Kickstarting on a digital path can be quite overwhelming for AEC firms Continuous efforts bold steps and good resource management are what it takes to convince stakeholders to take the digital route Both back office and field teams can be resistant to change based on a myriad of reasons viz la ID: 904393
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ʤʣ ˧˥˔ˡ˦˙ˢ˥ˠ˔˧˜ˢˡ˔˟ ˪˔ˬ˦ ˢˡ ˛ˢ˪ ˢˡ˦˜˧˘ ˧˘˔ˠ˦ ˖˔ˡ ˔˗ˢˣ˧ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˠ˔ˡ˔˚˘ˠ˘ˡ˧ ˦ˢ˙˧˪˔˥˘. ʾ˜˖˞˦˧˔˥˧˜ˡ˚ ˢˡ ˔ ˗˜˚˜˧˔˟ ˣ˔˧˛ ˖˔ˡ ˕˘ ˤ˨˜˧˘ ˢ˩˘˥˪˛˘˟ˠ˜ˡ˚ ˙ˢ˥ ʴʸʶ ˙˜˥ˠ˦. ʶˢˡ˧˜ˡ˨ˢ˨˦ ˘˙˙ˢ˥˧˦ʟ ˕ˢ˟˗ ˦˧˘ˣ˦ʟ ˔ˡ˗ ˚ˢˢ˗ ˥˘˦ˢ˨˥˖˘ ˠ˔ˡ˔˚˘ˠ˘ˡ˧ ˔˥˘ ˪˛˔˧ ˜˧ ˧˔˞˘˦ ˧ˢ ˖ˢˡ˩˜ˡ˖˘ ˦˧˔˞˘˛ˢ˟˗˘˥˦ ˧ˢ ˧˔˞˘ ˧˛˘ ˗˜˚˜˧˔˟ ˥ˢ˨˧˘. ʵˢ˧˛ʟ ˕˔˖˞ ˢ˙˙˜˖˘ ˔ˡ˗ ˙˜˘˟˗ ˧˘˔ˠ˦ ˖˔ˡ ˕˘ ˥˘˦˜˦˧˔ˡ˧ ˧ˢ ˖˛˔ˡ˚˘ ˕˔˦˘˗ ˢˡ ˔ ˠˬ˥˜˔˗ ˢ˙ ˥˘˔˦ˢˡ˦ ˩˜˭. ˟˔˖˞ ˢ˙ ˧˘˖˛ˡˢ˟ˢ˚ˬ ˧˥˨˦˧ʟ ˛˜˚˛ ˖ˢ˦˧ʟ ˖ˢˠˣ˟˘˫ ˜ˡ˧˘˚˥˔˧˜ˢˡʟ ˘˧˖. ˇ˛˜˦ ˜˦ ˪˛˘˥˘ ˙˜˥ˠ˦ ˟˜˞˘ ˜ʹ˜˘˟˗ˆˠ˔˥˧ ˇ˘˖˛ˡˢ˟ˢ˚˜˘˦ ˣ˟˔ˬ ˔ ˩˜˧˔˟ ˥ˢ˟˘ ˜ˡ ˧˥˔ˡ˦˙ˢ˥ˠ˜ˡ˚ ˧˛˘ ʴʸʶ ˦˘˖˧ˢ˥ ˕ˬ ˙˨˘˟˜ˡ˚ ˚˥˘˔˧˘˥ ˗˜˚˜˧˔˟ ˔˗ˢˣ˧˜ˢˡ. ˇ˛˘ ˚ˢˢ˗ ˡ˘˪˦ ˜˦ʟ ˜˧Ϟ˦ ˡˢ˧ ˧ˢˢ ˟˔˧˘ ˙ˢ˥ ˬˢ˨˥ ʴʸʶ ˙˜˥ˠ ˧ˢ ˘ˠ˕˥˔˖˘ ˔ ˗˔˧˔ʠ˗˥˜˩˘ˡ ˔ˣˣ˥ˢ˔˖˛ ˕˔˦˘˗ ˢˡ ˖ˢˠˣ˟˘˧˘ ˖ˢˠˣ˟˘˧˘ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˔˨˧ˢˠ˔˧˜ˢˡ. ˇ˛˜˦ ˜ˡ˖˟˨˗˘˦ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˠ˔ˡ˔˚˘ˠ˘ˡ˧ʟ ˖˟ˢ˨˗ ˦˧ˢ˥˔˚˘ʟ ˔ˡ˗ ˩˜˥˧˨˔˟ ˖ˢ˟˟˔˕ˢ˥˔˧˜ˢˡ. ˇ˛˥ˢ˨˚˛ ˖ˢˠˣ˥˘˛˘ˡ˦˜˩˘ ˔˨˧ˢˠ˔˧˜ˢˡʟ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˙˜˥ˠ˦ ˖˔ˡ ˜ˡ˙˟˨˘ˡ˖˘ ˚˥˘˔˧˘˥ ˣ˥ˢ˝˘˖˧ ˖ˢˡ˧˥ˢ˟ʟ ˕˘˧˧˘˥ ˪ˢ˥˞˙˟ˢ˪˦ʟ ˘ˡ˛˔ˡ˖˘˗ ˣ˥ˢ˗˨˖˧˜˩˜˧ˬʟ ˙˘˪˘˥ ˗˘˟˔ˬ˦ʟ ˔ˡ˗ ˥˘˗˨˖˘˗ ˥˘˪ˢ˥˞. ʵ˨˜˟˗ ˔ ˦˧˥ˢˡ˚ ˙ˢ˖˨˦ ˢˡ ˣ˥ˢ˝˘˖˧ ˦˧˔ˡ˗˔˥˗˜˭˔˧˜ˢˡ. ʼˡ ˧˛˜˦ ˔˥˧˜˖˟˘ʟ ˪˘ ˟ˢˢ˞ ˔˧ ˧˘ˡ ˜ˠˣ˔˖˧˙˨˟ ˧˘˖˛ˡ˜ˤ˨˘˦ ˢˡ ˛ˢ˪ ˙˜˘˟˗ ˧˘˔ˠ˦ ˖˔ˡ ˔˗ˢˣ˧ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˠ˔ˡ˔˚˘ˠ˘ˡ˧ ˦ˢ˙˧˪˔˥˘. ˂ˡ˦˜˧˘ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˖ˢ˩˘˥˦ ˔ ˠˬ˥˜˔˗ ˢ˙ ˔˖˧˜˩˜˧˜˘˦ʟ ˔ˡ˗ ˪ˢ˥˞˜ˡ˚ ˢˡ ˔ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˣ˥ˢ˝˘˖˧ ˜˦ ˡ˘˩˘˥ ˘˔˦ˬ. ʴ ˩˔˦˧ ˡ˨ˠ˕˘˥ ˢ˙ ˦˧˔˞˘˛ˢ˟˗˘˥˦ ˔ˡ˗ ˣ˥ˢ˝˘˖˧ ˧˘˔ˠ˦ ˡ˘˘˗ ˧ˢ ˦˧ˢ˥˘ʟ ˔˖˖˘˦˦ʟ ˔ˡ˗ ˦˛˔˥˘ ˗˔˧˔ ˢˡ ˧˛˘ ˚ˢ. ʼ˧ ˜˦ ˔˟˦ˢ ˩˜˧˔˟ ˙ˢ˥ ˕˔˖˞ ˢ˙˙˜˖˘ ˔ˡ˗ ˢˡʠ˦˜˧˘ ˧˘˔ˠ˦ ˧ˢ ˖ˢ˟˟˔˕ˢ˥˔˧˘ ˢˡ ˔ ˣ˘˥ˣ˘˧˨˔˟ ˕˔˦˜˦. ˆ˧˔ˡ˗˔˥˗˜˭˜ˡ˚ ˣ˥ˢ˖˘˦˦˘˦ ˔ˡ˗ ˦ˬ˦˧˘ˠ˦ ˦˛ˢ˨˟˗ ˔˟˪˔ˬ˦ ˕˘ ˖ˢˡ˦˜˗˘˥˘˗ ˔ ˧ˢˣ ˣ˥˜ˢ˥˜˧ˬ. ʸ˩˘ˡ ˕˘˙ˢ˥˘ ˦˘˟˘˖˧˜ˡ˚ ˔ ˗˜˚˜˧˔˟ ˦ˢ˟˨˧˜ˢˡ ˙ˢ˥ ˬˢ˨˥ ˣ˥ˢ˝˘˖˧ʟ ˬˢ˨˥ ˧˘˔ˠ˦ ˢˡʠ˦˜˧˘ ˠ˨˦˧ ˕˘ ˪˘˟˟ ˧˥˔˜ˡ˘˗ ˔ˡ˗ ˥˘˔˗ˬ ˧ˢ ˗ˢ ˧˛˘˜˥ ˝ˢ˕ ˕˔˦˘˗ ˢˡ ˦ˣ˘˖˜˙˜˖˔˧˜ˢˡ˦ ˔ˡ˗ ˦˧˔ˡ˗˔˥˗˦. ʷ˘˙˜ˡ˜ˡ˚ ˔ ˪ˢ˥˞˙˟ˢ˪ ˠ˔˞˘˦ ˜˧ ˘˔˦˜˘˥ ˙ˢ˥ ˬˢ˨ ˔ˡ˗ ˧˛˘ ˙˜˘˟˗ ˧˘˔ˠ˦ ˧ˢ ˨ˡ˗˘˥˦˧˔ˡ˗ ˧˛˘ ˩˔˟˨˘ ˢ˙ ˡ˘˪ ˧ˢˢ˟˦ ˟˜˞˘ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˠ˔ˡ˔˚˘ˠ˘ˡ˧ ˦ˢ˙˧˪˔˥˘ʟ ˖˟ˢ˨˗ ˦˧ˢ˥˔˚˘ʟ ˔ˡ˗ ˩˜˥˧˨˔˟ ˠ˘˘˧˜ˡ˚˦. ʼ˧ ˜˦ ˖˥˨˖˜˔˟ ˧ˢ ˗˘ˣ˟ˢˬ ˦˧˔ˡ˗˔˥˗˜˭˘˗ ˣ˥ˢ˖˘˦˦˘˦ ˧˛˔˧ ˖˔ˡ ˕˘ ˗˨ˣ˟˜˖˔˧˘˗. ˇ˛˘˦˘ ˦˧˔ˡ˗˔˥˗˜˭˘˗ ˣ˥ˢ˖˘˦˦˘˦ ˖˔ˡ ˕˘ ˜ˠˣ˥ˢ˩˘˗ ˕˔˦˘˗ ˢˡ ˥˘˚˨˟˔˥ ˙˘˘˗˕˔˖˞ ˕ˬ ˢˡʠ˦˜˧˘ ˧˘˔ˠ˦. ˇˢˣ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˠ˔ˡ˔˚˘ˠ˘ˡ˧ ˦ˢ˙˧˪˔˥˘ ˜ˡ˧˘˚˥˔˧˘˗ ˪˜˧˛ ˖˟ˢ˨˗ ˦˧ˢ˥˔˚˘ ˔ˡ˗ ˖ˢ˟˟˔˕ˢ˥˔˧˜ˢˡ ˧ˢˢ˟˦ ˥˘˗˨˖˘˦ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˗˘˟˔ˬ˦. ʿ˘˩˘˥˔˚˜ˡ˚ ˗˜˚˜˧˜˭˔˧˜ˢˡ ˔ˡ˗ ˔˨˧ˢˠ˔˧˜ˢˡ ˙˥ˢˠ ˜ʹ˜˘˟˗ˆˠ˔˥˧ ˇ˘˖˛ˡˢ˟ˢ˚˜˘˦ ˛˘˟ˣ˦ ˘ˠ˕˥˔˖˘ ˔ ˗˔˧˔ʠ˗˥˜˩˘ˡ ˔ˡ˗ ˧˥˔ˡ˦ˣ˔˥˘ˡ˧ ˪˔ˬ ˢ˙ ˪ˢ˥˞˜ˡ˚. ʶ˥˘˔˧˘ ˔ ˥ˢ˕˨˦˧ ˗˜˚˜˧˔˟ ˔ˣˣ˥ˢ˔˖˛ ˂ˡ˖˘ ˔ ˣ˥ˢ˝˘˖˧ ˛˔˦ ˕˘˘ˡ ˦˧˥˘˔ˠ˟˜ˡ˘˗ʟ ˔ˡ˗ ˩˔˥˜ˢ˨˦ ˣ˥ˢ˝˘˖˧ ˣ˛˔˦˘˦ ˛˔˩˘ ˕˘˘ˡ ˗˘˙˜ˡ˘˗ʟ ˜˧ ˜˦ ˧˜ˠ˘ ˧ˢ ˪ˢ˥˞ ˢˡ ˔ ˥ˢ˕˨˦˧ ˗˜˚˜˧˔˟ ˔ˣˣ˥ˢ˔˖˛. ˇ˛˘ ˠˢ˦˧ ˖˥˨˖˜˔˟ ˦˧˘ˣ ˜˦ ˣ˥ˢ˩˜˗˜ˡ˚ ˙˜˘˟˗ ˧˘˔ˠ˦ ˪˜˧˛ ˜ˡ˙ˢ˥ˠ˔˧˜ˢˡ ˢˡ ˡ˘˪ ˖˟ˢ˨˗ʠ˕˔˦˘˗ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˗˜˚˜˧˔˟ ˧ˢˢ˟˦ʟ ˔ˡ˗ ˛ˢ˪ ˧˛˘ ˦ˢ˙˧˪˔˥˘ ˪˜˟˟ ˛˘˟ˣ ˧˛˘ˠ ˪ˢ˥˞ ˙˔˦˧˘˥ ˔ˡ˗ ˤ˨˜˖˞˘˥. ʸ˫ˣ˟˔˜ˡ˜ˡ˚ ˧˛˘ ˟ˢˡ˚ʠ˧˘˥ˠ ˩˔˟˨˘ ˢ˙ ˜ˠˣ˟˘ˠ˘ˡ˧˜ˡ˚ ˦ˢ˙˧˪˔˥˘ ˜ˡ ˬˢ˨˥ ˣ˥ˢ˝˘˖˧ ˠ˘˔ˡ˦ ˟˘˦˦ ˧˜ˠ˘ ˦ˣ˘ˡ˧ ˢˡʠ˦˜˧˘ ˔ˡ˗ ˠˢ˥˘ ˧˜ˠ˘ ˙ˢ˥ ˢ˧˛˘˥ ˘˙˙˜˖˜˘ˡ˧ ˣ˥ˢ˝˘˖˧ ˔˖˧˜˩˜˧˜˘˦. ˇ˛˜˦ ˛˘˟ˣ˦ ˣ˘ˢˣ˟˘ ˔˗ˢˣ˧ ˡ˘˪ ˪˔ˬ˦ ˢ˙ ˪ˢ˥˞ ˔ˡ˗ ˦˔˩˘ ˘˙˙ˢ˥˧ ˔ˡ˗ ˧˜ˠ˘. ˂ˡ˦˜˧˘ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˦ˢ˙˧˪˔˥˘ ˙˥ˢˠ ˜ʹ˜˘˟˗ˆˠ˔˥˧ ˇ˘˖˛ˡˢ˟ˢ˚˜˘˦ ˕˥˜˗˚˘˦ ˧˛˘ ˚˔ˣ ˕˘˧˪˘˘ˡ ˧˛˘ ˕˔˖˞ʠˢ˙˙˜˖˘ ˔ˡ˗ ˢˡʠ˦˜˧˘ ˖ˢˡ˦˧˥˨˖˧˜ˢˡʟ ˔ˡ˗ ˣ˘˥˦ˢˡˡ˘˟ ˪ˢ˥˞ ˦ˠ˔˥˧˘˥ʟ ˕˘˧˧˘˥ʟ ˔ˡ˗ ˘˙˙˘˖˧˜˩˘˟ˬ. ʿ˘˔˥ˡ ˤ˨˜˖˞˟ˬ ˪˜˧˛ ˦ˠ˔˟˟˘˥ ˦˧˘ˣ˦ ˊ˛˘ˡ ˪ˢ˥˞˜ˡ˚ ˢˡ ˔ ˡ˘˪ ˗˜˚˜˧˔˟ ˥ˢ˟˟ʠˢ˨˧ʟ ˜˧ʚ˦ ˜ˠˣˢ˥˧˔ˡ˧ ˧ˢ ˕˘˚˜ˡ ˨˦˜ˡ˚ ˦ˠ˔˟˟ ˦˧˘ˣ˦. ʺ˜˩˜ˡ˚ ˠ˘ˠ˕˘˥˦ ˧˜ˠ˘ ˧ˢ ˚˘˧ ˔˖˖˟˜ˠ˔˧˘˗ ˪˜˧˛ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˦ˢ˙˧˪˔˥˘ ˛˘˟ˣ˦ ˥˘˗˨˖˘ ˧˛˘ ˥˜˦˞˦ ˢ˙ ˖ˢ˦˧˟ˬ ˠ˜˦˧˔˞˘˦. ʴ˙˧˘˥ ˧˛˘ ˙˜˥˦˧ ˥ˢ˟˟ʠˢ˨˧ʟ ˣ˥ˢ˝˘˖˧ ˦˧˔˞˘˛ˢ˟˗˘˥˦ ˖˔ˡ ˔ˡ˔˟ˬ˭˘ ˛ˢ˪ ˣ˥ˢ˖˘˦˦˘˦ ˖˔ˡ ˕˘ ˢˣ˧˜ˠ˜˭˘˗ ˙ˢ˥ ˧˛˘ ˡ˘˫˧ ˦˧˔˚˘ ˔ˡ˗ ˣ˥ˢ˖˘˘˗ ˠˢ˥˘ ˘˙˙˘˖˧˜˩˘˟ˬ. ʺ˘˧ ˬˢ˨˥ ˦ˢ˙˧˪˔˥˘ ˙˨ˡ˗˔ˠ˘ˡ˧˔˟˦ ˖ˢ˥˥˘˖˧ ʵ˘˙ˢ˥˘ ˘˫ˣ˟ˢ˥˜ˡ˚ ˧˛˘ ˔˗˩˔ˡ˖˘˗ ˙˘˔˧˨˥˘˦ ˔ˡ˗ ˙˨ˡ˖˧˜ˢˡ˦ ˢ˙ ˧˛˘ ˦ˢ˙˧˪˔˥˘ʟ ˜˧ ˜˦ ˔ˡ ˘˫˖˘˟˟˘ˡ˧ ˜˗˘˔ ˧ˢ ˚˘˧ ˧˛˘ ˕˔˦˜˖˦ ˥˜˚˛˧. ʺ˥˔˗˨˔˟ ˘˫ˣ˟ˢ˥˔˧˜ˢˡ ˢ˙ ˧˛˘ ˦ˢ˙˧˪˔˥˘ ˚˜˩˘˦ ˧˘˔ˠ˦ ˢˡʠ˦˜˧˘ ˧˛˘ ˡ˘˖˘˦˦˔˥ˬ ˧˜ˠ˘ ˧ˢ ˕˘ ˖ˢˠ˙ˢ˥˧˔˕˟˘ ˨˦˜ˡ˚ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˦ˢ˙˧˪˔˥˘ ˧ˢ ˔˗˗ ˩˔˟˨˘. ʵˬ ˔˩ˢ˜˗˜ˡ˚ ˣ˨˧˧˜ˡ˚ ˠ˨˖˛ ˣ˥˘˦˦˨˥˘ ˢˡ ˢˡʠ˦˜˧˘ ˣ˘˥˦ˢˡˡ˘˟ʟ ˜˧ ˔˟˟ˢ˪˦ ˧˛˘ˠ ˧ˢ ˧˘˦˧ ˧˛˘ ˦ˢ˙˧˪˔˥˘ ˢˡ ˧˛˘˜˥ ˢ˪ˡ. ʸˡ˖ˢ˨˥˔˚˘ ˚˥ˢ˨ˣ ˖ˢ˟˟˔˕ˢ˥˔˧˜ˢˡ ˇ˛˘˥˘ ˔˥˘ ˩˔˥˜ˢ˨˦ ˧ˬˣ˘˦ ˢ˙ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˦ˢ˙˧˪˔˥˘ʟ ˬ˘˧ ˧˛˘˥˘ ˜˦ ˢˡ˘ ˧˛˜ˡ˚ ˧˛˔˧ ˡ˘˘˗˦ ˧ˢ ˕˘ ˣ˥˘˦˘ˡ˧ ˜.˘. ˖ˢ˟˟˔˕ˢ˥˔˧˜ˢˡ ˢ˥ ˜ˡ˧˘˥˔˖˧˜ˢˡ. ʴ˟˟ˢ˪˜ˡ˚ ˙˜˘˟˗ ˧˘˔ˠ˦ ˧ˢ ˘˫˖˛˔ˡ˚˘ ˗ˢ˖˨ˠ˘ˡ˧˦ʟ ˨ˣ˗˔˧˘˦ʟ ˔ˡ˗ ˧˔˦˞˦ ˜ˡ ˥˘˔˟ʠ˧˜ˠ˘ ˛˘˟ˣ ˣ˥ˢ˝˘˖˧ ˧˘˔ˠ˦ ˘ˡ˚˔˚˘ ˠˢ˥˘ ˔ˡ˗ ˨˦˘ ˠˢ˥˘ ˔˗˩˔ˡ˖˘˗ ˙˘˔˧˨˥˘˦. ˆ˘˧ ˔ ˧˥˔˜ˡ˜ˡ˚ ˦˖˛˘˗˨˟˘ ˙ˢ˥ ˬˢ˨˥ ˣ˥ˢ˝˘˖˧ ˧˘˔ˠ˦ ˇ˥˔˜ˡ˜ˡ˚ ˜˦ ˔ ˩˜˧˔˟ ˣ˔˥˧ ˢ˙ ˧˛˘ ˢˡ˕ˢ˔˥˗˜ˡ˚ ˣ˥ˢ˖˘˦˦ʟ ˔ˡ˗ ˜˧ ˜˦ ˢˡ˘ ˢ˙ ˧˛˘ ˠˢ˦˧ ˜ˠˣˢ˥˧˔ˡ˧ ˣ˔˥˔ˠ˘˧˘˥˦ ˙ˢ˥ ˬˢ˨˥ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˦ˢ˙˧˪˔˥˘. ʴ ˗˘˧˔˜˟˘˗ ˧˥˔˜ˡ˜ˡ˚ ˣ˟˔ˡ ˖ˢˡ˖˘˥ˡ˜ˡ˚ ˧˘˔ˠ˦ ˢˡʠ˦˜˧˘ ˔ˡ˗ ˢ˙˙ʠ˦˜˧˘ ˛˘˟ˣ˦ ˧˘˔ˠ˦ ˕˘˖ˢˠ˘ ˠˢ˥˘ ˣ˥ˢ˗˨˖˧˜˩˘ ˔ˡ˗ ˘˙˙˜˖˜˘ˡ˧. ʴ˦˦˜˚ˡ ˞˘ˬ ˧˔˦˞˦ ˔ˡ˗ ˥˘˦ˣˢˡ˦˜˕˜˟˜˧˜˘˦ ˙ˢ˥ ˘˩˘˥ˬ ˧˘˔ˠ ˁ˔˥˥ˢ˪ ˗ˢ˪ˡ ˧˛˘ ˧˔˦˞˦ ˔ˡ˗ ˥˘˦ˣˢˡ˦˜˕˜˟˜˧˜˘˦ ˢ˙ ˘˔˖˛ ˙˜˘˟˗ ˧˘˔ˠ ˠ˘ˠ˕˘˥. ˇˢ ˔˩ˢ˜˗ ˖˛˔ˢ˦ʟ ˧˘˔ˠ˦ ˡ˘˘˗ ˧ˢ ˟˘˩˘˥˔˚˘ ˦ˢ˟˜˗ ˚˨˜˗˔ˡ˖˘ ˢˡ ˛ˢ˪ ˧˛˘ˬ ˡ˘˘˗ ˧ˢ ˨˦˘ ˧˛˘ ˦ˢ˙˧˪˔˥˘ʟ ˔ˡ˗ ˛ˢ˪ ˙˥˘ˤ˨˘ˡ˧˟ˬ. ʵˬ ˢ˨˧˟˜ˡ˜ˡ˚ ˞˘ˬ ˧˔˦˞˦ ˔ˡ˗ ˥˘˦ˣˢˡ˦˜˕˜˟˜˧˜˘˦ ˙˜˘˟˗ ˣ˘˥˦ˢˡˡ˘˟ ˜˦ ˠˢ˥˘ ˖ˢˠ˙ˢ˥˧˔˕˟˘ ˪˜˧˛ ˧˛˘ ˪ˢ˥˞ ˥ˢ˨˧˜ˡ˘ʟ ˔ˡ˗ ˟˘˩˘˥˔˚˘ ˧˛˘ ˩˔˟˨˘ ˢ˙ ˧˛˜˦ ˗˜˚˜˧˔˟ ˦˛˜˙˧ ˠ˨˖˛ ˙˔˦˧˘˥. ˆ˘˧ ˔ ˧˥˔˜ˡ˜ˡ˚ ˦˖˛˘˗˨˟˘ ˙ˢ˥ ˬˢ˨˥ ˣ˥ˢ˝˘˖˧ ˧˘˔ˠ˦ ˊ˛˘ˡ ˔˟˟ ˬˢ˨˥ ˦ˬ˦˧˘ˠ˦ ˔˥˘ ˨ˣ ˔ˡ˗ ˥˨ˡˡ˜ˡ˚ʟ ˜˧ ˜˦ ˜ˠˣˢ˥˧˔ˡ˧ ˧ˢ ˖ˢ˟˟˔˕ˢ˥˔˧˘ ˪˜˧˛ ˬˢ˨˥ ˙˜˘˟˗ ˧˘˔ˠ˦ ˧ˢ ˠ˔˞˘ ˦˨˥˘ ˢ˙˙˦˜˧˘ ˣ˘˥˦ˢˡˡ˘˟ ˨˦˘ ˡ˘˪ ˦ˢ˙˧˪˔˥˘ ˪˜˧˛ˢ˨˧ ˣ˥ˢ˕˟˘ˠ˦. ˂˙˙˦˜˧˘ ˔ˡ˗ ˢˡ˦˜˧˘ ˖ˢ˟˟˔˕ˢ˥˔˧˜ˢˡ ˥˘˚˨˟˔˥˟ˬ ˛˘˟ˣ˦ ˚˔˥ˡ˘˥ ˙˘˘˗˕˔˖˞ ˢˡ ˛ˢ˪ ˧˛˘ ˨˦˘ ˢ˙ ˧˛˘ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˧ˢˢ˟ ˖˔ˡ ˕˘ ˜ˠˣ˥ˢ˩˘˗. ʸ˫˔ˠ˜ˡ˜ˡ˚ ˧˛˘ ˟˘˩˘˟ ˢ˙ ˘ˡ˚˔˚˘ˠ˘ˡ˧ ˪˜˧˛ ˬˢ˨˥ ˧˘˔ˠ ˛˘˟ˣ˦ ˔ˡ˦˪˘˥ ˞˘ˬ ˤ˨˘˦˧˜ˢˡ˦ ˩˜˭. ʼ˦ ˧˛˘ ˔ˣˣ ˨˦˘˗ ˙˥˘ˤ˨˘ˡ˧˟ˬ ˔ˡ˗ ˔˖˖ˢ˥˗˜ˡ˚ ˧ˢ ˥ˢ˟˘˦ ˔ˡ˗ ˥˘˦ˣˢˡ˦˜˕˜˟˜˧˜˘˦ʲ ˇ˛˜˦ ˦˜˧˘ ˔ˡ˔˟ˬ˦˜˦ ˛˘˟ˣ˦ ˦˧˔˞˘˛ˢ˟˗˘˥˦ ˟˘˩˘˥˔˚˘ ˢˡʠ˦˜˧˘ ˗˔˧˔ ˧ˢ ˜ˠˣ˥ˢ˩˘ ˧˛˘ ˖ˢˠˣ˟˘˧˘ ˘˫ˣ˘˥˜˘ˡ˖˘. ʵ˨˜˟˗ ˗˘˘ˣ ˗˔˧˔ ˔ˡ˔˟ˬ˦˜˦ ʷ˔˧˔ ˜˦ ˧˛˘ ˠˢ˦˧ ˜ˠˣˢ˥˧˔ˡ˧ ˔˟˟ˬ. ʴˡ˔˟ˬ˭˜ˡ˚ ˧˛˜˦ ˦ˢ˨˥˖˘ ˢ˙ ˧˥˨˧˛ ˛˘˟ˣ˦ ˟˘˩˘˥˔˚˘ ˔ˡ ˔˖˖˨˥˔˧˘ ˢ˩˘˥˩˜˘˪ ˢ˙ ˧˛˘ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˦ˢ˙˧˪˔˥˘. ʼ˧ ˔˟˦ˢ ˦˛ˢ˪˦ ˛ˢ˪ ˪˘˟˟ ˧˛˘ ˦ˢ˙˧˪˔˥˘ ˛˔˦ ˕˘˘ˡ ˔˗ˢˣ˧˘˗ ˜ˡ ˧˛˘ ˢ˥˚˔ˡ˜˭˔˧˜ˢˡ ˔ˡ˗ ˨˦˘˗ ˕ˬ ˢˡʠ˦˜˧˘ ˧˘˔ˠ˦. ˀ˘˔˦˨˥˜ˡ˚ ˧˛˘ ˟˘˩˘˟ ˢ˙ ˘ˡ˚˔˚˘ˠ˘ˡ˧ʟ ˔ˡ˗ ˔ˡ˔˟ˬ˭˜ˡ˚ ˜˧˦ ˜ˠˣ˔˖˧ ˢˡʠ˦˜˧˘ ˘ˡ˛˔ˡ˖˘˦ ˣ˥ˢ˗˨˖˧˜˩˜˧ˬʟ ˥˘˗˨˖˘˦ ˥˘˪ˢ˥˞ʟ ˔ˡ˗ ˕ˢˢ˦˧˦ ˣ˥ˢ˗˨˖˧˜˩˜˧ˬ. ʴ˗ˢˣ˧ ˚˔ˠ˘ʠ˖˛˔ˡ˚˜ˡ˚ ˣ˥ˢ˖˘˦˦˘˦ ˔ˡ˗ ˦ˬ˦˧˘ˠ˦ ˇ˛˘ ˜ˠˣˢ˥˧˔ˡ˖˘ ˢ˙ ˦˧˔ˡ˗˔˥˗˜˭˔˧˜ˢˡ ˛˔˦ ˔˟˥˘˔˗ˬ ˕˘˘ˡ ˠ˘ˡ˧˜ˢˡ˘˗. ʹˢ˥ ˢˡʠ˦˜˧˘ ˣ˘˥˦ˢˡˡ˘˟ ˧ˢ ˗˥˜˩˘ ˕˘˧˧˘˥ ˣ˥ˢ˗˨˖˧˜˩˜˧ˬ ˔ˡ˗ ˘˙˙˜˖˜˘ˡ˖ˬʟ ˧˛˘ ˣ˥ˢ˖˘˦˦˘˦ ˡ˘˘˗ ˧ˢ ˕˘ ˥˘ˣ˘˔˧˘˗. ˀˢ˩˜ˡ˚ ˙˥ˢˠ ˣ˥ˢ˝˘˖˧ ˧ˢ ˣ˥ˢ˝˘˖˧ʟ ˘˩˘ˡ ˢ˧˛˘˥ ˠ˘ˠ˕˘˥˦ ˢˡ ˧˛˘ ˙˜˘˟˗ ˧˘˔ˠ ˖˔ˡ ˘˫ˣ˘˥˜˘ˡ˖˘ ˧˛˘˦˘ ˣ˥ˢ˖˘˦˦˘˦. ˇ˛˜˦ ˪˜˟˟ ˛˘˟ˣ ˔˗˝˨˦˧ ˤ˨˜˖˞˘˥ ˔ˡ˗ ˕˘˧˧˘˥ ˪˜˧˛ ˧˛˘˦˘ ˡ˘˪ ˧ˢˢ˟˦. ʿ˘˔˥ˡ˜ˡ˚ ˕ˬ ˗˘˦˜˚ˡ ˔ˡ˗ ˥˘ˣ˘˧˜˧˜ˢˡ ˛˘˟ˣ˦ ˢˡʠ˦˜˧˘ ˣ˘˥˦ˢˡˡ˘˟ ˕˘˖ˢˠ˘ ˗˜˚˜˧˔˟˟ˬ ˘ˡ˛˔ˡ˖˘˗ ʶˢˡ˖˟˨˦˜ˢˡ. ʼˠˣ˟˘ˠ˘ˡ˧˜ˡ˚ ˡ˘˪ ˗˜˚˜˧˔˟ ˦ˢ˙˧˪˔˥˘ ˦ˢ˟˨˧˜ˢˡ˦ ˧ˢ ˬˢ˨˥ ˣ˥ˢ˝˘˖˧ ˜ˡ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˖˔ˡ ˕˘ ˢ˩˘˥˪˛˘˟ˠ˜ˡ˚. ʼ˧Ϟ˦ ˡˢ˧ ˘˔˦ˬ ˧ˢ ˞˘˘ˣ ˣ˘ˢˣ˟˘ ˜ˡ ˧˛˘ ˢ˙˙˜˖˘ ˔ˡ˗ ˢˡʠ˦˜˧˘ ˢˡ ˧˛˘ ˦˔ˠ˘ ˣ˔˚˘. ˊ˜˧˛ ˜ʹ˜˘˟˗ˆˠ˔˥˧ ˇ˘˖˛ˡˢ˟ˢ˚˜˘˦ʟ ˪˘ ˨ˡ˗˘˥˦˧˔ˡ˗ ˧˛˘ ˧˥˨˘ ˜ˠˣˢ˥˧˔ˡ˖˘ ˢ˙ ˘˦˧˔˕˟˜˦˛˜ˡ˚ ˔ ˦˧˥ˢˡ˚ ˙ˢ˨ˡ˗˔˧˜ˢˡ ˙ˢ˥ ˛ˢ˟˜˦˧˜˖ ˗˜˚˜˧˔˟ ˧˥˔ˡ˦˙ˢ˥ˠ˔˧˜ˢˡ. ˇ˛˔˧Ϟ˦ ˪˛ˬ ˧˛˘ ˔˗ˢˣ˧˜ˢˡ ˢ˙ ˔ ˗˜˚˜˧˔˟ ˧ˢˢ˟ ˔˧ ˔ˡ ˘˔˥˟ˬ ˦˧˔˚˘ ˜˦ ˛˜˚˛˟ˬ ˥˘˖ˢˠˠ˘ˡ˗˘˗. ʼ˙ ˬˢ˨ ˪˔ˡ˧ ˧ˢ ˥˘˔˗ ˠˢ˥˘ ˢˡ ˛ˢ˪ ˜ʹ˜˘˟˗ˆˠ˔˥˧ ˇ˘˖˛ˡˢ˟ˢ˚˜˘˦ ˛˘˟ˣ˦ ʴʸʶ ˖ˢˠˣ˔ˡ˜˘˦ ˘ˠ˕˔˥˞ ˢˡ ˔ ˗˜˚˜˧˔˟ ˝ˢ˨˥ˡ˘ˬʟ ˥˘˔˗ ˢ˨˥ ˕˟ˢ˚. ʶˢˠ˜ˡ˚ ˕˔˖˞ ˧ˢ ˬˢ˨ʔ ˊ˛˔˧ ˠ˔˞˘˦ ˜ˠˣ˟˘ˠ˘ˡ˧˜ˡ˚ ˖˟ˢ˨˗ʠ˕˔˦˘˗ ˔˨˧ˢˠ˔˧˜ˢˡ ˢ˩˘˥˪˛˘˟ˠ˜ˡ˚ ˙ˢ˥ ˬˢ˨˥ ˣ˥ˢ˝˘˖˧ʲ ʷˢ ˬˢ˨ ˛˔˩˘ ˧˜ˣ˦ ˢˡ ˛ˢ˪ ˢˡʠ˦˜˧˘ ˧˘˔ˠ˦ ˖˔ˡ ˔˗ˢˣ˧ ˖ˢˡ˦˧˥˨˖˧˜ˢˡ ˠ˔ˡ˔˚˘ˠ˘ˡ˧ ˦ˢ˙˧˪˔˥˘ʲ $.$/ .ѐ222юb$( )"0.ю *(