392230c4fd7eefeb44baee91046248af2f2e01e4a456cac40fab2e05720fa888d2443636766fb392dc3f e477367f15a9b4cd4960945c456b1ca49199a78848df9b3123fcf151ca5a91d2d95d3eb7781ad92fa60bc29251020f7f2c1fd6ba13e1c8af895d52f72a47108b c7007d40354ecf5596fadd5ae160921dc06c6873b8fb01dbaf6adcb65bc3cc715adbae72a91c58e3df38a97a1766568bc39e1bb20043a7d912bd59f1d3fde209 3535c43a63aab269960db3ee190707e9918ab17174a488ee2fc86ef140d8dd51c505b93bd2cd739e1e662ec3e82a1cec6b1a4d942fa3b6b9891b366a08fb815d b1f806c7e95c95f68d04d33c862917fbad1968c7fe843f957a2186662019b6276d8807f2155e6d363972c416e31f38c9a8f696368d35d4f26d57470ec820572d 8c12f3331fe7598de18bdd85950903b8e79af61fec48dee1242836af6082925d3d412114201d463ad2f6ed6c5fb0a72dd1e213e997307de8d863a9ed500597a3 2961e86bd86f3468a6624c631dfd2b9bd4bc3f161b628057a71d6ae389bee4bc145ea8f3d6183dff001abda3ea773a56a11cf6f215c901d49f9587a11dc558bd d34c1827393d148e9f5acf86275b955c0249c61ba1f6ae8525247154a32833d8b4af155a4a120561148fd213d1ff00dd3f9d5cbbba86e55e1652a0ae40cf415e 61a9296d1eda6b563b1588c7431b8ec0f63c74eff5e2ad699e267b88d6deec9fb41202ca4e049db9f43fcff9cf2f513693b17efa63657420788bdbcbc072d907 fd9231c572b7f663699616dc83a73c803a83ee2bac9a786f55a1b823711cb0073c7f787f5ae675089eca4ce4b46e32ad9c86f6fad5c48918b452be3712bd33c
5 255998b452514c00d251452185145148028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0 028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0 028a28a005145028a62168a28a6014b4829681055ab1b392f26c2296441be4207dd5c81cfe62aba29770a3a93576ea76b7b436a9202b260b807a630452634537 b9964f959cecddb82ff08fc3a54915e4aa047e7bc31e79f25403fa6335569e91993a320f5dcd8c7e74865864b467db0b5cccedd0b461727e809fe75d0e9b6b65 6b14525fe0f0ccb029deed8fa702b1ec63b702425c2ac6033cd824819c61474193f8d6fe8da74da95d6f487c8831855eadf527ae7dab39cac8e8a34f999d0dae ad74760b4b58e26db84503240f52715b96ba75fdd112dd5c39661ebffd6ab9a368a9689b9c163ea6ba48e3518e98e95c4e6e4cf4396315a19965a2a2b8320dee 0679ad78ad40278e953a9dbc2e09c7069f1c8bb58e795e4d160bb21685148cad35a05009ea0f418a9cb070c08c9238a8a47290f2c33d0629d892a3c4cae30981 9c139aad326064d5d9dd630a48fa67bd519dd224cb292e4fcbcd4345c599d3aef84a86018f056b1eed0b2b33617b56d5c6ddc253b4311f74d64ea2cca0bac470 c318a8378b393d5ecf0865c00090715cccb6e8cac0f072c0123d8e3f5c57637ca64b465390a08c67d6b9ab90ac3232aea7d3823a56f4e4d13520a4b528cb70f0 a46f10df0dd45fe93139e19d7ef7d0f1bbf1acc9a358fe6525918fcb91d47f8d5b949569620c1558ac8bcf461ffd626b4a0d2c6a9a68dbb9264259430c0f751f a11ec7dabb13d0f22a41dec65db6a4632a27defb785707e6515a0ba9c6d6e629944d6d2360023907dfdeb0a58de191a370430ea0d22bb28201e0f51d8d558c6e c9ee225129dae3af04f43fe155c8c1c54825dd1796e0103953dc5308181820d34489494b494c028a3b5140c28a28a0028a28a401451450014514500145145001 45145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001 4514500145145001451450014514500145145001451450014514500140a28a005c5252e79a298829052d25003a8a414b400b45145310e8db6b67d39c7ad24a77 1dd95ce48c0a726c0c0c8095ee01a409e6cac6340a9ee781498d11ab15ce31c8c723347247b54cb12c972228497078048c64fd2ae358cca04328450a32c4707e 952dd8a516f62c69f6d25e436d6718dbe6c9b891e83a93f9fe95ea9a469d0e9
d6e918043e0658ff17bd723e15b431ca679230b85d88a3dc827fa576c92091410 7ee9c73dabcfaf52eec7b142972c4d98c36768627039f4abf149b54e46411f8d6343280c5893d315a31b9f2c0d8c33cf1dc5651654958b4bb8138ce073cd4a98 f5386ea2a18cfeec05563ea0114f0ec106e88919e3a5689999202aa3696c3629243b9700371dc77a6ee67ff96673ef8a0099930a9c8381ce2aae0324cb15ed91 8e4f355278c36779240e3d31565e1329c3484107242f0454525bc4a872add7ef31eb52c68cd9c2267cb1907afcb9e6b2ef2232f2cac38f5c66b66672dcae772f 2001d6a84ef23b799b00207f17159b3683394beb77f25993033d41905615cd9c91302c88c8474f333cd75b70b210547919e49262cd60de15691086527b80b8ab 8b3468e22f03a5c9dabb083903d2ba8f0c08ee599a20770fbe8cfc71dc0ae7b5485e3ba704a9e72315268f79f64d52172c1067ae7827debb56b14799515a6cda f176882261751fcc597712063fc8ae37f1af41d565371680e49954165c9ce50f51fcab89b884481a58fa83c8e9fa56917a1c7516a53a28a51544052d26297154 213a514b450025253a83400da29692a4614514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450 01451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145140a6028a28a 29882929452d201053a9a2969a062d028a5e94089ade3334a220546ee32dd07bd5b9acda668e1b68f084954cfde63dcff8554865f2c960e5187461dab4e0626d 031726f24600b6790a79fcea64345ed3e14b4290c702b48bf7a5201c9eff0080a9a1b74b99b7b21081ff00d630e58ff5fad6b687a4c4f13a191ca85db237a9eb c7e58fc4d5fba88c76e26f2d638953f769e83fc6b1a92b23b684539091b08e5458b0140ea07f9ff26b6ed59703853bbb1efef5850aa48818e54a803eb5b566ae 5530a0606064735e7cb53d54cda8c4802fdd1bb83b4569468415c10a3a7d6a95b291825d890718abb1c309c128cc73c649a7146532c00a99008cfbb0a50719dd 2c7cf403b50a88bcf96a307d29f2451c9f2aae72338c0eb5a1990bb00e07cad9eea7a54ab3840727233da9ab12ec04aa83f4e452aab20cae173d001d681683f7 973fbb8c018eac2a0946465c33d48ce1972d9c8e3ad4720dc0348cc47654a0114d8aa4986fc00e6ab4f04acc5f0aabd406193f955c69628d8055039c63bd46f2 a3a1dc4004f03d6a6d72eed1857f0b64a0ba932467e5000ae66eb4fe559a5570b927283f9835d3ea0cca24f2f225eaa8bcf1eb589a85ec4967b374a936c3bb2b
c31f40714e30653a8ba9c0eba30cb823eb9fd2b19982b295ea39c56ceab1cb736c922489204c82038c8f722b0cd77535a1e6e265791d5c7325f694af19fdf459 ce3838ee2b9cb82ab2b6d619ce7233914fb0bf7b2949dc763e038c76a9b5036f331311191c86f5fad5256309c935733998b1c9eb480e28a2a881f45039145512 2514518a061476a28a004ed494a69293185145148028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a 0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a5a298077a29 48a4a62014b4514802945252d300a5ea703ad2528e0e681176dec1e584ce99658f05f033819f4ad6b436cd133b22a943b4313d093dff009fe14fd2becd3d9abc 972b15c439d85325883fc2c3a63f1ac2d42e1a69fc94388d090aa3800f7a9655ada9e93e10912e34572c372b4ac01f419ffeb7eb4baedcc4508042a05c01ea73 c01f91acff00043b5ae992c32b72599b6e7eef1c7f5a87509125d5c468bbc270c37640238cff003ac268eba1ac91a5a6319203bf1b81da7dbdeba2b59121b75f 30900e71ebc572b6326d8c3328ddd1813ef583ae78ae69af3640c3ca89b0029c6ec707f0ae78d2e667754aaa0b53d5c5c432c6cc1d7e53f292c30d566dae2212 88d64c48467835e07fdbba885655b97546fe10781f4a58f5fd5226568ef2452bd083d2b458768e778b89f409d4d515bcceabf5e6a582f448db772e71b873d6bc 4344f19ded8cd235c4a663263264f981fa8feb5dc693e22b7d41649e36d8dc6541f9463daa654dc4d2156335a1dd4b300a4950580e39e2a05ba945bee51963c6 3d2b17edde7ed40c1989e40f4ab8d7f1ab2c2928c0e0907818acd965937333c9b70cb9ec3bd56b9d49e180468a44acdc063512ea56fca79f1e7191f35729e20f 12dbd9ce5a364908208218669c62db0ba5a9d05c6a56f69672cb7732f9c8bb8283d89ae7755f1f5bdbc9e55b088945daa581207ae71f4ae06e2f755d76e67745 9e7f97e611a13b573df1d07bd561a6bfcc1ee2dfccdbb9511fcd2df4d81803f522ba234575392788bfc28d9d47c546e4974811a761ccc4b02bf419c565c7ac5d b5d09a69c9c0c3108b9c7b714f4d1a76f9a382775032cafb6261f812491f85576b75b77612887207dd937ff30056a9456862dd47ab15353922772a88c1ce4872 4e79ef822a0bb996e2e5e644081f9da3a0fa546ecaed908b1ffb2b93fccd32a92464e4dab30a7172c003d8629b4532428a28a007ae314522fa529aa4480a28a2 800a4c52d1400d229294d2522828a28a401451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145
001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001476a297b530014b4940a62168a28a 04028a29681898a5a4cd2d021694520a5a605bb7b9488710aa9c60c8339fe78a64e12460ecdb7a01c727dcd42182f24038e707a5743a7e8dac5edb8bc4d38c91 81946240fc81ed5136a3ab2e1194f443f4732e9f0dccf230025ced6273c006a1b6bbfb6eb7792a31c38debb4f6e3fc6a9ea77fa9197ecb74af0fcbb3632edc7a 9e959b0dd4d6afba16f2dc2952475c7e350d732358cfd9c9791d3ebe2686d0bc4cc11880e54f20fbfb722b98b7b2b9ba622185982fde6c7cabf53d056a59c17d aac4f3cf7ae90c6700f7623b0eddc75f5a8e1861b994a852581cbc921dedf4f4fd3b54c6d056359a759a95b42b4d6060dbba5b6da464b0b847c7e0a49ab89a05 c4d1092090dca11ff2ed69337e1ca01fad74569aad9e8903ae523538cb44a048dec318fce9a7c6da86a32c91d85bdb4291c65d9ae9b792077e7bd0a4dec8274e 307ef339d1a35c4618bd96a002f5dd6447fecd4c8a1bc85da482ceed40fe2589862ad9f11dfea52080da5bbb3f1b6352a49fceb2a68cc570c8c1a171d51cf34f 5ea09a4bdc66d59ebdb65557b8680670cc7391f90aecacb5ad084389354b73b970c1c1e7d7a8af3a163752c7e6b82f0642970dbb6fd2b3e4468e46461865241f a8a9f67190e55aac373d175dd63c3096ab142cb34817205b2719ff007b8c579fbcca663261a5f4f33b7b75e6a12ac0024100f438eb49571828ec6152aca7b96e 5d42e6e5152472eaa72b1f4453ec830a3f2ad5d227b3b3915e7592e1c82c2189727e83b01deb185b4aa3e61b33f77703f37d0f4af48f066956f2681730040b3d c2b24928c6fe46303da94ac694f9a3ad8c2b8f12ceda5ade5be916915b89bcbf35a5dce5b19c6dce7a77c562dceb82f65df3dac6848c318f3fc8d41a869b73a5 493d9df09a29236f9142651ce704e491dba1c1fc2a86c6081c8c03d3de9f2449f6f51751642a5be4181e9e94ca5208c6475a00c9c5598bd58945291824525020 a28a51d4500380c11f4a534e93ef81dd5707eb4ded4e3b04d5a561296928aa24283452520108a4a5cd2521851451486145145001451450014514500145145001 45145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001 451450014514500145145001451450014b4514c414b476a2980b494b4502128a5a28012968c5028014706969052d310f857ccb889319dce063f1aeaee9b5213b 7917932246762796c46315cee92c89abd9b38f95664273f5af43bbd3ca899d0a82246c81efcd72e225668f53011bc6466e9daaddde28b5d66d63ba803656e9c6 4a30e9d0579f3b17766639663935e9d61034b6532f2a3a8da3bd707add8496
57f231502391894c0c7145192bd89c5d395948b3a6ea3341626d628fcd0c859973 8c726990db4b6da7dc4c5d125639d9bfe603d7154ec826e4772fb4395936fa11c0fd1bf2aec6e3408aea1f390ac3b40fdca2f2c31dcfad136a2c28a72827d8e6 3468fed7ab24977199236ce5997e5cf6ab7a9786ae6d6f7ce4b69aead1cee22db965cf63c1c7d715b361a7dfd923c905bc2f6f23e7ca7e71f8d74763aadc88ca 1b14ddf89c7d051ed41e15b5bea72be15f0a6a02f16feeada58a38beea1f959891e87b63353eab6b0beb6ae8c1ae5542ac6aa182fd49ef5d75c9d42fd14dcceb 1aeddbe5c6983f9d649d22386558edd4f9ee79707240f7a973bea6b4a92822bc3a3da0b6b6b5b742a5db32e4f25bdeb23c2ba4db6ade3eba5990496f04b24a15 86558efc007f3cfe15ddfd9edb45d3ae6f64c31b789a427bb10381f9e2b9ef86f69f66d3e7d42404bdcc984cf755eff993f954a95a0d8a5152a918fcceff0052 b5885a9b43041e514dbe5ec1823bd781eaf62ba7eb577651e4a2b9542c39c751fe19afa22e53cfb4562012475fc2bc5bc7160ab7a9711a9dcc086cd2a32b4acf a857a7cf4eeb74626982e24658e3959769dcab9e3ea2baad3b5bd634d914802742c4e19307f4ac1d0e54967dc1bfd23f893bb1f51fd7eb5da585a3dd32f988ca 719200c62b59ee2a4e3c82dc78ae2bab60b7765279b9cbaed047e19ae76eae2dee8ef4d2bcc6e555a57ce3f0aeaee74d2cfb238a338fe39cf02b9ebeb2bab750 d6e6de5624ee58232c47d054a915689caea368cbba49642d20c7ca170aa3da934db390913151b7b6ee86b7e5d3212e24d5ef560c2eef2e570a7fef81f37e4291 ef2d64c41a3d94d7aebc6e08562cfa9cf247b1c55b6dab18b5053e66737a8ac693b00b86383c74c552abba9413c570cf72d1899ce4a2630bedc71f9552ad23b1 cb56fceeeac14e8fef827a0e69b4e1f286f5e9544474771724fcc7a9eb452e28aa5b12dea2514514083ad252d2500275a4c52d2522828a28a401451450014514 50014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514 50014514500145145001451450014514500145145001451450014b494b4c42d1d68a0530168a29281052d20a5a0028a297a530014b494e1400292a723a8e6bd8 7499175ad1ed6f5304c89e5cbecea3fc2bc7f8aebfc01ab2db6abfd9d33621b820a64f471fe3cd73e229f346e8ecc155e49f2bea761a6c201b8b6384607393da b97f1627996ab68b627ccf30379bf4ce71f9d7791daf97e20b8809189a3f31030ee3aff3acb9f469aeef2799dce508545cf1935c70d1dcf52a5a49a679469d2a 4372d0ccc12393a3b74561d1bf98fc4d779a587dd89b76e03919fd73e95c70b181afae2d67560c933202a704738adc82cf51d2a211d9eb588bb2cf00645fa0
3b b1f9574d4e596ece2a51a90d95d1d8c5605103a2ee4273b7a9cfad5db7b3b8620885f93c63a572d6b79e259ad959750d19d3b3346c33f80502b561bcf143ed47 d5746880e37476e5c8fcc0ac7917737e69bfb0ce85ac66119f2c2863d589e6a2b5b3b2d2849777f751c03ee9926902a9cf619ac76b3d4ee9d8def8baf9d7a6cb 28160cff00c081fe94d83c39a3c530956c5efeeb77335fc865627dc7dd3f9557baba90a351f4b183e2bf100f1249168fa1233dacb2aacb7050aac8dc10067b0e bd33c7e7dae9f636ba6dac16908cf929e5296e33ea4fd6a94da74d1dec5777083089b61451848be83a0e9daad245742486472a01e5beb5329732b2d8ba74f91d dbbb3a98200f607e4e13dfa9af3af14dac0cb32ca36820e0d7a4d8465ac1816cee15e7ff00102ca416123460b3641247a524b54541ee8f229150cf853c679c57 a3e89a65f4f6b0b43e2ad4ad8100ed2c5957e9f3579f0b69209e39244263c82c6bd8f41d2d25d36dc841c2e7af07fce6b7ab3692b33968d38bbb9ad4adff0008 cea334db67f196a6ff002eec47f29c7fdf5552e3c29a7bb6dbcd4f58bbc7de59ee7e56fc31fd6bae92d18af9841048c10073c5675edaee8df9246383deb9fda4 fb9d31a34fb1c74fa5697a73334161681307fd60321ffc7b3542e354f350bb4c2320ed503d3daa7d65de2c461870475ee3d2b969e464660c7e70d9fa56914e5b 9a49469ad158afa9cbe6cfc741dfd6a8d3e53990f26995d5156563c6ad2e69b614a393494f5185cfad5233140c0a0d1de83d2a89128a28a004a296928189494a 45252185145148028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00514b4829715420a5a4a280168c5145020c52d20a33400a3ad 2f6a68eb4ea00296929714c029d1bb452ac88c5594e411d8d368ef405edb1ec9a46ad1eb3a4d8ea84ed9acdc09c03ce3a1ad6b90a9772ac12a81236f898f427a 8c9af25f086b6748d556394836b73f24ca7a01eb5e8d9b8b678ad6e903d8337eeaeb3fc3d94fa579f569b8cb43d8a1555486a79f6a4e22f175eb88c0dd36edbe e707fc6b765855d51b7803d3eb547c6ba72e95e248ee6393315c26f519e841e47e55b690a496ab328fbea0e71449e899a53ea8a567049348a8ae42ab10140fd6 bafd3f4c8513ccda6472c38ac4b3062907cc39cf278c57456b3e0e4b8ca8c6477acdb376dd8dcb7b6b58d72210ae477ed51cd3c16d012b1aabe3923bd517bff2 d778627d4719358d737535edfa41000df3751d28bf433507bb35e691eeb66e1fba52324d437132e769257e7239f4ab97b6ee346961b7389d1772fb915e41
a9f8 9f5337455137206f995d0f5ab8479b633949455cf75b3bc88588c955c743ed5ce789da2b9b29f6aefca74f4f7af3687c7179040d0b3b861c6d9064afb03e9546 ff00c67777768d001b4b8c1607b557b39333f6908fbcd9513528edae244d819738607906bbbf0c6aec2d77b073131f9580c803d2bca371dd9aecfc1d7b22c2f6 e5ce376707a735a5585a2450adcf2e567acadf2c9019149e985e6b2afa7454deb80641938350c3e6205cc84a7a1aa5772b00d1e01e4ae73c5721db18a39ad6d8 1639c6fc654fad7297432092724925beb5bf7f745db6c9b331704d60cf2c7b4e00dcc739ce735d3022b35633a65c1ce3b5455667f955811df02ab574c763c8ac 92968281938a79e79ed4d5ee696a918b1451494550828a290d200a28a28189494b4948028a28a430a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800 a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800 a28a2800a5ed4945301475a5a414a29898b451494085a0d14530014518a3bd200e94ea4e2814c05eb4bd293145002d252e2928010f3d2bd03c2de2a17564740d 48829246563958f7edf4ae03a51b8870ca4861c822a270525635a355d395d1d86bba75d436904b33b34719c624e4ae72339f4ce2b73c3d3fdab4e83aee55d8c3 3e95ce7f6f0d5b487b6ba6025f2c2649feef3fd2a5f0bdeec2d197382c0e07e55c728be5b33d68c93778f53b19205e58e548e47f85320ba675521b69e8455c30 99627daff3678cd635e5addd94a5d6de478db04b0ed58a35bd8da8c8988080b37af4e6b774db18ad4890afce46001e87a9ae734991dc933236e5e85b83f80aea 21b85906030e073ea284b526a4b412e9a58dc491100038c6339ac2bdd360bb96491a0425864f1838ae81886770ae318079ee2a168d98614670739c76ad118dda 3ccfc43e17cb0955473dc0e40f7ae7351f0f496881a325c60678af5dd46ca595430dbe5e7b9ea6a82e8ea612a137ed1ce4e4e2b48cda444e319ead1e326ddd64 d841eb5d2e8286de67049ddc0c0ad9d53448a18ddd5369ddce3a8029628238ad5ae59097c03c0f4aa73e6414e92a6ee8e92cefd445b1c7cc00c66a96b0bb210e a78ea33593a5ddc8ce1ae54eddb8da7b1cf07f2a4d675121e48964de807caa3d7dab071d4e952392bcb896e2e0c6a1b24f4a9a7d1a782cbcf980c657183eb5bd e1ed0dae227d42ef80cc76af7e2a4f14e218a1802a82d22e07af7ad39ecf951972def2672dadda35a4c23200efc1eb5935d1f8a93176dc70a71f8d7395bd3778
