Module 1
Comic Strip 1. Evaluate the situation below.
Source: https://assetsds.cdnedge.bluemix.net/sites/default/files/styles/very_big_2/public/news/images/learning_soft_skills3.jpg?itok=Liq9U-nh
Comic Strip 2. Evaluate the situation below.
Source: https://dilbert.com/strip/1996-10-27
People are hired for their technical skills and are
fired for their lack of soft skills.
- communication done in the workplace
- the exchange of information that helps
people interact with technology and solve
complex problems
- the message usually involves a technical
subject with a specific purpose and
audience
Most forms of workplace / technical
communication are done in WRITING.
**The subject is usually technical, written
carefully for a specific audience. The
organization is predictable and apparent, the
style is concise, and the tone is objective and
businesslike. Special features may include visual
elements to enhance the message.
- technical, factual
- fulfills the special needs of a specific reader
**Technical Writing - writing to share information or to
have someone perform an action
A CONTRACT in a job offer. All statements stipulated in
the document must be accurate and factual.
Source: https://www.iamexpat.nl/sites/default/files/styles/article--full/public/work-contracts-netherlands.jpg?itok=63PRG_9l
- carefully considered, targeted
- the technical writer expects that the reader possesses
some knowledge of the topic and its specialized
vocabulary; he also wants the reader to do something
after reading
Main article:
https://www.feutech.edu.ph/features/how-to-survive-your-first-day-at-feu-tech-2/?fbclid=IwAR3kJ0pZ8JOTXbE8YUY-5sy1pZdPjSrSmt-peBbqnLMcN4Ac9hDM3gjgxI8
Source:
https://s3-ap-
southeast1.amazonaws.com/live.jobayan.com/upload/968e2f3f4467551afdd85
8a7b045ef53.jpg
- predictable, apparent (easy to understand)
- technical documents use headings to help the readers
perceive the organization at a single glance; "the
organization should allow the eyes to travel quickly to
the information needed"
Source:
https://www.findspark.com/inspiring-company-career-pages-examples/
Source:
https://fccid.io/png.php?id=3494625&page=0
- concise, direct, specialized vocabulary
- the way an author uses words and sentences gives the
audience an idea of the type of document they're reading
**Jargon, the highly specialized language of a particular
discipline or technical field, is used.
Source:
https://newsinfo.inquirer.net/1154972/skyway-coping-beam-falls-causing-heavy-traffic-at-nlex
Source:
Gookin, D. (2016). PCs for dummies (13th ed). Hoboken, NJ: John Wiley & Sons.
Source:
http://users.wfu.edu/matthews/misc/graphics/formats/formats.html
- objective or businesslike
- the way the words make the person feel; describes the
emotional character of a document
- visual elements
❖ Font size and style - boldfaced? italicized? underlined?
❖ Numbered and/or bulleted lists - what kind of bullets?
❖ Columns - one, two, three, or more?
❖ Color
❖ Graphs and Tables
❖ Letterhead and Logo - size? location? middle, upper left?
upper right? or side?
❖ Photos and drawings - subject? style? black and white or
color?
❖ Sidebars - what information to highlight? where to place?
❖ Clip Art - what purpose? to add humor, to set a tone, or
to celebrate a season?
Desktop publishing software - used in the
creation of documents using page layout skills on a personal computer
REFERENCES/INTERNET LINKS:
Image Credits:
Module 2
TYPES OF AUDIENCE:
A. According to Scope
TYPES OF AUDIENCE:
B. According to Knowledge Level
TYPES OF AUDIENCE:
B. According to Knowledge Level
TYPES OF AUDIENCE:
C. According to Point of View
TYPES OF AUDIENCE:
D. According to Order of Importance
- What do I want to inform my readers about?
- What do I want to persuade or convince them of?
- What do I want to happen as a result of this document?
- What do I want my readers to do after reading the document?
- How thorough will my coverage be?
- What information do I include and omit?
- Is the medium appropriate for my audience, message, and purpose?
- Is the time and money required to produce the medium worth the possible outcome?
- What media are available to me?
REFERENCES/INTERNET LINKS:
PHOTO CREDITS:
PHOTO CREDITS:
Module 3
Professional Image
Subtopic 1
•
•
•
•
•
•
•
• Selection for participation on project teams
• Inclusion in social settings with clients
• Selection to present project presentations
• Promotions to positions of greater responsibility
• May contribute to a high performance rating
• Overall competitiveness in numerous situations
PROFESSIONAL IMAGE
Professional Image
• A set of qualities and characteristics that represent
perceptions of your competence and character as
judged by both influencers and peers
• The image you project in both a professional
(classroom) and non-professional (grocery store)
environment
• What I will remember about you, since you are the
message
Source:
• A lasting first impression - you begin making an
https://blogs.edweek.org/topschooljobs/careers/2011/03/what_is_a_professional_image.html
impression before you even speak
What makes up our image?
Two Perspectives:
BEHAVIOUR APPEARANCE
The FIVE ASPECTS
of Professional Image
• What you write
• What you say
• What you do
• How you look
• Who you know
“We are what we write.”
Written and Electronic
Communications
- Perfect your writing skills.
- Manage your online image.
- Check your voicemail: professional, not "What's Up?" or "Hey!”
- Watch your email/texting: professional address, content,
grammar, spelling - even with Smart Phones that check and
correct information as you type it needs to be professional.
When afraid
When sad
When ecstatic
When disgusted
When angry
Source: https://www.kindpng.com/picc/m/51-511822_transparent-inside-out-clipart-inside-out-characters-hd.png
We are what we say.
The Power of Spoken Words
Words and their rules don't
tell us about the world; they
tell us about ourselves.
- ,
- Conduct yourself in an ethical manner.
- Respect the organization and its rules.
- Never say bad things about your colleagues or your
employer or your university.
- Practice your introduction and handshake.
- Remember that you are the message and the product.
We are what we do.
Etiquette
Who you are affects
what you do.
-
- Avoid negativity.
- Listen and learn.
- Seek out opportunities to be visible - volunteer, take a risk.
- Follow through - accomplish what you say you will do.
- Be unique, irresistible and enthusiastic.
- Shine! Use your strengths.
- Smile!
We are who we associate with.
Network
You are the average of five people you
spend the most time with.
If you want to improve and succeed in your life, you
need to surround yourself with people who have
higher standards than you do.
- Surround yourself with successful and helpful people; this
may mean leaving old friends behind.
- Talk to everyone; it is not WHO you know but who knows
YOU.
- Project the image of a confident communicator.
- Keep in mind that you are remembered and judged by
who you spend time together with.
We are how we look.
Power Dressing
Dress for the position you
want and not the position
you’re in.
Good image simply means good
business.
REFERENCES / INTERNET LINKS:
Professional Branding :
Developing Good Habits and Productivity
Subtopic 2
DEFINITIONS
1. Professional Habits
- acquired pattern of behaviour
when you are at work
2. Productivity
- measure of output from a
production process per unit
of input
3. Professional Branding
- professional branding communicates the
essence of who you are in the workplace.
Your brand reflects your professional reputation
— what you're known for (or would like to be
known for). When your reputation is a good one,
it includes marketable distinctions like positive
characteristics and achievements
We clearly communicate who we are through the
habits we show.
PROFESSIONAL HABITS
Bad Habits at the Workplace
1. Procrastination
2. Poor email communication
3. Tardiness
4. Ba boy language
5. Inattentiveness
Good Professional Habits
Good time management is
good habit.
Time management is
the right allocation of
time to the right task in
order to make the best
possible use of time.
Different Problems
with the Way
Professionals Deal with
Time
1. Lack of Time
when an individual
thinks that there is
not enough time to
do the work
assigned to him/her
PROBLEMS SOLUTIONS:
1. too much work 1. prioritize your work
2. hectic schedule 2. focus on your work
2. Lack of
- when an individual cannot
concentrate solely on the
task given to him or her
PROBLEMS SOLUTIONS:
1. social media 1. turn off gadgets in
addiction the workplace
2. calling during work 2. Put your gadgets on
hours silent mode
3. Disorganized
- a person
unable to
plan one's
activities
efficiently
PROBLEMS SOLUTIONS:
1. messy workplace 1. fix and organize your
2. unorganized thoughts workplace/desk
2. buy a planner or
download productivity
apps
Importance of Being Organized:
- helps establish a
sense of structure
and order
- helps a professional
work effectively and
efficiently
4. Procrastination
- avoidance of
doing a task
which needs to
be accomplished
CAUSES OF
PROCRASTINATION
SOLUTIONS:
1. Fear of Failure 1. Prioritize
2. Fear of Being Wring 2. Organize
3. Feeling Overwhelmed 3. Be Realistic
4. Avoidance of
Unpleasant Tasks
5. Getting a “rush” from
working under
pressure
5. Dependence
a state where
someone
is heavily reliant
on someone or
something else
PROBLEMS: SOLUTIONS:
1. daily office work open for improvement
routine and accept new ideas
- employee is so to improve office work
dependent on his/her
daily work routine
a. Lack of initiative
b. Lack of Confidence
c. Lack of Thoughtfulness
d. Lack of Future Thinking
PROBLEMS: SOLUTIONS:
2. management is there is a limitation as an
dependent to employee and every
management must have a
employees rules and regulations or
- employees became abusive
policy to be followed by the
and takes advantage of the
situation employees
Planning is a major step to manage
your time efficiently an effectively.
CORPORATE PLANNING
Types of Corporate
Planning
Strategic
Planning
systematic process of
determining goals to
be achieved in the
foreseeable future.
Long Term Planning
involves monitoring and
evaluating activities
Short Term
Planning
within the long term
planning; for the day-to-day
operations
Technical Planning
- includes defining the scope of the technical
effort required to develop, field, and sustain
the system, as well as providing critical
quantitative inputs to program planning and
life-cycle cost estimates.
Professional Branding
Your brand reflects
your professional reputation —
what you're known for (or would like
to be known for). When your
reputation is a good one, it includes
marketable distinctions like positive
characteristics and achievements.
By Stephen Covey
Our character is a collection of our
habits, and habits have a powerful
role in our lives
◇Habits consist of knowledge, skill, and
desire
■Knowledge allows us to know what to do.
■Skill gives us the ability to know how to do it.
■Desire is the motivation to do it.
The Seven Habits move us through the following stages:
Dependence: the paradigm under which we are born, relying
upon others to take care of us.
Independence: the paradigm under which we can make our
own decisions and take care of ourselves.
Interdependence: the paradigm under which we cooperate to
achieve something that cannot be achieved independently.
The first three habits focus on self - mastery that is,
achieving the private victories required to move from
dependence to independence.
◇The first 3 • Habits 4, 5, and 6
habits are: then address
interdependence:
1. Be Proactive
4. Think Win/Win
2. Begin with
5. Seek First to
the End in
Understand, Then to
Mind Be Understood
3. Put First 6. Synergize
Things First
Finally, the 7th habit
HABIT 7: SHARPEN THE SAW
To be effective, one must find the
proper balance between actually
producing and improving one's
capability to produce.
HABIT 1: Be Proactive
The first habit that Covey discusses is being proactive. What
distinguishes us as humans from all other animals is our
inherent ability to examine our own character, to decide how
to view ourselves and our situations, to control our own
effectiveness.
Put simply: In order to be effective, one must be proactive.
Reactive people take a passive stance - they believe that the
world is happening to them. They say things like:
◇"There's nothing I can do."
◇"That's just the way I am."
They think the problem is "out there" - but that thought is the
problem. Reactivity becomes a self-fulfilling prophecy, and
reactive people feel increasingly victimized and out of control.
◇The positive energy we exert will cause our Circle of Influence to
expand.
◇Reactive people, on the other hand, focus on things that are in their
Circle of Concern but not in their Circle of Influence, which leads to
blaming external factors, emanating negative energy, and causing
their Circle of Influence to shrink.
HABIT 2: Begin With The End In Mind
Start with a clear destination in mind.
Covey says we can use our imagination
to develop a vision of what we want to
become and use our conscience to
decide what values will guide us.
Habit 2 suggests that, in everything we do, we should
begin with the end in mind. Start with a clear
destination. That way, we can make sure the steps
we’re taking are in the right direction.
To begin in the end of the mind means to know where
you’re going before you get started so that every step
you take is always in the right direction
HABIT 3: Put First Things First
◇In order to manage ourselves effectively, we must put first things
first. We must have the discipline to prioritize our day-to-day
actions based on what is most important, not what is most urgent.
◇In Habit 2, The mental creation, we discussed the importance of
determining our values and understanding what it is we are setting
out to achieve.
◇Habit 3 is the second creation, the physical creation. It is all about
actually going after these goals, and executing on our priorities on a
day-to-day, moment-to-moment basis.
“The challenge is not to manage time, but to manage
ourselves.”
STEPHEN COVEY
In order to maintain the discipline
and the focus to stay on track
toward our goals, we need to have
the willpower to do something
when we don’t want to do it. We
need to act according to our values
rather than our desires or
impulses at any given moment.
All activities can be categorized based on two
factors: urgent and important
We react to urgent matters. We spend our time doing things that are not important.
That means that we neglect Quadrant II, which is the actually most crucial of them all.
HABIT 4: Think Win-Win
Think Win-Win isn't about being nice, nor is it
a quick-fix technique. It is a character-based
code for human interaction and collaboration.
Covey explains that there are six paradigms of human interaction:
◇1. Win-Win: Both people win. Agreements or solutions are mutually beneficial
and satisfying to both parties.
◇2. Win-Lose: “If I win, you lose.” Win-Lose people are prone to use position,
power, credentials, and personality to get their way.
◇3. Lose-Win: “I lose, you win.” Lose-Win people are quick to please and appease,
and seek strength from popularity or acceptance.
◇4. Lose-Lose: Both people lose. When two Win-Lose people get together - that
is, when two determined, stubborn, ego-invested individuals interact - the result will
be Lose-Lose.
◇5. Win: People with the Win mentality don’t necessarily want someone else to lose
- that’s irrelevant. What matters is that they get what they want.
◇6. Win-Win or No Deal: If you can’t reach an agreement that is mutually
beneficial, there is no deal.
Win-win sees life as a cooperative arena, not a competitive one.
Win-win is a frame of mind and heart that constantly seeks
mutual benefit in all human interactions. Win-win means
agreements or solutions are mutually beneficial and satisfying.
A person or organization that approaches conflicts with a win-
win attitude possesses three vital character traits:
◇Integrity: sticking with your true feelings, values, and
commitments
◇Maturity: expressing your ideas and feelings with courage and
consideration for the ideas and feelings of others
◇Abundance Mentality: believing there is plenty for everyone
HABIT 5: Seek First to Understand,
Then To Be Understood
Because you so often listen autobiographically, you tend to respond in
one of four ways:
• Evaluating: You judge and then either agree or disagree.
• Probing: You ask questions from your own frame of reference.
• Advising: You give counsel, advice, and solutions to problems.
• Interpreting: You analyze others' motives and behaviors based on
your own experiences.
When we’re able to present our ideas clearly, and in the context of a
deep understanding of the other person’s needs and concerns, we
significantly increase the credibility of your ideas.
If you're like most people, you probably seek first to be understood; you want
to get your point across. And in doing so, you may ignore the other person
completely, pretend that you're listening, selectively hear only certain parts of
the conversation or attentively focus on only the words being said, but miss
the meaning entirely.
So why does this happen?
• Because most people listen with the intent to reply, not to understand.
• You listen to yourself as you prepare in your mind what you are going to say,
the questions you are going to ask.
Do any of the following sound familiar?
When people begin to interact together genuinely, and they're open
to each other's influence, they begin to gain new insight. The
capability of inventing new approaches is increased exponentially
because of differences.
So how can we introduce synergy to a given situation or
environment? Start with habits 4 and 5 - we must think Win-Win
and seek first to understand.
What we end up with is not a transaction, but a transformation. Both
sides get what they want, and they build their relationship in the
process.
HABIT 6: Synergize
To put it simply, synergy means "two heads are better
than one." Synergize is the habit of creative cooperation.
It is teamwork, open-mindedness, and the adventure of
finding new solutions to old problems. But it doesn't just
happen on its own.
Synergy allows us to:
• Value the differences in other people as a way to improve
our point of view and expand your perspective
• Sidestep negative energy and look for the good in others
• Exercise courage in interdependent situations to be open
and encourage others to be open
HABIT 7: Sharpen the saw
Habit 7 is focused around renewal, or taking time to “sharpen the
saw.” It surrounds all of the other habits and makes each one
possible by preserving and enhancing your greatest asset -
yourself.
Sharpen the Saw means preserving and enhancing the greatest
asset you have--you. It means having a balanced program for self-
renewal in the four areas of your life: physical, social/emotional,
mental, and spiritual.
Here are some examples of activities:
◇Physical: Beneficial eating, exercising, and resting
◇Social/Emotional: Making social and meaningful connections with
others
◇Mental: Learning, reading, writing, and teaching
◇Spiritual: Spending time in nature, expanding spiritual self through
meditation, music, art, prayer, or service
You increase your capacity to produce and handle the challenges around you
Renewal is the process that empowers us to move along an upward spiral of
growth and change, of continuous improvement.
REFERENCES / INTERNET LINKS:
Module 4
When is email the appropriate form of
communication to use?
- You need to get in touch with a person who is hard to reach via
telephone, does not come to campus regularly, or is NOT located in
the same part of the country or world.
- The information you want to share is not time-sensitive.
- You need to send someone an electronic file.
- You need to distribute information to a large number of people
quickly.
- You need a written record of the communication (i.e., proof).
When is e-mail NOT an appropriate form
of communication to use?
- Your message is long and complicated or requires additional
discussion that would best be accomplished face-to-face.
- Information is highly confidential.
- Your message is emotionally-charged or the tone of the message
could be easily misconstrued.
AUDIENCE ANALYSIS
Who is your audience?
How often does your audience use e-mail to communicate?
How comfortable is your audience with using electronic communication—for
example, when in their lifetime did they begin using e-mail (childhood or
adulthood)?
AUDIENCE ANALYSIS
What is your audience’s relationship to you—for example, is the reader your
teacher? Your boss? A friend? A stranger?
How well do you know them? How would you talk to them in a social situation?
What do you want your audience to think or assume about you? What kind of
impression do you want to make?
The Email Header (varies per email provider)
To
From
Date
Subject
Cc / Bcc
Other Parts/Features:
Forward
Reply
Signature Block
Image: https://cms-assets.tutsplus.com/uploads/users/988/posts/27678/image/First-Gmail-Message%20(2).jpg
FORMAT for Writing Emails
- adhere to the rules of formal structure
Subject of your Official Email
Greetings
Introduce yourself.
State the purpose.
Write the main message.
Conclude formally (or appropriately).
Sign off with your full name.
Netiquette - a combination of the words network
and etiquette, and is defined as a set of rules for
acceptable online behavior
Professional Behavior on the Job
Your email and your company are a serious issue!
- Sending nonbusiness-related emails, jokes, forwards, or chain letters
- Visiting questionable websites not related to job responsibilities
While on company time, do not assume you
have any privacy when using company resources
and equipment.
Beware of PHISHING!
Image: https://www.idagent.com/wp-content/uploads/2020/02/Blog_Phishing_header-1024x535.png
Check your SPAM!
Image: https://cdn.ttgtmedia.com/rms/onlineImages/security-email_spam.jpg
SUBJECT: Field
- can determine if your email will even be opened
- Include a clear, direct subject line.
Q: What will likely happen if you don't write the
subject of your email?
Q: What are some unprofessional impressions that
your subject alone can give to your recipient?
SUBJECT: Field
Some Guidelines in Writing the Subject:
- Write in title case (capitalize the first letter of content words)
- It should not be written like a sentence (thus, no period).
- It should contain the highlighted information from your email
body.
- Observe parallel structures.
☺
Level of Formality
- One should always communicate as if your email is on your company letterhead
- Use a professional email address.
Addressing
- Assume the highest level of courtesy.
- Use professional salutations.
**Taking premature liberties in the relationship
Headers (TO: FROM: BCC: CC:)
Q: When do we use CC:? Q: When do we use BCC?
Image: https://emailanalytics.com/what-does-cc-mean-in-email/ Image: https://emailanalytics.com/bcc-for-email/
CC / Cc / cc
- traditionally carbon copy; alternatively, courtesy copy
- represents a copy of an email sent to another addressee
BCC / Bcc / bcc
- blind carbon copy;
- functions like a cc, but the person’s email address won’t
be displayed to the other people on the email chain
Reply to All:
- Use this button with
discretion
- Think twice before hitting
'reply all.'
Formatting
- More formatting or embedded images
Note: The recipient may not have their email program configured to
display your formatting the way it appears on your system.
Attachments
- Assuming your potential customers have the software you
do to open any file you may arbitrarily send
Notes: Use exclamation points sparingly.
Have business courtesy.
