Every job seeker has weak points!!!

Think. Is there a time when you were perfect? You have no flaws and there isn’t anyone on the face of this planet that wants to hire you.  Well, let’s face the facts, that day will never come. We all have shortcomings in one way or another.

 

If it’s not that we are too young or old, have too much or not enough experience, or maybe it’s that we are too right - left brained for the position. Maybe we are over/under credentialed, certified, degreed, JD’ed or PHD’ed?  The list is endless.  Many years ago, feedback from my headhunter was I didn’t get a particular job because the interviewer felt my sleeves were too long.  With perception being everything, I switched tailors immediately.

 

Take it from me, we all have weak points. Things we want to hide, enhance, sweep away, conceal, or erase. It’s OK, we are human and that is the beauty of it all. As human beings we can overcome these obstacles and prevail. You need to focus on your strengths and not your flaws.    

Let’s do a little paradigm shift.  Let’s take a look at the “Donald”, Donald Trump that is.  He has received much press coverage over the years from a multitude of “experts” and “critics” alike.  With all the “buzz” it would be quite easy for him to go hide on an island somewhere and live off his wealth.  But that is not for what he is made of.  The “Donald” wears his persona like a coat of armor, deflecting, interpreting, disputing or just ignoring what comes his way. 

He himself has admitted to having “handicaps” or “weaknesses”.  He does not let even a bad hair day get him down.  Many have commented on his chose of hair styles but he doesn’t care.  If fact, he has owned it, made fun of it and made it his own.  Mr. Trump has been quoted as saying, “The image of success is important, but even more important is the ability to focus on solutions instead of on problems. That way, you’ll never be thinking like a loser and you probably won’t look like one either.”  As a job seeker you also need to keep a successful image and the best way to do that is to not focus on what you think are your handicaps.  Remember, people view you as you view yourself. 

The “Donald” also pointed out that he tries “to learn from the past, but I plan for the future by focusing exclusively on the present. That’s where the fun is.”  When you are interviewing you need to stay focused on the “Present”.  You should also be having some fun with your search.  This is your time to go out and get what you want for yourself.  You can’t do anything about the past, but you can direct your future by operating in the present.  The present is where it is happening and that is what will drive you to your next exciting employment opportunity. 

 

Everyone has an opinion; you need to decide how you want to internalize.  You can let them take you down or you can be the “Donald” by putting on your wonder women bracelets and deflecting the negative.  Keep the positive and make your future.  It’s right here and right now. 

 

This article was written by Liane H. Gould, Manager of Career Services of the ACS Department of Career Management and Development.

 

 

Creating your Own Vacancy

What do you see for your future?  Will you be doing this same job until the grim reaper comes knocking at your door?  I have heard many stories out there of people meeting their maker shortly after retirement.  The most recent was a gentleman who had a heart attack at his work station with his co-workers taking a week to notice that he had passed.    Apparently his co-workers said that he worked long hours and it wasn’t out of the ordinary for him to be sitting there for hours on end in the same position.  Yeaks!!!  Is that you?

The late billionaire, James Goldsmith coined the phrase, “When a man marries his mistress, he immediately creates a vacancy.”  What’s true with philanderers can sometimes be true in life.  The question is, “How do you want to create your vacancy?”  I prefer to do it on my own terms.  I believe it is never too late to start thinking about what one wants to do in their later years.   Baby Boomers are redefining the term “Retirement”, with people living longer and healthier lives, the opportunities are endless. 

Take a moment to visualize what you want for yourself.  What do your “retirement or later years” look like?   As a career coach, I have worked with many people over the years that were faced with this very question and for many it was a painful process. I counseled a gentleman who was a Director of Marketing at a large high-technology firm and laid-off.  For a long time he walked around with an air of anger and resentment at his former employer.  With many months of soul searching, he came to the realization that he wanted to do something completely different from what he did in the past. He wanted to incorporate his passion which was to make sure he was the first scheduled on the green for “tee” time.  He took a position as a part-time facilities manager with afternoon hours so he could do what he loved — golf every morning. 

