Category: personal reflections

Being a First-Time Attendee

Posted on | by Elizabeth Weaver Engel, CAE
Pen - Paper

Note: my good friend Joan Eisenstodt had asked for people to share our experiences as first-time attendees for her Fridays With Joan column for Meetings Today. I realized that some of my blog readers might not regularly read that column and that my story might be useful to you all, too, so here it is:

My first time at any association industry event was 17 years ago, at ASAE’s old m&t conference. I’d only been in the profession for a few years, and I didn’t know anyone outside the confines of my own association employer and the staff members of our three “sister” associations.

The conference was in town (I live in DC), and being my first one, I didn’t realize that I should clear my evening schedule for the receptions and parties that would take place in conjunction with the event.

So I went to sessions, sat in the back of the room all by myself, didn’t really talk to anyone, and scurried off at the end of the educational program each day to keep my evening commitments. In short, I was the attendee with no friends.

I did learn a lot, but I kind of missed the point of an in-person event: I didn’t expand my network at all.

I didn’t attend another large association conference for another two years. Back to m&t, and I still didn’t really know anyone outside my (still the same) employer and (still the same) “sister” associations.

But I’d learned two key things in the interim: one, keep my evenings free, and two, I was going to have to make the first move. Associations weren’t yet paying a lot of attention to the newbie experience, so I knew it was on me to create a better outcome, and I did.

This time, I pushed myself outside my comfort zone to look for the other person in each room who didn’t seem to have any friends, go over to her, and ask her a question about herself, which is the easiest way for introverts to get conversations with strangers going. That was the start of building the professional network that has sustained me for the past twenty years, through multiple job changes and launching Spark more than five years ago.

Joan asked the follow up question: “What do you think is the best way to not be lonely at a conference and/or what do you think conference organizers can do to lessen loneliness at conferences, especially for people who are new to an organization or company?”

My answer: “My favorite thing – when it works – is the ‘conference buddy/mentor’ idea. You have to match people up in advance and encourage them to communicate before the event, and then hold some sort of a meet up for your pairs right at the beginning of the event – the one I think works best is a pre-opening reception gathering, where the pairs can meet in person and the mentor is trained/instructed beforehand that her job is to bring the newbie with her into the opening reception with her and spend at least the first 30-60 minutes introducing the newbie to others.”

What have your experiences been when you’ve been a first-timer at an event? What has worked well for you in trying to find your niche? What has your association tried to help your first-timers fit in? What has – and hasn’t – worked well for you? Why?

Photo by Jon Tyson on Unsplash

Happy Fabulous Five, Spark!

Posted on | by Elizabeth Weaver Engel, CAE
Floral design - Flower

Today marks five years since I launched Spark Consulting. As I look back on the past five years, I have much to be grateful for. Leading that list is all the people who’ve contributed to the success of this Big Hairy Audacious Goal.

First, I have to thank all my wonderful clients. Spark would not exist without each and every one of you. I particularly want to thank the American Chemical Society, my very first client, for being willing to take a risk on hiring the new kid in town, and Ross Simons for making the connection between a brand-new consultant and her first lead. Over the years, many of my clients have referred me to their colleagues and/or hired me again for additional projects. I can’t express how grateful I am for their confidence in me and my work.

Back in late 2011, I was working for the Children’s Hospitals Association. I’d been there for a few years and was starting to think about my next move. At the time, I was thinking it would be my first CEO position, leading a small association. I’d been in the biz for 14 years at that point, had my CAE and an MA, had worked in a wide variety of functional areas in association management leading a variety of different types and sizes of teams, and had even served as an acting CEO for a small association. I started applying for those types of positions, despite the fact that when I mentioned I was looking for my next gig, the nearly universal response was, “So you’re launching your own consulting business, right?” I want to thank Shira Harrington (Purposeful Hire) for being the one who helped me understand that being a consultant would be a better path for me.

Maddie Grant, Lindy Dreyer, and Jamie Notter came over to my house on a cold winter afternoon and helped me figure out what I wanted to call this new consulting business, how I wanted to frame the work I wanted to do, how brand Spark and myself, and brainstormed my clever URL (in which a discussion about “GetMeJamieNotter” led to “GetMeSpark”).

