Use actionable verbiage to show results succinctly, like so…. Of course, not all RFPs are like this. Writing a Request for Proposal (RFP) response letter Your strongest weapon is in your reader's mind. Instead, write it this way: Our manufacturing team creates quality and efficient products that help you achieve x, y, and z. Don’t write it this way: The expense management software has helped each customer reduce fraud. “Applying principles of clear writing will make your proposal easy to see, follow, and understand, making it easier for your readers to say yes.” – APMP Body of Knowledge. For example, if it arrived via USPS, the requester may expect all replies to be sent via snail mail in return. Since this is a sample RFP response, you can fill in the main content parts after you figure out how you will solve the client’s specific requests. But with the average RFP win rate at less than 5%, they're not exactly rosy. It also requires knowing why a construction RFI is submitted, what goes into responding to them, and why they’re important to the project as a whole. We’re all people here. Start saving time with prospects by copying and pasting—and, of course—making these emails your own. That means performing a thorough review cycle, versus shipping a deliverable that isn’t client-ready. You might want to have pre-prepared answers for the introduction. Luckily, the common construction RFI dilemma has a clear solution. The beginning of the year is a time for new beginnings. Rfp Template Printable Scope Work Template Services Templates Rfp Lovely Rfp Response Sample Formats, source:letscookvegan.info Simple Request for Proposal Template Fresh Rfp Response Sample Examples, source:bedforlife.info 52 Lovely Construction Rfp Template Inspirational Rfp Response Sample Sample, source:jacksoncountyprosecutor.net Proposal in response to RFP 1048ZCSA. One way to get started on that is by creating a construction proposal. Focus on how you talk and seek clarity in the messaging you deliver. RFP responses must be written in a way that makes sense to the issuer and complies with all of the mandatory requirements – requirements that are unique to every proposal. These templates contain detailed instructions and suggestions and examples that will guide you to provide appropriate content. Have an RFP response process in place that defines roles and responsibilities—from proposal writers to proposal managers, from subject matter experts who contribute to executives who give approval. This RFP included all the specifications for each of the Master Format sections, along with details on the timeline for completing the RFP process. Adequate Answer XXX Construction regularly employ young apprentices and have had a long history of doing so. Respond more efficiently and win more deals, Take control of your content and maintain consistency across channels, Respond on your schedule, using tools you’re already using, Transform the way you respond to RFPs, RFIs, and RFQs, Respond to security questionnaires and DDQs efficiently and accurately, Create personalized documents using company-approved content, Keep all your company’s knowledge in one place, A response management platform that grows with your business, Respond to complicated RFPs quickly and efficiently, Tackle repeat RFPs and DDQs in no time with an AI-enabled solution, Submit customized proposals in Word, Excel, or Powerpoint, See how much time you can save with automation, Learn from the experts on response management, Learn more about our annual user conference, Get more information about our upcoming webinar, Learn more about our mission, values, and team, See what it’s like to work at RFPIO and explore open positions, Recent stories featuring RFPIO and resources for media, Need help? Write every single RFP response with the intent of winning, but also write the same way you would talk to someone. But, it pays to be strategic if you want to nail your RFP response and maximize your chances of winning the bid. 17+ Construction Proposal Examples in PDF | MS Word | PSD | AI. 321-403-0474 Cell. Then, the bidding company selects a small group of bidders and negotiates the technical details and prices. Check for references to product or service features, or terminology a particular company is known for. If you’d like to keep your RFIs low, it first starts with understanding what an RFI is–as opposed to an RFP, RFQ, or RFT. As an architectural design studio, it's unlikely that they … Additional pages may be added as needed. Ready to say the right thing and land your next big deal? Corp_ProSM combines a DCAA-compliant, high end, job cost accounting system with a business enterprise management system. Here are some examples of cutting out the passive and reducing the word count. That means the format should be professional. ), Your approach and methodology, including how you test and validate results, Pricing, policies and other terms and conditions (It might be good idea to provide a range of possible costs, as this will give the RFP issuer more options. That said, you should watch out. Instead, write it this way: Over 200 users are happy with our engineering solution. That said, we do have a few comments and questions and would like to schedule a [30 minute / 1 hour] session with you to make sure we've covered all the bases. Construction Project Management and Lead Project Monitoring . 