key points summarise: 1. ask questions 2. just ignore the attitude and keep your patient to find the answers 3. improve the communication with people 4. finding something you really like in your work then you will get the recognitions
@rendyfajrin3 жыл бұрын
Great summary
@johngiam3 жыл бұрын
Thanks!
@jiawenmai15523 жыл бұрын
thank you
@kam.263 жыл бұрын
I’ve been working for a long time and mentoring many people. One of my top rules is to raise problems and questions as soon as possible. It doesn’t get better ... it gets worse the longer you wait... no matter what it is.
@jollywong36412 жыл бұрын
True thing!
@leroynyabeze6824 Жыл бұрын
Very true communication is key
@andreakeeling921711 ай бұрын
@kam.26 I need a mentor. Can you be my mentor?
@TabulaRasa6663 жыл бұрын
It's the PwC, top 4 accounting firm's way...they recruit far more people than they need...then put them through the meat grinder (stick junior people in front of senior people at clients, without any real guidance or hand holding...yes, they send you on long formal glossy courses which are stiff, boring, technical information overloads but which don't explain things in plain speak..and if you magically manage to work out for yourself what PwC are really looking for and your 'face fits' then you get fast tracked for promotion...and end up as the prime sausages.. whilst the others fall by the way side as meat by-products, stuck in dead end roles doing the same thing year after year until they realise this and leave of their own accord or are 'guided out of the firm''). Then they trawl the top universities again the next year, like a whale scooping up plankton, for the next horde of hapless recruits.
@jackiemay1473 жыл бұрын
Man you just vocalized what I've been feeling working in public accounting the past year. Feeling like you're an idiot because why would they give you this task if you couldn't do it, feeling like you're annoying people by asking questions, etc. Makes me feel so much better knowing I'm not alone in these feelings.
@sjohnny82213 жыл бұрын
Definitely not the only one because I feel the same way!
@roshen15362 жыл бұрын
@@sjohnny8221 I left my previous job in operations and the feedback I got was asking questions. This feels much better knowing that I was cautious and finding out more instead of keeping silent and assuming things.
@stephenb68133 жыл бұрын
This video was class, these are the sort of insights that it is difficult to find online
@CoCo-mw6cs3 жыл бұрын
One thing I learned from my internship is that you have to ask questions. It does not matter how other people think about you or how they feel. Cause I reach to the point if I do not ask, I can not get my things done. Also because of this, I get more comfortable ask stupid questions. Then at the end, those questions you asked may not seem stupid any more, cause they helped my get things done.
@harlyslamm28883 жыл бұрын
if you are unable to do your job or task! It's not because you are stupid, but it is the person in charge who hasn't communicated the task/strategy properly....
@prayers4allable Жыл бұрын
Hi Paul, all you are saying is true because I'm facing the same issues at PwC in the U.S. PwC must find a better way to get newly hired Associates to get good Seniors to help them. Because PwC bombarding new Associates with a lot of assignments and asking them to work 10-14 hrs for 6 days, including Saturdays for that scanty annual salary is inhuman, atrocious, and insane.
@Stshq3 жыл бұрын
Man, I'm not even half into the video, and it's SO RELATABLE. Noone knows what they're doing, but they're pretending to. The result is a complete and utter mess, and the stress you mentioned. I guess it's a trait of this company all across the globe (or the plain, depending which version you believe in ;)))) ). Thanks for this video!
@KH-on5pu3 жыл бұрын
In big4 everyone who is in their first to third year knows nothing and they just do what they’re told to produce half ass jobs. Ask all questions the moment you join and don’t feel bad for it because the first two years are really your only chance to ask questions without looking like a moron.
@aamirshaikh56263 жыл бұрын
This video is so true from the start till the end, I’m working for one of the big 4 as an auditor and your experience is so relevant. Thanks for sharing!
@amandasetiadi69303 жыл бұрын
as an auditor in big4, I can totally relate with what he's saying.
@theoneandonly343 жыл бұрын
Do you work at EY?
@casiecase123 жыл бұрын
@@theoneandonly34 hey i used to work at EY
@rapfarsibaza2 жыл бұрын
@@casiecase12 hi How was working there like?
@bharatsharma10263 жыл бұрын
The 1 dislike is the manager from his first story
@SilwalAssociates4 ай бұрын
😂😂😂😂😂😂
@scottridings60083 жыл бұрын
This was literally me learning financial statement audits! He's so right.
@sankey873 жыл бұрын
You are a very likable and believable person. Thanks for sharing your experience.
@alwaysrighton Жыл бұрын
Precious! So much anxiety is projected inwards when really, it's the environment that doesn't set you up for success. They owe you the training!!!
@caamerico3 жыл бұрын
I started applying the process to PwC and I found your first video about the experience in the company. I was so afraid, but I continued and passed \o/ I really don't know WHY, but they choose me! This second video is going to be so helpful to me during this new experience in my life, so thank you so much! (I'm sorry about my English haha) I realize that communication is so important at my internship experience, I was so proud of me that I didn't ask for help, but with the time I learned that asking help for everyone that you can is the best thing to do. So, now I feel more prepared to PwC ^^
@muaowa3 жыл бұрын
Hope it’s going well so far!
@Akekiko2009madrugada3 жыл бұрын
Brasileira?
@78ff8603 жыл бұрын
Why are managers and seniors so unapproachable ? Not only are they supposed to be teaching you, but that would also save valuable time if they took just 5 minutes of their own time to guide juniors. One thing I will pride myself in is that I had an open door policy for my juniors, and no question was too stupid.
@pintotazzo3 жыл бұрын
Well done
@leila_de_hautjardin3 жыл бұрын
I swear to god, when I was a junior a manager basically told me to Fuck off when I asked her a question WTF 🤯.
@SummeRain7832 жыл бұрын
We are forgetting that management in public accounting did not become managers because they have good people skills. They’re accountants who became managers. I can count on my hands the amount of managers/partners I loved working with and had the exceptional ability to both inspire/lead people and be brilliant at their job. Unfortunately it’s rare in the accounting world.
@stephenxadonai2 жыл бұрын
@@SummeRain783 this!! 👏🏽👏🏽👏🏽
@sssam8442 жыл бұрын
Because you then learn how to ask right questions
@rukminisamanta31773 жыл бұрын
I'm not even from audit but from tax PwC and I feel you man. Exact same thing happened to me. However though if I kept asking questions I would feel or be made feel dumb.
@BillyBob-xw8kf Жыл бұрын
I qualified as an accountant in a tiny firm and then went through an insanely rigorous process to get a job at EY. I remember being so happy when I got the offer. It was the most depressing, soul destroying, life sucking, anxiety provoking, insulting, cliquey, confidence destroying, hierarchical, political and quite densely pointless experience of my entire life
@Wockenstein Жыл бұрын
Audit ? Tax ?
@BillyBob-xw8kf Жыл бұрын
@@Wockenstein audit. People say having EY on your CV paves the way for greater things, which is partly true: greater stress and meaninglessness. I guess being able to pay the mortgage is soemthing
@mansuramovlanova28872 жыл бұрын
Thank you so much for sharing. I m so sorry you had to go through that, I am also happy that you have learned a lot from this experience and again thank you for your advice. I also think that I can relate ,I hate when people communicate with attitude AT WORK,it just indicates their unprofessionalism.
@angelpaz40697 ай бұрын
Crazy how much this aligns with my experience. Literally exactly what I am currently going through.
@quentinhenderson1763 жыл бұрын
His experience sounds just like mines when I interned at Bank of America I’m glad I learned from my mistakes early I just got hired by PwC straight out of college after hearing this video I think I will be just fine in the firm thank you for this video
@geekafreak3 жыл бұрын
This is great. I've experienced similar things in my previous employment. I am starting in a new industry soon and it was important for me to be reminded of this.
@priyankajaiswal77562 жыл бұрын
Omg! I am about start my job at BDO as assistant auditor and this really helps
@jkm4023 жыл бұрын
I gave my 2 weeks notice from PwC.I had anxiety not sleeping for a week.Felt overwhelmed with even the smallest of stuff.
@MsCarito093 жыл бұрын
This is so me in the first example ! Always so lost as a first year associate. I kinda miss PwC.
@PaulHarrisYoutube3 жыл бұрын
Thanks for all the feedback and comments! Lots of people asked me questions... so i made this video as a response kzbin.info/www/bejne/rZndd6FtmZ2njMk Keep letting me know your questions and i could make a regular video each week answering them!
@taresy6789pp3 жыл бұрын
i have encountered very bad experience during recruitment process do PWC value integrity very seriously
@yisun72123 жыл бұрын
I didn’t have any guidance at my first week intern at Deloitte. I also was too nervous to ask questions and I feel lots of pressure on my tasks. They gave me the feedback about my communication skill is not good enough and that makes me fail to secure a graduate offer at Deloitte. Now I have to apply jobs again and go through those long recruiting process..
@corporatesteve3 жыл бұрын
‘Sorry you don’t want to help can I speak to your manager’ *saves for next passive aggressive confrontation* 😂 gréât video mate new sub 🤝
@ShivanS3 жыл бұрын
This is video is much more personal and useful than the other finance videos. Keep it up.
@aamirshaikh56263 жыл бұрын
Yes quiet relevant to what we all go through at the start of our jobs at the big 4
@andreakeeling921711 ай бұрын
3:30 I remember feeling the same way. I left the audit agency to get more experience in Accounting and Internal Controls. Now I’m confident but I can’t get the job back with the audit agency so I could show em what I learned. ❤❤❤❤❤
@lucababbi94823 жыл бұрын
Will be starting soon at EY, and really enjoying your video! Thanks :)
@stanislavadam1023 жыл бұрын
Me too, where are you located and what will you be doing?
@lucababbi94823 жыл бұрын
@@stanislavadam102 I’m located in Milan, Italy and working in Financial Advisory. What about you?
@mvelongwenya26893 жыл бұрын
Enjoyed watching that from start to finish. Like your sense of humour as well was in giggles along the way, I think you very cool man. I think all somewhat introverted people have the same problem you highlighted particularly communication aspects.
@joepaz47853 жыл бұрын
Nice video Paul starting work at big 4 in October always interesting to hear from you. Very real guy
@KA-gy3lz3 жыл бұрын
this is a great video thank you so much. a lot of the videos giving advice on audit, finance, accounting, etc generally say the same things but i loved how you gave personal and unique tips
@khisaalex44202 жыл бұрын
Ds
@ritajames77973 жыл бұрын
Come and work for our company instead. We have grads that stayed with us so long they became senior directors and higher. We're very pleased at how we do our on-boarding and retain our talent. One of the often heard phrases around our company is "there's no such a thing as a stupid question".
@stephanieflora71463 жыл бұрын
What company do you work for? I work in Marketing and I’m looking for something new 😊
@theinvestingexperiment48513 жыл бұрын
Great content again Paul. Could you do a video rating qualifications that compliment chartered accountants?
@PaulHarrisYoutube3 жыл бұрын
I have decided to do a q&a vid next sunday based on the questions in this comment section, stay tuned and i will give my feedback then
@juniors76003 жыл бұрын
I’m from big4 for 1.5 years. Hehe I can relate to everything you say. I don’t feel so alone now :)
@ahmedghazy94033 жыл бұрын
Past from EY - ppl in practice expect from you to be astronaut, know anything, do everything with few months experience whereas, Leaders themselves sucks.
@JOELVAT3 жыл бұрын
What he said is very true. If you will join public accounting, ask around of which managers/partners are very vocal in the meetings. Make sure not to piss them off. Even though auditors are supposed to be "outspoken," "good presenters," and "comfortable in their skin," (BS) the reality is that most managers will stay quite during the talent review and you will be the prey of those talking shit of you. Make sure that you get along with those that are outspoken during these meeting and you will get to manager in no time (sometimes, some just became their pets). The opposite is true: you can kill yourself working 80 hours a week, if the manager you worked for stays silent during the talent review, your work will never be known by others and your career will be stall (until you quit).
@shouryacool3 жыл бұрын
I work in KPMG lighthouse, I felt the same thing there is no definite process that I needed to follow or training program they assumed I knew what I was supposed to do. But when I went for the audit there was a team there and I was were to observe and learn so that helped me to learn how to audit a client.
@bhemius3 жыл бұрын
1000% me when you were talking about everything that you did on controls. thanks for opening up and normalizing the experience for those who felt like it was just us being stupid
@akshaymohata90163 жыл бұрын
Great initiative brother... Being in similar industry could relate to all that you days... Things you talked about really felt untouched till now.... Tha ks for the insight 💯
@TorqueDriven3 жыл бұрын
Thats what happens in Cooperate. either you swim with the sharks or "drown".💯
@diegotristan30243 жыл бұрын
I also worked for PwC in Germany but at the end it was just a fckin scam for me. You work like a finance department leader for a minimum wage per hour. Of course it looks fine in your CV but don't miss the point to take exit. That's what happened to a lot of people.
@NhuHuynh-jh9gb3 жыл бұрын
That was excellent content! Just what I needed. Thanks so much x
@glenmcl3 жыл бұрын
I worked similar hours to you and finally pushed for a raise (18 years service). They said they would review it in 18 months. I was deflated but worked hard. 18 months later, true to their word, I got my raise. 3 months later they sold the company and made 40 of us redundant. Turns out they were trying to sell up for last 5 years. I would tell you who BUT we were all made to sign Settlement Agreements if we wanted redundancy pay. Very shady what they did to me. Moral of the story: Be loyal to yourself as companies won't be loyal to you
@erosmlima59813 жыл бұрын
true the same st Brazil for 4 years! EY, this is very hard mode job, resolve and solve anything anytime, and make the impossible happens yestaday all the time!!!
@tadangdj3 жыл бұрын
Great video Paul! I had exact mistakes at my previous job, but thanks to this video I now know how to handle these mistakes better.
@charlesadah5929 Жыл бұрын
Thanks for sharing, This so resonates with me
@zs_8863 жыл бұрын
Im going to start a grad scheme at pwc soon. In my current IT position im always encouraged to ask questions, and I ask like 100 questions. The managers at pwc are gonna hate me loool.
@그린_에버3 жыл бұрын
Hello Paul, I came across your video and this is amazing content! This is exactly how I felt too, especially, your last point about working long hours as long as you get recognized somehow! keep up the good work and looking forward to watching your contents more.
@tazrinahmed53263 жыл бұрын
I got a good glimpse of audit and assurance through your video
@chengli67773 жыл бұрын
Also work in PwC in HK, useful tips! Thank you!
@akmalhijaz35843 жыл бұрын
Im exactly the same as u, go with the flow during this peak. Good point there bro!
@DreamFirms3 жыл бұрын
Thank for sharing your knowledge!
@samuelbalogun70542 жыл бұрын
Thank you for your Honesty
@cjhsparta3 жыл бұрын
Great video quality and insightful information, thank you for this!
@SaunakDey3 жыл бұрын
Very useful content. Please make more videos like this.
@mjoatmeal3 жыл бұрын
hi. i really wanted to work in one of the big4s, you are really inspirational! thank you for all your vids.
@RebeccasFinanceTutorials3 жыл бұрын
This unfortunately is the accepted culture within the finance industry and if more individuals spoke up about it then they would be forced to make a change :) sorry you had to go through this Paul it's unfortunate how they treat you
@mazipita32683 жыл бұрын
The greatest mistake anyone can make as a Consultant joining any of the big four is asking questions just after you've joined. Yes they will tell u to ask questions but these guys will conspire to make you look incompetent especially if you're a black man. Like you rightly said, they make you run before you walk by pushing u into a project before they have charge the client huge amount of fee for your services without even making sure if you have the right skills for the job, when you fail, they send you to talent review which ends up in a possible sack race
@stephenxadonai2 жыл бұрын
Ha! Just the comment I was looking for because I have an offer I’ve bee deliberating and could see that coming a mile a way (black man).
@lykimgech38062 жыл бұрын
Thx q so much sir for this good information!! Have a nice day!!
@lIllIIIIIIlIl Жыл бұрын
so true hahah if you are 120% sure what the testing is for and what you are doing, it is difficult to ask a question.
@MannyMason74443 жыл бұрын
In my opinion you have to have a certain 'it' factor when it comes to jobs such as working in finance. You'll find certain types of people in every industry sector etc etc and finance is no different. If your looking to get into finance, the best thing I can ever say to you is find others that are in finance and spend quality time with them on the subject of finance. Only then can you find yourself in a position where you can organically figure out whether a finance career is the right path to take in your life whatever stage you currently happen to find yourself in. Hope this helps anyone reading, cheers.
@veroverdugo273 жыл бұрын
Wow! Thanks for making this video!! 👏🏻
@FiveMinutePitchTV3 жыл бұрын
Everyone who is starting out in a career needs to watch this. Great vid.
@RouletteReels3 жыл бұрын
Hey, Paul, it's a very informational video. Thanks
@juansearando55863 жыл бұрын
So clear and hepful! Thanks
@EjeenOng3 жыл бұрын
Hi there I work in pwc too. Personal experience I think as a junior team member you could be more proactive where update manager on your progress rather than trying to solve every problems yourself cause you are new, it is normal to be dunno what to do. For the senior and manager aspect they might have lots of jobs or overload with work and you just can't expect them to baby sitting new member for all the time :)
@RJG2533 жыл бұрын
This was very insightful, thanks for sharing.
@jkm4023 жыл бұрын
Story of my life now😂😂😂.Thank you for this video!!!!
@aisyahismail273 жыл бұрын
I can’t believe I came back to this video to see for myself how truly bad the “bad hair day” was, from your response to the comments video 😂 Have to say I didn’t even realise it the first time i watched this video. Anyway, an ex PwC auditor here! You pretty much spoke my mind!
@coolcalvin1003 жыл бұрын
I can relate to the first point. Great tips thanks!
@marcosmazzini30693 жыл бұрын
Thanks for the advice:)
@mourice16693 жыл бұрын
Wish I could get in on the big 4 but I have not had the chance
@lexili68523 жыл бұрын
I can relate a lot as an associate 1. Looking back at the several months in the company and summarising the points you mentioned in the video, there are a lot I find my self can work on!
@milztothemax68547 ай бұрын
lol, i am on my 2 out of 3 client and have been getting attitude and no response. getting yelled at for not knowing how to do something and when i ask for coaching, they tell me to try it on my own and after i try it and do it wrong, i get spammed with the things i did wrong and that i need to be better. this video will hopefully help me understand ways to respond.
@tatianahawaii133 жыл бұрын
I can relate. Thanks for sharing
@itzjae3 жыл бұрын
My life changed for the better once i handed my resignation in and moved on. Coming from ex mgr at big 4
@theoneandonly44863 жыл бұрын
What do you do?
@itzjae3 жыл бұрын
@@theoneandonly4486 i was in audit. Now financial reoorting in industry
@editnagy91 Жыл бұрын
amazing. bless you
@orlovskyconsulting3 жыл бұрын
Well this is interesting, i think doing requirements engineering is what we as consultants should master.....
@CimolOk-nz5yj Жыл бұрын
🎯 Key Takeaways for quick navigation: 00:00 🗣️ *Introduction to the video's topic* - Paul Harris introduces the theme of the video: discussing key experiences at PwC. - He aims to provide insights for those considering a career in finance or at a professional firm. 00:58 🏃♂️ *"Run Before You Can Walk" Scenario in Audit* - Harris describes a challenging audit task early in his career. - He emphasizes the difficulty of tasks requiring detailed knowledge and process adherence. - Discusses the stress and management issues faced due to lack of training and guidance. 06:40 🗨️ *Key Lessons and Advice* - Importance of asking questions, regardless of task progress. - Dealing with uncooperative or dismissive colleagues. - Emphasizes the value of effective communication in overcoming workplace challenges. 11:11 💼 *Finding Enjoyable Work* - Harris reflects on a positive experience at the end of his PwC tenure. - Describes a high-pressure but rewarding audit project. - Stresses the importance of finding meaningful work and proactive career management. 16:58 🚪 *Concluding Thoughts and Career Insights* - Harris shares his decision to leave PwC after feeling undervalued. - Encourages viewers to seek fulfilling roles and advocate for themselves. - Emphasizes the importance of communication in achieving career satisfaction. Made with HARPA AI
@andreakeeling921711 ай бұрын
7:50 Yup, I was fired for asking questions and trying to follow the rules.
@delaineyjohnson82383 жыл бұрын
I have an Audit Professor who is teaching Audit the same freaking WAY! I'm on KZbin trying to learn Audit. She worked at Deloitte before she quit and starting teaching at Uni. No idea how to really figure out how to do controls or tests. Just let's audit this client in the book or go on a site to tour a boat dealer based on the accounting classes you've already had. No power point ...guidance is a verbal ADHD vomit presentation. Even when I ask questions....she doesn't really answer them. I'm starting to think she doesn't know anything about audit. I started having an attitude and asking her questions with a tone and sarcasm because I'm so frustrated.
@kobushauman33102 жыл бұрын
Before I start my message may I give ALL the glory to the Lord Jesus Christ Who is God and His Holy Ghost. I saw this comment on my laptop and had to log on with my phone to reply to you. 1. Forget the teacher. If you find an issue with her it is going to close your mind to learning. Take a snack to class and just enjoy the snack while trying to listen with positivity and by taking notes. 2. Auditing CANNOT (I repeat, CANNOT!) be studied from memory. You HAVE TO WORK OUT OLD QUESTION PAPERS. You'll feel like an idiot doing old question papers and you'll feel really poorly prepared, but trust me, do old exam, test, and homework papers. 3. If you can, find friends and work out problems as a group. You'll thank me later 👍🏿✝️🙌🏿
@delaineyjohnson82382 жыл бұрын
@@kobushauman3310 No shit. You have to work out the problems and shouldn't memorize. Pretty sure that's what Accounting is. Regardling the teacher: you can have shit professors and still do the work well. You just have to teach yourself which I'm NOT paying for.
@jordanjacob14513 жыл бұрын
Great video, really helpful fir my future
@kendalljennerfp45202 жыл бұрын
This is hell. I'm working 22 hrs a day during audit season. Because of due dates and the amount of workload(chargeables). They will give you any task no matter how didficult it is as long as you habe available time. I got really upset and i Have a bond so i cant quit. But I'm getting better now. Thats fine if you have experience and you are used to the task. But i was a newbie. And everyone was treating me like a tenured! Like i was so stupid not to finish on time and why i dont know how to finish it. Be ready for this scenarios if you're joining PwC.
@user-xy4ff5yp7b3 жыл бұрын
I’m not in accountancy but relate with my profession.
@7razzy3 жыл бұрын
I feel like we worked at the same company. The financial companies can be a toxic/dog eat dog World. Everyone is trying to keep afloat and forget to be humane.
@ml90523 жыл бұрын
Great video Paul! I share many aspects of your experience during my time at PwC audit also. What was the reaction from management like when you handed your notice in? Sorry you had to experience that feedback despite the long hours and effort, it definitely happens more often than thought and as someone who isn't as keen on 'bigging my self up' I found sometimes the 'person with the loudest voice' is the one who gets heard, leaving the quieter but hard working ones behind...
@PaulHarrisYoutube3 жыл бұрын
I have decided to do a q&a vid next sunday based on the questions in this comment section, stay tuned and i will give my feedback then
@Daniela-xc7ds3 жыл бұрын
I had something “similar”, if I can say this way...when the company required me to assume a project with previous 10 years of execution, with a previous project manager with a profile completely different them me. In a kind of project scope that I don’t wanted be involved anymore....In my case I accepted also in order to not lose the job at that specific moment of my life...As everything in life, it had benefits, but I should have negotiated it. PS: The project was a complete mess!!! I should have investigate more about the project health and negotiate an increase of salary!
@pam77123 жыл бұрын
Great video! Would love to know your opinion on the best way to progress from newly ACA qualified to CFO/Partner?
@PaulHarrisYoutube3 жыл бұрын
I am planning to make a separate vid on this, so will answer properly soon
@j0ee093 жыл бұрын
Very Helpful thanks!
@babarismaily69493 жыл бұрын
Hi, Very good point you made. From the start of the job, they did give you any training or guideline on what to do or they just say here is the project and you figure out on your own.
@trevish4502 жыл бұрын
Me joining my local PwC next week.
@nunyabz94943 жыл бұрын
i work for my mother, she's rather extra picky on details, so everytime i think something is A, since based on my previous exp it was A, she says no it's B, so i make it a point to ask regardless what shit will be spoken to me.
@lisarimke54633 жыл бұрын
Thanks for this!!!
@reissemiller1043 жыл бұрын
This was a great video Paul. A few thought provoking things for me to think about. Question: Can you pick and choose the clients you want to work with? Can you pick and choose the industries you want to audit?
@jamescaley99423 жыл бұрын
First question for an auditor is to show your certification as an auditor. As the auditor you should be presenting that. In addition auditing normally requires 2 people: one is a technical expert in the area being audited (i.e. someone who knows where the bodies are likely buried) and the other is an expert in the audit standards. If people do not co-operate with the audit then that is a fail straight away,.