Using Previous Email for New
Correspondence
Down Edit Your Replies
Common Courtesy
- intros and sign offs are a staple of professional technical
communications
Signature Files
- Include a signature block.
Q: What's the implication if you have more than 5-6
lines of signature block
Respond Promptly
Know that people from different cultures speak
and write differently.
Other Points:
- Email provides little control over who the final audience will be.
- Any workplace communication, including email, is subject to ethical and legal
considerations.
- The copyright applies to email messages.
- Refrain from paragraph indentions.
- Emails aren’t only for in-house purposes.
- The introductory part of your message should answer the question: "Why am I
writing this?”
- Leave a space between paragraphs.
- Keep your paragraph 7-8 lines (ideal maximum) or shorter.
- Refrain from using colored fonts/text styles.
- Refrain from using ALL CAPS.
When forging new relationships and solidifying
established partnerships, the level of
professionalism and courtesy you relay in your
business email communications will always gain
clients over the competition that may be anemic,
uninformed, or just plain lazy in this area.
REFERENCES/INTERNET LINKS:
Module 5
(pl. Memoranda/Memorandums)
- abbreviated: Memo(s)
- Latin: memorandum est, "It must be remembered (that)..."
- a technical correspondence that gives directives, provides instructions, relays
information, and makes requests
- used for in-house purpose only (circulates among colleagues, subordinates,
and superiors)
- To inform the audience?
- To persuade people to support a new plan?
- To motivate them to take action?
- To announce bad news?
- Emails are less formal than memos.
- Emails can function as memos (with the proper format).
- Memos can be turned into PDF files and attached to emails.
- Emails may be ignored when received in crowded inbox.
- Organizations have different preferences whether a memo is hard-copy or
digital
- word MEMO or MEMORANDUM
- Heading [Recipient, Sender (and sender's initials), Date,
Subject]
- Body
- Distribution Notation
- centered at the top of the page or flush to the left margin
TO line - Key all names on one line or in a list
TO line - Use distribution list when sending a memo to a large number
of people.
TO line - Hierarchical order and Alphabetical order
Q: Vanrom Kip P. Follosco (Instructor)
Ma. Ruth S. Que (HSC Director)
Shane T. Verde (HSC Asst. Director)
Rossana T. Adao (IT/CS Senior Director)
FROM line - your name or a group's name
**Always write your initials or sign your full name after the keyed
name
Q: Why do we need to initial or
sign our memos?
DATELINE
International format - 20 April 2020
Traditional format - April 20, 2020
SUBJECT line
Re/re - Latin 'res'; in the matter of (used typically as the first word in the
heading of an official document or to introduce a reference in an official
letter); about or concerning
- reflects the main idea discussed in the body
- should be specific
- NOT a COMPLETE SENTENCE (but a phrase or clause, similar to news
headings)
Q: How do we format the text
in our subject line?
A memo should
cover only one
main point.
Q: What if you have two main points
for the audience?
- should focus only on one topic
- short introduction, main issue, suggestion/follow up statement
(generally one to four paragraphs long)
DIRECT Approach - begins with the "bottom line" in the first sentence (as
well as in the subject line) and then presents the details or analysis to
support your case
INDIRECT Approach - lays out the details of the case over several
sentences before delivering the “bottom line” later in the paragraph
- accompanies a package of materials, such as a long report, a manuscript, or
a proposal
- to signal that the information is being sent from one place to another
(providing a paper trail), to introduce the material, and to describe what is
enclosed
- may be as simple as a sentence or a paragraph with a bulleted list
describing the contents of the package
- provides a written record of a meeting or conversation, or just a recap of a
topic discussed that was not resolved at the time
- ensures that each recipient has the same understanding of what was
decided
- covers a virtually infinite variety of topics
Do not overuse or misuse memos.
Use memos for in-house purposes only.
Focus on one topic.
Be brief but sufficiently informative.
Be sure the tone of your memo is polite and respectful.
Avoid sounding too formal or too informal for the topic or audience.
Use the appropriate organizational sequence (direct or indirect).
Follow the standard format illustrated.
Use white space, headings, and bullets, as needed.
Use tables, charts, and other visuals to display quantitative information and to
achieve emphasis, as needed.
Check spelling, grammar, and style.
Be sure to initial your memo.
Determine whether to use paper or email to send your memo.
Distribute to the right people.
REFERENCES: