SlideShare ist ein Scribd-Unternehmen logo
1 von 36
Downloaden Sie, um offline zu lesen
ANSWERING SIX QUESTIONS THAT WILL ENERGIZE OUR COMMUNITY THROUGH STRONGER PHILANTHROPY,[object Object],Michael E. guillot,[object Object],www.gaddguillot.com,[object Object],919.545.4086,[object Object],THE NEW NORMAL,[object Object],1,[object Object]
Michael E. Guillot,[object Object],Lifelong Louisiana resident…until Katrina,[object Object],Entire career in nonprofits,[object Object],Education,[object Object],Healthcare,[object Object],Social Service,[object Object],Arts,[object Object],Consulting Practice,[object Object],Research in the nonprofit sector,[object Object],Identity and role,[object Object],Board chairs and members,[object Object],Executives,[object Object],2,[object Object]
3,[object Object]
Six Questions for You,[object Object],Why are you here?,[object Object],Who else needs to know about what you are learning?,[object Object],What opportunities may be emerging for your leadership?,[object Object],How will you take action on what you’ve learned?,[object Object],When can you expect to see some changes from this new learning?,[object Object],Where do you go from here?,[object Object],4,[object Object]
There is always an easy solution to every human problem – ,[object Object],neat, plausible, and wrong.,[object Object],5,[object Object],Initial Thoughts,[object Object]
What is new about normal?,[object Object],6,[object Object]
What does this mean for leading change?,[object Object],7,[object Object]
What does this mean for philanthropy?,[object Object],8,[object Object]
Due to budget cuts, ,[object Object],light at end of tunnel will be out.,[object Object],9,[object Object],Some Realities about Tough Times,[object Object]
What Goes Down, Must Come Up,[object Object],The Business Cycle,[object Object],What place in the cycle are your best donors and prospects right now?,[object Object],Where are you in the cycle?,[object Object],Getting out of your own backyard,[object Object],Three factors you can rely on:,[object Object],Linkage,[object Object],Ability,[object Object],Interest,[object Object],There are other ways to help besides money,[object Object],10,[object Object]
One Idea, Three Reasons,[object Object],State your mission in six words or less,[object Object],What three reasons can you give a prospective donor to encourage their investment in your mission?,[object Object],11,[object Object]
Double Their Rewards,[object Object],Say “Thank You” every chance you get,[object Object],Keep donors informed as to how you are doing,[object Object],With permission, use their names,[object Object],Update your acknowledgement and recognition programs,[object Object],Treat them as “insiders”,[object Object],12,[object Object]
Make It Personal, Real Personal,[object Object],Get on the phone,[object Object],Get out of your office,[object Object],Use facility tours to your full advantage,[object Object],Let them get to know you as you are doing your work,[object Object],Involvement leads to giving,[object Object],Talk and listen to your donors every day,[object Object],13,[object Object]
Size Matters,[object Object],Big money follows big ideas,[object Object],Think about visionary impact,[object Object],Create a long-range, broad menu of gift and involvement opportunities,[object Object],Look for collaborative partners and strategic alliances,[object Object],Consider non-traditional methods to secure funding,[object Object],14,[object Object]
Go to the Well,[object Object],Askfor an investment,[object Object],Ask for ideas,[object Object],Ask for other people who might be interested,[object Object],Ask for their help,[object Object],Ask for their advice,[object Object],Ask,[object Object],15,[object Object]
Why does what we do matter?,[object Object],Who cares about us and our future?,[object Object],What opportunities are emerging that require our attention?,[object Object],How can we move toward our dreams?,[object Object],When can we expect results?,[object Object],Where do we go from here?,[object Object],What are the six questions?,[object Object],16,[object Object]
Why does what we do matter?,[object Object],Getting things done,[object Object],The reality about our communities,[object Object],The table for conversation,[object Object],Mission as bottom line,[object Object],Vision as ROI,[object Object],Case as the story,[object Object],17,[object Object]
Who cares about us and our future?,[object Object],Cornerstone,[object Object],Constituents,[object Object],Community,[object Object],Leadership,[object Object],18,[object Object]
19,[object Object],Constituent,[object Object],Cornerstone,[object Object],Leadership,[object Object],Community,[object Object]
20,[object Object],Cornerstone,[object Object],Board	,[object Object],Staff,[object Object],Current Partners,[object Object],Clients,[object Object]
21,[object Object],Constituent,[object Object],Donors (Current, Lapsed, Long Ago),[object Object],Former Board Members,[object Object],Friends,[object Object]
22,[object Object],Community,[object Object],Corporations/Foundations,[object Object],Businesses/Professionals,[object Object],Civic Organizations	,[object Object],Shared Interests,[object Object]
23,[object Object],Leadership,[object Object],Determine Leadership Levels,[object Object],Advanced Gifts,[object Object],$10,000+,[object Object],Special Gifts,[object Object],$ 5,000,[object Object],Major Gifts,[object Object],$1,000,[object Object],From each segment of the other three divisions, identify individuals who can give or get each leadership level,[object Object]
What opportunities are emerging that require our attention?,[object Object],Meaningful Change,[object Object],Sustainable Efforts,[object Object],Results that Count,[object Object],Collaborations,[object Object],Technology,[object Object],Philanthropy as a leadership conversation,[object Object],Engagement of board members,[object Object],24,[object Object]
How can we move toward our dreams?,[object Object],Time,[object Object],Insight,[object Object],Connections,[object Object],Resources,[object Object],25,[object Object]
Direct mail/email,[object Object],Telephone,[object Object],Web sites,[object Object],Special events,[object Object],Merchandising,[object Object],26,[object Object],SmallInvestments,[object Object]
Foundation grants,[object Object],Corporate support,[object Object],Major gifts,[object Object],Capital campaign,[object Object],Planned gifts,[object Object],27,[object Object],BigInvestments,[object Object]
When can we expect results?,[object Object],Short term,[object Object],Self-evident,[object Object],Shared,[object Object],Celebrate,[object Object],28,[object Object]
Where do we go from here?,[object Object],Tomorrow morning,[object Object],Sharing is learning,[object Object],Budget as a tool ,[object Object],Planning as necessity,[object Object],Retreating to advance,[object Object],29,[object Object]
An Interlude,[object Object],Find someone who is not part of your own organization…,[object Object],Have the following conversation with them, filling in the blanks:,[object Object],Right now, investing in our organization could be the best investment you’ll ever make. We have the potential to ______  (big picture vision) in our community. With your partnership, we could _______ (direct result from their financial support) by the end of the year.,[object Object],30,[object Object]
D. C. al fine,[object Object],There is no done,[object Object],Questions matter more than answers,[object Object],Look – Think – Act – Look again,[object Object],31,[object Object]
The readiness is all,[object Object],Discovery,[object Object],Remaining open,[object Object],Commitment to the sector,[object Object],Creating communities of inquiry,[object Object],32,[object Object]
Your 30 day action plan,[object Object],By May 28, I will…,[object Object],Teach what I’ve learned to…,[object Object],Start doing this every day…,[object Object],Stop doing…,[object Object],Tell the following people our story…,[object Object],Find another partner in change…,[object Object],33,[object Object]
34,[object Object]
Central Louisiana Community Foundation,[object Object],and,[object Object],Tom Harmeyer,[object Object],35,[object Object],Special Thanks,[object Object]
ANSWERING SIX QUESTIONS THAT WILL ENERGIZE OUR COMMUNITY THROUGH STRONGER PHILANTHROPY,[object Object],Michael E. guillot,[object Object],www.gaddguillot.com,[object Object],919.545.4086,[object Object],THE NEW NORMAL,[object Object],36,[object Object]

