Your assistant will often be the first impression a client has of your entire business. Administrative assistants are expected to fulfill many duties for your company, and choosing the right person for this position is just as important as finding a persuasive sales crew or a creative advertising team. While sorting through and interviewing job candidates, keep the following important qualities in mind.
- Organization. Your assistant will be responsible for keeping all your notes, forms, schedules, and travel information well-organized and easily accessible.
- Ability to multi-task. Administrative assistants will often have several tasks competing for her attention. She will need to know how to prioritize the most important duties, and get everything finished in a timely manner. While she is juggling multiple tasks, she will also need to handle interruptions such as answering the phone or speaking with walk-in clients.
- Likeability. During the job interview, ask yourself if the candidate has a likeable personality. Customers calling your business will appreciate a friendly assistant, and an abrasive or bored tone will rarely lead to repeat business.
- Energy level. Everyone starts to get tired as the day runs on, but the administrative assistant must possess the energy to keep a smile on his face and a cheerful attitude as he greets clients or visitors.
- Professionalism. An unprofessional assistant can make the entire corporation appear inadequate. Choose a candidate who both appears and behaves in a professional, impressive manner.
- Computer literate. Today many administrative tasks are completed on a computer. Your assistant should understand the basics of common computer programs, such as Excel or Word.
- Time management. Most businesses move at a fast pace, and your assistant will need to keep up. If he’s constantly lagging behind on his responsibilities, it will create a negative ripple effect on the whole company. It won’t be long before the work in another department has stalled or a deadline is missed.
We can help make your hiring decision easier. If you are looking for a qualified and trained administrative assistant for your company, please visit us online or contact us at (877) 836-7527.
Workplace safety can be enhanced or undermined by a variety of factors. One such factor is employee substance use and abuse. In an ideal world, this topic would not be an issue, but let’s be honest: substance abuse is a factor in society that sometimes finds its way into the working world. As an employer, you must be on the lookout for anything that could cause your operations to be less efficient or that might lead to an accident. Substance abuse is closely tied with both of these negative outcomes, so it is important to consider the subject when organizing your business.
In Arizona, drug testing is not required by law–with the exception of a limited number of particular job descriptions. By and large drug testing in our state is at the discretion of the employer. According to state legislation drug testing can legally be used:
- To help screen an applicant before hiring
- To terminate a current employee who test positive for controlled substances
- To suspend an employee (with or without pay) who tests positive for controlled substances
If you plan to drug test your staff, there are some considerations that you need to make as an employer. You are responsible for certain things associated with the testing and could be held liable for privacy issues
Requirement to Consider
- Screening facility- You must select a drug screening facility that is approved by the U.S. Department of Health and Human Services, the American College of Pathologists, or the Department of Health Services to ensure accurate testing by a facility that meets certain sanitation and scientific standards.
- Types of tests- You can require staff to undergo screenings that require samples of “urine, blood, breath, saliva, hair or other substances from the person being tested.” (Arizona State Legislature) The type of test used is at the employer’s discretion.
- Confirmation- If a candidate or employee does test positive for drugs or alcohol, you are required to have a second confirmation test performed to rule out the possibility of a false positive test. The confirmation test must be a different form of drug screening than the original test.
- Privacy- Regardless of the results of the screening, you cannot share them with anyone except for the employee/candidate; internal employees who are directly associated with the human resource or management functions directly concerning the screening results; or an outside arbitrator or judge who may be brought in to settle a dispute. Otherwise nobody–not internal employees or anyone else who might have an interest in the employee–is allowed to know the results of the test. If you go afoul of this point of law, expect to lose a lawsuit.
- Transparency- If you choose to screen employees you must be up front about your policies. Put it in writing in your employee manual and take other efforts to ensure that your staff is aware of your substance use/abuse policies. You must inform your staff of:
- Who can be tested
- How they will be tested with a description of the procedure
- Substances you test for
- Implications of a positive drug test (what actions you will take as an employer against staff who fail a drug test)
- A confidentiality statement
- The employee’s right to be provided with the results of the screening
- The consequences of refusing a test
This is a basic overview of the drug screening process in Arizona. These are statewide regulations, so an employer in Tempe is subject to the exact same laws as one in Flagstaff or Phoenix. If you would like a full listing of regulations feel free to consult with the Arizona State Legislature. If you would like reliable staff who can show up at a moment’s notice, consult Labor Systems Job Center online or call 877-522-7797. We will work with you to provide candidates who have been drug screened if that is your preference.
Your core offerings provide a foundation upon which you build your business. To really strengthen your business and bottom line, you must add in other elements that do not relate to your core functions. One of the most important of these elements is customer service. Often customer service is the difference between turning a one-time customer into a regular, or even retaining a long-standing client who is weighing his options or faced with budgeting decisions. The name of the customer service game is pleasing clients, leaving them smiling and thinking fondly of the relationship that you have built with them.
Even in today’s digital environment we still have an intrinsic need for human contact and relationships. This need is the basis of customer service and provides you with multiple means of building your business. Taking the time to get to know your customers and setting some standards within your business, from the management team all the way down to part-time staff, will allow you to build customer relationships that you can capitalize on. This is a necessary focus for any industry, regardless of whether you serve individual patrons at a restaurant or focus your efforts on business-to-business operations.
Factors to Consider
Customer service involves talking to your customers, making sure you solve their problems, planning for future opportunities to serve them, and finding ways to constantly improve your business. You need to consider the value of customer service when:
- