Corporate elephant
- So what do we have? Asked Evgeny Viktorovich. - Svetlana Vladimirovna, what is the agenda? I, probably, lagged behind during my vacation?
- Not to say that straight is strong. You know the main thing. Now everything is according to the protocol, colleagues make short reports on the state of affairs, ask each other questions, I put instructions. Everything is as usual.
- Really? - the owner smiled broadly. - And we will not discuss the main news?
- What for? - as if nothing had happened, the director shrugged. - All have long been discussed, everyone in the know. You - including.
- What do you mean why? - Kurchatov raised his eyebrows. - No, maybe I don’t understand something, of course, but in the fifteen years of the company’s existence, I don’t remember that the profit would grow one and a half times in one month.
- Yes, I didn’t want to say this ... - Svetlana Vladimirovna was a little embarrassed.
- And I - it! - the owner got up from his chair and began to pace along the long meeting room table. - Colleagues, success must be noted! After all, this is colossal! At meetings, we usually devote a lot of nonsense to all kinds of nonsense, but here is such an event! The country must know its heroes!
- Evgeny Viktorovich. - firmly said the director. “There is no need for that.” Yes, it was a success. Yes, we all did a good job. But this does not mean that you need to arrange holidays, sing praises, make speeches and the like. If you like, there are corporate parties, or, in the end, a kitchen.
Kurchatov was a little taken aback by such pressure, stopped and stared intently at Svetlana Vladimirovna for several seconds. Then he smiled mysteriously, shrugged, and returned to his seat.
- So, colleagues. The director said sternly. - Who keeps a protocol with us today?
“It seems ...” Marina began.
- Can I? - unexpectedly Tatyana raised her hand.
She looked strange. Eyes run, red spots on the face, hands tremble. Svetlana Vladimirovna, however, only shrugged.
- Before starting the meeting, I would like to ask a question. Can? - Tatyana looked inquiringly at the director.
- Sure. - Svetlana Vladimirovna nodded.
- I here, on duty, studied our position on motivation, and found an interesting point there. Stammered Tatyana chattering. - We had never used it before, and therefore, probably, many do not know about it.
“But who read it at all ...” Sergey intervened. - Is it such a long boring piece of paper that is given to read and sign upon employment?
- Well yes. Tatyana nodded. “And you, Sergey, I would recommend keeping silent.”
- By the way. - entered the director. “One of the rules of the meetings,” says only one.
“Then what are you doing?” - surprised Sergey.
- What am I doing?
- What are you saying?
“So, Sergey ...” the director breathed noisily. “I, as you see ...”
“Not in the mood, I get it.” - the development director smiled. - I shut up.
- Tatyana, please continue. - a little embarrassed smile, the director said. - What is wrong with the situation?
“That's all but one.” There is a clause on bonuses for making and implementing proposals that increase the significant performance of the company. The wording there is very lengthy, but the size of the premium is quite specific - ten percent of the increase in profit.
A noisy joint exhalation swept through the meeting room, synchronously performed by all participants in the meeting. To all but two, the director and owner seemed not at all surprised.
- I do not know about you, Tatyana, but I am aware of this point. - strictly said Svetlana Vladimirovna. “And it’s strange for me to hear that you, in fact, the developer and owner of this process, saw it for the first time.” And in general, this question ...
- Yes, this is a serious blunder on my part. Tatyana chattered again, as if afraid that the word would be taken from her. “But now, it seems to me, fate itself has made me redo old documents.” After all, the occasion is the most suitable.
- An occasion? - the director squinted.
- Well, of course! After all, this month we got a tremendous result! Moreover, it’s for profit! Of course, I understand little about financial indicators, but I still understand that the result is unique! And, most importantly, we all know exactly whose merit!
“Wait a minute, perhaps ...” the owner began.
- Stop, colleagues! - Svetlana Vladimirovna raised her voice. - It seems that I made it clear that we will not discuss this issue? Today I have affairs - above the roof, and I do not intend to participate in the chanting of praises!
- It's not about praises! Tatyana almost cried out. - Such a result cannot be ignored and encouraged! Well, judge for yourself - who else will be involved in improvements, especially small ones, if huge, colossal, magnificent achievements will remain without a reward?
- Once again, Tatyana. - the director began to speak a little slower, as if with a child. - I'm not saying that there will be no reward. I say that I do not want to discuss this issue now, at this meeting. So understandable?
- No! - Tatyana even stamped her foot a little. - It’s not clear, Svetlana Vladimirovna! I know how it happens! Three nails to lower on the brakes, then-then, and Sergey will not receive any reward!
A strange, slightly predatory smile ran across the owner's face. The director began to lose her temper. The rest of the participants silently looked at each other for a little bit of fear. A depressing pause lasted several seconds.
- Sergey? Asked the owner.
- What? - he answered.
- No, I asked Tatyana. - continued Evgeny Viktorovich. - Why Sergey?
- That is, how is it why Sergey? - flared up Tatyana. - After all, he invented everything, implemented and launched it, achieved the result!
“Wait, what exactly did he invent, implement and launch?” - the owner suddenly became attentive and focused.
“Well, to be honest, I didn’t understand everything from what he said ...” Tatyana hesitated. “I'm a humanist, not a programmer.”
“But you are a manager?”
- Well yes…
- Or did Sergei apply only technical solutions?
- I don’t know, Evgeny Viktorovich! I only know that Sergey did everything!
“What did he do?” - unexpectedly Marina entered into dialogue. - SED launched?
- What? - Kurchatov turned his attention from Tatyana, which she was very happy and finally was able to sit down.
- Well, EDMS, electronic document management system. Tasks began to be carried out normally, and profit increased.
“Well, Masyanya-bitch-kurva ...” Sergey muttered shaking his head.
- No, he, of course, well done. - Marina nodded, not paying attention to the corporate clown. “But it seems to me that all of us should receive the prize.” After all, we performed the tasks. We raised discipline, we followed the deadlines, we moved the company forward.
- And this is interesting ... - the owner could not resist, again jumped down from his chair and began to pace. - Let's discuss! Friends, I ask everyone to explain, or try to explain, what really happened in the company this month, where did such a huge profit growth come from! Sergey and Svetlana Vladimirovna will express themselves at the end. Do you agree? Otherwise, I won’t give a prize to anyone! Marina, let's start with you, since you have already taken the floor.
Marina thought for a few seconds, looking at the table. Not every day you have to push a speech, on which the receipt of a prize of several hundred thousand rubles depends.
- So. She finally began. - I, as the director for quality, perfectly understand what Sergey did. He took the ready-made, customized, verified processes that the quality service created, and automated their control. I would do it myself, but, unfortunately, I do not have competencies in automation. Moreover, I repeatedly asked, demanded, one might say - I begged Sergey to automate the workflow so that the processes could be controlled. And now we get an interesting picture - Sergey finally fulfilled my request, and suddenly profit increased. I believe that getting around the premium quality service will be completely wrong.
- Well! - the owner sincerely clapped his hands several times. - Well done, Marina! Who is next?
- In terms of the following? - Marina was indignant. - Everything is clear, and there is nothing more to discuss!
“Wait, we’ve agreed ...” the owner frowned. - We listen to everyone. At least those who want to speak out. Five minutes ago, we did not know anything about the fact that Sergey just launched an EDMS on the processes drawn by you and your girls.
Marina pouted her lips offended, but did not object. She folded her hands on the table, and began to carefully examine her manicure.
- Who is next? Tatyana?
- I AM? - Tatyana again jumped off the chair, stretched into a string. - To be honest, I don’t really understand what exactly Sergey did. I certainly did not participate in this, I did not receive any tasks, although I also participate in the EDMS. Although, Sergei told me, he tried to explain what he had done.
- Why did Sergey try to explain to you? Asked Kurchatov.
- Well ... It seemed to me that he really wanted to tell someone the essence, principles, methods, or that he applied there, but no one listened. And listening is part of my job. So I listened.
- And How? Do you feel better about him?
“Well, this is a medical secret ...” Tatyana smiled shyly.
- Of course it helped! - entered Sergey. - Tatyana played the role of a duck, or a catalyst for thinking. I highly recommend it, by the way.
- What do you recommend? - Kurchatov went up to Sergey from behind and put his hands on his shoulders. - Duck or Tatyana?
- Both. - not embarrassed, Sergey answered. - Nobody can listen. Neither in our office, nor in life. It’s rare to find decent ears that won’t stare at the phone while you pour your soul into them. Yes, and for free.
- Okay. - the owner nodded. - Tatyana, tell us what you managed to understand from the words of Sergey.
- Well, I remembered about some potatoes, an iceberg, something else ... Not seeing evil ... And, seeing money! Some kind of fundamental mistake, or something ... Well, the theory of restrictions, Sergey also applied it, but I know about that - I read the book. Look like that's it.
- And how is all this connected with the EDMS?
“I don’t know this ...” Tatyana again began to blush, as if she was passing an exam. - True ... Maybe he automated all these potatoes and icebergs in the EDMS?
- He automated the PROCESSES! - Marina said the last word slowly, according to her syllables. - And he invented potatoes, carrots, poop and drifting ice floes so that he could throw dust in his eyes. As always, however.
- Thank you Tatiana. - Kurchatov smiled mysteriously. - Who else wants to speak out? Purchasing, maybe?
- And where is Vasya? - asked Svetlana Vladimirovna. - Why is the director of procurement and logistics not present at the meeting?
“He fulfills my order, I apologize ...” the owner answered. - Who is for him?
“I am.” A young girl, sitting at the very end of a long table, raised her hand. - Valentina, Purchasing Manager.
- Great, Valya! - continued Kurchatov. - What, in your opinion, was the reason for such a significant increase in profits? Did the procurement department participate in this process?
“Well, yes, Vasya explained to us ...” the girl began uncertainly. - He said that it was all about us. It seems that Sergey tweaked our system a little, and now we see the sales amount for each order to the supplier. And the deadline for the receipt of the task for the purchase to us, it seems.
“Something I didn’t understand ...” the owner asked. - Did you get, it turns out, two columns, or fields, or what is there, and our profit has doubled?
“Well, yes ...” Valya pulled her head into her shoulders. - Something there with priorities, it seems. As before, we just saw what and how much to buy, and now the program shows us, or whatever ... Sorts by the amount for which it will be sold. Like so. And we take these priorities into account in our work - first we order something that will bring more profit. Oh, I remembered! Still there some percentage of Villera appeared! We also take it into account in our work.
- The percentage of Ville?
- Well, yes ... I do not know what it is, but Vasya said that the higher it is, the faster you need to buy. And when the percentage is above 95, you need to straighten your feet, and at least buy on the market for your own.
- Okay, maybe Sergey will explain later ... Thanks, Valya! And, I’ll clarify, did I understand correctly - success was achieved thanks to your efforts?
- Well, not really ... I don’t know, Evgeny Viktorovich. It seems that the supply service in our company plays one of the leading roles. We have a lot of cooperation, and the equipment is complicated, it has a lot of details. You will miss one - and the shipment does not occur. It turns out that a lot depends on us. I think it is Sergey’s merit - he did automate it. But we all did.
- Gorgeous! The owner burst into applause again. - Well! Who else? Sales? What do you say, Vladimir Nikolaevich?
“What can I say ...” Gorbunov answered imposingly lounging on a chair. - The increase in profit is due to one simple fact - sales have grown. Costs haven’t changed?
“As far as I know, no.” - answered Kurchatov.
- Which was required to prove. - the commercial director nodded confidently. - Sales are made by sellers. We, the entire service of the commercial director, did a great job this month. Most likely, you don’t understand how difficult the life of a real manager is, so I won’t explain for a long time. We worked with clients, we pulled out needs, agreed to postpone deadlines frustrated by other services. As a result of our work, more orders have been received than ever. So, we will develop our success - it was not a one-time peak, the work will continue.
- That is, the result is your merit? - smiled the owner.
- Sure. - Gorbunov did not smile in response. - It is so obvious that it’s not worth discussing. They must award me ... My service.
- Well. - This time Kurchatov did without applause. - Production? Nikolay Sergeevich?
“To be honest ...” Pankratov began. - So you all say - there are some sales, purchases, processes ... Friends, we work at a manufacturing enterprise. Production! We sell what we produce! Produce - sell. We will not produce - we will not sell. Is that clear to everyone?
The question was addressed to the audience, but no reaction was forthcoming.
- You see ... This month we have collected a lot of equipment. Yes, the supply helped us. But, honestly, friends - you just did your job, right? Well, maybe we made a couple of additional calls, pushed the buttons faster than always, and we collected the equipment. Heavy, iron, in oil and antifreeze, with their own hands. The equipment, which then the gentlemen sellers solemnly shipped, by pressing a few buttons on the computer. So, I'm sorry if I offended anyone, but the merit is almost entirely ours. 90 percent, no less. That's all I wanted to say.
- Hmm ... - the owner, for some reason, stopped smiling. - We have some kind of funny club of anonymous profit increases ... Hello, my name is Kolya, I doubled the company's profit.
“Well, my name is really Kolya, and that is me ...” Nikolai Sergeyevich began.
- Damn, I didn’t mean it! - recalled Kurchatov. - Nikolai Sergeyevich, I just ...
- Yes, I understand. - the production manager smiled condescendingly. - In such jokes always either Kolya or Vasya.
“Well, okay ...” the proprietor again went along the table, glancing several times at the production manager. - Svetlana Vladimirovna, I think you should give the floor?
“I would like ...” the director began.
- I know, I know, to discuss another time, but I insist.
- Is it really necessary? - in a look of Svetlana Vladimirovna the prayer was read.
- Yes. The question was serious anyway, but now it’s so simple a bomb! It can not be left in this form! Well, and, in the end, the bonus of three million rubles to be issued gives me great warmth in my pocket.
Svetlana Vladimirovna sighed heavily, gathered her thoughts for several seconds, slowly looked around at all the participants. He glanced at Sergey, but he smiled so innocently in response that the director was embarrassed, lowered her eyes, and finally spoke.
- Colleagues, friends ... You are all right. Each service this month worked just fine. Everyone contributed to the common cause. Each worked for a common result, in its place, in its department, with its own team. And we got a brilliant result. But…
- All that is said before “but” is real shit? - Sergei could not resist, but no one reacted jokingly.
“But ... You did not think about the question, WHY did you work this month?” Here Marina, for example, says that the case is in the EDMS. So we had an SED. Only minor changes have been made to it - Sergey will correct it if I am mistaken. Actually, the EDMS, as well as the document flow in general, have always been with us. Right?
Marina nodded slowly, after a few moments of thought.
“Well ...” the director continued. - Further, Marina said that tasks began to be performed better. The same question is why.
“Because ...” Marina began. - I don’t know ... Well, that is, specifically, I started, because you, Svetlana Vladimirovna, began to remind me of them every day. Well, I, accordingly, further broadcast all this.
- Valentine, and you? Why did you suddenly start following the purchasing priorities that the program gives you? Does it matter what percentages there are of Willer, Schmiller or someone else deduced by the programmer? Moreover, you do not understand their meaning. Previously, you ignored any improvements that you yourself did not order. What changed?
- Well, Vasya told us ... - Valya was embarrassed.
- What else did Vasya say? Besides what needs to be done like this and like this.
- He said that this work is on your personal control, and you every day of it ... How is it ...
- Dryuchu. Well, I told him so - I will dryuch every day. Thanks to Sergey for updating the vocabulary.
“Well, yes, somehow Vasya put it that way.”
- About you, Vladimir Nikolaevich, I generally will not say anything. Open and look at any indicator in CRM - this month you only did that you processed incoming requests and organized shipment. All.Sales rose because there was something to sell. The incoming flow of applications has grown because customers have finally received what they ordered the hell knows when. You didn’t even go on business trips this month - you shipped it once.
“Svetlana Vladimirovna, you, of course, excuse me, but ...” Gorbunov began.
- Let's open and see CRM?
Gorbunov became accustomed and fell silent. The rest of the meeting participants, for the most part, pretended that it was not about them at all. In addition to Tatyana, who was watching with interest and slight fright the development of an unusual situation.
- So, colleagues. - summed up the director. - I repeat: you are all well done. But success was achieved, I apologize, by my forces. For the whole month I just did what I kicked, begged, reminded, inspired, forced, demanded, fought in hysteria, put pressure on pity, and sometimes - I myself performed tasks for you. Plowed like a slave in the galleys. And all for the sake of one goal - so that you, colleagues, simply begin to carry out your duties normally. Do you understand?
Svetlana Vladimirovna looked around the audience, but no one expressed understanding.
“You understand everything ... Roughly speaking, you just went to zero.” It happens that a person works well, works effectively, but if you make an effort, his performance will still grow. And you worked badly. Badly out of hand. Below zero. And I reached you to the surface of the earth, from below. Now, God willing, begin to sprout, like a lawn. So the question of the prize that you are actively sharing here is premature. What I said at the very beginning of the meeting. Evgeny Viktorovich, however, insisted - and I'm not sure that he does not regret his decision.
- In no case!The owner almost cried out. - The conversation turned out to be gorgeous! You know, I recalled the parable about the elephant and the three blind men. Do you know?
Everyone knew the parable. But still everyone knew that it was better to say that they did not know when the owner wanted to tell something. Therefore, all together shook their heads.
- Yes, there’s just everything. Three blind men were brought to the elephant, and they gropingly tried to determine what it was. One felt the trunk, and decided that it was a snake. Another felt his foot and decided that it was a tree. And the third, it seems, touched his ear and decided that it was a fan. Nobody recognized the elephant, but everyone was confident in his conclusion, and was ready to defend his innocence. And so are you.
There was no point in arguing, so the silence was not broken.
- Although, the motive is clear - three million rubles. Anyone, including me, would be happy to receive such a prize. Yes, that is glad there! For some of you, this is an income of two years! Even if we decide to share this money with everyone, a very decent amount will be obtained, for the sake of which you can, sorry, lie about your merits. However, colleagues, I want to see an elephant.
“Evgeny Viktorovich, since such a conversation has begun ...” the director entered. - And you have already interviewed everyone, you need a verdict. Who will get the prize?
- Who cares?
- That is, how ...
- Oh yes, I put it wrong ... I don’t care who gets the prize? I’ll give these three million all the same. The only thing that bothers me ... I’m sorry, businessman. I don’t spend money just like that. I am making an investment.
- In terms of?- the director was amazed. - Do you want to invest this money somewhere? Open a joint business with one of us?
- What?No ... Although, the idea is interesting. No, Svetlana Vladimirovna, I’m not talking about that. I look further forward. An increase in monthly profits of 30 million rubles is, of course, an excellent result. But I have a suspicion that this is not all that the elephant is capable of. And my investment is not a payment for the achieved result. This is the ticket for the next session. To see the next elephant. So understandable?
“They took off the tongue, damn it ...” Sergey muttered.
- What, Sergey?
“Yes, I wanted to say about the same thing, but now it's too late.”
- Well, say so.
- No, I will not.
“It begins ...” Marina snickered angrily and turned away.
- Sergey, come on without kindergarten. The owner said sternly.
“Yes you guys, I apologize, stupid like traffic jams.” Well, no offense. Do not see further than your nose, share some kind of pathetic bonus. Well, a hedgehog, it’s clear that the best you can count on is three hundred per snout. Which of you will they save? Well, perhaps Valya, so she’ll only get a chocolate from Vasya. But you don’t see the elephant. The elephant is the main thing, the elephant! I don’t need this money for fucking, to be honest. Not a piece, not the whole. Do you know why?
“Because you're a dumb moron?” - Marina grinned.
- No, because the elephant is many times more expensive! Well, think about it yourself ... None of you even understood how, why this happened. You just saw some, small changes. Exactly those that have come to you. And only those that somehow fit into your picture of the world. If Marinka knows the processes, she saw the processes. If the suppliers are used to working with the deficit table, they saw it, only sorted. Well, with Willer's percentage yet.
“By the way, what is Willer?” - intervened Kurchatov. “I'm sorry, really interesting.”
“I have no idea ...” Sergey shrugged. - In the film “Mind Games”, that was the name of the laboratory where John Nash went to work. It was necessary to somehow name the column in the table, so that briefly and succinctly, I called.
- Is it like brilliant beauty?
“Yes, like brilliant beauty.” It’s hard to navigate without a name. But we were distracted. You friends haven’t understood a damn why success happened. What is important: you will not understand. For two reasons. The first - you won’t even try, three stoofs are more important to you. The second - you don’t understand one hell, because you are not interested. And what’s the most important thing here that you don’t see, don’t understand and will never get? Who guesses?
- Guess your crap. - Marina did not let up. - Do not want a prize - your business. And I have a mortgage. Give me your share then, since you are so smart here.
- Marina, let's be more constructive. - the owner intervened. - Sergey, please, no riddles. What do you consider the most important thing here?
- Playback. Skill. Competence. It's all so simple. There is a certain elephant - it doesn’t matter whether it is a person, a technique, an approach or a philosophy - which brought an additional 30 lamas of profit. So, this elephant is able to bring additional profit. It is possible that he will be able to bring more profit. Well, you understand - not the same 30 lyamas, but also, from above, say 20, or 50. Or the same 30, but in a different business. Such a good, right elephant. How much do you think it costs?
- I find it difficult to answer, but the question is not about a specific figure? - answered Kurchatov. “You mean an elephant costs more than 30 million?”
- Yes.
- Well, that's obvious. - the owner nodded.
- It’s obvious to you. Therefore, you are ready to invest in this elephant three million. Understand that returns can be colossal. And you don’t really lose anything - you just reinvest the profit received from the elephant. And colleagues, alas, do not understand this. At all. They are only three hundred parts interested.
- Sergey. - softly said Kurchatov. “I understand what you're talking about.” But let's get a little simpler, ok? Each person sets priorities in life for himself. Remember the tit and the stork? And it's not for you to decide whether this is good or bad.
- So I was not going to decide. It’s just, since such a conversation started - which, by the way, was not initiated by me. In general, I did not discuss this topic with anyone except Tatyana. And he was not going to. I discussed the first, I won’t.
- In terms of?Where is the first elephant?
- Remember the warehouse project?
- Yes of course. It was a great project.
“Do you understand how it works?” Why did it all work out?
- Yes, you just smeared barcodes on pieces of paper, automated their scanning, and that’s all. - again Marina intervened. - It’s clear, after all, like God's day.
- Damn, Marina, you are feeling ... I will not say which organ of the elephant you have just touched. That is not the point. You saw only what you were able to understand. Barcodes, so barcodes.
“What was the matter?” Asked Kurchatov.
“And I told you.” You just do not remember. Although, it seems, they understood then.
- Well, tell me about this, the second elephant, I understand again. I promise to be more attentive. And tell me about the first one again, it’s very interesting for me now - to look in a new way, to see the interconnections, the basis, the concepts.
“Now, of course, you are interested.” - Sergey shrugged. “But I'm not interested anymore.” Let there be a riddle. When I spoke, they did not listen to me. And even if they listened, what's the point? You are not programmers.
- Again you are about programmers ...
- Well yes.So you do not understand the essence of the profession, therefore you do not see elephants, you do not know how to create them and, most importantly, reproduce them. A programmer - what is he doing? You are, so to speak, business people. Your goal is the result. More precisely, not so: your goal is only the result. And my goal, a programmer, is a tool that produces results. A tool that can be reused. A tool that can be embedded in other tools. Elephant, in short. Which can pile a large pile ... Profits. And you people of business are only interested in this heap.
“But you have no elephant.” - continued Sergey. - But you have to pile a bunch. Therefore, I apologize, take off your pants, sit down and try to pile this pile yourself. Hire employees, and more, inflate the staff of their departments, so that all together, together, sit shoulder to shoulder and produce the result. Add all these beautiful phrases about the fact that you have no time to sharpen a saw, you need to cut the forest. Here is the result. I have an elephant. You have the pile that my elephant piled on. You are now trying to share this bunch. This bunch is not interesting to me at all. I am interested in the next elephant. Fork of an elephant.
- What?Fork? - asked the owner. - A fork?
- Well yes.This is the name of the copy of the program associated with the source. It is created for modification under new conditions. It can affect the source - if it permits. This one of our 30 lyam elephants is a fork of the elephant that brought order to the warehouse. But no one knows about this except me. That is, roughly speaking, I am already implementing my strategy. I already know how to create elephants and, moreover, inherit their properties and methods. And here you are, a bunch. Enjoy it. Share.
Suddenly the door opened and Vasya burst in.
- Friends, sorry. He said loudly, making his way along the chairs. - It was an urgent matter!
I reached Svetlana Vladimirovna, put something in her hand, barely audible mumbled something in my ear and sat on an empty chair. The director picked up her bag from the floor, put her hand in it, but apparently something went wrong, because from the street there was a nasty howl of the car alarm siren.
Svetlana Vladimirovna suddenly began to blush, frantically rummaged in her bag, took out the car key, started poking at all the buttons in a row, but the howl did not stop. The first could not stand Marina - got up, went to the window and stared at the source of noise.
- Cool. - she said. - Brand new GLC without numbers. Red one. Yours, perhaps, Svetlana Vladimirovna? I like.Dear only, more than three million, recently watched. Oh ...
- Not to say that straight is strong. You know the main thing. Now everything is according to the protocol, colleagues make short reports on the state of affairs, ask each other questions, I put instructions. Everything is as usual.
- Really? - the owner smiled broadly. - And we will not discuss the main news?
- What for? - as if nothing had happened, the director shrugged. - All have long been discussed, everyone in the know. You - including.
- What do you mean why? - Kurchatov raised his eyebrows. - No, maybe I don’t understand something, of course, but in the fifteen years of the company’s existence, I don’t remember that the profit would grow one and a half times in one month.
- Yes, I didn’t want to say this ... - Svetlana Vladimirovna was a little embarrassed.
- And I - it! - the owner got up from his chair and began to pace along the long meeting room table. - Colleagues, success must be noted! After all, this is colossal! At meetings, we usually devote a lot of nonsense to all kinds of nonsense, but here is such an event! The country must know its heroes!
- Evgeny Viktorovich. - firmly said the director. “There is no need for that.” Yes, it was a success. Yes, we all did a good job. But this does not mean that you need to arrange holidays, sing praises, make speeches and the like. If you like, there are corporate parties, or, in the end, a kitchen.
Kurchatov was a little taken aback by such pressure, stopped and stared intently at Svetlana Vladimirovna for several seconds. Then he smiled mysteriously, shrugged, and returned to his seat.
- So, colleagues. The director said sternly. - Who keeps a protocol with us today?
“It seems ...” Marina began.
- Can I? - unexpectedly Tatyana raised her hand.
She looked strange. Eyes run, red spots on the face, hands tremble. Svetlana Vladimirovna, however, only shrugged.
- Before starting the meeting, I would like to ask a question. Can? - Tatyana looked inquiringly at the director.
- Sure. - Svetlana Vladimirovna nodded.
- I here, on duty, studied our position on motivation, and found an interesting point there. Stammered Tatyana chattering. - We had never used it before, and therefore, probably, many do not know about it.
“But who read it at all ...” Sergey intervened. - Is it such a long boring piece of paper that is given to read and sign upon employment?
- Well yes. Tatyana nodded. “And you, Sergey, I would recommend keeping silent.”
- By the way. - entered the director. “One of the rules of the meetings,” says only one.
“Then what are you doing?” - surprised Sergey.
- What am I doing?
- What are you saying?
“So, Sergey ...” the director breathed noisily. “I, as you see ...”
“Not in the mood, I get it.” - the development director smiled. - I shut up.
- Tatyana, please continue. - a little embarrassed smile, the director said. - What is wrong with the situation?
“That's all but one.” There is a clause on bonuses for making and implementing proposals that increase the significant performance of the company. The wording there is very lengthy, but the size of the premium is quite specific - ten percent of the increase in profit.
A noisy joint exhalation swept through the meeting room, synchronously performed by all participants in the meeting. To all but two, the director and owner seemed not at all surprised.
- I do not know about you, Tatyana, but I am aware of this point. - strictly said Svetlana Vladimirovna. “And it’s strange for me to hear that you, in fact, the developer and owner of this process, saw it for the first time.” And in general, this question ...
- Yes, this is a serious blunder on my part. Tatyana chattered again, as if afraid that the word would be taken from her. “But now, it seems to me, fate itself has made me redo old documents.” After all, the occasion is the most suitable.
- An occasion? - the director squinted.
- Well, of course! After all, this month we got a tremendous result! Moreover, it’s for profit! Of course, I understand little about financial indicators, but I still understand that the result is unique! And, most importantly, we all know exactly whose merit!
“Wait a minute, perhaps ...” the owner began.
- Stop, colleagues! - Svetlana Vladimirovna raised her voice. - It seems that I made it clear that we will not discuss this issue? Today I have affairs - above the roof, and I do not intend to participate in the chanting of praises!
- It's not about praises! Tatyana almost cried out. - Such a result cannot be ignored and encouraged! Well, judge for yourself - who else will be involved in improvements, especially small ones, if huge, colossal, magnificent achievements will remain without a reward?
- Once again, Tatyana. - the director began to speak a little slower, as if with a child. - I'm not saying that there will be no reward. I say that I do not want to discuss this issue now, at this meeting. So understandable?
- No! - Tatyana even stamped her foot a little. - It’s not clear, Svetlana Vladimirovna! I know how it happens! Three nails to lower on the brakes, then-then, and Sergey will not receive any reward!
A strange, slightly predatory smile ran across the owner's face. The director began to lose her temper. The rest of the participants silently looked at each other for a little bit of fear. A depressing pause lasted several seconds.
- Sergey? Asked the owner.
- What? - he answered.
- No, I asked Tatyana. - continued Evgeny Viktorovich. - Why Sergey?
- That is, how is it why Sergey? - flared up Tatyana. - After all, he invented everything, implemented and launched it, achieved the result!
“Wait, what exactly did he invent, implement and launch?” - the owner suddenly became attentive and focused.
“Well, to be honest, I didn’t understand everything from what he said ...” Tatyana hesitated. “I'm a humanist, not a programmer.”
“But you are a manager?”
- Well yes…
- Or did Sergei apply only technical solutions?
- I don’t know, Evgeny Viktorovich! I only know that Sergey did everything!
“What did he do?” - unexpectedly Marina entered into dialogue. - SED launched?
- What? - Kurchatov turned his attention from Tatyana, which she was very happy and finally was able to sit down.
- Well, EDMS, electronic document management system. Tasks began to be carried out normally, and profit increased.
“Well, Masyanya-bitch-kurva ...” Sergey muttered shaking his head.
- No, he, of course, well done. - Marina nodded, not paying attention to the corporate clown. “But it seems to me that all of us should receive the prize.” After all, we performed the tasks. We raised discipline, we followed the deadlines, we moved the company forward.
- And this is interesting ... - the owner could not resist, again jumped down from his chair and began to pace. - Let's discuss! Friends, I ask everyone to explain, or try to explain, what really happened in the company this month, where did such a huge profit growth come from! Sergey and Svetlana Vladimirovna will express themselves at the end. Do you agree? Otherwise, I won’t give a prize to anyone! Marina, let's start with you, since you have already taken the floor.
Marina thought for a few seconds, looking at the table. Not every day you have to push a speech, on which the receipt of a prize of several hundred thousand rubles depends.
- So. She finally began. - I, as the director for quality, perfectly understand what Sergey did. He took the ready-made, customized, verified processes that the quality service created, and automated their control. I would do it myself, but, unfortunately, I do not have competencies in automation. Moreover, I repeatedly asked, demanded, one might say - I begged Sergey to automate the workflow so that the processes could be controlled. And now we get an interesting picture - Sergey finally fulfilled my request, and suddenly profit increased. I believe that getting around the premium quality service will be completely wrong.
- Well! - the owner sincerely clapped his hands several times. - Well done, Marina! Who is next?
- In terms of the following? - Marina was indignant. - Everything is clear, and there is nothing more to discuss!
“Wait, we’ve agreed ...” the owner frowned. - We listen to everyone. At least those who want to speak out. Five minutes ago, we did not know anything about the fact that Sergey just launched an EDMS on the processes drawn by you and your girls.
Marina pouted her lips offended, but did not object. She folded her hands on the table, and began to carefully examine her manicure.
- Who is next? Tatyana?
- I AM? - Tatyana again jumped off the chair, stretched into a string. - To be honest, I don’t really understand what exactly Sergey did. I certainly did not participate in this, I did not receive any tasks, although I also participate in the EDMS. Although, Sergei told me, he tried to explain what he had done.
- Why did Sergey try to explain to you? Asked Kurchatov.
- Well ... It seemed to me that he really wanted to tell someone the essence, principles, methods, or that he applied there, but no one listened. And listening is part of my job. So I listened.
- And How? Do you feel better about him?
“Well, this is a medical secret ...” Tatyana smiled shyly.
- Of course it helped! - entered Sergey. - Tatyana played the role of a duck, or a catalyst for thinking. I highly recommend it, by the way.
- What do you recommend? - Kurchatov went up to Sergey from behind and put his hands on his shoulders. - Duck or Tatyana?
- Both. - not embarrassed, Sergey answered. - Nobody can listen. Neither in our office, nor in life. It’s rare to find decent ears that won’t stare at the phone while you pour your soul into them. Yes, and for free.
- Okay. - the owner nodded. - Tatyana, tell us what you managed to understand from the words of Sergey.
- Well, I remembered about some potatoes, an iceberg, something else ... Not seeing evil ... And, seeing money! Some kind of fundamental mistake, or something ... Well, the theory of restrictions, Sergey also applied it, but I know about that - I read the book. Look like that's it.
- And how is all this connected with the EDMS?
“I don’t know this ...” Tatyana again began to blush, as if she was passing an exam. - True ... Maybe he automated all these potatoes and icebergs in the EDMS?
- He automated the PROCESSES! - Marina said the last word slowly, according to her syllables. - And he invented potatoes, carrots, poop and drifting ice floes so that he could throw dust in his eyes. As always, however.
- Thank you Tatiana. - Kurchatov smiled mysteriously. - Who else wants to speak out? Purchasing, maybe?
- And where is Vasya? - asked Svetlana Vladimirovna. - Why is the director of procurement and logistics not present at the meeting?
“He fulfills my order, I apologize ...” the owner answered. - Who is for him?
“I am.” A young girl, sitting at the very end of a long table, raised her hand. - Valentina, Purchasing Manager.
- Great, Valya! - continued Kurchatov. - What, in your opinion, was the reason for such a significant increase in profits? Did the procurement department participate in this process?
“Well, yes, Vasya explained to us ...” the girl began uncertainly. - He said that it was all about us. It seems that Sergey tweaked our system a little, and now we see the sales amount for each order to the supplier. And the deadline for the receipt of the task for the purchase to us, it seems.
“Something I didn’t understand ...” the owner asked. - Did you get, it turns out, two columns, or fields, or what is there, and our profit has doubled?
“Well, yes ...” Valya pulled her head into her shoulders. - Something there with priorities, it seems. As before, we just saw what and how much to buy, and now the program shows us, or whatever ... Sorts by the amount for which it will be sold. Like so. And we take these priorities into account in our work - first we order something that will bring more profit. Oh, I remembered! Still there some percentage of Villera appeared! We also take it into account in our work.
- The percentage of Ville?
- Well, yes ... I do not know what it is, but Vasya said that the higher it is, the faster you need to buy. And when the percentage is above 95, you need to straighten your feet, and at least buy on the market for your own.
- Okay, maybe Sergey will explain later ... Thanks, Valya! And, I’ll clarify, did I understand correctly - success was achieved thanks to your efforts?
- Well, not really ... I don’t know, Evgeny Viktorovich. It seems that the supply service in our company plays one of the leading roles. We have a lot of cooperation, and the equipment is complicated, it has a lot of details. You will miss one - and the shipment does not occur. It turns out that a lot depends on us. I think it is Sergey’s merit - he did automate it. But we all did.
- Gorgeous! The owner burst into applause again. - Well! Who else? Sales? What do you say, Vladimir Nikolaevich?
“What can I say ...” Gorbunov answered imposingly lounging on a chair. - The increase in profit is due to one simple fact - sales have grown. Costs haven’t changed?
“As far as I know, no.” - answered Kurchatov.
- Which was required to prove. - the commercial director nodded confidently. - Sales are made by sellers. We, the entire service of the commercial director, did a great job this month. Most likely, you don’t understand how difficult the life of a real manager is, so I won’t explain for a long time. We worked with clients, we pulled out needs, agreed to postpone deadlines frustrated by other services. As a result of our work, more orders have been received than ever. So, we will develop our success - it was not a one-time peak, the work will continue.
- That is, the result is your merit? - smiled the owner.
- Sure. - Gorbunov did not smile in response. - It is so obvious that it’s not worth discussing. They must award me ... My service.
- Well. - This time Kurchatov did without applause. - Production? Nikolay Sergeevich?
“To be honest ...” Pankratov began. - So you all say - there are some sales, purchases, processes ... Friends, we work at a manufacturing enterprise. Production! We sell what we produce! Produce - sell. We will not produce - we will not sell. Is that clear to everyone?
The question was addressed to the audience, but no reaction was forthcoming.
- You see ... This month we have collected a lot of equipment. Yes, the supply helped us. But, honestly, friends - you just did your job, right? Well, maybe we made a couple of additional calls, pushed the buttons faster than always, and we collected the equipment. Heavy, iron, in oil and antifreeze, with their own hands. The equipment, which then the gentlemen sellers solemnly shipped, by pressing a few buttons on the computer. So, I'm sorry if I offended anyone, but the merit is almost entirely ours. 90 percent, no less. That's all I wanted to say.
- Hmm ... - the owner, for some reason, stopped smiling. - We have some kind of funny club of anonymous profit increases ... Hello, my name is Kolya, I doubled the company's profit.
“Well, my name is really Kolya, and that is me ...” Nikolai Sergeyevich began.
- Damn, I didn’t mean it! - recalled Kurchatov. - Nikolai Sergeyevich, I just ...
- Yes, I understand. - the production manager smiled condescendingly. - In such jokes always either Kolya or Vasya.
“Well, okay ...” the proprietor again went along the table, glancing several times at the production manager. - Svetlana Vladimirovna, I think you should give the floor?
“I would like ...” the director began.
- I know, I know, to discuss another time, but I insist.
- Is it really necessary? - in a look of Svetlana Vladimirovna the prayer was read.
- Yes. The question was serious anyway, but now it’s so simple a bomb! It can not be left in this form! Well, and, in the end, the bonus of three million rubles to be issued gives me great warmth in my pocket.
Svetlana Vladimirovna sighed heavily, gathered her thoughts for several seconds, slowly looked around at all the participants. He glanced at Sergey, but he smiled so innocently in response that the director was embarrassed, lowered her eyes, and finally spoke.
- Colleagues, friends ... You are all right. Each service this month worked just fine. Everyone contributed to the common cause. Each worked for a common result, in its place, in its department, with its own team. And we got a brilliant result. But…
- All that is said before “but” is real shit? - Sergei could not resist, but no one reacted jokingly.
“But ... You did not think about the question, WHY did you work this month?” Here Marina, for example, says that the case is in the EDMS. So we had an SED. Only minor changes have been made to it - Sergey will correct it if I am mistaken. Actually, the EDMS, as well as the document flow in general, have always been with us. Right?
Marina nodded slowly, after a few moments of thought.
“Well ...” the director continued. - Further, Marina said that tasks began to be performed better. The same question is why.
“Because ...” Marina began. - I don’t know ... Well, that is, specifically, I started, because you, Svetlana Vladimirovna, began to remind me of them every day. Well, I, accordingly, further broadcast all this.
- Valentine, and you? Why did you suddenly start following the purchasing priorities that the program gives you? Does it matter what percentages there are of Willer, Schmiller or someone else deduced by the programmer? Moreover, you do not understand their meaning. Previously, you ignored any improvements that you yourself did not order. What changed?
- Well, Vasya told us ... - Valya was embarrassed.
- What else did Vasya say? Besides what needs to be done like this and like this.
- He said that this work is on your personal control, and you every day of it ... How is it ...
- Dryuchu. Well, I told him so - I will dryuch every day. Thanks to Sergey for updating the vocabulary.
“Well, yes, somehow Vasya put it that way.”
- About you, Vladimir Nikolaevich, I generally will not say anything. Open and look at any indicator in CRM - this month you only did that you processed incoming requests and organized shipment. All.Sales rose because there was something to sell. The incoming flow of applications has grown because customers have finally received what they ordered the hell knows when. You didn’t even go on business trips this month - you shipped it once.
“Svetlana Vladimirovna, you, of course, excuse me, but ...” Gorbunov began.
- Let's open and see CRM?
Gorbunov became accustomed and fell silent. The rest of the meeting participants, for the most part, pretended that it was not about them at all. In addition to Tatyana, who was watching with interest and slight fright the development of an unusual situation.
- So, colleagues. - summed up the director. - I repeat: you are all well done. But success was achieved, I apologize, by my forces. For the whole month I just did what I kicked, begged, reminded, inspired, forced, demanded, fought in hysteria, put pressure on pity, and sometimes - I myself performed tasks for you. Plowed like a slave in the galleys. And all for the sake of one goal - so that you, colleagues, simply begin to carry out your duties normally. Do you understand?
Svetlana Vladimirovna looked around the audience, but no one expressed understanding.
“You understand everything ... Roughly speaking, you just went to zero.” It happens that a person works well, works effectively, but if you make an effort, his performance will still grow. And you worked badly. Badly out of hand. Below zero. And I reached you to the surface of the earth, from below. Now, God willing, begin to sprout, like a lawn. So the question of the prize that you are actively sharing here is premature. What I said at the very beginning of the meeting. Evgeny Viktorovich, however, insisted - and I'm not sure that he does not regret his decision.
- In no case!The owner almost cried out. - The conversation turned out to be gorgeous! You know, I recalled the parable about the elephant and the three blind men. Do you know?
Everyone knew the parable. But still everyone knew that it was better to say that they did not know when the owner wanted to tell something. Therefore, all together shook their heads.
- Yes, there’s just everything. Three blind men were brought to the elephant, and they gropingly tried to determine what it was. One felt the trunk, and decided that it was a snake. Another felt his foot and decided that it was a tree. And the third, it seems, touched his ear and decided that it was a fan. Nobody recognized the elephant, but everyone was confident in his conclusion, and was ready to defend his innocence. And so are you.
There was no point in arguing, so the silence was not broken.
- Although, the motive is clear - three million rubles. Anyone, including me, would be happy to receive such a prize. Yes, that is glad there! For some of you, this is an income of two years! Even if we decide to share this money with everyone, a very decent amount will be obtained, for the sake of which you can, sorry, lie about your merits. However, colleagues, I want to see an elephant.
“Evgeny Viktorovich, since such a conversation has begun ...” the director entered. - And you have already interviewed everyone, you need a verdict. Who will get the prize?
- Who cares?
- That is, how ...
- Oh yes, I put it wrong ... I don’t care who gets the prize? I’ll give these three million all the same. The only thing that bothers me ... I’m sorry, businessman. I don’t spend money just like that. I am making an investment.
- In terms of?- the director was amazed. - Do you want to invest this money somewhere? Open a joint business with one of us?
- What?No ... Although, the idea is interesting. No, Svetlana Vladimirovna, I’m not talking about that. I look further forward. An increase in monthly profits of 30 million rubles is, of course, an excellent result. But I have a suspicion that this is not all that the elephant is capable of. And my investment is not a payment for the achieved result. This is the ticket for the next session. To see the next elephant. So understandable?
“They took off the tongue, damn it ...” Sergey muttered.
- What, Sergey?
“Yes, I wanted to say about the same thing, but now it's too late.”
- Well, say so.
- No, I will not.
“It begins ...” Marina snickered angrily and turned away.
- Sergey, come on without kindergarten. The owner said sternly.
“Yes you guys, I apologize, stupid like traffic jams.” Well, no offense. Do not see further than your nose, share some kind of pathetic bonus. Well, a hedgehog, it’s clear that the best you can count on is three hundred per snout. Which of you will they save? Well, perhaps Valya, so she’ll only get a chocolate from Vasya. But you don’t see the elephant. The elephant is the main thing, the elephant! I don’t need this money for fucking, to be honest. Not a piece, not the whole. Do you know why?
“Because you're a dumb moron?” - Marina grinned.
- No, because the elephant is many times more expensive! Well, think about it yourself ... None of you even understood how, why this happened. You just saw some, small changes. Exactly those that have come to you. And only those that somehow fit into your picture of the world. If Marinka knows the processes, she saw the processes. If the suppliers are used to working with the deficit table, they saw it, only sorted. Well, with Willer's percentage yet.
“By the way, what is Willer?” - intervened Kurchatov. “I'm sorry, really interesting.”
“I have no idea ...” Sergey shrugged. - In the film “Mind Games”, that was the name of the laboratory where John Nash went to work. It was necessary to somehow name the column in the table, so that briefly and succinctly, I called.
- Is it like brilliant beauty?
“Yes, like brilliant beauty.” It’s hard to navigate without a name. But we were distracted. You friends haven’t understood a damn why success happened. What is important: you will not understand. For two reasons. The first - you won’t even try, three stoofs are more important to you. The second - you don’t understand one hell, because you are not interested. And what’s the most important thing here that you don’t see, don’t understand and will never get? Who guesses?
- Guess your crap. - Marina did not let up. - Do not want a prize - your business. And I have a mortgage. Give me your share then, since you are so smart here.
- Marina, let's be more constructive. - the owner intervened. - Sergey, please, no riddles. What do you consider the most important thing here?
- Playback. Skill. Competence. It's all so simple. There is a certain elephant - it doesn’t matter whether it is a person, a technique, an approach or a philosophy - which brought an additional 30 lamas of profit. So, this elephant is able to bring additional profit. It is possible that he will be able to bring more profit. Well, you understand - not the same 30 lyamas, but also, from above, say 20, or 50. Or the same 30, but in a different business. Such a good, right elephant. How much do you think it costs?
- I find it difficult to answer, but the question is not about a specific figure? - answered Kurchatov. “You mean an elephant costs more than 30 million?”
- Yes.
- Well, that's obvious. - the owner nodded.
- It’s obvious to you. Therefore, you are ready to invest in this elephant three million. Understand that returns can be colossal. And you don’t really lose anything - you just reinvest the profit received from the elephant. And colleagues, alas, do not understand this. At all. They are only three hundred parts interested.
- Sergey. - softly said Kurchatov. “I understand what you're talking about.” But let's get a little simpler, ok? Each person sets priorities in life for himself. Remember the tit and the stork? And it's not for you to decide whether this is good or bad.
- So I was not going to decide. It’s just, since such a conversation started - which, by the way, was not initiated by me. In general, I did not discuss this topic with anyone except Tatyana. And he was not going to. I discussed the first, I won’t.
- In terms of?Where is the first elephant?
- Remember the warehouse project?
- Yes of course. It was a great project.
“Do you understand how it works?” Why did it all work out?
- Yes, you just smeared barcodes on pieces of paper, automated their scanning, and that’s all. - again Marina intervened. - It’s clear, after all, like God's day.
- Damn, Marina, you are feeling ... I will not say which organ of the elephant you have just touched. That is not the point. You saw only what you were able to understand. Barcodes, so barcodes.
“What was the matter?” Asked Kurchatov.
“And I told you.” You just do not remember. Although, it seems, they understood then.
- Well, tell me about this, the second elephant, I understand again. I promise to be more attentive. And tell me about the first one again, it’s very interesting for me now - to look in a new way, to see the interconnections, the basis, the concepts.
“Now, of course, you are interested.” - Sergey shrugged. “But I'm not interested anymore.” Let there be a riddle. When I spoke, they did not listen to me. And even if they listened, what's the point? You are not programmers.
- Again you are about programmers ...
- Well yes.So you do not understand the essence of the profession, therefore you do not see elephants, you do not know how to create them and, most importantly, reproduce them. A programmer - what is he doing? You are, so to speak, business people. Your goal is the result. More precisely, not so: your goal is only the result. And my goal, a programmer, is a tool that produces results. A tool that can be reused. A tool that can be embedded in other tools. Elephant, in short. Which can pile a large pile ... Profits. And you people of business are only interested in this heap.
“But you have no elephant.” - continued Sergey. - But you have to pile a bunch. Therefore, I apologize, take off your pants, sit down and try to pile this pile yourself. Hire employees, and more, inflate the staff of their departments, so that all together, together, sit shoulder to shoulder and produce the result. Add all these beautiful phrases about the fact that you have no time to sharpen a saw, you need to cut the forest. Here is the result. I have an elephant. You have the pile that my elephant piled on. You are now trying to share this bunch. This bunch is not interesting to me at all. I am interested in the next elephant. Fork of an elephant.
- What?Fork? - asked the owner. - A fork?
- Well yes.This is the name of the copy of the program associated with the source. It is created for modification under new conditions. It can affect the source - if it permits. This one of our 30 lyam elephants is a fork of the elephant that brought order to the warehouse. But no one knows about this except me. That is, roughly speaking, I am already implementing my strategy. I already know how to create elephants and, moreover, inherit their properties and methods. And here you are, a bunch. Enjoy it. Share.
Suddenly the door opened and Vasya burst in.
- Friends, sorry. He said loudly, making his way along the chairs. - It was an urgent matter!
I reached Svetlana Vladimirovna, put something in her hand, barely audible mumbled something in my ear and sat on an empty chair. The director picked up her bag from the floor, put her hand in it, but apparently something went wrong, because from the street there was a nasty howl of the car alarm siren.
Svetlana Vladimirovna suddenly began to blush, frantically rummaged in her bag, took out the car key, started poking at all the buttons in a row, but the howl did not stop. The first could not stand Marina - got up, went to the window and stared at the source of noise.
- Cool. - she said. - Brand new GLC without numbers. Red one. Yours, perhaps, Svetlana Vladimirovna? I like.Dear only, more than three million, recently watched. Oh ...
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