When I was starting out, I was fortunate to be invited to join a Mastermind Group that served as my kitchen cabinet, pushed me to define my goals, and helped me think through how to overcome the barriers to achieving them. Leslie White, Peggy Hoffman, Shira Harrington, KiKi L’Italien, and Sohini Baliga kept me on the right path during those critical first two years.

One of the most useful things I learned studying for the CAE 14 years ago was to know what you are – and aren’t – good at, and make sure to surround yourself with great people who know and can do what you can’t. I’ve been fortunate to work with four outstanding vendors on the tasks I can’t do for myself: Bean Creative for my website, ImagePrep for all my graphic design needs, Andrew Mirsky (Mirsky Law Group) for all my contracts and other legal needs, and Moran & Company for bookkeeping, accounting, and tax advice and planning.

My original career goal, back in college, was to be a university professor. I’ve always loved research and writing, particularly long-form essays. One of the most personally and professionally fulfilling things I’ve been able to do since launching Spark is the Spark collaborative white paper series. I now have the freedom to research and write, diving into topics that interest me and that I think are important for our industry.

I’ve been fortunate to work with a host of fantastic contributors for the nine existing monographs: Jeff De Cagna, George Breeden, Tom Lehman, Jamie Notter, Leslie White, Peggy Hoffman, Peter Houstle, Anna Caraveli, Guillermo Ortiz de Zarate, Shelly Alcorn, Polly Siobhan Karpowicz, Tracy Petrillo, Sherry Marts, Joe Gerstandt, Jess Pettitt, and Joan Eisenstodt.

I also want to thank the many association executives who were willing to share the stories of their organizations’ work, struggles, and triumphs in the case studies that illustrate many of the concepts the white papers discuss.

Thanks also go to Alison Dixon (Image Prep), who’s done all the beautiful layout and graphic work on the white papers, and to copy editors Ed Lamb and Joe Rominiecki, who’ve done their level best to save me from my typos and grammatical errors.

The association consulting community more broadly has also served as a tremendous source of inspiration, help, and advice over the years. Many association consultants have generously given of their time and expertise to answer my questions, point me in the direction of resources I need, or just generally help me to buck up when things aren’t going as I’d like them to with the business. We may be competitors, at least on occasion, but we are a community and we help each other out, and that’s priceless.

Finally, and perhaps most importantly, I have to thank my spouse, Jim. When I came home from that fateful lunch with Shira nearly six years ago, I was nervous. As far as he knew, the plan was to land a CEO position, with the attendant salary, benefits, and security. I knew I was about to announce that I might want to throw all that over in favor of the risk, excitement, and uncertainty of launching my own business. This change in direction would have a dramatic effect on him and his life as well, and I didn’t know how he’d respond.

When I told him what had happened over lunch and what I was thinking, he responded: “I think that’s a great idea. I think you’d be a terrific solo consultant. You should definitely do that.”

“Well damn,” I thought. “If he’s that confident, what in the hell am I so worried about?”

Five years later, here we are. It’s been a thrilling, challenging, amazing, terrifying journey so far. I can’t wait to see what the next five years bring.

Photo by Peedee on Unsplash

Further Election 2016 Association Industry Responses

Posted on | by Elizabeth Weaver Engel, CAE

ASAE has posted further clarification of their position on the incoming administration.

While I am heartened to see ASAE specifically mention “…work[ing] with the new administration in a manner consistent with our commitment to diversity and inclusion…,” I believe it to be, overall, an inadequate response.

I should note that ASAE’s response was published before the Letter to John Graham and Scott Wiley came out on Monday, November 21. So it, of course, is not a direct response to that letter. However, ASAE offers nothing by way of specifics as to how we will go about protecting those who are most at risk among our own employers, our members, and other audiences we serve.

Reasonable people of good will can disagree vigorously on policies that impact both business and the public. This disagreement often produces compromise policies that are superior to the original positions of either side.

However, questioning the fundamental rights and full humanity of our fellow citizens and of the citizens of the world is a moral issue around which there can be no compromise.

My co-authors/co-signers may also wish to weigh in with their thoughts, but I remain firm in my position that ASAE needs to take specific steps to:

  • Ask Mr. Trump to repudiate his rhetoric that is in direct violation of our pillar on diversity and inclusion.
  • Ask Mr. Trump to denounce the hate crimes, attacks, and violence that are being perpetrated by his supporters in his name.
  • Appoint an ombudsman.
  • Pledge to increase transparency around and community involvement in how political and policy-related decisions are made.

Among the other specific steps the letter’s authors requested.

MANY associations are taking strong positions that manage to balance pledging cooperation without compromising on their core principles or attempting to normalize behavior and rhetoric that should not be normalized. The SocialFish blog has an excellent post listing and quoting excerpts from some of those statements, and, as I noted yesterday,  associationvoices.com is collecting more. I urge you to follow @assocvoices on Twitter to keep abreast of that conversation and, if your association has issued a statement, to email it to associationvoices@gmail.com for inclusion in the project.

 

 

Association Industry Response to the Election

Posted on | by Elizabeth Weaver Engel, CAE

As you may have seen in Associations Now Online, ASAE recently signed onto a National Association of Manufacturers-organized letter of support to President-Elect Trump.

While this has been common practice in previous presidential elections and while this letter was arranged before the election to be sent regardless of which candidate won, several of your colleagues were dismayed by the tone of the letter, as many of Mr. Trump’s statements on the campaign trail and some of his actions since the election are in direct violation of ASAE’s “pillar” statement on diversity and inclusion.

We have written a letter to ASAE CEO John Graham and board chair Scott Wiley, expressing our concerns and asking ASAE to take seven specific actions. While we, as an industry, do need to remain engaged in the political process regardless of who is leading it, these actions are intended to ensure we remain true to our core principles at the same time.

Many of you will not agree with us – and that’s OK.

Many of you will agree with us, but, because of your position in our industry or because of the industry your association represents, will not feel that it’s appropriate for you to sign on to the letter – and that’s OK too.

If you would like to do something, here are some options:

  1. Read the letter.
  2. Sign onto the letter.
  3. Share this blog post or the link to the letter (http://getmespark.com/letter-to-john-graham-and-scott-wiley/) with your colleagues.
  4. Speak out in your own words on social media (don’t forget to use the hashtag #assnchat).
  5. Contact John Graham directly to express your concerns at 202.626.2741 or jgraham@asaecenter.org.
  6. Think about what cause is most important to you – freedom of religion, freedom of the press, climate change, immigration, mass incarceration, women’s reproductive rights – and donate or volunteer your time (or both) accordingly.
  7. Share your association’s story via a new project that’s just launching, associationvoices.com. Email associationvoices@gmail.com to tell your own stories about how your association is taking action to support diversity and inclusion, defend the first amendment, or benefit society as a whole.

 

Letter to John Graham and Scott Wiley

Posted on | by Elizabeth Weaver Engel, CAE | 3 Comments on Letter to John Graham and Scott Wiley

Monday, November 21, 2016

John Graham, President & CEO, ASAE

Scott Wiley, Chairman, ASAE

Dear John and Scott:

This letter is a call for meaningful community-wide dialogue and action on behalf of a nation at risk.

One week ago, Associations Now Daily announced that ASAE signed a National Association of Manufacturers (NAM) letter “to the president-elect” expressing a desire to “work productively” with the incoming administration. While we recognize this same letter would have been sent to Secretary Clinton had she prevailed in the Electoral College, many of us read it as an attempt to normalize a candidate who displayed a level of ignorance, intolerance, and indecency unprecedented among modern major party presidential nominees. Mr. Trump ran an intentionally divisive campaign that included:

  • Proposing a religious test for entry to the United States, which is a violation of the First Amendment to the U.S. Constitution. (Since the election, Mr. Trump’s advisors have publicly discussed the implementation of a registry for Muslims, which many see as the precursor to internment.)
  • Indicating that he would require U.S. troops to torture enemy combatants and bomb their non-combatant families, both of which are violations of the Geneva Convention.
  • Bragging about engaging in sexually predatory behaviors without consequence because of his celebrity status, boasts which have since been corroborated by more than a dozen victims.
  • Promising to deport nearly 12 million undocumented immigrants, which would cause great economic cost to the United States and its businesses, and untold human suffering.
  • Openly mocking physical mannerisms of a Pulitzer Prize-winning New York Times reporter who suffers from arthrogryposis, and then denying the incident occurred despite clear-cut video evidence.
  • Threatening to jail his opponent, despite the fact that she has never been convicted of any crime, which is a violation of the Fifth Amendment to the U.S. Constitution.

There is no need to elaborate further. The challenge before us is clear.

 For those of us signing this letter, the most important question is what happens next. On January 20, 2017, a new administration will take office, led by an individual whose character, rhetoric, and policy positions place our country’s most vulnerable populations at even greater risk. These diverse communities include association members, volunteers, and staff who are expecting ASAE to hear their voices at this perilous time. The question is whether ASAE, and by the extension the association community it serves, will choose to listen to those voices and take steps to help protect people who are now under direct threat.

Through this letter, we are asking you and the ASAE Board of Directors to recognize the uniquely dangerous moment at which our country finds itself, and answer our call for community-wide dialogue and action on behalf of a nation at risk. We recommend that ASAE take the following steps:

  • Issue a second letter calling on Mr. Trump to publicly repudiate his divisive rhetoric and policy proposals before Inauguration Day. Consistent with the described process of preparing the NAM letter, we would ask ASAE to seek support for this letter from philanthropic, professional, and trade associations; non-profits; and other organizations across the country.
  • Call on Mr. Trump to forcefully denounce the hateful attacks against women, racial, ethnic, religious, and other minorities that have been made in his name since Election Day as fundamentally wrong and incompatible with our shared American values.
  • Communicate both publicly and privately to elected officials at all levels of government that ASAE and the association community will oppose divisive rhetoric and policies that place the lives of Americans at risk, and create a communications toolkit for individual association members, volunteers, and staff to use as part of their own advocacy outreach.
  • Develop a more transparent and inclusive process of organizational decision-making around ASAE’s advocacy and public policy activities.
  • Appoint an independent ombudsman from outside of the current ASAE organizational structure to whom any association member, volunteer, or staff person can raise concerns, pose questions, or seek advice on how to address the personal or professional issues that may arise from Mr. Trump’s (and his followers’) divisive rhetoric and policies.
  • Work with societies of association executives (SAEs) at the local, state, and regional levels to organize a series of town hall meetings to nurture an open and honest dialogue about the future of our country, with the intention of bringing people from across the political spectrum together as Americans.
  • Integrate into the Power of A campaign and ASAE’s Public Policy efforts a much stronger focus on issues affecting vulnerable populations, and gather and share more information on diversity and inclusion, equity, and social justice concerns.

While none of these measures can fully protect our country’s most vulnerable populations from the power of the Federal government under Mr. Trump’s direction, we believe they will build confidence across the association community in ASAE’s commitment to tolerance, fairness, and decency in our national life, and create new mechanisms for resisting the codification of Mr. Trump’s bigoted belief system into dangerous policies with potentially dire consequences for millions of Americans.

Now is an excellent time to show why associations have always advanced America.

We agree with both the substance and spirit of ASAE’s statement of commitment to diversity and inclusion, which begins with the sentence, “[i]n principle and in practice, ASAE values and seeks diversity and inclusive practices within the association management industry.” In this instance, we ask our association to recognize the urgent need for our profession to work together to take constructive steps on behalf of the entire nation and its people.

There is much discussion today about the long-term relevance of associations. At this uncertain moment in our country’s history, ASAE can demonstrate the significant impact associations can make by taking an unambiguous and just stance to preserve the integrity of the democratic process, protect vulnerable Americans, and defend the future of the American experiment. We hope you will concur and will act decisively for what is right.

Signed:

Elizabeth Weaver Engel, M.A., CAE, CEO & Chief Strategist, Spark Consulting

Sherry A. Marts, Ph.D., President and CEO, S*Marts Consulting LLC

Joan L. Eisenstodt, Chief Strategist, Eisenstodt Associates, LLC, and Past Chair, ASAE Ethics Committee

Jeff De Cagna FASAE, Chief Strategist and Founder, Principled Innovation LLC

Shelly Alcorn, CAE, Principal, Alcorn Associates Management Consulting

Dina Lewis, CAE, President, Distilled Logic, LLC

Mark Alcorn, J.D., M.B.A., Attorney, Alcorn Law Corporation

See who else signed.

Edited: A printed copy of the letter and list of all signatories was mailed to ASAE on Monday, December 12.

Giving Tuesday Thoughts

Posted on | by Elizabeth Weaver Engel, CAE

#GivingTuesday heart

#GivingTuesday is not a huge thing in associations – although the ASAE Foundation has done some nice work on social media drawing attention to their donors today (more than directly asking for donations). But it’s ENORMOUS for fundraising/cause-oriented organizations. It doesn’t really kick off the holiday giving season – trust me, they’ve been laying the ground work for their holiday campaigns since before Labor Day – but it does often give a big boost to their efforts.

I rarely time my own charitable giving to fall on the actual Giving Tuesday, but it has got me thinking about giving, and I wanted to share a few things I’ve learned over the years:

One, my dad taught me that, no matter how little you have, give some of it away. There’s always somebody worse off than you. Even when I was a poor starving grad student, I followed that advice, and those few dollars I could afford to give didn’t make any difference in my household finances, but made a HUGE difference in my outlook on life. Generosity is ultimately a little selfish – it makes you feel rich in ways that have nothing to do with how much cash is in your pocket.

Two, my mom taught me that you don’t have to (just) give money – you can give time, too, which is sometimes more meaningful. That’s not to say don’t give money (see point one above), but also think about other ways you can give. Do you knit? There are national groups that collect hand knit items for the homeless, and your local shelters probably do, too. Have some outgrown coats sitting around? Same thing. Give time in your local community. Do a fundraising race or other fun event. But get involved.

Three, I had an epiphany a few years ago: I could give $100 to a large international organization and it wouldn’t even be a drop in the bucket of the cost of their next direct mail campaign. Or I could give locally, to organizations doing good in my own community, and see that money have a direct and immediate impact. Rather than giving $25 to every WWF or Red Cross solicitation that comes your way, save up that money and give larger amounts to local organizations working on issues that are important to you and will have a positive impact on your own community and neighbors.

Think globally, but give – and volunteer – locally. You’ll be glad you did.

What Do YOU See?

Posted on | by Elizabeth Weaver Engel, CAE

About a year ago, the Harvard Business Review did an interview with Maya Angelou. I definitely recommend checking out the entire thing, but there was one thing in particular she said that stuck with me:

Maya Angelou leadership quoteOne of the great dangers of leadership, I think, is the tendency to believe your own hype. If you achieved this great, high, responsible position, it must be because you’re that much better than everyone else, right? You earned it, all by your awesome self!

The thing is, no one exists in a vacuum. You are the sum certainly of the abilities you drew in the natural lottery and how you’ve been able to develop them but also of all the people who’ve helped you and influenced you and taught you and mentored you and led you and followed you and worked with you to achieve bigger goals than any one person could accomplish alone along the way.

And I think that’s what Dr. Angelou’s quote is about. True greatness isn’t running around singing “I AM SO GREAT! I AM SO GREAT!” It’s saying “YOU are so great.” It’s highlighting how others’ ideas helped you. It’s sharing credit. It’s talking about everyone’s contributions at least as much, if not more than, your own. It’s knowing that what you’ve achieved has been the result of many, many people’s efforts and making sure OTHER people know you know that, too.

How many of us, as leaders, are strong and confident enough to do this? How would our world be different if we did?

Image credit: Daily Good

Resolution Time!

Posted on | by Elizabeth Weaver Engel, CAE

It’s that time of year – the time when we look back and look forward and decide what we want to change. Most of the time, people think about bad habits they want to stop (like smoking) or good habits they want to start (like eating more vegetables).

And that’s all fine, if a little dull and, let’s be honest, likely to get broken.

Or….

You could join me in resolving to do something fun that will stretch you in some unexpected way:

Won’t you join me?

 

Five Tips to Write Better

Posted on | by Elizabeth Weaver Engel, CAE | 1 Comment on Five Tips to Write Better

I write a lot. Obviously, reading this, you know about the Spark blog (which started in 2008, long before Spark was even a twinkle in my eye, as the independent association blog Thanks for Playing). I also write whitepapers. And for other association industry publications. And I write a food blog. And I’m just kicking off my 9th consecutive season blogging about the NFL. And, to brag for a minute, I’m not too bad at it (writing, that is).

How does it happen? How does one become a passable writer?

  1. You have to read. One of the best ways to learn any skill is to apprentice to a master. Does that mean you should expect TC Boyle or Natalie Angier or Virginia Wolfe or Michel Foucault to tutor you personally? No (and Virginia and Michel are dead anyway). But you can learn from them by reading what they wrote. The best thing you can do for yourself as a writer is to read voraciously and widely: essays, articles, blogs, poetry, magazines, newspapers, short stories, novels, fiction, non-fiction. The surest way to get words to love you is to love them back.
  2. You have to know yourself. Where do your skills lie? What writing style suits you? What genre? Short or long? Opinion or research? Fiction or fact? Flip or earnest? How do you know? You have to experiment and find your voice. Which leads us to…
  3. You have to practice. Although Malcolm Gladwell’s 10,000 hours thing has been pretty much disproved, he was right about the fact that without focused, intentional practice, you’ll never get better at anything. You have to develop a writing practice. Err on the side of structure, at least initially: “I will write for 10 minutes only for myself every morning over my second cup of coffee. I can write about anything I want to, or nothing at all, but I have to write for 10 full minutes. I will do this six mornings a week for a month.” It doesn’t have to be precisely that structure, but you have to get into the habit of writing by making it a habit for as long as it takes.
  4. You have to learn. It’s extremely rare for people to be excellent writers immediately upon starting to write and in first draft form. In fact, it pretty much doesn’t happen. Ever. You need to develop a thick skin to be able to critique yourself and take criticism from others. Start by writing something a little more substantive than your morning 10 minutes, something that took a little more working, thinking, and research. Set it aside for at least a few days. Come back to it, and try to read it objectively, assessing both content (“what did I say?”) and form (“how well did I say it?”). After you’ve edited it, share it with someone you respect and ask for her feedback. When she gives it, don’t react – accept it, unpack it, learn from it, get better. It’s tough to improve without someone to help you see where you’re going wrong. Even pros have coaches.
  5. You have to be bold. Writing, particularly writing that you intend to share with another person, is scary. Putting your thoughts and ideas out into the world can feel an awful lot like taking Butterstick away from Mei Xiang and throwing him into the tiger enclosure at the zoo. You have to be willing to make public mistakes, occasionally look the fool, and withstand sometimes harsh (and unfair) judgement. But if you really want to do this, trust me, it’s worth it.

Finally, I’ve found a few resources that have helped me in developing as a writer: Julia Cameron’s The Artist’s Way and Natalie Goldenberg’s Writing Down the Bones and Wild Mind. I won’t lie. All three are a little “woo-woo,” but the practices they recommend *will* help you develop your chops.

 

In Order to Advance, Sometimes You Have to Retreat

Posted on | by Elizabeth Weaver Engel, CAE
Water - Water resources

Next week will mark one year in business for Spark Consulting. Thanks to the advice of several wise friends who’ve been down this road before me, I scheduled my first “get outta Dodge” corporate retreat, and spent the early part of this week in Berkeley Springs, WV, reflecting on the past year, planning and dreaming for the coming year, and thinking about the larger “why” of doing this. The picture to the right is of my view from my retreat location.

Driving out, I was worried: would I be successful in shutting out the day-to-day work of actually running the business long enough to focus on assessment and planning and visioning? Would I really get what I wanted and needed out of my retreat?

When I arrived, I shut off my email synch to both my smartphone and my tablet, set my phone on vibrate, and got to work.

And it worked. I was able to keep my attention on the larger issues I needed to think about, and stay away from email and phone calls and social media, at least for two days. The amount of deep focus and perspective and learning I enjoyed was remarkable.

On the drive back to DC, I got thinking about the concept of a retreat. It has (at least) two connotations: one being a military retreat that signals that your battle plan may be in trouble, and the second being the idea of withdrawing into safety, privacy, or seclusion for purposes of reflection.

I think they’re related, though. Sometimes, in order to progress, we have to take a step to the side and regroup. And that deviation from the planned route can give us a different view of the whole landscape around us, and our place in it.

Which is hard to do. Small businesses face a lot of pressures on our time and resources. Associations face a lot of pressures on our time and resources. We tend to experience the cycle of business and the fiscal year and events and renewals and campaigns speeding up and speeding up and speeding up, with no way to get off or even slow down.

But that’s a lie. Even if it feels hard and painful and maybe impossible, we need quiet time to reflect periodically, to back up and see the whole picture not just the details in one tiny little corner, to lift our eyes from the problems right in front of us that seem insurmountable and get the perspective that comes from seeing the entire horizon.

What are you doing to secure that vital introspective time for yourself? For your association?