The point I am trying to “drive home” is to start preparing now for what is the inevitable.  Take the steps now to make sure you are “living out your dream”.   Many people are taking their hobbies and interests and turning them into their next careers.  Start preparing now so you can be agile for whatever life may send your way.  Think about what you want your “retirement” to look like.  Could it be another career?  If this is the case, then do you have the skills you need?  Do I have to go back to school or get additional training?  What do you need to do to prepare financially?  Start building the foundation for what you want.  It’s time to take charge of your own destiny and define how you are going to create your own vacancy.    

This article was written by Liane H. Gould, Manager of Career Services of the ACS Department of Career Management and Development.

 

Remember Your 4 R’s of Interviewing

So, you got the phone call you have been waiting for and the voice on the other end says those words you are longing to hear, “We are very impressed with your resume and would like to meet with you to further discuss X position”.  You are in a state of euphoria as you schedule the appointment and thank the person for the opportunity.  You get off the phone and think “Now what”. 

 Here are some next steps to help you nail that interview of a lifetime.  Interviewing can be daunting so let’s divide the experience into four buckets — the four R’s of interviewing:

Ø Research.

Ø Rehearse.

Ø Revive Your Personal Presentation.

Ø Relevant Questions.

Research

It is a very important to do your research on the organization you will be interviewing.  Current data says that less than 10% of candidates take time to do this, so this is a great way for you to stand out. 

Start by reviewing the organization’s web site, brochures and annual reports.  Talk to current or past employees to gain an understanding of the business, its services and its competitors.  Do your homework so you can be in a knowledgeable position. Otherwise, the interview could be a truly uncomfortable experience; you run the risk of not understanding what the interviewer is talking about, possibly asking unintelligent questions.

Other ways to prepare for the interview is to sit down and think about what is going to be asked in that interview.  If you know someone within the organization, make inquiries as this can yield pertinent information.

Rehearse

You can often anticipate the kinds of questions you’ll be asked during interviews, particularly if you have done your due diligence. Once you have determined the probable questions, develop responses that showcase your personal best.  Answers should be results orientated.  Show how you have made an impact in your present position and how you are going to be a resource for your new employer.  Practice, practice, practice.  Develop and define your answers and do not forget to tell them how good you are as you are your best advocate.  It is a great idea to rehearse in front of someone or in front of the mirror.  

Revive Your Personal Presentation

You have only 10 seconds to make a first impression so dressing appropriately is very important.  Candidates have been known to show up without wearing a jacket when a suit would be more appropriate. Sometimes the suit is wrinkled or ill tailored. You need to make sure your attire is corporate savvy, well-groomed and polished.   

Remember the basics — like a solid handshake, a calm demeanor, warm smile– because they don’t see the real you if you’re uptight.  And basic eye contact; a lot of people put a lot of weight into eye contact. Maintaining that is really important.

Relevant Questions

Prepare a list of tough questions in your preparation for the close of the interview.  Employers love it when someone asks really difficult questions.  Asking well-thought-out questions shows that you know the business and are familiar with the company to some extent. It all goes back to preparation, and it tells the interviewer you thought about this interview before you walked in the door. 

To further your interviewing techniques you may want to refer to the ACS Careers Advice and Publications section of the ACS website at:  www.acs.org/careers.

This article was written by Liane H. Gould, Manager of Career Services of the ACS Department of Career Management and Development.

 

The Ego and the Interview: A Balancing Act for the Accomplished Professional

You have had a long distinguished career, having worked in a number of organizations and handled many difficult situations. You are confident in your abilities and proud of your accomplishments. You find that you are longing to explore new opportunities whether it is an increase in job responsibility, a lateral move or a move that allows for an increased work/life balance. Whatever the reason, the best time to prepare is before you start the interviewing process. Your first step should be to list your transferrable skills, accomplishments, published work, awards and any career milestone. Craft a story of your work history.

There are many resources on interviewing and skills assessment but one subject that is least addressed is “The Ego”. This alone can make you or break you. The American Heritage Dictionary defines “The Ego” as:

The self, especially as distinct from the world and other selves; In psychoanalysis, the division of the psyche that is conscious, most immediately controls thought and behavior, and is most in touch with external reality; An exaggerated sense of self-importance; conceit; or Appropriate pride in oneself; self-esteem.

After you sit down and start listing your life’s accomplishments, you need to think about how you want to present yourself to others. Walking around with an air of self-importance will only turn interviewees away.

Hiring managers are looking for candidates that they feel are the “Right Fit” in their organization. Most hiring decisions are made on personality and this is where you can really stand out from other candidates. Don’t let your “Ego” stand in the way to getting what you want. Whatever way you look at it interviewing is an art form which must be carefully crafted. One of the most common mistakes jobseekers make is portraying oneself as “Overbearing” or “Un-Manageable”. Is this the impression you want to make? Don’t let you’re “Ego” steal the show!!

Let’s do a little paradigm shift — think of yourself as a product — if you were looking to purchase, what would you want in that product. Hiring managers are looking for candidates that can be a resource, help reach their strategic objectives, and will get along with their co-workers. You may have lots of wins under your belt but use them strategically in the interview. Your experiences are your arsenal, so don’t fire off as you are standing in a firing range discharging at point blank range. That approach will only blow the interviewee away and they will send you packing. Use them with care during your interview, selecting each experience that best enhances your ability and make you the most desirable candidate.

Design your answers as if you were telling a short story with a beginning, middle and end. Talk about how you handled or overcame difficult situations, outcomes, cost saving initiatives, impacted the organization, increased sales, customer satisfaction, follow-ups or anything that puts you in good standing. Discuss how you are an asset to any organization. It’s great that you have this arsenal of skills, accomplishments and experiences. Use them to your advantage, you worked hard to get where you are and interviewees will also recognize a good thing when they see it. Be yourself, tell your story and tell it with pride.

This article was written by Liane H. Gould, Manager of Career Services of the ACS Department of Career Management and Development.

Dressing to Get the Job

Although fashionistas everywhere will pronounce this list as trivial, derivative, cautious, and conservative; here is a simple guide to dressing for an interview.

Dressing for an interview is more about getting a job than self-expression. In chemistry, conservatism rules, and dress attire is the norm for an interview. People choosing not to dress the part run the risk of appearing uninterested, contemptuous, insincere and/or sloppy. The process of dressing up for an interview is seen as a sign of respect for the employer. To not dress up is one of disrespect.

Men: In general, guys should stick to “the uniform”, a navy jacket, khaki pants, a white or light blue shirt, and a striped tie. A nice suit is also acceptable. Although boring, the standard uniform is both respectful, and expected.

Women: Ladies have a bit more flexibility with their basic outfit. Simple styles work best. Go for straight lines and basic color combinations. Like the guys, navy, white, black, khaki and brown work well. Avoid overusing bright colors, dramatic cuts, and plunging necklines common in haute couture.

1. Spectroscopists should never dress alone. We’ve all seen the alarming results of this debacle. Fuchsia, lime green, and bright orange should never be worn together during an interview—never!
2. Avoid trendy or extreme fashions. It is okay to be expressive, but you don’t want your interviewers to be talking about your outfit after you leave. You want them to remember the creative and innovative ways that you approached the science.
3. This is not an opportunity to wear your collection of bride’s maid, or prom dresses. They didn’t look good then, and they still don’t. Besides, taffeta is highly flammable, and soluble in most organic solvents.
4. Choose outfits that travel well. Your clothes will wrinkle. The kid next to you on the plane will throw his Cheerios at you, and at some point, will manage to unscrew the top of his tipsy tumbler. Cotton/polyester blends generally avoid wrinkles, and stain-resistant fabrics can easily shed Kool-Aid.
5. Toss a lint brush or roller into your bag. That way, you can duck into the restroom at your destination, and reappear moments later dander-free.
6. Avoid making political or cultural statements through clothing choices. It is true that people have cultural biases; however, the interview is not the time to address them. After you get the job, you can more effectively influence the culture of the organization.
7. Pockets are nice, but avoid overloading them. Carry a nice portfolio, brief, or bag instead. Putting too much in your pockets will result in unsightly bulges. Extensive pocket inventories also make it less likely that you will be able to pull the right item out of your pocket at the right time.
8. Bulging biceps, curvaceous contours, and taut six-packs are great goals for the gym, but they should not be emphasized by clingy or stretchy fabrics. On an interview, you should express your chemistry professionally, not personally.
9. New hairstyles are often adopted in times of change, and they can sometimes give you a boost to your self-image during times of stress. However, be cautious of coiffures involving topiaries, to utilizing bright and unnatural coloring. Such styles generally go bad in the early morning hours before an interview resulting in a bad hair day and much unneeded stress.
10. As an accoutrement to dress, many people anoint themselves with colognes and perfumes; however, fragrances should not be used flagrantly. Use them in moderation. Allergic employers will be grateful.

Ultimately, the style that you adopt will be a reflection of you; however, a compromise is sometimes necessary when it comes to interviewing. Remember to dress sharp, but conservative for your big day. Landing the job must be your primary goal.

This article was written by David Harwell, Ph.D., assistant director of the ACS Department of Career Management and Development.

Scientific Research Jobs in the Federal Workforce

The U.S. government is hiring in many areas of science as employees from the Baby Boomer generation begin to retire. Below are some resources and tips to use in the Federal application process.

#1 Source. The number one source for all federal jobs is http://www.usajobs.gov where you can search all advertisements for every level and type of service. Students (high school, college or graduate) might prefer http://www.studentjobs.gov/ to locate internships, coops or temporary jobs. Both sites allow you to conduct advanced searches, post resumes, apply online for posted jobs and track your application through the system. You can also receive notification of new listings.

General Schedule Salary. Most federal service workers, the science fields included, are employed on the General Schedule or GS scale. Salary ranges from $20K to more than $150K depending on the level. Internships are usually between GS-1 and GS-4. Most college graduates start at the GS-5 level with promotion potential through GS-9. Postdoctoral research positions usually begin at GS-11. Permanent scientists begin at GS-12 and go through GS-15.

Attention to Keywords. Knowledge, skills, and abilities (KSAs) are essential to determine whether your qualifications (experience and education) match the requirements of the job. Most scientific jobs have KSAs to evaluate candidates. If a job posting has KSAs listed, you must supply a narrative description of the experience and/or training that demonstrates your possession of a particular element. If the KSA lists experience in High Performance Liquid Chromatography, you should write it out in your response: “High Performance Liquid Chromatography” not HPLC and not LC or chromatography. The evaluator (human or computer) may not know the acronyms or the definitions. Keep in mind that the primary supervisor only sees screened applications so your application has to make the initial cut based on what you submit electronically or in hard copy.

Ask yourself. Can the evaluator/supervisor see your qualifications within 15 seconds of looking at your resume? Does the critical information (KSAs!!) leap off the page? Take some time and use keyword headers on your resume. Don’t be redundant and don’t write science fiction. Your supervisor will, in all probability, be a scientist and can spot it. Do convey your willingness to learn new skills.

It’s worth a look. Read the Office of Personnel Management (OPM) has a guide entitled, “USAJOBS Ten Tips for Letting Federal Employers Know Your Worth”.

This article was written by Victoria Finkenstadt, Ph.D., a research scientist in the Plant Polymer Research Unit at the National Center for Agricultural Utilization Research (USDA) in Peoria, IL.

Career Renewal: Answering a Call for Teaching

Teaching high school chemistry has turned out to be a calling for me. However, if someone had told me ten years ago that I would be teaching today, I probably would have looked at them square in the eyes and laughed.

Upon graduating from college, I had big ideas of making lots and lots of money. I had just received a degree in chemistry—one of hardest and most respected sciences at Tougaloo College. I knew that something was out there, and I was the right person to fulfill that need.

In my first job, I worked as a research and development chemist for Alcoa Industrial Chemicals. This was an exciting career. I had the opportunity to make new products, take part in the building of new processes, and actually see what was going on inside those tall tanks I used to see and wonder about as a child. I was actually doing what I thought I wanted to do. In this position, I gained a vast amount of experience in managing people, finances, and other resources.

Wanting to build on my strengths and broaden my horizons, I made a career transition to Reckitt-Coleman where we specialized in household cleaning agents. I was responsible for making sure that everything we made was doing what it was supposed to be doing. I was also responsible for seeing that the quality lab was being managed in an efficient and effective manner.

As time progressed, I tried my hands in the field of neurophysiology, studying how the brain grows and responds to certain stimuli or lack of stimuli. Nonetheless, a voice inside of me kept saying that I was supposed to do something else with my life and my talents. In all of my experiences, people always saw me as a teacher. I just never saw this in myself. I never wanted to be bothered with anyone else’s children, but I felt that I could no longer ignore this burning desire to see what everybody else was talking about. I kept asking myself, why I couldn’t see the teacher in me that everyone else saw. It was puzzling, but I overlooked those feelings of doubt, prayed about it, took some tests, and applied to become a chemistry teacher.

