BE MORE, MAKE MORE WORK LESS docx

BE MORE, MAKE MORE WORK LESS %H PRUH  0DNH PRUH :RUN OHVV $UWLFOHVRQ 'HYHORSLQJ7KH 0LOOLRQDLUH0LQGHVW $FROOHFWLRQRIDUWLFOHVWDNHQIURP9HURQLFD/LP¶V 0LOOLRQDLUH7KLQNLQJ _ H-RXUQDOV ZZZPLOOLRQDLUHWKLQNLQJFRP 3UHVHQWHGWR\RXE\9LF&DUUDUDRI6XFFHVV6HFUHWVFRXN %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  -867:+$7,6,77+$7<28:$17" )RFXV-XVWZKDWGRHVLWPHDQ" 7KHGLFWLRQDU\GHILQHVLWDV³SRLQWRQZKLFKLQWHUHVWDFWLYLW\LVFHQWUHG´$QG EHIRUHWKDWFRPHVWKHTXHVWLRQ:KDWZLOO\RXIRFXVRQ",QRWKHUZRUGV-XVW ZKDWLVLWWKDW\RXZDQW" 6WRSIRUDPRPHQWDQGDVN\RXUVHOIWKDWTXHVWLRQ 0DQ\SHRSOHILQGLWTXLWHGLIILFXOWWRUHDOO\IRFXVLQRQZKDWLWLVWKDWWKH\UHDOO\ ZDQW0DQ\SHRSOHZKRUXQWKHLURZQEXVLQHVVIRUH[DPSOHILQGWKLVWREHD ELJFKDOOHQJH7KH\PD\KDYHKHDUGWKDWLWLVIDUHDVLHUWRILQGDQLFKHDQGWKHQ H[SDQGIURPWKHUHEXWVWLOOWKH\ILQGLWGLIILFXOWWRGRVR7KH\FDQ¶WVHHPWR GHILQHWKHLUPDUNHWZLWKDQ\JUHDWFODULW\QRUGHILQHH[DFWO\ZKDWWKH\DUH GHOLYHULQJWRWKHLUWDUJHWPDUNHW 1RWRQO\KDYHVRPHRIP\FOLHQWVEHHQJXLOW\RIWKDW,KDYHWRR%XWLQWKHODVW ZHHN,KDYHEHHQZRUNLQJZLWKDQHZEXVLQHVVLGHDZKLFKLQYROYHVDWLJKWO\ GHILQHGWDUJHWPDUNHW,¶YHEHHQTXLWHDVWRXQGHGDVWRKRZPXFKHDVLHULWKDV EHHQWRPDNHGHFLVLRQVDQGWRWDNHDFWLRQ,VLPSO\NQRZWKDWWKLVEXVLQHVV LGHDZLOOWDNHRIILQQRWLPHDWDOO $QGLWVWDUWHGZLWKPHJHWWLQJIRFXVHGLQWKHILUVWSODFHGHILQLQJZKDW,UHDOO\ ZDQWHG,GLGWKLVE\ILUVWFODULI\LQJDQGWKHQGHILQLQJERWKP\SHUVRQDODQGP\ EXVLQHVVYLVLRQDQGZK\,ZDQWHGLW2QFH,GLGWKDWILQGLQJP\SRLQWRIIRFXV EHFDPHFU\VWDOFOHDU 6RKRZGR\RXILQG\RXUSRLQWRIIRFXV")LUVWO\VWRSOLVWHQLQJWRHYHU\RQHHOVH TXLWHVRPXFK6WDUWOLVWHQLQJWR\RXUVHOIPRUH 6WDUWZLWKGHILQLQJZKDW\RXGRQ¶WZDQW,W¶VQRFRLQFLGHQFHWKDWWKLVLVWKHYHU\ ILUVWH[HUFLVHLQWKH*HW:KDW<RX5HDOO\:DQWLQ-XVW0LQXWHVD'D\V\VWHP 7KLVLVXVXDOO\PXFKHDVLHUIRUPRVWSHRSOHWKDWLWLVWRGHILQHZKDWWKH\ZDQW ZLWKFODULW\6RVWDUWZLWKZKDW\RXGRQ¶WZDQW 7KHQPRYHRQWRGHILQLQJZKDWLWLVWKDW\RXUHDOO\ZDQW.HHSDVNLQJ\RXUVHOI WKHTXHVWLRQ³:K\GR,ZDQWWKLV"´XQWLO\RXILQGWKDWLWFRQQHFWVZLWKVRPH GHHSHUSDUWRI\RXDQGLJQLWHV\RXUVSLULW,QRWKHUZRUGV\RXUH\HVOLJKWXS DQG\RXIHHOJRRG (DUOLHULQWKH\HDU,DWWHQGHGDFRQIHUHQFHDQGLQP\QRWHV,ZURWH,QWHQWLRQ $WWHQWLRQ 5HWHQWLRQ«««PHDQLQJ :KDW<RX:DQW)RFXV 5HDFKLQJ<RXU'UHDP %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  *HWLQWR0LOOLRQDLUH7KLQNLQJWRGD\ $&7,2132,176  0DNHDOLVWRIZKDW\RXGRQ¶WZDQW  6WDUWJHWWLQJFODULW\WKHQRQZKDW\RXGRZDQW  %XLOGXSWKHSLFWXUHVRWKDWLWH[FLWHV\RX8VH\RXULPDJLQDWLRQ  'HFODUHLWDVDQLQWHQWLRQRUJRDO:ULWHLWGRZQ .HHSIRFXVHGRQZKDW\RXZDQW.HHSWKHSDSHURQZKLFK\RXZURWHLW GRZQLQIURQWRI\RXWRUHPLQG\RXUVHOI 3XW\RXUGRXEWVWRRQHVLGHDQGGRQ¶WZRUU\DERXWKRZLWZLOOKDSSHQ/HW WKHLGHDVFRPHWR\RX +DYHIXQ %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  &$1<28%(),1$1&,$//<)5((" 'R\RXEHOLHYHWKDW\RXFDQKDYHDIUHHUHDVLHUDQGULFKHUOLIH"'R\RXEHOLHYH WKDW\RXFDQEHILQDQFLDOO\IUHH" <RXKDYHSUREDEO\KHDUGWKHVD\LQJ³7KHULFKJHWULFKHUDQGWKHSRRUJHW SRRUHU´+DYH\RXHYHUVWRSSHGWRWKLQNZKDWWKDWUHDOO\PHDQV",PHDQUHDOO\ VWRSSHGWRWKLQNZKDWWKDWUHDOO\PHDQV $V\RXWKLQNDERXWLWZKHUHGR\RXWKLQNULFKEHJLQV"$QGZKHUHGRHVSRRU EHJLQ" ,WEHJLQVILUVWLQWKHPLQGDVDWKRXJKWRUDEHOLHIZKLFKLQLWVHOILVVLPSO\ KDELWXDOWKRXJKW:HEHFRPHZKDWZHWKLQNDERXWPRVWRIWKHWLPH 7KHPRVWLQWHUHVWLQJWKLQJDERXWDEHOLHILVWKDWLWLVDOZD\VWUXHLQWKDWZHZLOO DOZD\VILQGHYLGHQFHWRSURYHRXUEHOLHIVWREHWUXH+RZPDQ\WLPHVKDYH\RX VDLGLQWKHSDVW³,NQHZLW´RU³6HH,¶PULJKW´ 2XUPLQGVDUHSURJUDPPHGWRORRNRXWIRUHYLGHQFHDQGSURRIWRPDNHXVULJKW $IWHUDOOZHIHHOJRRGZKHQZHDUHULJKW$QGRIWHQWKLVSURYLGHVXVZLWKWKH H[FXVHWRUHPDLQLQRXUFRPIRUW]RQHDQGQRWWDNHDFWLRQWRZDUGVDIXWXUH ZKLFKZHPD\VHFUHWO\GHHSGRZQZLVKIRU 7KHUHDUHWKUHHUHDVRQVZK\PRUHSHRSOHDUHQRWZHDOWK\ L 7KH\GRQRWKDYHWKHVNLOOV LL 7KH\GREHOLHYHWKDWWKH\GHVHUYHLW LLL 7KH\GRQRWEHOLHYHWKDWWKH\FDQEHZHDOWK\ 4XLWHRIWHQLWPD\QRWHYHQRFFXUWRDSHUVRQWKDWWKLQJVFDQEHGLIIHUHQW7KH SDVWGRHVQRWFUHDWHWKHIXWXUH$QGGR\RXQRWLFHWKDWWZRRIWKHWKUHHUHDVRQV KDYHWRGRZLWKZKDW\RXEHOLHYH" $&7,9$7(<2855(7,&8/$5$&7,9$7,1*6<67(0 :HKDYHLQRXUPLQGVZKDWLVNQRZQDVD5HWLFXODU$FWLYDWLQJ6\VWHP5$6 7KH5$6LVUDWKHUOLNHDUDGDUORRNLQJRXWIRUZKDWHYHULWLVWKDWZHKDYHWROGLW WRORRNRXWIRU )RUH[DPSOHOHW¶VVD\WKDW\RXDUHORRNLQJWREX\DQHZFDU<RXVFRXWDURXQG DQGGRVRPHUHVHDUFKDQGWKHQ\RXGHFLGHRQWKHPDNHDQGPRGHORIFDU\RX ZRXOGOLNH³6XGGHQO\´\RXQRWLFHWKDWSDUWLFXODUPDNHDQGPRGHORIFDU±RQ WKHURDGLQPDJD]LQHVLQQHZVSDSHUV«DOORYHUWKHSODFH7KH\MXVWMXPSRXW DW\RX7KDWLV\RXU5$6DWZRUNSLFNLQJRXWWKHLQIRUPDWLRQWKDW\RXDUH IRFXVLQJRQDQGEULQJLQJLWWR\RXUDWWHQWLRQZLWKLQFUHDVHGIUHTXHQF\DQG YLYLGQHVV %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  $QGJXHVVZKDW"<RXU5$6ZRUNVLQH[DFWO\WKHVDPHZD\ZLWKUHJDUGWR\RXU ILQDQFLDOVLWXDWLRQ,I\RXIUHTXHQWO\VD\WKLQJVOLNH³,ZRXOGOLNHWKDWEXW,FDQ¶W DIIRUGLW´RU³,¶PEURNH´\RXUXQFRQVFLRXVPLQGVWHHUV\RXUEHKDYLRXUWRPDNH \RXULJKWDQG\RXU5$6SLFNVXSHYLGHQFHRILWEHLQJVRDQGEULQJVLWWR\RXU DWWHQWLRQ<RXJHWWRVD\³,NQHZLW´RU³6HH,¶PULJKW´ ),567'(&,'(7+(10$1$*(<2857+,1.,1* 'HFLGHWREHILQDQFLDOO\IUHHDQGWKHQEHZLOOLQJWRFKDQJHKRZDQGZKDW\RX WKLQN7KHQWDNHRQHSLHFHRIDFWLRQHDFKGD\WRJHW\RXWKHUH :DWFKRXWIRU\RXUSDWWHUQVLQWKLQNLQJDQGZKDW\RXVD\WR\RXUVHOI&DWFK \RXUVHOIZKHQ\RXILQG\RXUVHOIIRFXVLQJRQWKHQHJDWLYHDQGRQODFNRUD IHHOLQJRIQRWHQRXJK)RFXVLQVWHDGRQZKDW\RXDOUHDG\KDYHZKDW\RXFDQ KDYHDQGLPDJLQHDOOWKDW\RXGHVLUH 5HPHPEHUULFKRUSRRU±ERWKEHJLQZLWKDWKRXJKW<RXFDQFKRRVHWRQRWLFH DOOWKDW\RXKDYHQ¶W\HWJRWDQGZKDWLVPLVVLQJIURP\RXUOLIHULJKWQRZRU\RX FDQIHHOJRRGE\IRFXVLQJRQDOOWKDW\RXGRKDYHDQGLPDJLQLQJDOOWKDW\RX ZDQW7KHFKRLFHDVDOZD\VLV\RXUV *HWLQWR0LOOLRQDLUH7KLQNLQJWRGD\ $&7,2132,176 'HFLGHWRGD\WKDW\RXZDQWILQDQFLDOIUHHGRP %HJLQE\ZDWFKLQJ\RXUVHOIWDONDQG\RXUODQJXDJH6WRSVD\LQJ³,FDQ¶WDIIRUG LW´6WDUWVD\LQJ³,FDQKDYHWKDW´RUDVN\RXUVHOI³+RZFDQ,KDYHWKDW" %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  3/$<,1*0$.(%(/,(9( &DQ\RXUHPHPEHUZKHQ\RXZHUHDNLGDQG\RXSOD\HGPDNHEHOLHYH", UHPHPEHUSOD\LQJGRFWRUVDQGQXUVHVFRZER\VDQG,QGLDQVVFKRROWHDFKHU FKDPSLRQKRUVHULGHUDLUSODQHSLORWH[SHUWFDUGULYHUSRWWHUFKHIKLWFKKLNHU DPEXODQFHGULYHUDQGWKHOLVWJRHVRQ$Q\WKLQJWKDW,ZDQWHGWREHZDV DOZD\VSRVVLEOH,QIDFWDQ\WKLQJWKDW,ZDQWHGWRKDYHDQGDQ\WKLQJWKDW, ZDQWHGWRGRZDVDOVRSRVVLEOHHYHQ³ZKHQ,JURZXS´ $QGWKHQ,UHDOO\GLGVWDUWWRJURZXSDQG,EHJDQWRWKLQNOLNH³WKH DGXOWV´««QRZWKLQJVZHUHQ¶WTXLWHVRHDV\DQGWKHUHZHUHDOONLQGVRIUHDVRQV ZK\,FRXOGQ¶WGRZKDW,ZRXOGUHDOO\ORYHWRGR2EVWDFOHVZHUHHDV\WR LGHQWLI\EXWQRWVRWKHSDWKWRWDNHPHWRP\GUHDP,EHFDPHDQH[FHOOHQW VWXGHQWDWVFKRROSLFNLQJXSNQRZOHGJHFDPHHDVLO\WRPHDQGUHJXUJLWDWLQJ ZKDW,KDGOHDUQWLQMXVWWKHULJKWZD\WRDFKLHYHRXWVWDQGLQJUHVXOWVDWVFKRRO EXW,IRUJRWKRZWRWKLQNRXWVLGHRIWKHER[DQG,IRUJRWKRZWRWKLQNFUHDWLYHO\ DQG,IRUJRWKRZWRDSSUHFLDWHDQGZHOFRPHXQFHUWDLQW\DQGULVNWDNLQJ 6RZKHQ,WRRNWKHGHFLVLRQWROHDYHWKHFRPIRUWDQGVHFXULW\RIIXOOWLPH SHUPDQHQWHPSOR\PHQWWRSXUVXHP\OLIHORQJGUHDPRIZRUNLQJIRUP\VHOIDQG UXQQLQJP\RZQEXVLQHVV,KDGWRXQOHDUQROGZD\VRIWKLQNLQJDQGUHOHDUQ KRZWRWKLQNOLNHFKLOGUHQGRZKHUHQRWKLQJLVHYHULPSRVVLEOHDQGWKHUHLV DOZD\VDZD\LI\RXZDQWLWEDGO\HQRXJK ,KDGWROHDUQQHZZD\VWRGUHDP«DWILUVWLWZDVGLIILFXOW,ZDVVRKHPPHGLQ E\P\RZQWKRXJKWVRIZKDWFRXOGRUFRXOGQRWEHDFKLHYHGWKDW,FRXOGQ¶W FRPHXSZLWKPXFKLQP\GUHDP\HWDVNDVL[\HDUROGZKDWWKH\ZDQWDQG WKH\ZULWHXPSWHHQSDJHV,KDGWRILQGDYLVLRQRIP\IXWXUHWKDWLVVR FRPSHOOLQJDQGH[FLWLQJWKDWLWZRXOGWDNHPHWKURXJKWKHFKDOOHQJHVWKDW,IDFH EHFDXVH,NQRZWKDWP\GUHDPLVDFKLHYDEOHDQGWKDW,FDQPDNHLWFRPHWUXH ,KDGWROHDUQWRORRNDWULVNWDNLQJDVDQDGYHQWXUHWRDSSUHFLDWHWKHIXQWKHUH FDQEHLQWKHOHDUQLQJFXUYHDQGWRQRWWDNHP\VHOIVRVHULRXVO\DOOWKHWLPH, KDGWROHDUQWKDWOLIHLVIXQDQGWRGLWFKWKRVHEHOLHIVWKDWZHUHKROGLQJPH EDFNDQGWRUHDOLVHWKDWQRRQHZDVVWRSSLQJPHIURPP\GUHDPH[FHSW IRU«PHP\VHOI, 3LHFHE\SLHFHWKHMLJVDZRIP\GUHDPKDVEHHQFRPLQJWRJHWKHUDQGHOHPHQWV ZKLFKZHUHRQFHDGUHDPRUDYLVLRQDUHQRZUHDOLW\7KHUHLV\HWPRUHWRJR DQG,FDQVHHLWDOOKDSSHQLQJLQWLPH$QGIRUWKHILUVWWLPHLQP\OLIH,KDYH DOVROHDUQHGWRWUXO\UHOD[DQGHQMR\WKHMRXUQH\ ,ZDQWIRU\RXWREHDEOHWRGUHDPDQGIRU\RXWRPDNH\RXUGUHDPFRPHWUXH :LOO\RXGHFLGHWRVWDUWUHPHPEHULQJKRZWR³SOD\´PDNHEHOLHYH"6R\RXFDQ NQRZZKDWLWLVWKDW\RXZDQW$QGWKHQZKHQZLOO\RXGHFLGHWRVWDUWPDNLQJ \RXUGUHDPFRPHWUXH" *HWLQWR0LOOLRQDLUH7KLQNLQJWRGD\ %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  $&7,2132,176  6WDUWFROOHFWLQJGDWDDQGLQIRUPDWLRQRQKRZ\RXZRXOGOLNH\RXUOLIHWR EH:KDWGRQ¶W\RXZDQW"$QGZKDWGR\RXZDQW"  .HHSSOD\LQJZLWKWKRVHLGHDVKRQLQJWKHPDQGUHILQLQJWKHPWRPDNH WKHPIXOO\\RXUV  ,GHQWLI\ZK\\RXPD\WKLQNWKDW\RXFDQ¶WKDYHHOHPHQWVRI\RXUGUHDP EHUHDOLW\  'HFLGHKRZ\RXFDQFKDQJH\RXUWKLQNLQJDURXQGWKRVHVHHPLQJ REVWDFOHV  $UHWKHUHDQ\VWHSV\RXFRXOGWDNHWRJHW\RXUVHOIRQHVWHSFORVHUWR\RXU GUHDPDQGKDYHIXQZLWKLW"7KHQMXVWGRLW %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  $5(<287,5('2)127$&+,(9,1*<285*2$/6" 7KHRQHWKLQJWKDW,GRNQRZDERXWP\VHOILQWKHSDVWLVWKDWWKHUHKDYHEHHQ PDQ\WKLQJVZKLFK,KDYHDFKLHYHGZLWKRXWDSSDUHQWO\KDYLQJVHWDQ\JRDOV DQGFRQYHUVHO\PDQ\JRDOVWKDW,KDGVHWZULWWHQGRZQWKRXJKWDORWDERXW DQG\HWGLGQ¶WDFKLHYH+DYH\RXIRXQGWKLVWREHWUXHIRU\RXWRR" ,GLVFRYHUHGWKDWWKHJRDOVWKDWUHDOO\PHDQWVRPHWKLQJWRPHWKH%,*RQHV WKDW,UHDOO\ZDQWHGZHUHWKHYHU\RQHVWKDWVHHPHGWKHPRVWHOXVLYH,¶GKHDU DQGUHDGVWRULHVDERXWSHRSOHZKRVDLGWKDWWKH\GLGQ¶WUHDOO\EHOLHYHWKDW VRPHWKLQJFRXOGKDSSHQEXWWKH\ZURWHLWGRZQDQGUHDGLWHYHU\GD\DQGWKHQ MXVWDVWKHGDWHDVVLJQHGWRWKHJRDOGUHZQHDUWKHJRDOFDPHWREH :KLOVWWKLVZRUNVIRUVRPHSHRSOHLWZDVQ¶WTXLWHP\H[SHULHQFH,IRXQG P\VHOIIHHOLQJGLVDSSRLQWHGDQGPRUHDEOHWRFRQVLGHUIHHOLQJOLNHDIDLOXUHWKDQ RWKHUZLVH,IRXQGLWHYHQPRUHGLVVDWLVI\LQJWREHVHWWLQJJRDOVWKDQQRW$QG WKHVWUHWFKJRDOVWKDW,KDGKHDUGZHUHPHDQWWREHPRWLYDWLQJRQO\VHHPHGWR XOWLPDWHO\FRQWULEXWHWRDOHVVHUVHQVHRIVHOI :DVWKHUHVRPHWKLQJ,ZDVPLVVLQJ" :+$7,6%(+,1'7+(6(77,1*2)*2$/6" *RDOVKHOSXVWRJHWFODULW\DQGIRFXV«DQGWRIHHOJRRG7KHODVWSLHFHLVRQH WKDWZHRIWHQIRUJHWDERXWLIZHHYHQKHDUDERXWLW:K\GRZHZDQWZKDWZH ZDQWDQ\ZD\"7KHGHHSHVWPRVWUHDVRQLVDOZD\VDGHVLUHWRIHHOJRRGLQVRPH ZD\DQGNHHSLQJIRFXVHGRQWKHJRDOSURYLGHVWKHPRWLYDWLRQIURPWKH DQWLFLSDWLRQRIWKHJRDOFRPLQJWREH <HWWKHJRDOLWVHOIFDQRIWHQEULQJXSQRWVRJRRGIHHOLQJV+RZLVWKDWDQG ZK\" 7KHUHDUHWKUHHHOHPHQWVWRJHWWLQJDQ\WKLQJZHZDQWWKHILUVWWZRRIZKLFK DUH³LQQHU´HOHPHQWVDQGWKHODVWRQHDQ³RXWHU´HOHPHQW 'HVLUH 5HVLVWDQFH $FWLRQ :KHQ\RXWKLQNDERXWVRPHWKLQJWKDW\RXZDQWKRZGRHVLWIHHO"'RHVLWIHHO WRWDOO\JRRG"2UGR\RXJHWDWLQJHRIQRWVRJRRG" 7KHH[WHQWWRZKLFK\RXIHHOWKHWLQJHVRIQRWVRJRRGJLYHV\RXDQLQGLFDWLRQ RIKRZPXFKUHVLVWDQFH\RXKDYH %H0RUH0DNH0RUH:RUN/HVV 9HURQLFD/LP ^ 9HURQLFD/LP±)LQGRXWKRZ<RXFDQJHWZKDW\RXZDQWLQPLQXWHVDGD\ +HUH  5HVLVWDQFHLVWKHFROOHFWLRQRIRSSRVLQJWKRXJKWVWR\RXUWKRXJKWVRQ\RXU 'HVLUHZKDW\RXZDQW7KHVHFDQEHWKRXJKWVVXFKDV³%XW,GRQ¶WKDYHLW´RU ³,FDQ¶WVHHKRZ,FDQJHWWKDW´RU³,FDQ¶WDIIRUGLW´DQGVRRQ<RXUGRPLQDQW WKRXJKWLVWKDWZKLFK\RXWKLQNDERXWPRUHVWURQJO\DQGPRUHFRQVLVWHQWO\± DQG\RXWHOOWKHEDODQFHEHWZHHQ\RXUOHYHORI'HVLUHDQG\RXUOHYHORI 5HVLVWDQFHIURPKRZ\RXIHHODERXW\RXUJRDO 7KHKLJKHUWKHOHYHORI\RXUGHVLUHDQGWKHORZHUWKHOHYHORI\RXUUHVLVWDQFH WKHPRUHSRVLWLYH\RXIHHODQGWKHPRUHTXLFNO\DQGPRUHHDVLO\\RXDWWDLQ \RXUJRDO$FWLRQVHHPVHIIRUWOHVVDQGWKLQJVVHHPWRDSSHDUWRMXVWIDOOLQWR SODFH %\WKH1DWXUDO/DZRI$WWUDFWLRQZHDWWUDFWWRRXUVHOYHVSHRSOHHYHQWV LQIRUPDWLRQDQGFLUFXPVWDQFHVZKLFKDUHLQKDUPRQ\ZLWKRXUGRPLQDQW WKRXJKW7KLVLVRXU5HWLFXODU$FWLYDWLQJ6\VWHPPHQWLRQHGLQ,VVXHLQ DFWLRQ +DYH\RXFRPHDFURVVDSHUVRQEHIRUHZKRPHQWLRQHGWKDWWKH\ZDQWHG VRPHWKLQJDQGVRPHKRZVRPHRQHVKRZHGXSZLWKMXVWWKHWKLQJWKDWWKH\ ZDQWHGDQGWKH\GLGQ¶WKDYHWRJRRXWDQGORRNIRULW"7KDW¶VGHVLUHZLWKOLWWOH UHVLVWDQFHZLWKDFWLRQEHLQJHDV\DQGVHHPLQJO\HIIRUWOHVV :HKDYHEHHQZHOOFRQGLWLRQHGLQWRWKLQNLQJWKDWOLIHKDVWREHKDUGDQGD VWUXJJOHLIZHDUHWRJHWZKDWZHZDQW<HWZHNQRZRISHRSOHZKRVHHPWR KDYHWKLQJVMXVWKDSSHQIRUWKHP:KDWZHGRQ¶WUHDOLVHLVWKDWRXUEHOLHIV DURXQGVWUXJJOHDQGZRUNLQJKDUGDUHWKHUHVLVWDQFH±WKHWKLQJVZKLFKPDNHLW GLIILFXOWHYHQEHIRUHZHEHJLQ«DQGWKDWLVZKHQSURFUDVWLQDWLRQVHWVLQRUZH JLYHXS 2UZHPD\ZRQGHUZK\ZHDUHQRWHQMR\LQJRUWDNLQJDFWLRQWRZDUGVRXUJRDO HYHQWKRXJKZHKDYHDGHVLUHIRULW:KHQWKLVKDSSHQVRXUOHYHORIUHVLVWDQFH LVJUHDWHUWKDQRXUOHYHORIGHVLUH,WLVOLNHGULYLQJDFDUZLWKRQHIRRWRQWKH DFFHOHUDWRUDQGWKHRWKHURQWKHEUDNHDWWKHVDPHWLPH 6RWRPDNHLWHDVLHUWRDFKLHYH\RXUJRDOVPD[LPLVH\RXUGHVLUHDQGPLQLPLVH \RXUUHVLVWDQFH . BE MORE, MAKE MORE WORK LESS %H PRUH  0DNH PRUH :RUN OHVV $UWLFOHVRQ 'HYHORSLQJ7KH 0LOOLRQDLUH0LQGHVW $FROOHFWLRQRIDUWLFOHVWDNHQIURP9HURQLFD/LP¶V 0LOOLRQDLUH7KLQNLQJ _ H-RXUQDOV ZZZPLOOLRQDLUHWKLQNLQJFRP 3UHVHQWHGWRRXE9LF&DUUDUDRI6XFFHVV6HFUHWVFRXN %H0RUH0DNH0RUH:RUN/HVV