9c18a56a8397a52d20e9456c8e5168a4a5a6026696928cd218514525001494b49486145145200a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28 a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28 a2800a28a2980a2969075a5a626145145002d19a074a0d020a28145002d0293bd2d3014f4a05039a7718a006f4a4a53d6929080f4a6d38d34d0312b5344ba305 d85e30dc66b338a54731c8197822a271bab1ad29f24933d874d99a43114218103a9e735d0a2aca033862ec319dd818f435c278675112c31b2b7ceadd2bae8ee7 e71b4923afd7e95e749599ecefa91df40f6d725e2276f5fa1ff0a92c6ec431bb3648c75f53569e459a690301f74607a562eb6f369c8d7119051109e3d688912d 74368ba470896560bdf93c8cfbd519bc67a55b1112b8665ea4115c8af8775ad6e1496f75216eb20dd1c014b10bee723fad5987c16d68dbee3fd376105631f2a7 1ea3b9fc6b5b47b84229ee8ea2dfc6367763634601183900640a8352f1658e9e8cabf3bede98eb4e874dd2b508961bad1608a40300c708438fa83514de0fd17c e39d324ce380f216ff00d9a8b451aa847b1c56a3e336ba0f17d9d086ec3afe95425f157c8b1fd9b685eb9cf35de5e44ba65994d3acede062a3011006cfb9c572 53e9b737d7024d4ae0ac01b77960e7afd6ae2e04d484ada3fc0cd3e29509958006f4c702a7b443a82a5ec91feec1c00bd3754f04768f6d2dbc16f1e4394dc89d 7ea6a7f0fda24931b62bb01043664381c8cf1eb4a4e36d0c631927ef3b9d85a466c3c0f6ed29552dbdb27d0935c26a12aea1e23b6404955995724f6e33fcabb4 f165f22e95169f6ad846223881ea47f915c113b75a897e525189247b0a886ed96f613c5aebf6a74520e5fafaf02b99ad4d6ae8dcdc2b600ce4e31d2b2ebae9ab 44f3b132bd4143718a5cd368ad2e738ea2901a5cd3105252d140099a4a53494862d2514500145145200a28a2800a28a2800a28a2800a28a2800a28a2800a28a2 800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2 800a28a2800a28a280014ea4a5a620a01a292980ea29296810514514c028a296800a504521a55033cd0019a43c8a73003a532800a28a4a401494b450335742d4 5ecae800d8048af4cd3ef44d6670c38efdc0ef5e3b92ad915d9787355de363b81c6083deb92bd3ea7a584ad75c8cf43f3156d62b819f94157c7395f5ff003eb4 d36f65ab5b18672648db95f9b15870ea86d265122b79121dad91d01ab10c1e4bc9242649431f94a1195f620d735ac75d8db8a18fcb442e15978014f0314c7d49
6d498df2c41eb4c846f5cec666f53d0543a8dbaddc3b1c306ec1475a4bcc2c4f2f886da387cc66462b9cfb572971e2dd5ae2e185b32a027e41b7a8f5cd437be1 bbd964630b955639239e955d7c2da804091bc9d73b89e95b4544969f42ddc6b17514464b990348792b9e82b93bdd5ef3519ca292158e38f4ad6bdf0f5e213e63 33e7ad68e99e1c30c7e61889661e9c0aa4e2b51494a5a14a289e1b38a0b70d990ef620e0d5f11b58248238d543a8fbdf789eb9cfe15b29a708cc6ec841e001e9 5535ab436f033b4c429072c57240ac9bbb2ec60ff69cb73aa4f35dbc7be15291c6b9db18fafaff008d63db4a24bababc2309c853ee7ffd5542e2f1cb4f1a392a ef9cf4cd4fe6471696b180b939279e4935d1c96472fb44dd97433ee1cc9316351504e4e68ae85a1e749ddb63981079a6d5e7b52c180ea0922a8d36894c294629 28a431d452515420349451486145145200a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a28 00a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a280168a33494c05cd1494b4085 145028a602d14829681052e6928a602e68cd251400b9a434506800a434521348614a29b4a2900a79a92da76b59d645eddaa2a286ae38b717747a36977f6ba9db 7953852922ed193820fad49a3dc4b6b74d03e4be7a9390c0579e5ade4968c4a1e0f6ad7b6d6ff7eb2cafcaf4f615c73a2d3d0f4e9626325aee7b1411c2e8af13 321619233c13f4a99211290644da5390d587a06b115ec21bcc5da17805738ae844a031e9cf27dab9ed6dcdddc25842c83d4ff3aacd04ad304540f9ea738c55c0 fe6ca4b2864ed8f5aa725e3adce0f5237727a0a698d5ec3ae2d1021c0f9801c638eb504244b208b85c124aafbf6a6bdcf9effbb208cf249f6aa52deadaa4b348 c9927ef03c03ed4c68b97734691b220c153919ae0fc63aac8d66623952c76e7d6b4757d5da180cab372587d4d79eea97ef7d74ce5cb282719ad28c2eee635ea2 841f728d3da4675552785e94ca2bb4f2aed054f6509b8bd8a203396191eddea0aea3c2fa5b316bc91481b7e5078e3d680427d9f6c84631cd60ea1188afa44030 383f9806bb77b3dee5c0efc8ae2b5362da9dce7a890afe5c7f4aa7b0ac54a28a2a4029739a4a2800a28a29805145148028a28a0028a28a0028a28a0028a28a00 28a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00 28a28a0028a28a0028a28a0028a28a0028a28a0028a28a601452d2500385149d68a621714b4d19a5a005a28cd14c42d0292941a0008e69b4a4e6933480290d2e
6909a06140a4a290c751499a334c40452529349498cd4d2756974f9d7037267919c715e896be2782ee1531ccb1e0fcc58f38f7af285f7abd6d70ca800009fef6 7a561529a96a7650acd2b33d50eb8851824db7d0f635524d5d51410e8c4839c935e7e6f828c13229c73b4e734c3a83b11f3b103919acd513a7eb0b63ba97548b cb3224e4385f50327a63f5ae7af35b7c795e613c6481ea6b04dd19301d58e0f001a3cd6dabc631d3354a9a44bacdec36eaf2e6eb22472467a5522307156242c4 e33c0a8188e83f3ada3a1c555df56368a2ad69f6136a57b1dac032ee7a91c28f53ed546259d174a6d4eef0ca7c84e5c8efed5e956da78b6b548d40e47229da2e 8d058db470c6328833b88e5dbb935b4b082d92054dcbb58c36b6d8c381c903f5af27b9944d7734a3a3bb37e6735ec5ac3fd9a19a60322189e5ff00be549af18a a14828a28a090a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28 a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2980a28 a01a29885a281466800ef4b499a51400514514c41da92969290098a4a77514940c4a5a4a2a461451450014514a012400324d00751e28f0f8b3d2345d66d941b5 bdb489642bc85955006fcf04fd735cec20860457aaf82b4b7d73c0173a35f47911cbe7401ba85c827f5cfe75e6371672d8decd6930c49131522a1be86d4d5ddc 529b8f1d7b9a5f246ddc462a4518250f2383c54b38570a1012cdc73daa2e7572a2a9000c0205063daa4b6428ee69f2a0831bfe6908c81e955a491a5939c903a0 a6b5265a11b92df4a8f1cfd6ac85c752054f61a6dd6ab7a9676511795ba9eca3d4fa0ab4cc674fab20b2b1b8d42f23b3b48cc93487000af57f0f785a2d16d762 90f72e3f7d301dff00ba3d8569786bc236de1fb3da9896ee41fbd9cf07e83d05741e40000c74a57b99ec67a40a91aa800605288f9abde4e7b535e3daa684238a f1b5c7d8fc3774c1b6bcecb02fe27247fdf20d792577bf13afb75fd95829388e332b8cf04b1c0cfbe01fceb82ab2585145140828a28a0028a28a0028a28a0028 a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028 a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a6014b4945002f4a334868a042f7a5a4a053016968148 4e2810ee314dce290b13494ae3b0a4e6928a290c28a28a0028a28a002b6344d3fed17f6aacbb9e57f913d87735931a79922afa9af47f86ba436a9ad4ba9bae20
b70228876ff38fe74f6d40f43d3ece4d3ede2923014a738f6f4ae1fe24f8618489e24b44636ee425d051ca1ecc7d8f4fcabd720b4130c3005470bf5aad1dba91 244e8b246e0a4b1b8cab8f422b265c64d3b9f35801186ec8e849f6ff000ab51dc008ec08c0e87a57a4f8a3e14ed492ff00422ef6e065acd8e5a3f5dadfc43eb8 af2c9c7d96528c0ee43808c31f98ebf9d43477c2a2b5c4652ffbc60496e9f4a0db91f7bf4a7c52798c598f3dc0e80576fe16f87b7bad14bdbf8deded0f2aadc1 907b7a51a94e504aece7341f0c5eebb3ed857cbb6070d330fd07ad7b0683e19b3d0edbcab58f6b1fbf21fbce7dcd6e5868d6da75ba41044b1a20c0006055b316 0d347154aae4fc8a42003a0a0c58ed577601cd44fc66a918950a85154a40d2c9b17bf1575f2fc0accf10dd7f62f85f52d4f76d961808888192246f957f520d50 cf09f145f0d4bc4fa85ca3068ccc5108e8557e507f1001ac8a28aa2428a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00 28a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00 28a28a0028a28a0028a28a0028a28a0028a28a0028a28a003b514514c00d1475a31400a6973818a6d145c052734945148028a28a0028a28a0028a28a0028a28a 009ed629279961854b4b2b08d40f526be8ff00096849a268b6f6683e655f99bfbc4f535e51f0bb42fb7eb2da8cab98edb84cf4de7bfe03f9d7bc5bc7b548073f 5a4df41a2e5b2770301785aa7347e4deb7a1f9bfc6b5e18b64207a8e6a9ea5017688ae01c85e7a60f1480ccd6fc43a7785b467d4f53765881c471ae37ccffdd5 1ebea7a0af9c3c51e247f156b126a2f676b664e42c7020191fed37563ee6ae7c43f12cde24f165d39918d9dabb416a99e02a9c16c7ab1193f87a572639ab8a51 d3715d9d478235cd2fc3de218aeb56b15bdb53f2e7ab4078f9d46707e86be95b1b8b2d4ec20beb0b98ee2da740639a3e15874fc0fa8ea0f5af9360b169880186 495031cf24f038e7df8aeefc0be2eb8f065fb4326e934b9e50b35b9c3152a3e691738ff0c1f6ad6541c95ed627da74b9ef2f1e091e950ba8153db5e5aea76105 f594ab3dace81e39573f303fc88e841e462a07273d38edef5ccd59d8b207355d816ab041269cb17b5202bc7064fd6bcffe336a02d7c3da7698a486bb9cccd8ee a831cfd4b8c7fba6bd4a1830431c0c57807c62d4c5f78e9ed50feeec208e0c03c6ec6e6fc72d83f4aa888e028a28aa00a28a2800a28a2800a28a2800a28a2800 a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800 a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800 a28a2800a28a2800a500b1000c93c00292b73c27a77f686bf6ea57291b066fc
e803dabc01a30d27c3f046465d86e63ee7935dddbc792a48ef8acdd26dbcbb689 71c015bb0c78641e8326a0658618e2a3b85dcbc0e47ad4c477a6cab95c7a8a623e48f17e853f87bc4d7b652a911f98cf0b91f7e32720d6769b69f6bba4425154 b052ce700679f51d81fe9cd7b67c6ad0fed3e1d835444ccd632ed76ffa66e71fa36dfccd795e92925ae9925c29756f299b70de00dedb07dd3cf73d3b719c62ba 68479a77226ec891e558610e7790bbee1883c6e3f2a0fe25278273f97422b2ee65f2d3cb46c6d8c45f2e3193cb74e3b91f976a75ddc28b97419c2b2c791c7083 f0ea79acf91da56c9c649278f535d3395b44671573baf86de376f0fea834ebe907f64ddb80ccc4ff00a3be30197d01e33f41e95eec41ddc8c91c138ea6be55b4 b63733ac63241ec0679ec2be8bf87f75a85de8315aeab1edbdb61b0363fd6c7fc27ea071f9571565d7a9b44e8d2324d5948b1daa65871daa5d8075ac11422845 1972020e589e8077fd2be3fd63506d5b5bbfd45c10d757124c41edb989c7eb5f5178ff00525d23e1feb775921cda98531d774a7cb18fa6e27f0af942ad6c20a2 8a298051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051 45140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051 45140051451400514514005145140051451400514514005145140057a67c33d2f2df6923963c66bcda24324a883ab1c57bcf81ac05b69f08dbd06687b0d1e856 4988d73d2b5a24da093d5b9aa9610650161c0e6b4306a508319a82e65f2ca854dc7b8ff3deac018eb504f1f98fe61708b8f98e338fa54c9be808e27e2cb469e0 1bf852e21469da2850cac0063bd58819ef8527f0af01bd9c59c1f659214604c60491323a944ca9e40eec335e9bf16b575bef13e9ba424bb23b2512ca82e153e7 72001df90a3ff1eaf3fbd4125a44b2664cac484e525237333f55c1c63f0eb5e8d0838d3f366327a9cb172e7924d491a31655407cc63f281daa375008c771938e d5db7c36d062d5b57334d865848c0f5358f338dee696b9d9fc3ef02247125e5da665233823a7f9e2bd6a2d3d208d0c3f2ba01b78eb4ed36d12dedd4281d2af30 e31deb9dbbbd4a191e186ee011d78e952b345b5da388fc8436eec57be73518054ee5fbc074f5a248dae542b4b2797dd0704fb67d2a581e4ff1f757f2341d2747 8d87fa54ed7521079da830a0fb65cfe2b5e075dffc64d5bfb4fe22ddc2ae1a2b08d2d508f61b9bff001e661f85701560828a28a0028a28a0028a28a0028a28a0 028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0
028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0 028a28a0028a28a0028a28a00d4f0fdafdab578971c039afa3fc2fa79f29171f2228dd5e1bf0feccdc6ac085c9c802be98d2acd6cec638c7de232dee69487b22 f4600e14600e95253578a7815221319aacd3b5bc735c5c6c54855a438feea824e73f4a9ddc0e075ae7fc6f746cbc05af4c09dc2c645040cf2c36ff005a71d581 e0571aa4faa6ab77a94b2c8cd70ef3026ea118043903041f4031ede959baa29f2d81c95001c848d8656118f997ea79efdba53ac49fb31fbd83137fcb08463f76 7df27ef7f3cf00d3f54b67db21f2a42c1e61f35ba81f7557aa9efea3af1c015ebbdb439ba9ca37dec6304718af4bf83d36352bb8f3c650ff003af39b9884733a f180ec3b8c60fa1e6bb3f85d3f93e2478f38df183f91ff00ebd71548ee6e99f4cc2bfbb5c7a539c734cb370f6c8453e4386c5729422d417d3adad9cb70d3792b 1297693b2a8e49fc81ab23016b8bf8adaaff0064fc39d4c870b2dd6db48f3df79f987fdf01e9a03e63bfbc9751d42e6f6e0ee9ae2569a43eacc493fa9aaf4514 c028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a 0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a 0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2ac5859cba85fc16708fde4ce107b67bd007af7c16d0d9e39f559d0ecddb6107b91d4d7b7a7 4ae6fc2fa645a568f6b67002238630a07bf735d0ab6293622c0c0e4d31df3c2d47963522a8152311570327ad727f149f67c31d74ff00d338d7a7aca95d775e05 79cfc6cd456d3e1ffd933892fae9100cff000afcc7f502ae0bde133c3f4b8da4b7cf9123611f3b2c964c8daa3ae727fcfbd696a1026c9c792a8774a431b674dd b9d570369e41e46475e98c7358da6c71b43831c2d9c8cb432377418f97fa7ae3bd6d48607136c6b70ce18901a653f34c01e4f18e3048c67a01c135e9ad8e77b9 85a9463cf9b18037be06fe9f381c83ff00eafc41ad4f03b9b5f15420e46548ff00c7bffad4db951233946cef0465ae124e3cec742063a7d07d4d47a0a341e28b 0c65412df79369fbcdd7f2aceac6eae5c1eb63ea3d1e4df6b1d5d5f99d89ec48ac7f0f4bbad17e99ada871b589eec4feb5e71b09270322bc3fe3eeb04dce91a1 46edb638daee51d8962553f1015bf0615edf212582af5270057ca9f127551ac7c43d66e11b7451ce6de239c8db18d831ec76e7f1a6901ca514514c028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a002bd0be15e8bf6bd61b50917
222f923c8ee7a9fcb8fc4d79f2a9760aa3249c0afa13e1be902c74d846dc719e69 31a3d16d62f2a1500751565132726855c003d29e08a42140c53b231499a28b00d240eadb46473f8d7827c75d63ed3e23b1d2918edb38374833d1dce7f962bde8 955397e1472c7d00e49fcabe46f146aefaf78ab52d51c9ff00489d9c03853b73803f2c56d455eec52ec1a53a052bbe3048c63cd914f551dbd7dbd4f4ea37ede6 12347fbf6218a038d4460fef492704738c01efd077358ba5b3abc603c9d40205da63ef01d3191d3f1e077ad9b512c9e4f13b90f11cec865ce379fcb9e08ff746 4e6bd05b1cef7214492736db56690308c602452e3f7ae7923e9df85efdaaa692ab0f88f4c2542b08c96529b08fbc7fc93c9abf0c2a3c82f0b008f09264b4c63e 566fe1f4ebe8a3ae4f159f65b57c41a7a208c0588711961d573d1ba75fa9ebdc5454f84a8ee7d13e1972d6e9eebfd2ba684fc82b94f0c1c5b47e817fa0aea610 768f415e61bb337c45aa8d1340d4b55ca86b4b779937742e07ca3f16c0fc6be3d24b1249249e493debe85f8dfac0b3f0745a7238126a172032e3ac69f31ffc7b cbaf9e6a8028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a 0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a 0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00d8f0c589bfd6e04c6555831afa5fc3b6a2081001c00315e2bf0df4e0646b86 1c93c57bce951ed8979a4c7d0d71d29475a68e2941c5210e3d6973c537ad0cc40c0241f6a00e5be236ae745f026a970a712cb1fd9e2ebf7a4e0f4ff67757cb2a 0e7a1f6f9057b3fc77d6411a568a8ebceebc9579ef954fd37578c226e7c6dffc749aeba51b4511266dda46e04652298aae181fb2236065bbf5edfe1daafa222a 9f321419c3032d994c1111fee1e3a8e3b76c9acbb7580c7975b7071bb262906080e7aaff009c7d2af46d0aa931340ac1597f7770f1f22351fc5c7738cf4f7cd7 5ad8c596035ba33796f6c1c0036a492447e4878fbdd39e79fba796f4a820f9bc4d69872e04698265f33f817d811cfaf5ab724ae5650b24ac079cb8176b28202a 8fba7048ef83c8fbc7d0d78437fc250032b83b8fdf8c29ce5476ebd3af7ec05455f81950dcf7af0ef1689fee8aeae3388377a0e6b94f0f9ff448ff000aea1a48 a2b667998244aa59d89c0000c935e675373e79f8ddab9bdf19c5a72b93169f6eaa571c077f9c9fc8a7e55e695a3af6ab26bbe20bfd565cefba9de5c1fe104f03 f0181f85675500514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051 45140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051
4514005145140051451400514514005145140051451400514514005145140053914bbaa8ee714dab5a7287be881fef50819ec7e06b310da4636f5c62bd62c171 1d79e784203e4c5e95e8f6a008b349ee365a273d2819cd301c9a997a5210a298f9e80e09e2949e71597e21d55743f0f6a3a9b3006dadddd32c065f1f28e7dc8a 6b560f63e6ff00891ac2eb3e3bd5278e50f04527d9e1c39236a71c7b1393f8d72f1053201ba30090324b0c73d69f23b3cacccec589c92660727bd3e22cac3e67 ff0080cca7d3b577c57f56326cd1b49b60ff005adc8e42df6ce42f5e47a9e0f4047a75d0c4c43a96b87d9b94813472e46e51d0ff005e9f78fa55348e631642dc 31c632618e507841f8f27fce0d590a1a5cc9120dcc08f3ad31bbf784e095ebd09f7c127815ba336589a267593cd8e4e4310d3588f98b4a07f09c93c1c0ea79cf 18aad62125f14a3462350ccedb53763ef9f5ea78ebd3f2a75a8b7325bec6b450de5a928f2a7de909eaddb8fa9ed814ba31337886d9b2e484192d289092598fde 1c1fc3a74acaafc25c373df3415ff468b1ed55fe26eadfd91f0e355915d565b94169186fe2f30e180f7d9bcd5dd0c620881ec2bcdbe3c6b391a3e868ff00743d e4cb8ee7e44fd03fe62bce5bdcd8f18a28a298051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005 14514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005 1451400514514005145140051451400514514005145140051451400514514005145140051451400514514005696871f99a9c7ec6b36ba0f0941e76a8bc7714d0 1eede15b711db4648ed5d9a708a0560e8306cb78f81c0ade8c6e727b540134639a9c91da9883029d8cd0037a1e7f0c579cfc67d50d978420d391cabdf5c6587c b968d064f5edb8a7e46bd20f03d7f1c57827c64d44df78ba3b04594c5616ea981007c33fccdc93d7ee8fa835b508de64cdd91e6815b04e0923d110f23ffad52a 42fc811c9c03806d94e783df34cf2c81f3479e80ee808e7f0f634e458b78005b8271d44a3b0e38edcf6ff0aee32b97a38a12e1585b8e78325bbaeef9c0e8383f 771c7b8f5353d9bc4a227478c6dda72974c983963ce7af247e59fba09a6432edc345295c3820477d8e72c7186ebd87bf18ee6a78bce64d886e9f2b9e0473f223 e83fefafc471d326ac92784ca369dd72e14c64ed9926c7c849fe7cff007bee8f5a3c3b13ff00c24ea1d4860b1f05029fba0f41c0fa76fad44f1aa07f3921e124 cf9d6c5790801e50e30338cfe0bcd5cf0944ade29709b0a2051b94103851c73c8fa1e7d6b1adf0970dcf78d247ee900eb802be76f88dac0d6fc79aadca396863 97ecf11edb631b78f62413f8d7b7eafac8d0fc25a96a4afb6482dcf94719fde37ca9ff008f11f957ccf5e7a360a28a2980514514005145140051451400514514 0051451400514514005145140051451400514514005145140051451400514
5140051451400514514005145140051451400514514005145140051451400514514 00514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514 005145140051451400577bf0eac7cdb9f3994601ae080c9c57b47c39d37659464af279a3a0753d4b4f8f642a00ad485302ab5bc7b500c55c8fa5481276a01c1a 29ac718fad002c922c48647384405d8f5e00c9af93f5dbf1aaebb7ba8ce9186ba9da5cbc4eb80c4e3a1f435f427c46d5c693e05d424deaaf70a2de3dc1b92dd7 eef4f94357cdc4c6ac55644207cbf24ecb91d8fcc3e9f957661a3a3919547ad8818203806253d085675e7f1fa55c84b99630249092d81e5ddab60e476ebdbf1e 95149be4ce59ce7838b95939ff002dfcfd0d4db24752ceb31ee77daa919f9b9c8e7ffd7eb5d48865a8d64f2f256e5b7a0e96f1c833b081c8edcfa7fb3d8908e9 0a2b79a200ca18309a0743fc2b9f97a0edc7d077350b2db8570cb6fbd7703ba3910ff0af6e07bfe43939ab71b6e2e23930a4f0b1df85c7cf8e01ce0f0067a630 07347908719638965589914a990811de6c3d401c377c038eca31d4d6b783863c457b29cfcb2b01b8e4f1ea7bf6e7bfe35965269213b96e4ac8a31badd25eb29e 3d7b7ddfa927a0ab9e129f6de5eca9825e5380338c9231d6b2aff0970dcdaf8a5acedd1ac7488dc66790dc4983ced5caae7d892dff007cd79556ef8c3533a9f8 92e5c3168a0c41167b2af071ec4ee3f8d615701b0514514005145140051451400514514005145140051451400514514005145140051451400514514005145140 05145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140 0514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451401674f80dcdf43101d5857d1de0fb016f a7c2368c8005785f832d45c6b4848e17fc6be8ed122090201d85296c08db8c71835221c49b6910521e2715204e78a819f2700f5a59a4da84fad45065b0d8249f 4ef4c0f2cf8cdaa857d2f4a8e65042bdd4aab722327f85739fa37e95e4f898f01a67da40f9664973f41ff00fe55d97c47bf9350f1cea055a5782d8a5aa84f2e4 f9540040079eacdf9d71863f94178885c0c992cf031c0ce54fb9ff003cd7a94a3cb048e793bb192c4ca713ab800ed62d6a000011d0a9e785fc8535161c900db0 217e63fbc4dbc004fea7ebcf7228df0e49fdc038cfc8ee84f04e727ea3f2f4c0ab10bc86508b24ccbb80c25d86006e1d01191d063df1dea80990b3c8552490ab 37012f011f7f8383f87f2ea78960590a42ec2721591b2d6b1b0232c7a8faff00c07a726ab8570abb9653b36b2efb55c630c4f43c75edd3fdea4416c8c066d810 3823cc8d8158fa02780727a9e9d4d022689600610eb6cb87851b292464672c33db07b7af5351695a81b0b3b9b80df3062cb96dd96c7193df92b564b918f29
e42 9b94e23b812f48fb29f539e0fdeed8039e7279584221edbb71f9769f41d2b1afa44b86e55a28a2b84d828a28a0028a28a0028a28a0028a28a0028a28a0028a28 a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28 a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28 a0028a28a00ee7e1e421af19fd1857bfe92b8847d2bc23e1c7faf208ea6bde34ce2203daa6408d74381518cfda7d80a7a9c25363e37b9a4057b86df2ac62ac34 c9676b25c370b0c6d21c7fb209fe95522c34ecc7f0ac4f88ba80d37c03aa392a1a6410296524658f3d391c035705792427b1f3e5f4bf69b996e2e235f3677691 bceb5653972c7aa9e7961fa5409e507cc5e571ce12668ce3e63fc5ec17f21da8dd1a9f90c1b549e23b874dc3e8ff00ee7ea3f07a199d4953337ca73fbc49bb28 e73f5fcb9e82bd45a1cec465773f2b4ac3ee922e164cfdd19e7f0fa75f414dda4e19d1b0bce65b50bc7cc7f8791c7f8f5c52c8b89773a0ebbbf7d6bb78cb31ce dfa679eded51c62352046f00247056578ce768eedc0ea7f53e94750e84aa6053fbbfb3a9c1030ce9c84031cf19e4907b77ce4559667f9f63cc57f78a765c2cc3 0001d0e323dbaf73c53116594b2a9b8704b01b654987de51d0fe1c1e470c69485666f3d57e7ea67b52b9264e3ee7273838ee4e73c0a7b0125dfca653283bc79d 913db8538da0672bd7ddbb9c018ae5e4c79adb71b73c6dce3f5e6ba09a4db67712c4c8bf2339304e700b385fba793e99e807bd73b5c9897b235a6ba8514515ca 68145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145 00145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145 00145145001451450014514500145145001451450014514500145145007a27c3b00303df757b969adfbb15e1df0f880aa7debdab4f7fddad2902d8db2d88c8a2 53b62c77c54709dec3d07269676dc6a500cb753d41c1cfa579efc64d43cbd274bd3d645066b869a402e046c428007e1f31fcabd1221c77c7b578d7c61ba92e3c 536b68867616d64085112b8cb963dfdb6fbd6f87579912d11e7dfbf6c9cdcb82bd7e49baaf23b7f7ff002a6111a49ba411805b204b015e3713fc3df8effc872d 1e5238122c18cf1e6c0cb91bbdb8fe1fe63a52c4e1623b1c2fc80e63badbd1493c1e4e49fcfdabd0bea62310a2a808c83e5c831dc14c71fed7b9fd33d2ac2ac8 c1947da5831600009302770f5fa74fa1f6a8dd2474219676ebb731a49ce5475efd3f1ebd29a045957716e4315c992374eac4f2471dbfc8146c04a0c65d5e658
b 6b95dc66b62bd5c9cfcb8f4fc79cf029f6ceb88bca215f2aac62bb2a492492707af6cfaf005451b1d8a5198b6e0498ee813d093f29ea7d7d7a0e334fcb46a049 b80015bf7d6eac08099e5873d0fe19e285dc0abab4d22410c4c650648c12248d412b9247cc393cf6ed8ee4564559bf646ba2232851555576021471ce03738ce7 ad56af3eacb9a6cde2ac828a28acca0a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a 28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a 28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2803bbf02cc14819e735ed5a64998c73dabc17c1f232d c607aff857b86824c8a9b8d12123abb61b62dc7a9a46f98d398e06076150063500585e1703ae6be74f8837305f78fb577261f92710a874704ec0884647d1bfcf 4fa1d5f0578cf22be5abcd49ef354ba998ccb24b70ee4898919666ec473d47d40f7aeac325ccc8a9b0c8e5ca10aedf7777c973fec9cf0473c9e9ede9cd4922ca 46196e090481be05907f0af51d7a7e381da966b57f215bce0e020601e3538c955c67fcf000e9549a74f313302664e7284aff0019f7f6fe5d2bb5e9b992d76271 e4b953fe8a771c9c878f1962793d39c0f4fc00cd4aa59d008fcfc707093897f849fba7a9e4f1dfa0c0a659bb5e3aa2cd3207655f9dc49d4119e473df3ea0e38a 5be8becc0b482398e1c64c7b78185edf5a3a7320eb61245f2f7799d0295fdedb81d100eabf5c7e58ef42aa279ae9e5701f1e54e633c28ecdd703b76e73501ba4 8da44549232aef8314a57a63b1cfd07a0abd7b6ae9a65d4fe686000f95a304fcedd8f518fd4d4b7a36ba0edad8e7657324aee4b12cc4e58e49fa9ee69b4515e6 9d014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514 500145145007ffd9 }}}}}\sect\sbknone \marglsxn294\margrsxn743\cols5\colno1\colw241\colsx306\colsr306\colno2\colw3018\colsx240\colsr240\colno3\colw2960\colsx260\colsr260\colno4\colw2960\colsx313\colsr313\colno5\colw184 {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-237\slmult0\par { \trqc\trowd \trrh1460\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241 \pard\plain\intbl {\li0\ql{\f13\b\cf3 \fs21 thought leader}\cell}\trowd \trrh1460\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241\row } } {\shp {\*\shpinst \shptop-1989\shpleft-293\shpright347\shpbottom3061\shpfblwtxt1\shpbypara\shpbxcolumn\shpwr3{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn pib}{\sv{\pict\jpegblip\picw43\pich337\picwgoal860\pichgoal6740\picscalex100\picscaley100 ffd8ffe000104a46494600010100000100010000ffdb004300080606070605080707070909080a0c140d0c0b0b0c1912130f141d1a1f1e1d1a1c1c20242e2720 222c231c1c2837292c30313434341f27393d38323c2e333432ffdb0043010909090c0b0c180d0d1832211c213232323232323232323232323232323232323232 323232323232323232323232323232323232323232323232323232323232ff
c000110802f6006003012200021101031101ffc4001f0000010501010101010100 000000000000000102030405060708090a0bffc400b5100002010303020403050504040000017d01020300041105122131410613516107227114328191a10823 42b1c11552d1f02433627282090a161718191a25262728292a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a 838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4c5c6c7c8c9cad2d3d4d5d6d7d8d9dae1e2e3e4e5e6e7e8e9eaf1 f2f3f4f5f6f7f8f9faffc4001f0100030101010101010101010000000000000102030405060708090a0bffc400b5110002010204040304070504040001027700 0102031104052131061241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a262728292a35363738393a43444546474849 4a535455565758595a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4 c5c6c7c8c9cad2d3d4d5d6d7d8d9dae2e3e4e5e6e7e8e9eaf2f3f4f5f6f7f8f9faffda000c03010002110311003f00bb06ada95b42b0dbea177144bf75239995 477e003527f6eeb1ff00415beffc087ff1acfa2be1d559ad1367e94e8d36eee2bee343fb7758ff00a0adf7fe043ff8d1fdbbac7fd056fbff00021ffc6b3e8a3d ad4fe67f78bd852fe55f71a1fdbbac7fd056fbff00021ffc68feddd63fe82b7dff00810ffe359f451ed6a7f33fbc3d852fe55f71a1fdbbac7fd056fbff00021f fc68feddd63fe82b7dff00810ffe359f451ed6a7f33fbc3d852fe55f71a1fdbbac7fd056fbff00021ffc68feddd63fe82b7dff00810ffe359f451ed6a7f33fbc 3d852fe55f71a1fdbbac7fd056fbff00021ffc6a1b9d4afef2311dd5edcce80ee0b2cacc01f5c13ef5568a4ea4dab36c6a8d34eea2bee0a28a2a0d028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a
28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002 8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9 }}}}}\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-304\slmult0\par {{\listtext{\pard\plain {\f19\b\cf5 \fs55 \sub C }\tab}}\pard\plain \f19\b\cf5 \fs55 \sub \qj\fi-718\nowidctlpar\jclisttab\tx718\faauto\ls1\ilvl0\rin0\nooverflow\lin718\itap0 \sl180\slmult1 {\plain\f20\fs18 ampbell Soup Company has long been an iconic enter-prise. Founded in 1869 in }\par} } {\pard\sl-40\slmult0\par {\pard\plain \li58\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 Camden, N.J., its basic logo and can design have not changed since 1898. Andy Warhol\rquote s paintings of those cans, which began as an irreverent comment on their emblematic na-ture, are themselves half a century old. The company\rquote s recent business history is also iconic, at least in the way it evokes the overall drama of the consumer products industry.}\par} } {\pard\sl-9\slmult0\par {\pard\plain \li58\sl296\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 Like many other food compa-nies, Campbell diversified its prod-}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-304\slmult0\par {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj{\f20\fs20 uct lines to gain scale during the 1980s and early 1990s. Then, in the mid-1990s, its financial perfor-mance began to decline. It adopted a more coherent strategy in the 2000s, seeking global growth with a sharply reduced portfolio focused on three brand families: Campbell\rquote s soup, V8 beverages, and Pepperidge Farm baked goods. Finally, in recent years, as is becoming common in the food business, it has had to meet two seemingly contradictory imper-atives in its product line \emdash the pro-motion of health and wellness, and a}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-279\slmult0\par {\pard\plain \li0\sl247\slmult1 \ri0\nooverflow\qj{\f20\fs22 high level of appeal to customers craving comfort food.}\par} }
{\pard\sl-29\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 Making these shifts takes a fair amount of sophistication \emdash in tech-nology and process, and in leader-ship and human management. In-stead of trying to gain those capabilities through acquisition, Douglas Conant, CEO of Campbell from 2001 to 2011, sought to build them from within. Conant was hired as a turnaround artist after se-nior executive stints at General Mills, Kraft, and Nabisco, but his approach focused on investing in people, including paying deliberate attention to his own leadership style.}\par} } {\pard\sl-14\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 Jon Katzenbach, who writes regularly on organizational culture in this magazine, regards Conant as one of the few leaders who under-stand not just the importance of personal impact, but how to deploy it in practice. That\rquote s the subject of Conant\rquote s book {\i TouchPoints: Creat-}\i ing Powerful Leadership Connections in the Smallest of Moments {\i0 (Jossey-}\i0 Bass, 2011), coauthored with execu-tive coach Mette Norgaard. The book describes how to reframe inter-actions with people \emdash even annoy-ing interactions, like interruptions}\par} } {\pard\sl-1\slmult0\par {\pard\plain \li0\sl296\slmult1 \ri0\nooverflow\qj{\f20\fs20 \emdash as opportunities to raise the qual-ity of a leader\rquote s connection with}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-317\slmult0\par { \trqc\trowd \trrh2240\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth184 \cellx184 \pard\plain\intbl {\li0\ql{\f22\fs16 Photograph by Peter Gregoire}\cell}\trowd \trrh2240\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth184 \cellx184\row } }\sect\sbknone \marglsxn260\margrsxn2300\cols2\colno1\colw100\colsx1940\colsr1940\colno2\colw6920 {\pard\sl-190\slmult0\par {\pard\plain \li0\ql{\f14\b\cf3 \fs17 1}\par} }\column {\pard\sl-237\slmult0\par {\pard\plain \li0\ql{\f23\fs16 BigSpeak Consulting (805)965-1400 [email protected] www.bigspeak.com}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15120 {\*\bkmkstart page4}{\*\bkmkend page4}
\margl1240\margr112\margt1440\margb50\marglsxn1240\margrsxn112\cols4\colno1\colw2960\colsx240\colsr240\colno2\colw2980\colsx240\colsr240\colno3\colw2960\colsx546\colsr546\colno4\colw241 {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj{\f20\fs19 people, and thus to further the pur-pose of the enterprise. (Conant\rquote s suc-cessor as CEO, Denise Morrison, was formerly the executive champi-on of the company\rquote s signature well-ness initiative.)}\par} } { {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 We sought Doug Conant out because the Campbell story and the anecdotes in {\i TouchPoints} have par-ticular relevance for one of our own ongoing inquiries: How can compa-nies build the capabilities they need to distinguish themselves? The in-terview was conducted at the offices of Conant\rquote s Philadelphia-based not-for-profit group DRC LLC, which is dedicated to raising the quality and impact of leadership among senior executives.}\par} } {\pard\sl-265\slmult0\par {\pard\plain \li0\sl307\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 What are you trying to accom-}\b0 \fs18 plish now, in your writing and your work with companies?}\par} } {\pard\sl-1\slmult0\par {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj\fi-0 {\f25\b\fs18 CONANT: {\b0 \fs20 \f20 My goal is to contribute} \b0 \fs20 \f20 to the conversation about leadership, from a practitioner\rquote s point of view. For the first time, there are five \ldblquote generations\rdblquote of people in the work-place, with an unprecedented diver-sity of backgrounds and perspectives across the globe. Executives have to manage people connected through handhelds and broadband. Tradi-tional hierarchical management structures that evolve at a glacial pace are being stress-tested in pro-found ways, and it\rquote s taxing leaders.}\par} } {\pard\sl-7\slmult0\par {\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 But the real issue is community. I recently asked someone at a social media company to name one of the big management problems they have to deal with. \
ldblquote Well, so-and-so down the hall is not doing what he\rquote s sup-}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 posed to do.\rdblquote OK, you think the world\rquote s never dealt with that before?}\par} } {\pard\sl-2\slmult0\par {\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 Nonprofits and for-profit com-panies might look different on the surface, but they have the same chal-lenge: trying to create high-perfor-mance communities that will make an impact on the world. And they both break down the same way: They fall short on bringing strategic thinking to life amid the day-to-day work of the enterprise.}\par} } {\pard\sl-256\slmult0\par {\pard\plain \li0\ql{\f25\b\fs19 S+B: {\b0 \fs18 Why is that?}}\par} } {\pard\sl-57\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj{\f25\b\fs17 CONANT: {\b0 \fs19 \f20 It begins with the aspira-}\b0 \fs19 \f20 tional nature of their strategies. Ev-erywhere I\rquote ve worked \emdash at General Mills, Kraft, Nabisco, and Camp-bell \emdash we have always talked about being the world\rquote s best: the world\rquote s best cookie company, snack com-pany, and so on. People naturally aspire to be part of something bigger than they are, to not just draw a pay-check but find meaning in their work. Jon Katzenbach made that point in his book [{\i Why Pride Matters} \i More than Money: The Power of the World\rquote s Greatest Motivational Force}\par} } { {\pard\plain \li0\sl235\slmult1 \ql{\f20\fs22 (Crown Business, 2003)].}\par} } {\pard\sl-36\slmult0\par {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 I\rquote ve been building aspirational strategies my whole life. At Camp-bell, one of my
big moments came at the start of my third year, during our global leadership meeting. I re-alized that I had to raise our level of engagement and commitment, and I opened by saying, \ldblquote Enough is enough. I hope all of you want to be part of this company going forward, but you have to lead in a way that\rquote s going to build the world\rquote s most ex-traordinary food company. If you}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl247\slmult1 \ri0\nooverflow\qj{\f20\fs22 don\rquote t want to sign up for that, you shouldn\rquote t be here.\rdblquote }\par} } {\pard\sl-29\slmult0\par {\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 That spirited desire to do better resonates with employees. But over time, you run the risk of becoming too ambitious. Your reach exceeds your grasp. You create anxiety and stress in the system, and it compro-mises your ability to execute.}\par} } {\pard\sl-259\slmult0\par {\pard\plain \li0\sl307\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 In other words, if your reach} \b0 \fs18 exceeds your grasp, you\rquote ve got to improve your grasp.}\par} } {\pard\sl-1\slmult0\par {\pard\plain \li0\sl274\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 CONANT: {\b0 \fs21 \f20 And vice versa. If your} \b0 \fs21 \f20 grasp exceeds your reach, you should be {\i more} ambitious. You need to search for that sweet spot where your company can grow and prosper and seek greatness, but in a well-executed way.}\par} } {\pard\sl-3\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 Ideally, you should find a job that lasts. My kids, who are 30, 28, and 25 years old, have heard all their lives that they live in a chaotic, en-trepreneurial world, where they\rquote ll probably work for seven or 10 com-panies during their career. I don\rquote t think that\rquote s their first choiceand it doesn\rquote t have to
be. They should be able to find a quality work experi-ence in a company where they are appreciated, where they can learn and grow, and where there\rquote s an en-during sense of contribution. I\rquote ve worked for four companies during my career \emdash about nine years each}\par} } {\pard\sl-1\slmult0\par {\pard\plain \li0\ql{\f20\fs22 \emdash and that worked out all right.}\par} } {\pard\sl-301\slmult0\par {\pard\plain \li0\sl307\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 For those four companies, did} \b0 \fs18 their grasp exceed their reach or did their reach exceed their grasp?}\par} } {\pard\sl-1\slmult0\par {\pard\plain \li0\sl304\slmult1 \ri0\nooverflow\qj{\f25\b\fs18 CONANT: {\b0 \fs20 \f20 They were reasonably bal-}\b0 \fs20 \f20 anced, and their grasp exceeded}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-360\slmult0\par { \trqc\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241 \pard\plain\intbl {\li0\ql{\f24\b\cf3 \fs21 thought leader}\cell}\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241\row } } {\shp {\*\shpinst \shptop-1999\shpleft-276\shpright354\shpbottom3041\shpfblwtxt1\shpbypara\shpbxcolumn\shpwr3{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn pib}{\sv{\pict\jpegblip\picw42\pich336\picwgoal840\pichgoal6720\picscalex100\picscaley100 ffd8ffe000104a46494600010100000100010000ffdb004300080606070605080707070909080a0c140d0c0b0b0c1912130f141d1a1f1e1d1a1c1c20242e2720 222c231c1c2837292c30313434341f27393d38323c2e333432ffdb0043010909090c0b0c180d0d1832211c213232323232323232323232323232323232323232 323232323232323232323232323232323232323232323232323232323232ffc000110802f4005f03012200021101031101ffc4001f0000010501010101010100 000000000000000102030405060708090a0bffc400b5100002010303020403
050504040000017d01020300041105122131410613516107227114328191a10823 42b1c11552d1f02433627282090a161718191a25262728292a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a 838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4c5c6c7c8c9cad2d3d4d5d6d7d8d9dae1e2e3e4e5e6e7e8e9eaf1 f2f3f4f5f6f7f8f9faffc4001f0100030101010101010101010000000000000102030405060708090a0bffc400b5110002010204040304070504040001027700 0102031104052131061241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a262728292a35363738393a43444546474849 4a535455565758595a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4 c5c6c7c8c9cad2d3d4d5d6d7d8d9dae2e3e4e5e6e7e8e9eaf2f3f4f5f6f7f8f9faffda000c03010002110311003f005a28a2be0cfd3828a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a002
8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2 8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a00ffd9 }}}}}\sect\sbknone \marglsxn2300\margrsxn280\cols1\colno1\colw8940 {\pard\sl-182\slmult0\par {\pard\plain \li0\ql{\f23\fs16 BigSpeak Consulting (805)965-1400 [email protected] www.bigspeak.com}\tx8840\tab{\f14\b\cf3 \fs14 2}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15120 {\*\bkmkstart page5}{\*\bkmkend page5} \margl260\margr758\margt870\margb38\marglsxn900\margrsxn9040\cols1\colno1\colw1580 { {\pard\plain \li0\sl265\slmult1 \ri0\nooverflow\ql{\f29\b\fs16 Art Kleiner \b0 \i kleiner_art@ strategy-business.com \i0 is editor-in-chief of \i strategy{\i0 +}business.}\par} }\sect\sbknone \marglsxn294\margrsxn758\cols5\colno1\colw241\colsx364\colsr364\colno2\colw2960\colsx240\colsr240\colno3\colw2980\colsx240\colsr240\colno4\colw2960\colsx344\colsr344\colno5\colw138 {\pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-314\slmult0\par { \trqc\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241
\pard\plain\intbl {\li0\ql{\f24\b\cf3 \fs21 thought leader}\cell}\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241\row } }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz0\shpleft-293\shptop-1999\shpright336\shpbottom3040{\sp{\sn shapeType}{\sv 1}}{\sp{\sn fLine}{\sv 0}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn fillColor}{\sv 743933}}}} \column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-356\slmult0\par {\pard\plain \li0\sl304\slmult1 \ri0\nooverflow\qj{\f20\fs19 their reach. That\rquote s typical of the food industry. It\rquote s a mature 150-year-old industry; its consumption grows with population, but individual peo-ple don\rquote t appreciably eat more every year. So the businesses are managed in a conservative way. The brands and the competition don\rquote t materially change from year to year.}\par} } {\pard\sl-249\slmult0\par {\pard\plain \li0\sl313\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 And yet you were involved in} \b0 \fs18 turnarounds at every one of them. At Campbell, for instance, once you de-clared the goal of being extraordi-nary, you had to change the company to match.}\par} } { {\pard\plain \li0\sl303\slmult1 \ri0\nooverflow\qj{\f25\b\fs17 CONANT{\b0 \fs19 \f20 : We followed Jim Collins\rquote s} \b0 \fs19 \f20 hedgehog model from {\i Good to} \i Great: Why Some Companies Make the Leapand Others Don\rquote t {\i0 [Harper-}\i0 Business, 2001]. Fundamentally, you choose to
do only the things that you can do better than anyone else in the world, that you can make money at \emdash that Collins says \ldblquote drive your economic engine\rdblquote \emdash and that you can be passionate about. We set out to build that kind of business at Campbell, and the results are still playing out. We were coming from such a difficult starting point that it took 10 years to put the building blocks in place. We\rquote ll see what hap-pens in the next 10.}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-346\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj\fi-0 {\f25\b\fs19 S+B: {\b0 \fs18 How was it that you came to join} \b0 \fs18 Campbell?}\par} } { {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj\fi-0 {\f25\b\fs18 CONANT: {\b0 \fs20 \f20 The company was in a} \b0 \fs20 \f20 very tough spot in 1999. The world was changing; the food industry was consolidating. Campbell was a mid-sized, US$10 billion to $12 billion company, with the one thing food companies need most: several large and growing categories with the number one or two brand. But it was failing miserably in execution. Sales, earnings, market share, and employee engagement were waning, and the company was involved in several prickly legal situations.}\par} } {\pard\sl-7\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 In the year before I arrived, the company had lost half its market value; it had gone from $60 to $30 per share. The leadership team had tried to grow and diversify in unpro-ductive ways; the board felt a change was clearly needed. I\rquote d been director of strategy for Kraft, and I\rquote d helped rebuild Nabisco. I think the board would have preferred someone who had been a CEO already,
and who had done this before, but I had skills and experience that suggested I could figure it out.}\par} } {\pard\sl-13\slmult0\par {\pard\plain \li0\sl290\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 We did a survey of employee en-gagement soon after I arrived, and Jim Clifton from Gallup said we had the worst levels of any Fortune}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-355\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 500 company they\rquote d ever surveyed. It was a little less than two-to-one; for every two people engaged in the work, one was looking for another job. In other words, about 6,000 of our 20,000 employees were actively dissatisfied. I had been in toxic envi-ronments before; I had gone into Nabisco with Kohlberg Kravis Rob-erts just after the events described in}\par} } {\pard\sl-9\slmult0\par {\pard\plain \li0\sl290\slmult1 \ri0\nooverflow\qj{\f21\i\fs20 Barbarians at the Gate {\i0 [KKR\rquote s 1989} \i0 leveraged buyout of Nabisco]. But that was nothing compared to what we encountered at Campbell.}\par} } {\pard\sl-254\slmult0\par {\pard\plain \li0\ql{\f25\b\fs19 S+B: {\b0 \fs18 How did it get that way?}}\par} } {\pard\sl-57\slmult0\par
{\pard\plain \li0\sl303\slmult1 \ri0\nooverflow\qj{\f25\b\fs17 CONANT: {\b0 \fs19 \f20 The company had fallen} \b0 \fs19 \f20 into what Jim Kilts, the former CEO of Gillette, calls \ldblquote the circle of doom.\rdblquote You overpromise and under-deliver, and in trying to make up the difference, you make bad short-term decisions that compromise your ability to continue to deliver. At Campbell, the executives had ac-quired a group of diverse companies to keep the growth track positive, but they didn\rquote t adequately integrate [those companies], and they started to miss their numbers. So they raised prices in core categories like soup. Sales went up, but volume actually went down. This invited private-label competition, and enabled a vir-}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-314\slmult0\par { \trqc\trowd \trrh1500\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth138 \cellx138 \pard\plain\intbl {\li0\ql{\f27\fs12 strategy+business {issue 68}}\cell}\trowd \trrh1500\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth138 \cellx138\row } }\sect\sbknone \marglsxn260\margrsxn2300\cols1\colno1\colw8960 {\pard\sl-196\slmult0\par {\pard\plain \li0\ql{\f14\b\cf3 \fs18 3}\tx2020\tab{\f23\fs16 BigSpeak Consulting (805)965-1400 [email protected] www.bigspeak.com}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15120 {\*\bkmkstart page6}{\*\bkmkend page6} \margl1240\margr112\margt1440\margb50\marglsxn1240\margrsxn900\cols3\colno1\colw2960\colsx240\colsr240\colno2\colw2960\colsx260\colsr260\colno3\colw2960 {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-327\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 tually nonexistent brand, Progresso, to establish a foothold in the U.S.}\par} } {\pard\sl-2\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 Now they had to keep profits high in the face of competition, so they cut marketing spending, which is the lifeblood of a brand. Short-term earnings were maintained but volume slipped further, and then they went too far in raising produc-tivity to a point where they compro-mised product quality. They literally began to take some of the chicken out of the chicken noodle soup. Not surprisingly, volume kept coming down, and they took their cost-reduction efforts to another level by cutting overhead. They fired 250 R&D people in one day.}\par} } {\pard\sl-15\slmult0\par {\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 With R&D cut, the product pipeline faltered. People kept getting let go. The best people left. Those who didn\rquote t leave were discouraged. This went on for several years. The organization\rquote s malaise was tragic.}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj{\f20\fs19 your way into,\rdblquote I told the staff. \ldblquote You have to behave your way out of it.\rdblquote }\par} } { {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 To get the right people on board, we turned over 300 of the top 350 leaders in the first three years. This was unheard of in large con-sumer packaged goods companies, which typically have well-established cultures. We promoted 150 people from within and we hired 150 next-generation, high-performance lead-ers from outside; they\rquote re running the company now, or out successfully running other companies.}\par} } {\pard\sl-1\slmult0\par
{\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 Our next step was to establish a clearer, focused agenda. We were al-ready the world\rquote s largest soup maker}\par} } { {\pard\plain \li0\sl306\slmult1 \ri0\nooverflow\qj{\f20\fs19 \emdash so we focused on expanding our soup capabilities into the broader simple meal category and on build-ing out our healthy beverage plat-form with a focus on vegetable-based beverages. Vegetables came into the}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl247\slmult1 \ri0\nooverflow\qj{\f20\fs22 price dropped almost to $19. But we were building for the future.}\par} } {\pard\sl-294\slmult0\par {\pard\plain \li0\ql{\f25\b\fs19 S+B: {\b0 \fs18 How did you do that?}}\par} } {\pard\sl-57\slmult0\par {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj{\f25\b\fs18 CONANT: {\b0 \fs20 \f20 We reworked things on} \b0 \fs20 \f20 multiple fronts. For instance, we ad-dressed the two biggest consumer issues with Campbell\rquote s soup. To help people find the soup they were look-ing for, we developed an innovative shelving system. We also improved the healthfulness of our soups by re-ducing sodium without compromis-ing on taste.}\par} } {\pard\sl-7\slmult0\par {\pard\plain \li0\sl304\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 We revamped our executive compensation with longer-term goals. A major share of a leader\rquote s sal-ary was linked to long-term com-pensation, based on Campbell\rquote s to-tal shareholder returns versus a peer group of companies, over a rolling three-year period. That kept people sufficiently focused on the future. I}\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft-3213\shptop145\shpright2967\shpbottom145{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn fFlipH}{\sv 0}}
{\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 12700}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} \sect\sbknone \marglsxn1240\margrsxn1440\cols2\colno1\colw2960\colsx240\colsr240\colno2\colw5640 {\pard\sl-260\slmult0\par {\pard\plain \li0\ql{\f25\b\fs19 S+B: {\b0 \fs18 What was your first year like?}}\par} } {\pard\sl-57\slmult0\par {\pard\plain \li0\sl295\slmult1 \ri0\nooverflow\qj\fi-0 {\f25\b\fs18 CONANT: {\b0 \fs20 \f20 I came in with a few prin-}\b0 \fs20 \f20 ciples: a belief in the power of being a focused food company, and the}\par} }\column {\pard\sl-49\slmult0\par {\pard\plain \li0\sl260\slmult1 \ri0\nooverflow\qj{\f34\fs37 \ldblquote To get the right people on board, we turned over 300 of the top 350 leaders in the first three years.\rdblquote }\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz0\shpleft6450\shptop-523\shpright7080\shpbottom4516{\sp{\sn shapeType}{\sv 1}}{\sp{\sn fLine}{\sv 0}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn fillColor}{\sv 743933}}}} \sect\sbknone \marglsxn1240\margrsxn112\cols4\colno1\colw2960\colsx240\colsr240\colno2\colw2960\colsx260\colsr260\colno3\colw2960\colsx546\colsr546\colno4\colw241 {\pard\sl-5\slmult0\par {\pard\plain \li0\sl282\slmult1 \ri0\nooverflow\qj{\f20\fs20 belief that we needed about three years to become fully competitive and several more years to be in a po-sition to drive quality growth in an enduring way. There were no silver bullets. I also knew that you can only win in the marketplace if you win in the workplace first. You\rquote ve got to get \ldblquote the right people on the bus,\rdblquote as Jim Collins put it. They\rquote ve all got to be sitting in the right seats, and they have to be highly engaged in the work. \ldblquote You can\rquote t talk your way out of something you behaved}\par} }\column {\pard\sl-200\slmult0\par
\pard\sl-287\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 plant; we sent them in one direction to make soup and in another to make our best-selling V8 juices. We also owned a couple of tremen-dous baked-goods assets: Pepperidge Farm in North America and Ar-nott\rquote s in Asia/Pacific. We built the number three position in baked snacks in the world. We shed every-thing else.}\par} } {\pard\sl-9\slmult0\par {\pard\plain \li0\sl296\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 While we were downsizing and making these changes, the share}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-287\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 think that kind of balance needs to find its way more fully into the cor-porate sector. Yes, people need to be rewarded in the short term; they have bills to pay. But they also need to be sufficiently dispassionate about everyday issues, so that they can build a greater company tomorrow as well.}\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft-3213\shptop-2686\shpright2967\shpbottom-2686{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn fFlipH}{\sv 0}} {\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 12700}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} {\pard\sl-8\slmult0\par {\pard\plain \li0\sl291\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 Engagement was especially im-portant to me in the leadership area. If your top people are not wildly en-}\par} }\column {{ \trqc\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241 \pard\plain\intbl {\li0\ql{\f13\b\cf3 \fs21 thought leader}\cell}\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone
\clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241\row } }\sect\sbknone \marglsxn2300\margrsxn280\cols1\colno1\colw8940 {\pard\sl-190\slmult0\par {\pard\plain \li0\ql{\f23\fs16 BigSpeak Consulting (805)965-1400 [email protected] www.bigspeak.com}\tx8840\tab{\f14\b\cf3 \fs14 4}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15120 {\*\bkmkstart page7}{\*\bkmkend page7} \margl260\margr758\margt916\margb38\marglsxn900\margrsxn1240\cols3\colno1\colw2960\colsx240\colsr240\colno2\colw2980\colsx240\colsr240\colno3\colw2960 { {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 gaged in the work, you can\rquote t expect commitment from the people on the front lines. So we worked hard on getting the organization mobilized and self-directed. We built the en-gagement of our top 350 people up from that two-to-one ratio to 77-to-one. We did this while shedding as-sets and tightening the organization.}\par} } {\pard\sl-8\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 After it was clear we would re-cover, we made two big, long-term bets, which we could have delayed}\par} } {\pard\sl-3\slmult0\par {\pard\plain \li0\sl275\slmult1 \ri0\nooverflow\qj\fi0 {\f20\fs20 \emdash and our near-term earnings performance would have been better as a result \emdash but which we needed to do. First, around 2007, we invest-ed $135 million in an enterprise resource planning (ERP) system. This, over time, would allow us to manage our cost structure as effec-tively as other large food and bever-age companies. Second, in 2008, we opened offices in Russia and China, the two largest soup-consuming countries in the world. Neither coun-try had a major commercial soup manufacturer; it was all homemade. But we believed that their growing}\par} }\column { {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj{\f20\fs20 growth. By the time I left in 2011, we had record high returns on in-vested capital. We had a
good P&L, great cash flow, and a good balance sheet. And we were still building the business for the future; we had re-cord high investment. Our stock price came back up, but not to $60 again; it reached $40 just before the economic crash, and it\rquote s in the mid-$30s now, in 2012. We were also able to raise the shareholder divi-dend in each of the last 10 years.}\par} } {\pard\sl-265\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 What capabilities did you need} \b0 \fs18 to build back, and how did you do it?}\par} } { {\pard\plain \li0\sl305\slmult1 \ri0\nooverflow\qj\fi-0 {\f25\b\fs17 CONANT: {\b0 \fs19 \f20 First of all, we made a ma-}\b0 \fs19 \f20 jor commitment to training and de-velopment, which was part of a phi-losophy we called \ldblquote The Campbell Promise.\rdblquote If you\rquote re asking people to do extraordinary things, they have to see you leaning in to help them learn and grow. Otherwise, your message will fall on deaf ears over time. We had high expectations of}\par} }\column { {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj{\f20\fs19 where we brought leaders together from around the world, to work in teams on real cases, from Campbell and elsewhere. They would tear apart the strategy issues, employ a common process approach with the same language, and present their ob-servations to senior executives. Sepa-rately, I developed a program where I took 20 to 25 young, promising leaders and met regularly with them over two years, with homework fo-cused on significantly lifting their leadership profile. I taught this course for three separate cohorts.}\par} } {\pard\sl-1\slmult0\par {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 We also developed our own Campbell leadership model for managerial behavior. We had func-tional excellence programs targeting manufacturing, leveraging proven methods. We began to create com-mon ways of doing things across all our functions \emdash supply chain, IT, marketing, and sales \emdash along with more disciplined HR and financial planning systems, so people knew}\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft-3213\shptop218\shpright2961\shpbottom218{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}}
{\sp{\sn fFlipH}{\sv 0}} {\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 12700}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} \sect\sbknone \marglsxn900\margrsxn1700\cols2\colno1\colw2960\colsx240\colsr240\colno2\colw5720 {\pard\sl-184\slmult0\par {\pard\plain \li0\sl305\slmult1 \ri0\nooverflow\qj{\f20\fs19 number of middle-class consumers would soon want convenience foods. We invested $50 million to $60 mil-lion a year building our capabilities there. To justify the investment, only one of the two countries had to \ldblquote work,\rdblquote and after I left, Campbell}\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz0\shpleft-899\shptop-480\shpright-269\shpbottom4559{\sp{\sn shapeType}{\sv 1}}{\sp{\sn fLine}{\sv 0}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn fillColor}{\sv 743933}}}} \column {\pard\sl-1\slmult0\par {\pard\plain \li0\sl260\slmult1 \ri0\nooverflow\ql{\f34\fs38 \ldblquote We had said we wanted to win first in the workplace, and then in the marketplace. Now, we said we would win in the community.\rdblquote }\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft6\shptop236\shpright6181\shpbottom236{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn fFlipH}{\sv 0}} {\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 12700}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} \sect\sbknone \marglsxn294\margrsxn758\cols5\colno1\colw241\colsx364\colsr364\colno2\colw2960\colsx240\colsr240\colno3\colw2980\colsx240\colsr240\colno4\colw2960\colsx344\colsr344\colno5\colw138 {\pard\sl-39\slmult0\par { \trqc\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241 \pard\plain\intbl {\li0\ql{\f24\b\cf3 \fs21 thought leader}\cell}\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone
\clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241\row } }\column {\pard\sl-49\slmult0\par {\pard\plain \li0\sl211\slmult1 \ri0\nooverflow\qj{\f20\fs22 Soup doubled down on China and pulled back on Russia.}\par} } {\pard\sl-303\slmult0\par {\pard\plain \li0\sl307\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 How did you know that making} \b0 \fs18 this long-term investment was the right thing to do?}\par} } {\pard\sl-1\slmult0\par {\pard\plain \li0\sl306\slmult1 \ri0\nooverflow\qj{\f25\b\fs17 CONANT: {\b0 \fs19 \f20 All our analysis suggested} \b0 \fs19 \f20 that we couldn\rquote t sustain our growth profile for the long term without these measures. I was willing to take the risk. While the decision has yet to be proven out completely, we de-livered quality sales growth and 10 straight years of earnings-per-share}\par} }\column {\pard\sl-256\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 people, and we couldn\rquote t expect them to value the company\rquote s agenda if we didn\rquote t tangibly demonstrate that we valued their agenda as well.}\par} } {\pard\sl-4\slmult0\par {\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 Moreover, we had brought in many new executives with different backgrounds; we had people from Pepsi, Procter & Gamble, and Gen-eral Mills, all speaking the language of their old businesses. There wasn\rquote t a \ldblquote Campbell way\rdblquote to think about strategy. So we set up a strategy and management training curriculum,}\par} }\column {\pard\sl-256\slmult0\par {\pard\plain \li0\sl290\slmult1 \ri0\nooverflow\qj{\f20\fs20 what was
expected of them. We had tight budgets, but every year we found ways to improve the learning opportunities for virtually everyone.}\par} } {\pard\sl-254\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 What other investments did you} \b0 \fs18 protect?}\par} } { {\pard\plain \li0\sl308\slmult1 \ri0\nooverflow\qj{\f25\b\fs17 CONANT: {\b0 \fs19 \f20 We restored product qual-}\b0 \fs19 \f20 ity. We put more chicken back into the soup, for instance. We started a continuous improvement program so we were making better products every year, not worse. Products are}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-239\slmult0\par { \trqc\trowd \trrh1500\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth138 \cellx138 \pard\plain\intbl {\li0\ql{\f27\fs12 strategy+business {issue 68}}\cell}\trowd \trrh1500\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth138 \cellx138\row } }\sect\sbknone \marglsxn260\margrsxn2300\cols1\colno1\colw8960 {\pard\sl-182\slmult0\par {\pard\plain \li0\ql{\f14\b\cf3 \fs18 5}\tx2020\tab{\f23\fs16 BigSpeak Consulting (805)965-1400 [email protected] www.bigspeak.com}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15120 {\*\bkmkstart page8}{\*\bkmkend page8} \margl1240\margr112\margt1440\margb50\marglsxn1240\margrsxn112\
cols4\colno1\colw2960\colsx240\colsr240\colno2\colw2980\colsx240\colsr240\colno3\colw2960\colsx546\colsr546\colno4\colw241 {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-202\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 important to our employees. Neigh-bors would talk to them about their favorite soup, or what they liked about a new Pepperidge Farm prod-uct. We also restored our marketing spending to competitive levels \emdash from about 16 percent of sales back up to 20 to 22 percent.}\par} } {\pard\sl-7\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 To pay for this, we shed under-performing or less-connected assets, including a very large food business in the U.K. and Ireland that went back 100 years. We sold Godiva Chocolatier, which was a magnifi-cent brand but made no sense for our portfolio. We weren\rquote t a confec-tions or retail company.}\par} } {\pard\sl-8\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 We lowered some of our systems expenses. For instance, we realized that we had been overinvesting in transactional costs, so we outsourced processes to which we couldn\rquote t add value. Although our new ERP sys-tem raised costs in the near term, it clearly positioned us to reduce costs in the mid- to long term.}\par} } {\pard\sl-1\slmult0\par
{\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 In addition, we reduced our trade promotion profile and spent more on advertising directly to the consumer. We built our capabilities by leveraging our competencies across categories. For instance, we knew consumers were concerned about the amount of sodium in their}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-202\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 diet. So we developed world-class sodium reduction capabilities in soup, and then applied them across our entire portfolio: juices, Prego pasta sauces, and even baked snacks. We also developed marketing in-sights around the world in the same way, and harvested global views of our customers that improved our ability to compete.}\par} } {\pard\sl-9\slmult0\par {\pard\plain \li0\sl304\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 Then we incorporated a corpo-rate social responsibility program into the Campbell success model. We had said we wanted to win first in the workplace, and then in the marketplace. Now, we said we would win in the community and that we would continue to bring a high level of integrity to everything we did.}\par} } {\pard\sl-250\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj{\f25\b\fs19 S+B: {\b0 \fs18 Do you think of corporate social} \b0 \fs18 responsibility as a capability?}\
par} } { {\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi0 {\f25\b\fs18 CONANT: {\b0 \fs20 \f20 Yes, and it\rquote s a necessity.} \b0 \fs20 \f20 Companies are challenged by the public sector, by activist groups, and by consumers themselves. The best defense is a good offense, so you\rquote d better shape your agenda and move it forward in a visible and commit-ted way. Starting in 2007 at Camp-bell, we began measuring our efforts to help build a better world and re-porting on it in the annual report. We also sought to improve our cor-}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-202\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 porate citizenship as measured by the Ethisphere Institute, which pub-lishes a list of the 100 best corporate citizens in the United States. After we were included on that list, we be-came more recognized as a high-integrity company. This, in turn, did wonders for our employee en-gagement, and that had a positive impact on our performance in the marketplace.}\par} } {\pard\sl-10\slmult0\par {\pard\plain \li0\sl287\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 We put our arms around the city of Camden, N.J., where Camp-bell was founded. Camden is one of the poorest, most dangerous cities in the United States. It had nearly 40 murders in 2010, in a population of only 75,000. Most of the 23,000 kids in the public school system are obese but still hungry. The food
they get is not conducive to a good, well-balanced diet. We launched a 10-year program to revitalize the city, starting with nutritional train-ing in the schools. Campbell\rquote s em-ployees are involved; they\rquote re promot-ing exercise and helping to attract quality supermarkets and other food sources to the center of the city.}\par} } {\pard\sl-265\slmult0\par {\pard\plain \li0\ql{\f25\b\fs19 S+B: {\b0 \fs18 How did you come to write}}\par} } {\pard\sl-64\slmult0\par {\pard\plain \li0\ql{\f35\i\fs19 TouchPoints{\i0 ?}}\par} } {\pard\sl-49\slmult0\par {\pard\plain \li0\sl333\slmult1 \ri0\nooverflow\qj{\f25\b\fs17 CONANT: {\b0 \fs19 \f20 At the leadership course I} \b0 \fs19 \f20 taught, after a serene off-site session,}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par
\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-360\slmult0\par { \trqc\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241 \pard\plain\intbl {\li0\ql{\f13\b\cf3 \fs21 thought leader}\cell}\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241\row } }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz0\shpleft-276\shptop-1999\shpright354\shpbottom3040{\sp{\sn shapeType}{\sv 1}}{\sp{\sn fLine}{\sv 0}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn fillColor}{\sv 743933}}}} \sect\sbknone \marglsxn2300\margrsxn280\cols1\colno1\colw8940 {\pard\sl-158\slmult0\par {\pard\plain \li0\ql{\f23\fs16 BigSpeak Consulting (805)965-1400 [email protected] www.bigspeak.com}\tx8840\tab{\f14\b\cf3 \fs14 6}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15120 {\*\bkmkstart page9}{\*\bkmkend page9} \margl260\margr758\margt1440\margb38\marglsxn900\margrsxn1240\cols3\colno1\colw2960\colsx240\colsr240\colno2\colw2980\colsx240\colsr240\
colno3\colw2960 {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 the key program facilitator, Mette Norgaard, asked me, \ldblquote How can you go back to all the buzz in your office}\par} } {\pard\sl-3\slmult0\par {\pard\plain \li0\sl247\slmult1 \ri0\nooverflow\qj{\f20\fs22 \emdash the phone, the people stopping by, the interruptions?\rdblquote }\par} } {\pard\sl-29\slmult0\par {\pard\plain \li0\ri0\nooverflow\qj\fi360 {\f20\fs20 \ldblquote I don\rquote t view them as interrup-tions,\rdblquote I said. \ldblquote They\rquote re opportunities to help advance things. So I look forward to them.\rdblquote }\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl305\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 It\rquote s also how you bring strategies to life. As Campbell CEO, I sent 10 to 20 handwritten notes out a day. For example, I might have said, \ldblquote I saw you did good work here. You got this line up and running on time.\rdblquote Or maybe I said, \ldblquote You helped us get}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-327\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 ripples out around you. Someone will tell others, \ldblquote I had a really good conversation with Doug in the lunch line,\rdblquote instead of saying, \ldblquote That jerk,
he\rquote s not giving me the time of day.\rdblquote }\par} } {\pard\sl-5\slmult0\par {\pard\plain \li0\sl324\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 You can\rquote t manage every interac-tion well. There are times when you}\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft-3213\shptop164\shpright2965\shpbottom164{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn fFlipH}{\sv 0}} {\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 12700}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} \sect\sbknone \marglsxn900\margrsxn1760\cols2\colno1\colw2960\colsx240\colsr240\colno2\colw5660 {\pard\sl-180\slmult0\par {\pard\plain \li0\sl302\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 We started talking about the \ldblquote interruption age,\rdblquote as she called it \emdash the fact that every four minutes, on average, a worker is likely to have his or her concentration broken by an encounter with someone else. But I was sincere; I liked those moments, because I actually had people com-}\par} }\column {\pard\sl-2\slmult0\par {\pard\plain \li0\sl275\slmult1 \ri0\nooverflow\ql{\f34\fs36 \ldblquote As Campbell CEO, I sent 10 to 20 handwritten notes out a day. Each interaction is an opportunity to advance the company\rquote s agenda.\rdblquote }\par} }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz1\shpleft6\shptop212\shpright6185\shpbottom212{\sp{\sn shapeType}{\sv 20}} {\sp{\sn fBehindDocument}{\sv 1}} {\sp{\sn fFlipH}{\sv 0}} {\sp{\sn fFlipV}{\sv 0}} {\sp{\sn lineWidth}{\sv 12700}} {\sp{\sn lineColor}{\sv 743933}} {\sp{\sn lineDashing}{\sv 0}}}} \sect\sbknone \marglsxn294\margrsxn758\cols5\colno1\colw241\colsx364\colsr364\colno2\colw2960\colsx240\colsr240\colno3\colw2980\colsx240\colsr240\colno4\colw2960\colsx344\colsr344\colno5\colw138
{\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-359\slmult0\par { \trqc\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241 \pard\plain\intbl {\li0\ql{\f24\b\cf3 \fs21 thought leader}\cell}\trowd \trrh1480\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxtbrl\clftsWidth3\clwWidth241 \cellx241\row } }{\shp{\*\shpinst\shpfhdr0\shpbxcolumn\shpbypara\shpwr3\shpfblwtxt1\shpz0\shpleft-293\shptop-1999\shpright336\shpbottom3040{\sp{\sn shapeType}{\sv 1}}{\sp{\sn fLine}{\sv 0}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn fillColor}{\sv 743933}}}} \column {\pard\sl-1\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 ing to me, ready to engage on busi-ness issues. What a great time to deal with them in a quality way, as opposed to when I sought people out and they were not ready to talk. Mette and I came up with the \ldblquote touchpoints\rdblquote idea: that every con-tact is a chance to make a powerful leadership connection. The more we tested the idea with people, the more we found it resonated. So we wrote the book.}\par} } {\pard\sl-11\slmult0\par {\pard\plain \li0\sl303\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs19 We developed a structure for managing those moments: Listen, frame, and advance. It takes some work ahead of time because you have to reflect on
the kind of leader you want to be, what you aspire to do with your life, and how you\rquote ll handle it when you\rquote re interrupted next time. If you\rquote re just buffeted by people, you tend to lose balance. But if you develop some perspective first, it\rquote s amazing how powerful you can be in those moments. That\rquote s how people make themselves into leaders.}\par} }\column {\pard\sl-1\slmult0\par {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 into this test market ahead of sched-ule.\rdblquote I avoided gratuitous compli-ments and focused on the business priorities; I had a part-time assistant who collected reports about what was going on in the company. Over my 10-year tenure, I wrote 30,000 notes. It got to the point where I felt something was missing if I didn\rquote t have a chance to do it; I blocked out half an hour a day just to write the notes. I also deliberately wandered around the buildings, asking people about how things were going. It cre-ated a platform for candor: \ldblquote Well, it\rquote s not going very well.\rdblquote Then I could ask, \ldblquote Really? Is there some-thing you need?\rdblquote }\par} } {\pard\sl-17\slmult0\par {\pard\plain \li0\sl288\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs20 People can have 200 or more in-teractions a day, if you count e-mail. Each is an opportunity to advance the company\rquote s agenda. We found that many executives brush these in-teractions aside because they\rquote re too busy trying to get the \ldblquote real work\rdblquote done. But this {\i is} the real work, and it}\par} }\column { {\pard\plain \li0\sl286\slmult1 \ri0\nooverflow\qj{\f20\fs20 can\rquote t talk to people; you have to dis-criminate. But if you manage three encounters better today than you did yesterday, every day, you can fundamentally change the trajectory of your leadership profile. And we\rquote ve found that people who take on this discipline, just one interaction at a time, start to improve their ability to contribute.}\par} } {\pard\sl-9\slmult0\par {\pard\plain \li0\sl270\slmult1 \ri0\nooverflow\qj\fi360 {\f20\fs21 Once you get good at paying at-tention to people on the fly, you learn to deal with people\rquote s issues with empathy and efficiency. You raise your contribution profile and start to advance in the company. Ul-timately, the way you show up in any given moment, moment after moment, is the
behavior that defines your legacy. {\b \cf5 \fs23 \f38 +}}\par} } {\pard\sl-50\slmult0\par {\pard\plain \li1820\ql{\f39\fs14 Reprint No. 00128}\par} }\column {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-359\slmult0\par { \trqc\trowd \trrh1500\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth138 \cellx138 \pard\plain\intbl {\li0\ql{\f36\fs12 strategy+business {issue 68}}\cell}\trowd \trrh1500\trleft0\clvertalb\clbrdrt\brdrnone \clbrdrl\brdrnone \clbrdrb\brdrnone \clbrdrr\brdrnone \cltxbtlr\clftsWidth3\clwWidth138 \cellx138\row } }\sect\sbknone \marglsxn260\margrsxn2300\cols1\colno1\colw8960 {\pard\sl-196\slmult0\par
{\pard\plain \li0\ql{\f14\b\cf3 \fs18 7}\tx2020\tab{\f23\fs16 BigSpeak Consulting (805)965-1400 [email protected] www.bigspeak.com}\par} }\sect\sbkpage\sectd\pard\plain \pgwsxn11520\pghsxn15141 {\*\bkmkstart page10}{\*\bkmkend page10} \margl1080\margr1300\margt1440\margb0 {\shp {\*\shpinst \shptop653\shpleft1080\shpright6503\shpbottom2131\shpfblwtxt1\shpbypage\shpbxpage\shpwr3{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn pictureTransparent}{\sv 16777215}} {\sp{\sn pib}{\sv{\pict\jpegblip\picw362\pich99\picwgoal7240\pichgoal1980\picscalex100\picscaley100 ffd8ffe000104a46494600010100000100010000ffdb004300080606070605080707070909080a0c140d0c0b0b0c1912130f141d1a1f1e1d1a1c1c20242e2720 222c231c1c2837292c30313434341f27393d38323c2e333432ffdb0043010909090c0b0c180d0d1832211c213232323232323232323232323232323232323232 323232323232323232323232323232323232323232323232323232323232ffc0001108009a023503012200021101031101ffc4001f0000010501010101010100 000000000000000102030405060708090a0bffc400b5100002010303020403050504040000017d01020300041105122131410613516107227114328191a10823 42b1c11552d1f02433627282090a161718191a25262728292a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a 838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4c5c6c7c8c9cad2d3d4d5d6d7d8d9dae1e2e3e4e5e6e7e8e9eaf1 f2f3f4f5f6f7f8f9faffc4001f0100030101010101010101010000000000000102030405060708090a0bffc400b5110002010204040304070504040001027700 0102031104052131061241510761711322328108144291a1b1c109233352f0156272d10a162434e125f11718191a262728292a35363738393a43444546474849 4a535455565758595a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6a7a8a9aab2b3b4b5b6b7b8b9bac2c3c4 c5c6c7c8c9cad2d3d4d5d6d7d8d9dae2e3e4e5e6e7e8e9eaf2f3f4f5f6f7f8f9faffda000c03010002110311003f00f7fa28a2800a28a2800a28a2800a28a280 0a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a4660aa49ed4b5ccf8ff5c6f0f782f53d4633896284f97fef1e050079bfc4ef 8cc345ba9b46d0824d7a9f2cb3939488fa0f56af0cb8f1af89aea467975cbf249cf13301fa5624b2bcd2bcb231691d8b331ea49ea699401d269be3ef14697751 cf0eb376fb0e764d21756f620d7d15f0cbe2a5b78c2336772a2df528d72f1678
71fde5ff000af946b4741d5ee342d72cf53b572b2dbc81b8ee3b8fc45007dda0 e46452d51d1ef16ff4ab6ba4fbb2c6ae3e8466af5001451450014514500145145001451450014514500145145001451450014514500145145001451450014514 50014514500145145001451450014514500145145001451450014514500145145001451450050bdd7349d32610dfea965692b2ef093dc246c57246704f4e0fe5 55bfe12cf0dffd0c1a57fe06c7fe359fe24f877e15f176a31dfeb9a57daeea38842aff0068963c20248184603ab1fceb8ff167c20f02699e0dd72fecf42f2eea d74fb89a17fb5ce76bac6c54e0be0e081d6803d03fe12cf0dffd0c1a57fe06c7fe347fc259e1bffa1834affc0d8ffc6be18ae93c01a5d96b7e3cd1b4dd461f3a cee2e024b1ee2bb860f195208fc0d007d87ff096786ffe860d2bff000363ff001a922f12e8538262d6f4d931d765d21c7eb5c93fc10f87ac840d04a93fc42f67 c8fcdea8dd7c02f02dc2158adefad8e3ef457449ff00c7b22803d32396399774522bae71953914faf9bfc57f01f59f0ec526a9e12d4ee2f162058dbffabb803f d92bc39f6e0fa035c7787be31f8d7c3d222ff6a35fdbaf582fff007b91fef1f987e7401f60d15e73f0ff00e3068be3664b1997fb3b5723fe3da47cacbff5cdbb fd0e0fd719af46a0028a28a0028af34f8c5f116ebc0ba3da41a5aa7f69df9711c8ebb8428b8cb63a13f30001e3af5c62be785f8a1e384b91703c4fa8ef0dbb06 5cae7fdd3f2e3db18a00fb4a8af3df849f10a5f1ef87e7fb74689a9d832a5c18c61640c0ed703b676b023dbdf03d0a800a28a2800a28a2800a28a2800a28a280 0ae0be31c65be19eacc3b203fad77b5c57c5a5ddf0c35cf6833fa8a00f8d68a28a002957ef0fad25393fd62fd45007dc9e148cc5e18d341ff9f58fff004115b3 5474401741d380ed6b1ffe822af50014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014 5145001451450014514500145145001451450014514500145145001451450015cff8effe49e7897fec1575ff00a29aba0ae7fc77ff0024f3c4bff60abaff00d1 4d401f105761f0affe4a8787bfebec7f235c7d761f0aff00e4a8787bfebec7f23401f67d145140057c97f1cbc331787fe20c93dac612db538c5d055e8ae490e3 f31bbfe055f5a57cfbfb4cc6a25f0c4a07cecb74a4fb0f2b1fccd00782c52c904c9344ed1c91b06475382a472083eb5f62fc2af193f8d7c1305e5d303a85b31b 6ba238dcea010df8820fd735f1bd7d09fb33b4a6dbc4a873e487b62be9b88933fa05a00f7ba28a2803c87e3c781f53f13e9161aa69103dcdc69de6092dd0659e 36c1ca8ee415e83939f6af9916d2e5ee85aadbcad705b6888212f9f4c75cd7df34500794fc0cf03ea3e12f0fdf5eead135bddea6f1b7d99bef471a06dbb87662 5db8ec31df207ab5145001451450014514500145145001451450015c67c58ff9261aeffd7bff00515b1e2cf12dbf847c3b73acdd4324d1418ca47f78e4e2bcfa 3f8b1e05f1d687a8697adcf26996f228465b86c19075ca95cf4c5007cb9457d003c3bf030003fb6d7ff021ff00c28ff8477e067fd06d7ff021ff00c2803e7fa7 27fac5fa8af7eff8477e067fd06d7ff021ff00c283e1df81a7a6b8a39ea2e1ff00c2803dc746ff0090169fff005ed1ff00e822af5791dffc77f09e89791e9761 0dc5fdbc2888971011b0f006067938af57b69d6ead61b84042ca81c03d402334012d145140051451400514514005145140051451400514514005145140051451
400514514005145140051451400514514005145140051451400514514005145140051451400514514005145140051451400573fe3bff009279e25ffb055d7fe8 a6ae82b9ff001dff00c93cf12ffd82aebff4535007c415d87c2bff0092a1e1effafb1fc8d71f5d6fc309a383e25e812cd22471add02ceec000307a93401f6951 5523d534f9977457f6b22838cacca467f3aa97be28f0fe9cacd7bae69b6e1739f36e917a7d4d006b57cc3fb44eb515f78d6cf4c89c37f67dafef31fc32487711 ff007c843f8d77fe32f8fba06956b2dbf874ff006a6a04155936158233ea49c16fa0e0fa8af14d33c01e38f1cea52df2e9974cd7521925bdbc1e52124e4b65ba ff00c041a00e2c02cc154124f000ef5f5f7c1df074de0ff03c71dea6cd42f9fed33a1eb1e400a87dc01cfb93599f0fbe0a695e119e2d4f5495753d590868d8ae 2280faa83d48fef1fc00af53a0028a2b8ff1d5c78e6dfec1ff00085d958dceef33ed7f6a206dfbbb31961fedfe42803b0a2bc2fc43e32f8c3e17d1a5d5756d2f 458ace2655775c39058e07024cf535c67fc34378d7fe79695ff80edffc5d007d4f4570bf09fc5da978d7c1efaaeaab02dc0bb7840810aaed0148e093cf26bbaa 0028a2a96afac69fa0e9936a3aa5d476b6908cbc921e3e83b927b01c9a00bb457cefe26fda2350babb367e13d312342db12e2e54bc921e836a0e067df3f4ae82 c7c29f18b59b44bcd4bc65169b2b80c2dd635dca08e8c114007db26803da28af07f108f8c1e01d3df553afdbeb3a7420198185599067ab02a1b1cf50df5c62af f82ff682d3355956cfc4f6e9a64e7a5d444b40c7dc1cb27ea3dc5007b4d15f3cf8d3e367892fad26baf08e9f3d9e8714be4b6ab25b6f2ede8320aafd0e4f4e9d 2b90f0e7c6ff0018691aa452ea1a836a7625c79d6f3a2e4ae79dac0020fa738f51401f4bf8cb42b3f11f84f50d3af8c820788b9319c105791fa8af31f85ba068 1a17c299bc5375a78be9a48649e759515b842df2ae7a74af5fd46459743bb910e55ed9d81f62a6bcb7c23ff26dd37fd785cff36a00e747c6ef041033e0a00fa6 c8bfc28ff85dde08ff00a12fff0021c5fe15e0345007bf7fc2eef047fd097ff90e2ff0a7c3f1a7c1535c450a78286e91c28fddc5c64e3d2be7eab7a5ff00c85a cffebba7fe842803e82f891f0f740b8f1af862e238a4b71abde2c1711c3855da1739007435edd6f0a5b5bc50479d91a045c9ec062bce7e207fc8cff0fbfec263 ff0041af4aa0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a 28a0028a28a0028a28a0028a28a0028a28a0028a28a002b9ff001dff00c93cf12ffd82aebff45357415cff008eff00e49e7897fec1575ffa29a803e20ae87c0b a3da6bfe37d234abe0e6d6ea711c811b69c60f435cf5761f0aff00e4a8787bfebec7f23401f42a7c08f0122056d3ae5c8fe26bb9327f222abdcfecff00e079c3 08e3d42db3d0c5739c7fdf40d7a951401e03aa7c03d634273a8782fc4738b94e56295bc990fb0914e0fd0803deb8ab5f8bff00113c29a94963a95d99e4b76d92 daea300241f76186fd6beb3af0bfda2fc2d0cba558f89e0880b986416d72ca3efc6c09527e8463fe05ed401afe0ff8fba0eb924767ae43fd9176c428959f740c 7fdeea9f8f03d6bd71595d43290548c820f0457c035eebf01fe22dc45a8c7e10d527692da607ec1248c498980cf9793fc240381d8f1de803e8aa28a2803cdfe3 affc928d4bfebac1ff00a316be48afadfe3aff00c928d4bfebac1ffa316be48a00fa
9ff679ff00926d2ffd8425ff00d052bd62bc9ff679ff00926d2ffd8425ff 00d052bd62800af923e32f8e2e3c55e2fb8b0865234ad32468608c1e1dc70f21f5248207b0f739fadebe049fcc171279d9f3771df9ebbb3cd0075df0a2c96ffe 29787e175dc16e7cec633fead4b8ff00d06becdaf903e097fc95ed0bfede3ff49e4afafe8028eb56a97ba16a16920cc73db491b023390ca41fe75f0757dfb248 b144f239c2a29627d857c05401eedf0835287c6fe0cd5fe1ceaf2111884cd69201f322ef04fd76b9561f53e953e93fb374d16b28fab6b904da6c6e18a4113092 503b1cf0b9f519ae33e03971f156c0296c18270f8f4d87afe38afad68029ea4aa9a2de2280156ddc003b0da6bcb3c23ff26dd37fd785cff36af54d57fe40f7bf f5ef27fe826bcafc23ff0026dd37fd785cff0036a00f97e8a28a002ade97ff00216b3ffaee9ffa10aa956f4bff0090b59ffd774ffd085007d55f107fe465f87d ff006145ff00d06bd2abcd7e217fc8c9f0fbfec28bff00a0d7a55001451450014514500145145001451450014514500145145001451450014514500145145001 45145001451450014514500145145001451450014514500145145001451450014514500145145001451450015cff008eff00e49e7897fec1575ffa29aba0ae7f c77ff24f3c4bff0060abaffd14d401f105761f0aff00e4a8787bfebec7f235c7d761f0affe4a8787bfebec7f23401f67d1451400570bf18edc5c7c27d754a6ed b1c6e31db6ca873fa57755e7ff001aeed2d3e13eb01c8dd37951203dc9914ff204fe1401f2055ed16fdf4ad734fd4636daf6b731cc1bd36b03fd2a8d6bf85b48 975ef15e95a5c2859ae6e510e3b2e7e63f40327f0a00fba28a28a00f37f8ebff0024a352ff00aeb07fe8c5af922beb7f8ebff24a352ffaeb07fe8c5af922803e a7fd9e7fe49b4bff0061097ff414af58af27fd9e7fe49b4bff0061097ff414af58a002be4cf8d1e059fc2fe2d9f53b7858e93a9c8668e403e58e46e590fa7392 3d8fb1afacebcdfe29f8e7c3da4e9d27876ef4f1adea57ca1134c4049c9fba588e54e718c7cd9c631d6803e7df8477d1e9df157409e5202b4ed0e4fac88d18fd 5857d955f2c5a7c04f19cfa5a6a719b2b4bb2de62593cccb220ea3e6c101bd89fa9cf15dcda789be35e8b6ab6b7be15b6d4993817076b3b7d4c6f83f90f7a00f 58f146a09a5785357bf9182adbd9cb264fa85381f89c0af85abdefc49a5fc63f88900b1bed2adf4cd31882d0aca91a311c8df966738f4e9c74cd6cf837f67cd3 b4b9e3bdf135d26a5321c8b48411003fed13cbfd3007ae680297ecf7e09b8b34b9f165fc2d1fda23f22c95c60b2120b498f438001fafb57bc52222c68a88a151 4615546001e8296802a6abff00208bdffae127fe826bcafc23ff0026dd37fd785cff0036af54d57fe40f7bff005ef27fe826bcafc23c7ecdb367fe7c2e7f9b50 07cbf4514500156f4bff0090b59ffd774ffd08554ab5a61c6ab667fe9ba7fe842803eabf885ff231fc3eff00b0aaff00e835e955e69f113fe43ff0fcf6fed64f fd06bd2e800a28a2800a28a3a0c9a0028af35f11fc71f07787ee9ed239ae353b843b5c59206453e85d8807f0cd6259fed1fe1a9650977a56a76ea4e37a847007 a9f981fcb3401ecb4564f87bc4da378ab4efb768b7f15dc19c36dc8643e8ca7953f515ad400515e6de24f8e1e0ff000f5dbda24d71a95c4676b8b240c8a7d0b9 201fc3358965fb47786669825de97a9db2138f302a4800f53f303f903401ec94566683e21d27c4da6aea1a3df45776cc71b90f2a7d181e54fb1accf15f8fbc3d e0b96d63d72ee481ae559a2090b3e42e33f741c751401d3515c2e8ff0017fc1
9aeeaf6da5d86a52bdd5cbec895ed9d416f4c918adbf1578cf44f065b5bdc6b77 2f04770e52329133e48193f741a00dfa2b82d2fe31f82b59d56d74db2d4667baba9562894dac8a0b1380324605765a9ea963a369f2dfea57715ada4232f2cad8 03ff00afe83bd005ba2bc8352fda2bc296b33476365a95f05e9208d6346fa6e3bbf302a6d27f684f085fdc2c37b0ea1a76eff96b3441e31f52a49fd2803d668a 82caf6d751b38af2cae22b8b69977472c4c19587a822b89d53e31f82b46d56eb4dbdd4664bab595a29545ac8c03038232060d0077b4571de1cf8a3e14f15eaeb a5e917d2cd76c8ce11addd06075e48c567de7c6af03585f5c59dc6a532cf6f2345228b590e194e08ce3d45007a0d15ca785be23786bc657d359e897924f3c317 9aead03a6172067240ee4566ea9f18fc15a36ab75a6deea3325d5acad14aa2d6460181c1190306803bda2b8ef0e7c51f0a78af575d2f48be966bb646708d6ee8 303af2462a9ea9f18fc15a36ab75a6deea3325d5acad14aa2d6460181c1190306803bda2bcdffe17af807fe8293ffe0249ff00c4d1ff000bd7c03ff4149fff00 0124ff00e26803d228ae3ad3e28f852fbc37a86bf05f4ada769ee897121b77054b90170b8c9e5874ac8ff85ebe01ff00a0a4ff00f80927ff0013401e91456059 78cf44d43c252f8a2dee5db49891dde53130202121be5c67b1ae5bfe17af807fe8293ffe0249ff00c4d007a45159f65ade9fa86811eb76b3f9961241f6859029 fb98c9e3ae7dab87ff0085ebe01ffa0a4fff0080927ff13401e914567e89ad58f88746b6d5b4d91a4b3b905a37652a48048e8791c83581e2ff00899e19f04b08 754bb692f08dc2d2d977cb8f523202fe2466803afa2bc593f692f0f19b0fa2ea822e3e60632df96efeb5e83e12f885e1bf1aa30d1efb3708bb9ed665d92a8f5d a7a8f7191401d451451400573fe3bff9279e25ff00b055d7fe8a6ac8f18f8abc57a1eaf15b685e0f9359b568048d70b36c0ae59814c60f600fe35c7eb9e30f88 9ad681a9694df0dee225bdb596d8c82e32503a95ce31ce33401f33d761f0affe4a8787bfebec7f2347fc2abf1cff00d0b37dff007c8ff1ad6f0c781fc79e1af1 369fad2784af6e1ace512088e14371d33ce2803eb9a2bc9ffe161fc45ffa2653ff00e057ff0063507fc279f1565ca43f0ee3473d0c921c0fae587f3a00f5faf9 afe3ff008eadf57bfb7f0ce9d32cb6f632196edd0e419b040507fd905b3eed8ed5afad0f8e7e2ab77b66d3a2d2ed64cabadacd14591e858b97c7d0d61e91fb39 788ae640755d4ec2c62ee22dd33fe5803f5a00f1b44792458e356776202aa8c924f602be9bf82df0ba6f0c447c43ae43b3559e3db05bb0e6de33d49f473fa0e3 b903aaf05fc29f0d782996e6d606bbd440ff008fcbac33affba3a2fe1cfb9aee2800a28ae4fc6be22f11e83f61fec0f0c49adf9de679db25d9e4e36edec739cb 7fdf340187f1d7fe4946a5ff005d60ff00d18b5f2457d0de37d67e2178d3c2d71a1c9f0f6e6d166746f3566de46d60dd303d2bca7fe155f8e7fe859beffbe47f 8d007bbfecf3ff0024da5ffb084bff00a0a57ac57cfde00bff00883e03f0eb69117c3fbabc56b869fcc69b61f98018c60ff76bd43c19e26f13ebb797516bde14 93458a38c34723cdbfcc6cf23a0a003e26f8cbfe108f065c6a51056bd9585bda2b0c8f3181e4fb0009f7c01deb86f80de178ae74fb9f1b6a67ed5aadf4f22c53 49f3145070cdfef336e04fa0f7350fed296f3b681a15c283f678eea4473db7328
2bfa2b5794f81fe2b7883c0b6925958adb5d58bbf99e45ca92118f52a410467 03d47b5007d8d457cdff00f0d29ac7fd0bf63ff7f9e83fb4a6b3838f0fd867b6657a00fa428af99ffe1a47c49ff406d2bf293ff8aa727ed25e210e0be8ba5b2f 70a6407f3dc6803e96a2bc3fc37fb46e9f797696fafe92d608e71f6a824f3514ff00b4b8040f719fa57b5db5cc1796b15d5b4a934132078e446caba919041ee2 801f222cb1b46c32ac0a91ec6bcc3e1bdaa8d0bc4fe05ba1b5b4eba9a050dd4c12e4a363f135ea35e6be348e5f0778cac7c776d1b369f228b2d6510671113f24 bff0138cfe1401f2b6aba7cfa4ead77a7dca149ada5689d4f620e2a9d7d11f197e19c9afedf1778663174f2461ae6187932ae389131d4e3a8fc6be797478dca4 8acaea70558608a006d75df0cbc3d27897c7fa5d9aa16863944f39c70113939fd07e35cd5869d79aade4767616b2dcdc4876a471296626bea5f865e06b6f867e 17bcd635c9628efe58bccba909f9608c73b01fe7ea7140163c5846aff177c21a3c441fb02cba8ce3d0636a7ea0d7a4d79dfc37b3b9d6350d5bc75a844d1cbabb 88ec6271cc56a9c2fd3775ff00f5d7a25001451450015e45f1ff00c5b73a1785ad748b295a29b5567595d4e088500dc3db25947d322bd76be72fda56463ae683 171b56da561f52c3fc0500786d6f789fc19aef83e5b48f5bb3fb335d47e644048ad903a83827046464564d87fc842dbfebaaff00315edffb4bff00c847c3bff5 ca7fe69401e6ff000d3c5373e14f1ce9d7714a56da7956deed33f2bc4c4039fa6770f715ef5f1ebc5973e1ef0741a7d8ccd0dceab23446453861128cbe0fbe54 7d09af95d1da37575386539047635ef3fb4c48c6efc3719fbab1dc30fa931e7f90a00f05adaf12f84f58f08de5bdaeb36a2de69e159e350e1b2a7e878208231e d58b5edffb4a7fc8c3a1ff00d7a3ff00e87401c6fc20f15dcf863c7d608b237d8b50956d2e63cf0431c2b63d558839f4c8ef5dd7ed2fff00211f0eff00d729ff 009a578b688eb16bda748c76aadd44c4fa00c2bda7f697ff00908f877feb94ff00cd2803c474ebe9b4bd4ed350b66db3dacc93467d194823f515efbfb41dfc3a a782bc31a85b36e82ea533467d55a3047e86be79af43d7b5dfed7f829e1bb676ccda6ea135ab64f3b76ee53f4c363fe0340189f0e3fe4a4f873fec210ffe842b d0bf68cf105c5c789ec7414908b4b5b713ba0e8d2b93c9f5c2818fa9af3df871ff002527c39ff61087ff004215d37c7c89e3f8a572ce49592d616404741b71c7 e20d00705a1687a878935ab6d274b87cebcb8622342c1470092493c000027f0a8b56d2ef344d5aeb4cbf8bcabbb690c72a6e07047b8e0d743f0cbc476be15f88 3a5eab7c4ad9a33c733019daae85777e0483c7615e95e29f82faf78cbc4fa8788f48d5b44934fd425f3a073712125481fdd8c8edd89a0097f66dd6ee5ae758d0 a4919ad846b751293c23676b63eb95fcabcafe23ff00c949f11ffd8426ff00d08d7ba7c26f84daf780fc5375a9ea977a6cd04b64d6eab6b23b36e2e8c090c8a3 1853debc2fe23ffc949f11ff00d8426ffd08d00751f007fe4a8c1ff5e937f215c3f8b3fe472d73fec2171ffa31abb8f803ff0025460ffaf49bf90ae1fc59ff00 2396b9ff00610b8ffd18d401e9ff00b377fc8e5ab7fd83ff00f6a25701f11ffe4a4f88ff00ec2137fe846bbffd9bbfe472d5bfec1fff00b512b80f88ff00f252 7c47ff006109bff423401d47c01ff92a307fd7a4dfc8572ff11ffe4a4f88ff00ec21
37fe846ba8f803ff0025460ffaf49bf90afabe803e00a2ac5fff00c842e7 febab7f335ecff00b35ffc8c3ae7fd7a27fe8740181e18ff009201e39ffafbb4ff00d1b1d797d7d7ff001b7fe490ebbff6efff00a511d7c81401f47f847fe4d7 b52ffaf4bcff00d09abe70afa3fc23ff0026bda97fd7a5e7fe84d5f385007d29f0635dfed1f845ace9723665d31665519e91ba332ffe3dbff2af9aebd23e0deb bfd99afeaba6c8f88753d3278c03d3cc442ea7f20e3f1af37a00faabc23aeb786bf676b6d62355696d6ca56883742e6460b9f6dc457cb97b7b73a8decd7b793b cf733b9792590e5998f526be81bc247ec94b838fdcc7ff00a58b5f3bd006db784f594f09278a1ad47f64bcc6059b7ae7774fbb9ce3208cfb567e99a95e68fa95 bea3613b41756ee1e3917a823f98f6af6bb855ff00864bb43b467ce2738eff006b615e13401f757867595f10f8634cd602843796c93320e8ac47cc3f0391f851 5ccfc1998cff0009741723184953ae7eecce3fa51401ddd15e74b7f6de37f891acf87af676feccd1228bfd05652a2ee57e59df182ca9c2ede99393daa6f147c3 5d364f0dea0be198e4d1b5136ee233a7bb44b3707f76eaa70c1ba74c8a00efe8acaf0c4325bf84f468668de3963b1811d1d4865611804107a115f3cfc768bfe1 1bf14e9b6da34d71650c965e63a4570e0336f619ebe805007d374573375e00f0edd5b3c3f659e02c38960ba951d0f62086ea2bca7e1278ff005d8fc7771e0ad6 ef65d462df34504f3b6e911e2c9396ea54853d73838c5007be515e7bf17f4eb55f00eb3ac223a6a10428239d25652bfbc51c60e3b9fceb9af825a2d8f887c072 5eeae92de5c8bd923124b3c84ed0a981f7bdcd007b3d15e5fe27f00a58eb7a0f883c3b737b088354b55bbb54b879229226955598292718c8cf6c64f6af50a002 8ae4be25f885fc35e01d52f60ddf6b788c36e107cdbd81f987fbabb9fe8a6b98f80de28935ef043d85dced2de699318d99d8b3346d964249f7dc3e8a2803d528 a2bc0bf682b74d0e2d22ef4b79ed27bc9e769de29dc7987e53cf3ea4fe7401efb4570de136d17c35f0eb4bf10debfd9ccba5db4b7571248cc64668d4f424e58b 1e83924d55f0ef82e0d5aea6d7758d3a6b28a71b6cf4b33b83147d77cb86e646feef451c75cd0075be25f0ee9fe2bd02e747d4e32d6f3afde5e191872194f620 ff009c57ca3e3df859abf8164334d716b73a7b37eea759951cfb18d8eecffbb91ef5f40fc4ff001bc7f0dfc236f1e9b12fdbae7305923e5846147cce73d76e47 1ea476cd786fc30d1e7f88df13527f104f2dfc76f19bbb933b16f30290150fb6e61c74c022803904f06f8a25b64b98fc37ac3dbba875956c6528ca4641076e08 a6af847c4aec157c3dab1627000b29324ffdf35f737418145007c41ff08278c3fe854d73ff0005d37ff135327c3bf19c88197c2dab807fbd68ea7f222bed9a28 03e14d57c35ae684036aba3df592b1c2bdc5bb22b1f62460d7d09fb3a6bd3dff0085751d1e672e34d9d5a2cff0a4818edfa6e563f8d7a3f8e6dedaebc05afc77 91a3c1f60998871c02a8483f504020fa8af25fd99eda45b3f125d11fba924b78d4fa951213ff00a18a00f7aa8ae6da0bcb596dae624960950a491b8c86523041 152d1401e60ba7f897e1948e347b5975ef0b162c2c95b373663a9099fbebed54afbc6df09f5b6f3b5cb3862bbce1e3bcb164954fbe073f9d7ae57827ed2b1c6
2 d341711a07324a0b8519230bc66803a7b1f88df0d74284a7872d44f70df76df4eb16323fb6703f53532689e22f891750dc78a2d9b48f0dc4e248f48dd996e88e 4198f65ff67ffd75c3fecd51a9bdd7a5da3708e350d8e7a9afa1a801a889146b1c6aa88a02aaa8c000740053a8a2800a28a2800af9bff694ff00918743ff00af 47ff00d0ebe90af9bff694ff00918743ff00af47ff00d0e803c62c3fe4216dff005d57f98afadfe23fc2f87e21dc69f2cbaac963f634750121126edc41f518fb b5f24587fc842dbfebaaff00315f55fc55f89f7bf0f6e74c8ad34eb7bb1789233195caedda54718fad00727ff0cd167ff433cfff008063ff008bacff00da5ffe 423e1dff00ae53ff0034aaff00f0d29ac7fd0bf63ff7f9eac7ed2fff00211f0eff00d729ff009a50078457b7fed29ff230e87ff5e8ff00fa1d78857b7fed29ff 00230e87ff005e8fff00a1d0078c587fc842dbfebaaff315edff00b4bffc847c3bff005ca7fe695e23a782da95aaa8249990003bf22bdbbf697ff908f877feb9 4ffcd2803c22a617328b37b4de7c9691642bfed00467f226aff873476d7757360993235b5cca807768e17900fc4a01595401d47c38ff009293e1cffb0843ff00 a10af77f8e5f0eef3c51636daee8f099f50b18cc72c0a32f3439c8dbea549271df71c73807c23e1c7fc949f0e7fd8421ff00d0857d51e26f89be16f08eaa34dd 66f6586e8c6250ab03b8da4900e40c763401f1810558ab0208e083dabadf03fc46d73c097a1ec65f3ac5db33d8ca7f7727a91fdd6f71f8e4715e9be28b4f879f 15f58487c357ed6be28b90e63636ae915c1552c449c601c29f9bafae78af10d574bbcd1754b9d375081a1bbb6731cb19ec47f31dc1ef401f6a7843c5fa5f8d74 38f54d2e43b73b6585fefc2fdd587f5ef5f23fc47ff9293e23ff00b084dffa11aecff67ad626b2f1f4ba6873e46a16ae193b6f4f994fe0370fc6b8cf88ff00f2 527c47ff006109bff423401d47c01ff92a307fd7a4dfc8570fe2cff91cb5cffb085c7fe8c6aee3e00ffc95183febd26fe42b87f167fc8e5ae7fd842e3ff46350 07a7fecddff2396adff60fff00da895c07c47ff9293e23ff00b084dffa11aeff00f66eff0091cb56ff00b07ffed44ae03e23ff00c949f11ffd8426ff00d08d00 751f007fe4a8c1ff005e937f215f57d7ca1f007fe4a8c1ff005e937f215f57d007c117ff00f210b9ff00aeadfccd7b3fecd7ff00230eb9ff005e89ff00a1d78c 5fff00c842e7febab7f335ecff00b35ffc8c3ae7fd7a27fe87401ea1f1b7fe490ebbff006eff00fa511d7c815f5ffc6dff009243aeff00dbbffe94475f205007 d1fe11ff00935ed4bfebd2f3ff00426af9c2be8ff08ffc9af6a5ff005e979ffa1357ce140162c6f26d3ef61bbb76db2c4db94ff4fa76aaf5a5ae692fa3de5bc2 d9227b3b6ba563dc4b12bfe8588fc2b36803e87bcff93495ff00ae51ff00e962d7cf15f43de7fc9a4aff00d728ff00f4b16be78a00fa1bc27f12749f027c25f0 adbea9a7dcde0bc5ba6510aa1036dc3f5dc47ad59ff8682f07ff00d0b77dff007ea1ff00e2ab85d67c2d75a97c04f0d788a39e15b6d252e5658db3bdfccbb2a3 6f18e09e735e55401f71f83fc4367e2af0b596b5616d25b5adcefd91480065daeca738e3aa93f8d15cdfc12ff9243a17fdbc7fe94494500719f13be13f886f3c 572f8afc2170df6a9b6b4b0c73f932a385dbb91b20608032320e73d73c7210fc46f8a5e039e35d7edeee7b50db766a56e487ff007650324fe27e95ed1e05f1bc 5ae6b1e22d0af2e94ea7a6ea9751c71b1019edc4adb08f5dbf74fd067ad6f78ca5d2e1f076acdacf966c0db38915f1f371c01fed6718f7c5004de19d7ed7c53e 1bb0d6ecc1586ee3de118e4a3024329fa3023f0af9f7f691ff0091cb49ff00b07ffed47af66f855a15d7873e1be93617d1b4775b1e69636e0a1772c148ec4020
1f7cd78cfed23ff239693ff60fff00da8f401ee577ab78b0db3ad9786201704611a7d414229f53b549207a0ae53e1b7c257f096ad3f8835abd8ef359983e0420 88e2dc72c41382c4fae06326bd468a00e1fe30ff00c928d7ff00eb927fe8c4af3ef83faaf88f4df859752687e1f8b5365bb999775e08ceeda9c6d2bcfe609e95 e83f187fe4946bff00f5c93ff462573ffb3cff00c93697fec212ff00e829401d6fc349a5b9f873a24f31ccb2c1bdce31f31624f1f5aeaeb88f1c6b967e00f014 d158c8b05dcaad6fa7445b2c6573d467b2eedc7e9ee2bafbaba874cd366bbba94882d61696591ba8551924fe028039bba822f1178edad278c4b61a3da1f310f4 7b8b852b83feec5bbfeff57877c359e5f879f1b6ebc3774e45bdccad624b71bb27742ff53f28ff0081d7b2785fc2561a968a9ac6b5625b53d51daf67cc8ca53c c3944c023eea6d5ff80d7927c77f0945e19d5f47f10e8f1b5bc72fee9cab13b2643b95b273c91ffa05007d295e0ffb4bff00c83fc3bff5d67fe495ec3e16d722 f12f85b4dd662c017702c8ca0f0afd197f06047e15e3dfb4bffc83fc3bff005d67fe49401cd4de39d57c3dae781dbc43a5ac9a0596996b25a44b960e0c2a0ce3 a03229e80fddedd771fa56c6fad752b182f6ca749eda7412452a1c8653d0d79fb7826c7c75f067c3da6dd623b84d2ad9ed6e71cc32792bcfb83d08ee3dc023cd be18f8d6ff00e1cf89a7f04f8af7416466da8d21c8b690f420ff00cf36e0fa739ee680353f696d3ae1e1d03525426de33340ed8fbacdb4afe615bf2ae4be006b 56fa5fc446b5b86551a85ab5bc6c4e3f780ab01f88523ea457d31af685a7f89b44b9d2753844d6970b8600e083d4329ec41e41af973c69f07fc4be0dbc6bdd35 26d434e8db7c5756aa7cd871c82ea39523fbc38e33c74a00fad68af9ff00c15fb42c70da4561e2db699a48c0517f6ea0961eae9ebee3afa57a4db7c5ef015d26 f4f11dbaf1d258e48cfe4ca2803b7a2bcf6fbe36f806ca3257596b971d23b7b79189fc4a85fd6b89d47e30f8a3c67249a67c3ef0f5d296f95af6550cc83ff404 edcb13d680353e39f8e63b5d20f83f4b733eaba89549d22f99a28c9185e3f89f8007a67d467b5f867e133e0df03d96992802f1f371758ff9ead8c8fc000bff00 01ae63e1c7c205f0edf7fc243e24b81a8ebee4c832c5d2063d5b27967ff6bb76f5aaff00133e355a78687f667879e1bdd51865e6fbd1dbfa7fbcdeddbbd007ab dddedad840d3de5cc56f12f25e570a07e26b8cd4fe30f81f4b62afad24ec3b5b2193f51c57c9dad788f58f115db5ceada8dc5dc87fe7a39c0f603a01597401f5 0dd7ed11e1485984169a84e0743b02e7f335e59f15fe26e9ff00102db4d8acac2e2d9ad1dd98cac0ee0c0018c7d2bcc68a00f4bf851f1274ef87eba97db6c6e2 e5ae8a6d31301b40cf5cfd6bd5ed7f687f09ccca27b6d42007a93186c7e46be5da2803ec6d37e2ff0081f5360b1eb71c2c7f86e14c7fcf8aec6cefecf50804d6 5750dc447a3c4e187e95f04568697ae6aba25cadc697a85c5a4abd1a190ad007ddf45780f803e3f3cb71169de2f11aab10a9a846b800ff00b6a3b7b8af7a8278 ae6049e091648a41b91d0e430f5068024af9ebf697b522f3c3b7617878e78cb7d0a11ffa11fd6be85ae1fe2a781dfc75e116b3b5655d46da413da96380cc0105 09ec083f981401f1f5ac8b15e41239c2a48ac4fb035ed5fb47dedaddea5e1d16f7314c45b4b27eedc37cac5769e3b1c1c578dea7a55fe8d7d258ea56735a5cc6
70d14a8548ff0011ef54e8027b2b66bcbeb7b5404b4d2ac600eb9271fd6bde3f698b73bbc377203118b88d8f61feac8febf9563fc1bf857a8dfeb769e25d66d6 4b5d3ad1c4d6f1cabb5ee241ca900f2141c1c9ebc633ce3d9fe25f8257c75e11974e4658ef616f3ed246e824008c1f62091f91ed401f18d7b37ed15a85a5ef89 7455b59e39b6d8f984c6c1861db2bd3d40cfd08af28d6344d4f40d464b0d56ca6b4b94ea92ae323d41e847b8e2a850069f86e17b8f14e910c632f25ec28a3dcb 802bd93f697ff908f877feb94ffcd2a0f827f0bf50975ab7f14eb568f6f676df3da4532ed69a4ecf83c851d41ee718e2a7fda5ff00e423e1dffae53ff34a00e1 fe09807e2ee8608c83f68c83ff005ef25737e30d14f877c63abe93b76a5b5d3a460ff733943f8a906ba5f825ff00257b42ff00b78ffd2792ba0fda2745fb0f8e 2d35545c47a8da8dc7d648fe53ff008e98e80387f871ff002527c39ff61087ff004215d9fed130bc7f116da43f764d3a32a7e8f20fe95c67c38ff9293e1cff00 b0843ffa10afa07e367c3bbcf18e976ba9691189752b00ca60ce0cd11e481fed0232077c9ef8a00f11f835730dafc59d0a59e45442f2a6e63819685d40fc4902 a6f8db3dbdc7c57d59eda48e401615764391b844a08cfa8c63f0ae0ee6da7b3b992deea09209e33b5e2950ab29f420f2298aaf248111599d8e00032493401e83 f0391dfe2de8eca78459cbf3d4792e3f991591f13e1307c4ef1121ce4debbf231f7be6feb5ec3f02fe1b6a5a1dd4de26d6ed9ed6592130da5b4a30e0120b3b0f e1e9800f3c9e3a543f1bfe17ea1aaea27c53a15b35d4ac8a97b6d12e643b46048a3f8b8001039e075e7001c27c069a287e285b1964540d6d3282c7193b738fd0 d70be22b84bbf136ab731952935e4d229539182e4f07bd673a346ec8ea55d4e19586083e86a5b4b3b9bfba8ed6cede5b8b890ed48a242ccc7d001401ec7fb36a 31f17eaee07ca2c304fb99171fc8d79f7c47ff009293e23ffb084dff00a11afa43e0efc3f9bc11e1c9a5d45546aba832bcea0e7ca55ced4cfa8c9271dce3b57c dff11ffe4a4f88ff00ec2137fe84680347e12f8974cf0a78ea2d535799a1b45b7910bac65ce48e381cd7d37e16f88de1af195f4d67a25e493cf0c5e6bab40e98 5c819c903b915f15d7b3fecddff2396adff60fff00da89401e417fff00210b9ffaeadfccd7b3fecd7ff230eb9ff5e89ffa1d78c5ff00fc842e7febab7f335ecf fb35ff00c8c3ae7fd7a27fe87401ea1f1b7fe490ebbff6efff00a511d7c815f5ff00c6dff9243aeffdbbff00e94475f205007d1fe11ff935ed4bfebd2f3ff426 af9c2be8ff0008ff00c9af6a5ff5e979ff00a1357ce1401eadf16345f2fc21e00d711789b45b7b5948f558d597f30cdf95794d7d37e33d17fb67f66ed25d5774 b61a6595e27fc06250dff8e3357cc9401f455c44f2fec98150648811bf017609fd01af9d6bebbf86ba65b6b5f0434cd32f14b5bddda4d0c8075c33b8c8f7af9a 7c69e07d5fc11ac4965a8c0c602c7ecf76aa7cb997b107d7d4751fad007a70d56c8fec9e6ccdcc42e3cef20465c6e2ff006bf3318ebf779fa578654f676773a8 5e456967049717333048e2894b3313d801573c41a15f78675cb9d2352409776e5448a0e472a1860f71822803eacf825ff248742ffb78ff00d28928a3e097fc92 1d0bfede3ff4a24a2803a297c17e1b9a29d1f47b63e7dcbddbbe087f39fef387fbc09f504536dbc15a0db5e41766d67b99edc83035ede4d75e511d0a895d829f
715d05140057237df0c3c1fa9cab2dfe92d7722aed579eee69081e8097e95d751401474cd22cf488e48ecc4c15cee6f36e2494e7d8bb1c7e157a8a2803175af0 9e8de212dfdab6d2dc2ba8468fed32aa30072328ac14f3ed546cbe1df8634e83c8b1b19ed61ddbbcb82fa745cfae03f5aea28a00e526f86be12b9bd8af2e74a3 7173110d1cb3dd4d2329072396735b3ad683a6f886d3ec9aa40f3dbf398c4ce81b3d41da4647b1ad2a28028e97a3d9e8f13c564b32a3904896e2497a7a6f638f c2b3359f037877c4323bead6325def60e524ba9766e0300840db471e82ba1a28031343f08e89e1b23fb22d24b64552a231712b2004e4e1198a8e7be2a9eadf0f 3c2faece66d534d6bc72ed20f3aea665566393b46fc2fd062ba7a28032749f0d697a1c663d3a19a28cc62208d732baaa8e8143310b8f6c562defc2ef06ea33f9 f7da3fdaa6c6df327ba99db1e992fd2bb0a28029697a559e8d64b67628f1c0a72aaf2bc98e00c02c49038e9d2aed14500616afe0af0cebb2349a9e8561732b75 95a101cffc0873fad73cff00057e1ec8e58f879413fddbb9c0fc83d77d450072161f0b3c0da6b86b7f0d58b11d3cf5337fe864d7570410dac2b0dbc51c5120c2 a46a1540f602a4a2800ac693c23e199656964f0ee92f237de76b28c93f53b6b668a00c4ff8437c2fff0042de8fff0080317ff1347fc21be17ffa16f47ffc018b ff0089adba280313fe10df0bff00d0b7a3ff00e00c5ffc4d1ff086f85ffe85bd1fff000062ff00e26b6e8a00c4ff008437c2ff00f42de8ff00f80317ff001347 fc21be17ff00a16f47ff00c018bff89adba280313fe10df0bffd0b7a3ffe00c5ff00c4d1ff00086f85ff00e85bd1ff00f0062ffe26b6e8a00c33e0cf0b30c1f0 d68c41ec6c22ff00e26b661862b7852186348a241854450a147a0029f45001451450056bdd3ac75288477d676f7518390b3c4ae07e04551b3f0a78734e984d63 a06956b28e43c1671a1fcc0ad7a2800a28a2802b5ee9f65a94221beb3b7ba881c849e25719fa1154acbc2be1dd36512d8e83a5dac80e43c1671a107ea056b514 005145140051451400514514014750d174ad5801a9699677800c017302c981ff000206a3d3fc3ba2692fbf4dd1f4fb37fef5b5aa467ff1d02b4a8a0028a28a00 cdd43c3ba26acfbf52d1f4fbc7fef5cdaa487ff1e06a4d3f46d2b490469ba6d9d9023045b40b1e47fc040abd4500145145001451450014514500145145001451 4500145145001515cdadbdedbb5bdd4114f0bfde8e540ca7ea0f152d14019da7787f45d1e46934cd234fb276fbcd6d6c9193f52a0568d14500145145007fffd9 }}}}}\marglsxn1080\margrsxn1300\cols1\colno1\colw9140 {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-341\slmult0\par
{\pard\plain \li0\sl228\slmult1 \ri7200\nooverflow\ql{\f1\fs24 Santa Barbara, CA (805)965-1400 [email protected] bigspeak.com}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-295\slmult0\par {\pard\plain \li2740\sl239\slmult1 \ql{\f4\fs36 Reprinted with Permission}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-248\slmult0\par {\pard\plain \li720\sl234\slmult1 \ri500\nooverflow\qj{\f1\fs24 Keynote programs provide the sizzle and have their place. However, a comprehensive learning program needs to embed new behaviors and thought processes into your corporate culture and hold people accountable to make certain that positive change sticks. An expert at BigSpeak Consulting partners with you to customize a learning program specifically designed to fit your needs. Together, we construct the path to success, aligning it with your core business strategies and budget. Partnering with BigSpeak Consulting gives you the edge, ensuring successful implementation of custom corporate education programs.}\par} } {\pard\sl-200\slmult0\par \pard\sl-389\slmult0\par {\pard\plain \li1640\sl239\slmult1 \ql{\f40\fs22 Source: White Papers {\endash } {\field {\*\fldinst {\cs15 HYPERLINK "http://www.bigspeak.com/consulting/whitepapers" }} {\fldrslt {\cs15 \ul {\ul
\cf2 www.bigspeak.com/consulting/whitepapers}}}}}\par} } {\pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-200\slmult0\par \pard\sl-238\slmult0\par {\pard\plain \li220\ql{\f2\fs20 BigSpeak Speakers Bureau, Santa Barbara, CA {\fs40 \f3 \super \u-3929 ?} (805)965-1400 {\fs40 \f3 \super \u-3929 ?} [email protected] {\fs40 \f3 \super \u-3929 ?} www.bigspeak.com}\par} }}
![[James Bryan Conant] - Harold Marcusemarcuse.faculty.history.ucsb.edu/present/104... · • Quote by J.B. Conant [James Bryan Conant] Diary as a Harvard Freshman (1910-11) “Education](https://img.pdfslide.net/doc/110x75/5ec0eae9138a746b2f50907b/james-bryan-conant-harold-a-quote-by-jb-conant-james-bryan-conant-diary.jpg)
![[James Bryan Conant]](https://img.pdfslide.net/doc/110x75/61ae46bfad438231933e41d2/james-bryan-conant.jpg)