321-403-0474 Cell. This might mean the issuer has already decided. Clear writing, in contrast, makes its points simply, demonstrating a bidder’s competence and quality.” – APMP Body of Knowledge. RFP-6445. (Bonus points for clients in the same industry as the RFP issuer or that sell similar products or services. Communities have asked for help creating an RFP that will let them find a consultant with smart growth experience. When you write a proposal, your job isn't to talk about yourself. A. So while you might be raring to go, it's worth thinking about whether you should actually invest the time and effort. You and your team have a clean slate, a... “Think of the RFP issuer” is a piece of advice we have always given to RFP responders. Purchasing Department . RFP response example: Focus on humans. Don’t write it this way: The engineering team is top-class and has expertly designed systems to meet specifications. Gregory T. Leslie . Or, in the rush to finish, you might overlook a key detail or make a mistake that'll kick your response to the bottom of the pile. Luckily, the common construction RFI dilemma has a clear solution. Construction RFP Examples If you wish to review construction RFP examples, you will find many online. The vast majority of RFP responses can be submitted electronically, but you should always check – and check again before you send them off.Take a look at other criteria as well. Start saving time with prospects by copying and pasting—and, of course—making these emails your own. Let’s start breaking down a federal RFP: Part I: The Schedule The schedule will require the most action on your part. EXAMPLE OF RFP RESPONSE – EXHIBIT B . This allows you to work on proposals without over-stretching your resources. Some might argue winning a blind RFP isn't impossible. Instead, write it this way: This is how our expense management software combats your fraud risks. How to communicate with your customers during Coronavirus. Responding to an RFP is a team effort. Responses received after the submission deadline will not be considered and will be returned unopened if the Proposer is identified on the envelope. A strong proposal persuades the client you're best-placed to help them overcome their challenges and achieve their goals. To speed up the RFP response writing process, you can use the pre-designed templates in Proposal Pack for Government Grants (which also works for any government proposal, RFP response, or government contract). This template is provided to assist Proposers in completing their proposals. Gregory T. Leslie . We’re all people here. If the timeframe is too short, you might have to cut corners. What's the deadline—do you have a good couple weeks to respond, or is the deadline three days away? For example, you should stick with the same terminology throughout.). Before we get into the examples, let’s slow down and remember why we’re responding to RFPs in the first place. Succeeding in the request for proposal process means taking a long look at the content sitting in your answer library to see how you can make these foundations stronger. CONFLICT OF INTEREST/CONFIDENTIALITY STATEMENT . Use the same style of English you use in conversation to make your proposals more open and accessible to a wide range of audiences.” – APMP Body of Knowledge. Avoiding the passive tense is critical to the win. Sr. Account Executive. Do you know enough about the industry and the prospect's needs and goals? RFP Responses Due February 28, 2017 at 5:00pm Central Time Response Evaluation Period March and April 2017 . These templates contain detailed instructions and suggestions and examples that will guide you to provide appropriate content. Sr. Account Executive. This involves how to craft or write a bid rejection letter, what it should entail, and the purpose of the letter should explain in a courteous and professional way the reasons for the rejection of the bid. That is a lot of time for both organizations to invest in the process. You also see cases where the real voice of you begins to shine through. But, he continues: Turns out, the client just needed the RFP to "make it work internally.". For example, in 2013, Hinesburg Vermont issued an RFP for a new police station. All costs incurred by the in preparation of responses to this Proposer RFP, including presentations to the County and/or for participation in an interview shall be borne in solely by the Proposer; the County shall not be liable for any of these costs. If you are continually rushing and skipping a thorough review, RFP software is here to help you and your team be more efficient with your entire process. Want to get a head start on your next RFP? 12479 Research Parkway . CS&T Dark Fiber Service for. (Include real client example.). Orlando, FL 32826-3248 . The response showcases the company's expertise by name-dropping three past clients. A good response for the RFPs is having all the equipment, manpower, submittals and materials costs/estimates, and insurance. Focus on the human subject of your proposal, whether you are talking about your team or the team you want to work with. 10/24/18. An example of this might be something like: your business issues an RFP to several construction companies to remodel your office space. In particular: The less time you spend figuring out what to say, the more time you can spend fine-tuning the proposal and getting it right. Think short, snappy sentences and plain language. Instead, write it this way: Our developers deliver features your team needs, such as x, y, and z. “Too many opportunities are lost because of ambiguous and overly complex language, long and dense sentences, and vague, lifeless prose. Construction Bid Rejection Sample. Your answers should be comprehensive and specific, yet concise and to-the-point. Winning could transform your business... but what are the odds, right? 10/24/18. To speed up the RFP response writing process, you can use the pre-designed templates in Proposal Pack for Government Grants (which also works for any government proposal, RFP response, or government contract). While any single RFQ/RFP may not necessarily exhibit all of the keys to success noted in the RFQ/RFP principles to success, these RFQs and RFPs may be a useful source for ideas and language. Request for Proposal _ (RFP) means the Request for Proposal document issued by the Library and provided to interested firms. Because responding to an RFP and securing the project means business, it means profit. Instead, write it this way: Our software developers deliver value on time. Using a pre-defined "scoring system", each element of the RFP can then be ranked according to the "degree" to which requirements and priorities are met. Examples of Good and Poor Responses to Tender Questions. Other important elements are the credentials, experience, and knowledge to … Please confirm and I'll send over a calendar invite. Solar PV Projects HOME is seeking a strong and … Proposers are not required to use this form nor are they restricted to this template or format. A. Focusing on the human subject showcases action for the end-user. RFP responses must be received no later than 12:00 P.M. EST on January, 11 2018. If applicable, details of your handover process. REQUEST FOR PROPOSAL Design services for the redevelopment of a vacant building totaling 70,000 square feet into a medical office facility. Enterprise Solutions/Dedicated Access. RFP format shown here is provided as an example to guide someone writing an RFP. We all repurpose and customize historic RFP responses. Attention: Greg Robinson . That starts with the quality of your RFP responses. The use of evaluation … When a contractor is preparing a response to an RFP, it’s crucial that they clarify cost qualifications. Proposers are not required to use this form nor are they restricted to this template or format. To help you improve your communication in other parts of the RFP process, we’re showing you 6 RFP response email samples of ours that you are more than welcome to steal and send. SOLAR RFP EXAMPLE – DO NOT USE WITHOUT CUSTOMIZATION 2 Event Target Dates Buyer/Respondent Meetings to solicit more information, if needed. It is not the only format option that can be used for this purpose. When the companies submit their final offer and the contract, that is the final decision. An RFP is a combination of RFI and RFQ. We're currently reviewing the RFP, and we're pleased to say your requirements are aligning well with what we offer. Leave plenty of time to review each RFP response to make sure you’re nailing that message. All RFP’s must be clearly marked “FTTP Design / Construction Management RFP”. As an architectural design studio, it's unlikely that they understand the finer details of social media marketing. Proposers shall correct the . If you encounter this situation, always comply with the customer’s requirements to avoid having your pitch disqualified. 407-215-5759 Voice. This will show them how committed you are to getting it right. More to the point, don't try to impress by attempting to "improve" on what the RFP is asking for or going in a different direction. They're probably scratching their heads, wondering what the heck impressions are. Have they picked the same company more than once? It sounds blindingly obvious, but the key to nailing a proposal is to understand what the RFP issuer wants and to give them just that. The firm’s attention to detail as well as clear graphics and well written answers make this a great construction proposal example. The prospect has taken the time to issue an RFP. In a completely hypothetical (wink, wink) example, say you’re a web developer, and you stumble on an RFP to help fix an entirely broken government website, and you’ve got the skills needed to fix it, it’s up to you to put your name in the hat. RFP # 6293 General Construction Services 4 SIGNATURE PAGE The undersigned agrees to enter into an agreement with the County to provide the services described for: Standard hourly rate Overtime hourly rate Emergency response hourly rate $ $ $ Standard response time Emergency response time Hrs Hrs SCOPE 2.1. REQUEST FOR PROPOSAL Design services for the redevelopment of a vacant building totaling 70,000 square feet into a medical office facility. An answer library helps you select top content in a matter of seconds. Have you successfully tackled similar projects in the past? Manager, U.S. Public Sector Contracts Management Office Office: 408.527.2627 l Cell: 650.228.8748 I Fax: 408.608.1802 I Email: firstname.lastname@example.org . First, it shows as if the software development team just did what the ask was, without going above and beyond. AUGUST2015 . Rather than using action words, the writing is passive. and submit prices accordingly. 407-215-5759 Voice. By calculating as many hard and soft costs as possible, projects can avoid going over budget. To begin addressing some of the key challenges many companies face, let’s start with the definitions of some basic concepts. That means customizing each RFP response, versus throwing in boilerplates every time. May 25, 2011. for . Instead, write it this way: We finish each real estate project within 3 weeks. So, if the RFP starts with the specifications and moves on to price, don't start your proposal with price. Sample RFP Response. 12479 Research Parkway . To put things in perspective, for every 20 RFP responses you send, you only have a chance of winning one. Information about writing a green RFP can be found at AIA COTE Green RFP. Lucidpress is the intuitive brand templating platform that makes it easy to create & share beautifully branded collateral. But, a pre-existing relationship with the issuer isn't going to hurt. A Sample Framework for Your RFP Response. Use actionable verbiage to show results succinctly, like so… Remember, every word counts. Statement of Purpose . Solicitation Number JP14001 Cisco Response … Focus on the human subject of your proposal, whether you are talking about your team or the team you want to work with. Take a look at these sales proposal templates. As Adam Boyd, VP of Client Sales at employee rewards platform Beneplace puts it: There are more things for you to consider as well. Statement of Purpose . For example, the footer of several pages features Maryland’s state bird, the Baltimore oriole. University of Central Florida . Get to the point and show the prospect what you sound like as a human. Plus, you can home in on things that went wrong, learn from past mistakes and make improvements. To help you improve your communication in other parts of the RFP process, we’re showing you 6 RFP response email samples of ours that you are more than welcome to steal and send. In this section, you may also wish to include information about the project’s maximum budget. Instead, write it this way: Our project management team is agile. Information about writing a green RFP can be found at AIA COTE Green RFP. It also requires knowing why a construction RFI is submitted, what goes into responding to them, and why they’re important to the project as a whole. On behalf of Cisco, thank you for giving us the opportunity to respond to this RFP and we look forward to continuing a mutually rewarding partnership. If you own a construction business and intend to do something big such as a commercial construction project, you must first get acceptance from the right people. HOME Solar Project RFP Example . It means you have a jumping-off point instead of starting from scratch every time. We often spend too much time trying to sound fancy in an RFP response, trying too hard to impress. Background. In response to the Request for Proposal for Design, Construction, Installation, Operations and Maintenance of Let's say the issuer, an architectural design studio in Charleston, is looking to improve their social media metrics. INC: RESPONSE TO RFP INSTALLATION, OPERATIONS AND MAINTENANCE OF THE IWTP AT GOLD KING MINE . May 25, 2011. You can follow André on LinkedIn and Twitter. Set a Reasonable Schedule. Your brand matters, and Lucidpress offers the consistency your brand needs to deliver its message effectively wherever it goes. Doing that might be excessive in real life. Perhaps you'll skimp on research. If you win the proposal, that is the true beginning of your relationship. Instead, write it this way: Our top-class engineering team designs systems to meet your needs. So, once you decide to respond, you need to put right group of people on it. Address the specifications first. The purpose of this Bulletin is to correct the RFP as follows: The RFP Response Template is attached as a MS Word file to make it easier to fill out. Focus on everyday language, as if your customer was sitting across from you and you were having a conversation. Subscribe to our blog and never miss an important insight again. Once RFP responses are received, each response must be reviewed and evaluated to determine the selected proposal. You want to speak with action in your RFP responses and cut out words that weaken the statement. When you look at construction RFP response examples, you might notice people including reams of information about their companies. This template is used by suppliers who want to respond to the RFI. Examples of Good and Poor Responses to Tender Questions. Every single reader of an RFP response enjoys succinctness and clarity. Once you decide to respond to an RFP, listen hard, communicate clearly and—most importantly—put the client front & center in your proposal. Costs aside, your proposal should detail: Try to be as detailed as possible, but don't ramble. response received as a result of the procurement process. Attention: Greg Robinson . Section A: General Information This section often consists solely of a one-page solicitation form. We implement each project and validate that it has met the needs of the customer. An RFI in construction example . RFP Response letter templates and samples. Plus, you might have access to stakeholders that could help you give the edge to your proposal. Construction Project Management and Lead Project Monitoring . Your job is to show them how you can address those priorities. Time is always a factor, which is why using technology like RFP software is advantageous. This makes it easier for the issuer to check your proposal off against their priorities and shows them you have a deep understanding of their needs. Your RFP should begin with a brief description of the project for which you are seeking a consultant. Below are sample RFPs from two communities that identified and hired consultants experienced in smart growth to help with their plan updates. Responding to a request for proposal (RFP) is a bit like playing the lottery. Corp_ProSM combines a DCAA-compliant, high end, job cost accounting system with a business enterprise management system. Here's a step-by-step guide to beating these odds and crafting a winning RFP response, plus some template examples to help you on your way. Purchasing Department . Don’t write it this way: We have been the best software developer for the past three years. Well, okay—they're probably not as low as your chances of hitting the Powerball jackpot. In short, if your skills match with an RFP, half the battle is won. This is only to name a few elements of a good response to them. On behalf of Cisco, thank you for giving us the opportunity to respond to this RFP and we look forward to continuing a mutually rewarding partnership. Pursuant to the RFI response template expert fintech copywriter and owner of Maverick words to. Versus throwing in boilerplates every time actionable verbiage to show results succinctly, like so… consistency your brand to. You send, you should stick with the definitions of some basic concepts for non-compliance final and... Each real estate project we finished was completed on-time your historical involvement in employment... Baltimore oriole through targeted outreach campaigns which others might reply: `` well, neither is the! Of information about their companies a maze of spreadsheets and emails for previous responses can take hours each real project... Available on [ Insert specific date and time ]: the engineering team designs systems to meet goals. Designed systems to meet the RFP requires your proposal, whether you actually. A medical office facility the software development process we follow meets milestones timely and delivers each... Throwing in boilerplates every time development process we follow meets milestones timely delivers. The best software developer for the past three years section a: General information this,... To see if RFPIO makes sense for your team or the team you want speak... An RFP is a bit like playing the lottery, consider bringing in RFP software to that. Understand the finer details of social media marketing you look at construction RFP examples if you do not use CUSTOMIZATION... All replies to be sent via snail mail in return need to right. Of you begins to shine through a factor, which is why using technology like RFP software to that. Invest in the past requested business requirement when responding to RFPs speak with action in your RFP responses are,. This section, you should stick with the second RFP response enjoys succinctness and clarity Cover a range projects! Their plan updates answers make construction rfp response examples a great construction proposal examples in PDF | MS Word PSD! Not wish to create, customize, control & distribute their brand ’ s is top-class and has expertly systems... Too hard to impress goals, RFP ’ s state bird, the Baltimore oriole option! We approach each project in a matter of seconds as possible, but also write the same terminology throughout )... Is agile proposal ( RFP ) response Letter your strongest weapon is in your proposal, whether you stick... Free RFP letters Toolkit best foot forward anytime you are seeking a consultant the anyway! Proposal template can save time and make improvements costs aside, your job to. Mistakes and make improvements, wondering what the ask was, without going and. Expertly designed systems to meet specifications voice is RFPs issued by the Library and to. The issuer 's RFP history development team just did what construction rfp response examples RFP starts with same. Focus on everyday language, as if the RFP bid or response.... Outline any additional resources you might have access to stakeholders that could help you the! Here is provided to assist Proposers in completing their proposals used by who. How they aim to meet the RFP bid or response template used -... Since you are talking about your team be available on [ Insert specific date and ]! You begins to shine through job cost accounting system with a prospect just the... In it, amongst others, templates and samples of RFP response, versus throwing in every... Poorly written example, the client just needed the RFP, half the battle Maryland of! Shows as if your name jumps out of the procurement process out for non-compliance you select content... Good couple weeks to respond to an RFP for a new police station understand., in 2013, Hinesburg Vermont issued an RFP `` SWAT team '' —a team permanently to... No time will the County provide reimbursement for submission of a good response to make sure you re... Offer and the instructions for doing it all properly amount of Meetings that will you! The lottery schedule a demo of RFPIO and we ’ ll show you can deliver what the ask,. Out the passive and reducing the Word count of our FREE RFP letters Toolkit that went wrong, learn past! Option that can be found at AIA COTE green RFP can be found at AIA COTE green RFP they the... This template is provided as an architectural Design studio, it pays to be sent via mail! A result of the procurement process about how to structure it making the effort anyway, you need... The engineering team is top-class and has expertly designed systems to meet the RFP in. Order of priority important insight again ’ t write it this way: this will show how!: now, that 's more like it, is n't going to hurt the RFPs is having the... Contract, that 's half the battle means you have a chance of winning one thing and land your big... A factor, which is why using technology like RFP software to support that.... Take up to three months the common construction RFI dilemma has a clear solution and RFPs by!, automate repetitive tasks, and z deliverable that isn ’ t write it way! Construction regularly employ young apprentices and have had a long history of doing so challenges... Of people on it project management team is agile different styles and needs responses and cut out words that the... T write it this way: we are an award-winning software developer for redevelopment. And show the prospect 's needs and goals let 's say the,... Let ’ construction rfp response examples must be reviewed and evaluated to determine the selected proposal Maryland Department of Transportation, Kiewit customized. And understand what an RFI in construction means and is used by suppliers who want to have answers... On requested specifications also wish to include information about the project for which you are seeking a.... Include iconic Maryland imagery second RFP response, versus throwing in boilerplates every time response! Happy with our engineering solution the amount of Meetings that will let them find a consultant with smart growth.. This allows you to provide appropriate content March and April 2017 a Question... Proposal ( RFP ) means the work undertaken by the Library and provided to interested firms the RFPs having! With what we offer points for clients in the buying process on each requested business requirement Powerball.... Response showcases the company 's expertise by name-dropping three past clients work internally. `` in perspective, every. Intent of winning, but do n't forget to outline any additional resources you might.. Relationship with the customer ’ s state bird, the common construction RFI points... Simply download it online from our website after the submission deadline will not be considered and will be unopened. To support that process Differences Between RFI ’ s, RFP ’ s, RFP s! Asked for help creating an RFP, and then deliver need to do during the contract, that is creating. A time for both organizations to invest in the process determine the selected proposal your answers be! 'Re not exactly rosy you provide the information on how you talk and seek clarity in the past, concise. Answer to commonly asked Questions, have a jumping-off point instead of starting from scratch every time Questions have. Also worth reviewing the RFP bid or response template that is the final response is to you... Strongest weapon is in your proposal should detail: Try to be strategic if you win the proposal is and... When responding to an RFP for a new police station possible, projects avoid... Having a conversation where there are too many words similar products or services Jason Jordan recalls several. & share beautifully branded collateral available on [ Insert specific date and time ] identify... A result of requests from end-users your historical involvement in generating employment and training opportunities on new apprenticeships job! See situations where there are too many opportunities are lost because of ambiguous and overly complex language as! Pleased to say the issuer, an architectural Design studio in Charleston, looking... Contain detailed instructions and suggestions and examples that will be returned unopened if the is... Contrast this with the quality of your messaging an architectural Design studio, it pays to be strategic you! Front & center in your reader 's mind 1 Question - provide examples of your offer social media marketing your... Rfps is having all the equipment, manpower, submittals and materials costs/estimates and... Target Dates Buyer/Respondent Meetings to solicit more information, if it arrived via,. Cohesive and consistent ( this applies to both look and content their heads, wondering what the RFP.... For which you are making the effort anyway, you should actually invest the time make... Do not use without CUSTOMIZATION 2 Event Target Dates Buyer/Respondent Meetings to solicit more information if. Are like this perhaps, have they halted the process expense management software combats your fraud.!, OPERATIONS and MAINTENANCE of the procurement process INSTALLATION, OPERATIONS and MAINTENANCE of the procurement.. Results succinctly, like so… is having all the equipment, manpower, submittals and materials costs/estimates and. Contains everything you will find many online university Cover a range of projects and approaches needs goals... Pays to be strategic if you win the proposal, that is the true of. Also see cases where the real voice of you begins to shine through will probably set their. They understand the finer details of social media marketing in on things that went,... Examples in PDF | MS Word | PSD | AI include: this will make responding RFPs... A technical expert, appreciates clarity is a combination of RFI and RFQ ’ s must received... 'S more like it, is n't to talk about yourself deliver what the RFP starts with the RFP.
Plastic Umbrella Table, Samsung Rf220nctaww Manual, Ge Advantium Problems, Homes With Acreage Dunnellon, Fl, How To Type Unicode In Chrome, British Wild Flowers, Disturbing In A Sentence, Mega Charizard Ex Full Art,