I also took time to evaluate and partake in the Hach Scientific Foundation’s Second Career Chemistry Teacher Program which furnishes scholarships to talented chemists interested in pursuing either a Masters in education or teachers certificate. As they say, “the rest is history.”

Since I have started teaching, I have never been happier with my career. I now feel as if I am really making a difference. I now see that my life was not supposed to be about me, but about educating a generation of children that needed me. I can now experience the joy of seeing young children move on through life and be successful.

Before getting into education, life was a routine, but now it is exciting and filled with new challenges on a daily basis. I encourage anyone to accept the teaching challenge, and I dare you to change a life for the better.

This article was written by Kevin L. Gaylor, a chemistry teacher at Jim Hill High School in Jackson, Mississippi.

Job Searching with Positive Outcomes

It is often hard to keep a level head during the job search process; however, those that can do so fare better than those that don’t. Failing to keep your equilibrium can set you up for an emotional roller coaster.

In the childhood story of Chicken Little, a hen is hit on the head by an acorn falling from the sky. Thinking the worst, she jumps to the conclusion that the sky is falling. Her premise is quickly confirmed by the other farm yard animals leading to hysteria.

Optimistic people are generally perceived to be more productive and able. They are also more fun to be around. This second factor should not be underestimated in importance, since a hiring manager and new hire will typically spend extensive amounts of time together during training and orientation sessions. Additionally, people who see a silver lining behind every storm cloud are also more likely to weather rejections by potential employers better than those with a negative outlook.

In today’s economic climate, it is easy to believe that the sky is falling; however, leading and lag indicators for the chemical enterprise remain positive. The unemployment rate for chemists in 2007 was at the lowest level since 2001 at 2.4%. In a telephone call with Rich Pennock of Kelly Scientific Resources he stated, “The demand for chemists and biochemists has remained steady in the U.S. for the past 24 months.” This is significant, because staffing agencies are usually the first to see increases or decreases in employment requests as a result of economic drivers. Multinational chemical companies with global operations are also performing well in today’s dubious markets; although it should be noted that primarily domestic companies are experiencing significant downturns in stock prices.

No one really knows what the coming months will bring, but occasionally pulling away from the job search to refocus your energies in the ways listed below can help you to cope.

• Social Support. Formal sources of support such as mentoring programs, as well as informal support groups like friends & family, and face-to-face or online discussion groups, can provide you with people with whom you can talk, seek advice, commiserate, and ease perceptions of isolation.

• Coping Style. You may need to reevaluate your coping style. Try reinterpreting events in a positive light. You may also try breaking down your overall situation into a series of distinct and more solvable problems. It’s a challenge, but adjusting your outlook will change how you react to stressors and help prevent them from harming your health. Sometimes, just finding the humor in a situation can provide the spontaneous relief that you need.

“It’s not the stress that kills us. It is our reaction to it.” – Hans Selye

• Make Time for You. It sounds like a cliché, but believe it or not, 20 minutes a day of solitude will make a lot of difference in stress relief and mental balance. Read a fun book, meditate, or just stare out the window.

• Exercise and diet. Exercise and eat a balance diet to release stress and increase your resistance to stress and stress-related health problems.

In the war between psyches a realistic, but positive outlook wins every time. After all, the only real control any of us have is in how we react.

This article was written by David Harwell, Ph.D., assistant director of the ACS Department of Career Management and Development.

It Has Begun*

I cribbed that title from Paul Krugman’s New York Times blog* today but I think he’s right. It has begun.

“It” is a recession, and its official start will either be December 2007 or January 2008 once the numbers are evaluated to everyone’s satisfaction. This is the second recession of the Bush Administration, by the way. The first one was the dot-bomb recession in 2001, which was followed by a jobless recovery.

Payrolls were down in 22,000 in January and today, the Bureau of Labor Statistics (BLS) announced 63,000 jobs were lost in February. The unemployment rate dropped from 4.9% to 4.8%, reflecting a shrinking labor force as some people gave up looking for work.

In December, Krugman wrote that people remember the last recession as brief and mild. But that’s an artifact of the way the National Bureau of Economic Research defines recessions — basically as periods when everything is going down. Once something starts going up (usually GDP), it’s labeled a recovery. But in the last two recessions the thing that matters most — employment — kept falling long after the official end of the recession. What finally created a convincing recovery was the housing boom. But that turned into a bubble, which has burst big time.

McClatchy Newspapers reported last month that employment figures, released in late January, showed a 52-month streak of job creation ending with a loss of 17,000 jobs in January. The administration acknowledged the contraction, but pointed to the national unemployment rate of 4.9% to say that the labor market wasn’t a harbinger of recession. (But then the administration didn’t consider the possibility that gas would hit $4 a gallon this summer either.)

A closer look at unemployment data by McClatchy, however, found that jobless Americans are spending more time looking for work and that those who can’t find work now make up a greater share of the unemployed. Several measures of unemployment, in fact, show that the workforce is under the kind of stress not seen since March 2001, when the U.S. economy entered a nine-month recession, followed by a so-called jobless recovery.

Like much in economics, labor statistics are vexing because they can be seen as a glass half empty or half full. In this case, it’s definitely half empty: “A weakening job market, combined with lower home values, higher fuel bills and stricter lending rules, raises the odds consumer spending will keep slowing,” according to Bloomberg.com.

On March 2 I gave a talk at Pittcon about the employment outlook for chemical scientists. BLS is projecting that employment for chemists is expected to grow 9% between 2006-2016. I also reported that the job market was looking pretty good for the coming year, based on my conversations with employer reps and department chairpersons for our Employment Outlook issue.

I’ll be curious to see how things fall out as the year progresses.

Corinne Marasco is Senior Editor for ACS News & Special Features at Chemical & Engineering News.

Preparing for Interview Success

When deciding what to wear for an interview trip, it is important to call ahead, or check the weather forecast for the place you are visiting. It is also important to take a few precautions with respect to your presentation materials.

Growing up and going to school in the Southwest, I have to admit that I was ill-prepared for my first interview trip to Kent State several years ago. I did not have an appropriate coat, and I did not know what to wear.

Even thought it was winter, conditions were warm in LA. Since I knew that it would be a long flight, I wore a comfortable T-shirt and a weathered pair of jeans. I grabbed a jacket on my way out the door, but it was hardly enough for the blizzard conditions in Cleveland. It didn’t help that my luggage was lost in transit. I had definitely not made smart decisions with respect to my attire.

When I landed, the Chair of the Chemistry Department met me at the gate. This was pre-911 when it was easier to get around in airports. He was dressed in a suit and tie with a sharp looking trench coat draped over his arm. It was obvious that he was not impressed by my appearance, but he was gracious in his welcoming remarks. My lesson learned was that the interview begins the minute you leave home. Instead of dressing comfortably, I should have dressed respectfully, because you never know who will pick you up at the airport, meet you for dinner, or escort you on a tour of campus. You also don’t know for sure that your luggage will go to the same place that you will.

The ride out to Kent was chilly. When my host dropped me off at the hotel, he gave me a copy of my interview itinerary and said that he would pick me up the next morning at 7:30 a.m. It was 12:30 a.m. and I had no idea where my luggage was. To make things worse I was standing in over a foot of snow, and the wind was blowing fiercely from the north. I made my way inside the shelter of the hotel and up to my room.

It was imposable to sleep, because I had nothing to wear for my interview the next day, and the overheads that I planned to use for my chalk talk were in my suitcase.* I turned to the phone lines to track down my bags.

Luckily for me, my bags arrived at the hotel by 4:30 a.m. giving me time to clean up, dress up and eat prior to my ride to campus that morning. My research presentation and my chalk talk went surprisingly well, and I even managed to look lucid; although I had not had a moment of sleep the night before.

The process could have been disastrous. I now know to be better prepared for interviews, especially those involving travel. Here are the key concepts that I learned:

• Dress appropriately for your interview.
• The interview begins the moment you step out of your door.
• Carry all of your presentation materials with you.
• Check the weather ahead of time, to ensure that you have clothing that is warm or cool enough for the place you are going.

Interviews are stressful enough. There is really no need for added drama.

In the end, I received an offer from Kent State, but I did not go. I chose to accept an offer from the University of Hawaii instead. It was a better career path for me.

This article was written by David Harwell, Ph.D., assistant director of the ACS Department of Career Management and Development.

* Unavoidable reference to ancient technology used prior to LCD projectors and PowerPoint presentations.