Weitere ähnliche Inhalte

Was ist angesagt?

Hourly Financial Planning
Hourly Financial PlanningHourly Financial Planning
Hourly Financial Planningjillhollander
 
AxelsonSymposium.20150622.PanelImpactInvesting
AxelsonSymposium.20150622.PanelImpactInvestingAxelsonSymposium.20150622.PanelImpactInvesting
AxelsonSymposium.20150622.PanelImpactInvestingPamela Schilling
 
M&IT2012_The Provocateur_Mar_Apr_Issue
M&IT2012_The Provocateur_Mar_Apr_IssueM&IT2012_The Provocateur_Mar_Apr_Issue
M&IT2012_The Provocateur_Mar_Apr_IssueSusan Radojevic
 
Positive youth development
Positive youth developmentPositive youth development
Positive youth developmentBonnie Kempker
 
Fundraising basics
Fundraising basicsFundraising basics
Fundraising basicsIvaylo Simov
 
Communications for advocacy and campaigns - Small charities communications co...
Communications for advocacy and campaigns - Small charities communications co...Communications for advocacy and campaigns - Small charities communications co...
Communications for advocacy and campaigns - Small charities communications co...CharityComms
 
Learning & Finding Inspiration From Today’s Leading Philanthropists
Learning & Finding Inspiration From Today’s Leading PhilanthropistsLearning & Finding Inspiration From Today’s Leading Philanthropists
Learning & Finding Inspiration From Today’s Leading PhilanthropistsJeff Greenstein
 
C Gallegos Regional Philanthropy Conference Sept 2015 v2
C Gallegos Regional Philanthropy Conference Sept 2015 v2C Gallegos Regional Philanthropy Conference Sept 2015 v2
C Gallegos Regional Philanthropy Conference Sept 2015 v2cristinainger
 
Genna M. Petrolla- NLDP Marketing Panel
Genna M. Petrolla- NLDP Marketing PanelGenna M. Petrolla- NLDP Marketing Panel
Genna M. Petrolla- NLDP Marketing PanelGenna M. Petrolla
 
Developing Your Nonprofit's Remote Workforce
Developing Your Nonprofit's Remote WorkforceDeveloping Your Nonprofit's Remote Workforce
Developing Your Nonprofit's Remote WorkforceBloomerang
 
How to be a philanthropist, and did you know you could?
How to be a philanthropist, and did you know you could?How to be a philanthropist, and did you know you could?
How to be a philanthropist, and did you know you could?Susan Diamond, MSW
 
Crowdfunding Workshop - focus on reward model
Crowdfunding Workshop - focus on reward modelCrowdfunding Workshop - focus on reward model
Crowdfunding Workshop - focus on reward modelDiana Yazidjian ✈️
 
Staying close to your community - Small charities communications conference, ...
Staying close to your community - Small charities communications conference, ...Staying close to your community - Small charities communications conference, ...
Staying close to your community - Small charities communications conference, ...CharityComms
 
Fundraising For For-Profits PowerPoint Presentation
Fundraising For For-Profits PowerPoint PresentationFundraising For For-Profits PowerPoint Presentation
Fundraising For For-Profits PowerPoint PresentationAndrew Schwartz
 
Funding for Lean Impact by Christie George
Funding for Lean Impact by Christie GeorgeFunding for Lean Impact by Christie George
Funding for Lean Impact by Christie GeorgeLean Startup Co.
 

Was ist angesagt? (20)

SVP Calgary - Learn About Engaged Philanthropy
SVP Calgary - Learn About Engaged PhilanthropySVP Calgary - Learn About Engaged Philanthropy
SVP Calgary - Learn About Engaged Philanthropy
 
Hourly Financial Planning
Hourly Financial PlanningHourly Financial Planning
Hourly Financial Planning
 
AxelsonSymposium.20150622.PanelImpactInvesting
AxelsonSymposium.20150622.PanelImpactInvestingAxelsonSymposium.20150622.PanelImpactInvesting
AxelsonSymposium.20150622.PanelImpactInvesting
 
M&IT2012_The Provocateur_Mar_Apr_Issue
M&IT2012_The Provocateur_Mar_Apr_IssueM&IT2012_The Provocateur_Mar_Apr_Issue
M&IT2012_The Provocateur_Mar_Apr_Issue
 
Positive youth development
Positive youth developmentPositive youth development
Positive youth development
 
Fundraising basics
Fundraising basicsFundraising basics
Fundraising basics
 
Communications for advocacy and campaigns - Small charities communications co...
Communications for advocacy and campaigns - Small charities communications co...Communications for advocacy and campaigns - Small charities communications co...
Communications for advocacy and campaigns - Small charities communications co...
 
Learning & Finding Inspiration From Today’s Leading Philanthropists
Learning & Finding Inspiration From Today’s Leading PhilanthropistsLearning & Finding Inspiration From Today’s Leading Philanthropists
Learning & Finding Inspiration From Today’s Leading Philanthropists
 
C Gallegos Regional Philanthropy Conference Sept 2015 v2
C Gallegos Regional Philanthropy Conference Sept 2015 v2C Gallegos Regional Philanthropy Conference Sept 2015 v2
C Gallegos Regional Philanthropy Conference Sept 2015 v2
 
Wealth management
Wealth managementWealth management
Wealth management
 
Genna M. Petrolla- NLDP Marketing Panel
Genna M. Petrolla- NLDP Marketing PanelGenna M. Petrolla- NLDP Marketing Panel
Genna M. Petrolla- NLDP Marketing Panel
 
Developing Your Nonprofit's Remote Workforce
Developing Your Nonprofit's Remote WorkforceDeveloping Your Nonprofit's Remote Workforce
Developing Your Nonprofit's Remote Workforce
 
Crowdfunding for NACCE
Crowdfunding for NACCECrowdfunding for NACCE
Crowdfunding for NACCE
 
How to be a philanthropist, and did you know you could?
How to be a philanthropist, and did you know you could?How to be a philanthropist, and did you know you could?
How to be a philanthropist, and did you know you could?
 
Your Business & Corporate Social Responsibility
Your Business & Corporate Social ResponsibilityYour Business & Corporate Social Responsibility
Your Business & Corporate Social Responsibility
 
Iequalschange
IequalschangeIequalschange
Iequalschange
 
Crowdfunding Workshop - focus on reward model
Crowdfunding Workshop - focus on reward modelCrowdfunding Workshop - focus on reward model
Crowdfunding Workshop - focus on reward model
 
Staying close to your community - Small charities communications conference, ...
Staying close to your community - Small charities communications conference, ...Staying close to your community - Small charities communications conference, ...
Staying close to your community - Small charities communications conference, ...
 
Fundraising For For-Profits PowerPoint Presentation
Fundraising For For-Profits PowerPoint PresentationFundraising For For-Profits PowerPoint Presentation
Fundraising For For-Profits PowerPoint Presentation
 
Funding for Lean Impact by Christie George
Funding for Lean Impact by Christie GeorgeFunding for Lean Impact by Christie George
Funding for Lean Impact by Christie George
 

Andere mochten auch

Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...
Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...
Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...Mark Miller
 
GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"
GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"
GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"GuideStar
 
SCAHD - FEP In The Raiser's Edge
SCAHD - FEP In The Raiser's EdgeSCAHD - FEP In The Raiser's Edge
SCAHD - FEP In The Raiser's EdgeHeather Paul
 
CRHF slides Kaiser 21April2015FINAL
CRHF slides Kaiser 21April2015FINALCRHF slides Kaiser 21April2015FINAL
CRHF slides Kaiser 21April2015FINALJulie Abedian
 
CIMIT Innovation Grand Rounds
CIMIT Innovation Grand RoundsCIMIT Innovation Grand Rounds
CIMIT Innovation Grand Roundscimit27
 
Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...
Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...
Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...Christopher Nelson
 

Andere mochten auch (7)

Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...
Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...
Getting Your Donors to Say "I Do": Using Online Tools to Build Lasting Relati...
 
GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"
GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"
GuideStar Webinar (01/25/12) - Strategic Philanthropy in the "New Normal"
 
SCAHD - FEP In The Raiser's Edge
SCAHD - FEP In The Raiser's EdgeSCAHD - FEP In The Raiser's Edge
SCAHD - FEP In The Raiser's Edge
 
CRHF slides Kaiser 21April2015FINAL
CRHF slides Kaiser 21April2015FINALCRHF slides Kaiser 21April2015FINAL
CRHF slides Kaiser 21April2015FINAL
 
CIMIT Innovation Grand Rounds
CIMIT Innovation Grand RoundsCIMIT Innovation Grand Rounds
CIMIT Innovation Grand Rounds
 
When Patients Aren\'t Your Prospects
When Patients Aren\'t Your ProspectsWhen Patients Aren\'t Your Prospects
When Patients Aren\'t Your Prospects
 
Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...
Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...
Sharing Resources and Bridging the Gap Between Hospital Fundraising and Marke...
 

Ähnlich wie Six Questions in the New Normal

George sharp nwedc2010
George sharp nwedc2010George sharp nwedc2010
George sharp nwedc2010George Sharp
 
Stacking the odds for Agile Project Success
Stacking the odds for Agile Project SuccessStacking the odds for Agile Project Success
Stacking the odds for Agile Project SuccessHaydn Thomas
 
Social Reputation - United Way
Social Reputation - United WaySocial Reputation - United Way
Social Reputation - United WayViveka von Rosen
 
Social Media for Volunteers, Charities and Non-Profits: Social Reputation
Social Media for Volunteers, Charities and Non-Profits: Social ReputationSocial Media for Volunteers, Charities and Non-Profits: Social Reputation
Social Media for Volunteers, Charities and Non-Profits: Social ReputationViveka von Rosen
 
Got Unrestricted Revenue? The Social Enterprise Process
Got Unrestricted Revenue? The Social Enterprise ProcessGot Unrestricted Revenue? The Social Enterprise Process
Got Unrestricted Revenue? The Social Enterprise Process4Good.org
 
Strategic communications planning for not-for-profits - Jo Scard
Strategic communications planning for not-for-profits - Jo ScardStrategic communications planning for not-for-profits - Jo Scard
Strategic communications planning for not-for-profits - Jo ScardConnecting Up
 
Can Your Board Tell Your Story?
Can Your Board Tell Your Story?Can Your Board Tell Your Story?
Can Your Board Tell Your Story?4Good.org
 
AIMIA The Connected Consumer Conference | MashUp CX on Customer Experience
AIMIA The Connected Consumer Conference | MashUp CX on Customer ExperienceAIMIA The Connected Consumer Conference | MashUp CX on Customer Experience
AIMIA The Connected Consumer Conference | MashUp CX on Customer Experiencebrittneygraham16
 
2011 Thump Using Social Media in your Marketing plan
2011 Thump Using Social Media in your Marketing plan2011 Thump Using Social Media in your Marketing plan
2011 Thump Using Social Media in your Marketing planJustin Tamsett
 
One24 Training J Costello 26 Jul11 No Pswd
One24 Training J Costello 26 Jul11 No PswdOne24 Training J Costello 26 Jul11 No Pswd
One24 Training J Costello 26 Jul11 No PswdJim Costello, CPSM
 
The Best Way to Predict the Future is to Create It
The Best Way to Predict the Future is to Create ItThe Best Way to Predict the Future is to Create It
The Best Way to Predict the Future is to Create ItPaul Vittles FMRS FAMI FRSA
 
Enable more young people to become Social Entrepreneurs - A Product Design Ca...
Enable more young people to become Social Entrepreneurs - A Product Design Ca...Enable more young people to become Social Entrepreneurs - A Product Design Ca...
Enable more young people to become Social Entrepreneurs - A Product Design Ca...Anik Sarker
 
Start up and change the world
Start up and change the worldStart up and change the world
Start up and change the worldEdorta Agirre
 

Ähnlich wie Six Questions in the New Normal (20)

Shaping New Business Thinking SMPS 2007
Shaping New Business Thinking SMPS 2007Shaping New Business Thinking SMPS 2007
Shaping New Business Thinking SMPS 2007
 
State of Startups 2015
State of Startups 2015State of Startups 2015
State of Startups 2015
 
George sharp nwedc2010
George sharp nwedc2010George sharp nwedc2010
George sharp nwedc2010
 
Stacking the odds for Agile Project Success
Stacking the odds for Agile Project SuccessStacking the odds for Agile Project Success
Stacking the odds for Agile Project Success
 
Social Reputation - United Way
Social Reputation - United WaySocial Reputation - United Way
Social Reputation - United Way
 
Social Media for Volunteers, Charities and Non-Profits: Social Reputation
Social Media for Volunteers, Charities and Non-Profits: Social ReputationSocial Media for Volunteers, Charities and Non-Profits: Social Reputation
Social Media for Volunteers, Charities and Non-Profits: Social Reputation
 
Got Unrestricted Revenue? The Social Enterprise Process
Got Unrestricted Revenue? The Social Enterprise ProcessGot Unrestricted Revenue? The Social Enterprise Process
Got Unrestricted Revenue? The Social Enterprise Process
 
BwB 5yr Impact Report
BwB 5yr Impact ReportBwB 5yr Impact Report
BwB 5yr Impact Report
 
FORWARD_Millenial_Article
FORWARD_Millenial_ArticleFORWARD_Millenial_Article
FORWARD_Millenial_Article
 
The digital age is here practical tips to adapt and thrive
The digital age is here   practical tips to adapt and thriveThe digital age is here   practical tips to adapt and thrive
The digital age is here practical tips to adapt and thrive
 
Personal Success in a Clinical Setting
Personal Success in a Clinical SettingPersonal Success in a Clinical Setting
Personal Success in a Clinical Setting
 
Strategic communications planning for not-for-profits - Jo Scard
Strategic communications planning for not-for-profits - Jo ScardStrategic communications planning for not-for-profits - Jo Scard
Strategic communications planning for not-for-profits - Jo Scard
 
Can Your Board Tell Your Story?
Can Your Board Tell Your Story?Can Your Board Tell Your Story?
Can Your Board Tell Your Story?
 
AIMIA The Connected Consumer Conference | MashUp CX on Customer Experience
AIMIA The Connected Consumer Conference | MashUp CX on Customer ExperienceAIMIA The Connected Consumer Conference | MashUp CX on Customer Experience
AIMIA The Connected Consumer Conference | MashUp CX on Customer Experience
 
2011 Thump Using Social Media in your Marketing plan
2011 Thump Using Social Media in your Marketing plan2011 Thump Using Social Media in your Marketing plan
2011 Thump Using Social Media in your Marketing plan
 
One24 Training J Costello 26 Jul11 No Pswd
One24 Training J Costello 26 Jul11 No PswdOne24 Training J Costello 26 Jul11 No Pswd
One24 Training J Costello 26 Jul11 No Pswd
 
To Gift a Goat... The Holiday Dilemma
To Gift a Goat... The Holiday DilemmaTo Gift a Goat... The Holiday Dilemma
To Gift a Goat... The Holiday Dilemma
 
The Best Way to Predict the Future is to Create It
The Best Way to Predict the Future is to Create ItThe Best Way to Predict the Future is to Create It
The Best Way to Predict the Future is to Create It
 
Enable more young people to become Social Entrepreneurs - A Product Design Ca...
Enable more young people to become Social Entrepreneurs - A Product Design Ca...Enable more young people to become Social Entrepreneurs - A Product Design Ca...
Enable more young people to become Social Entrepreneurs - A Product Design Ca...
 
Start up and change the world
Start up and change the worldStart up and change the world
Start up and change the world
 

Six Questions in the New Normal

  • 1.
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31.
  • 32.
  • 33.
  • 34.
  • 35.
  • 36.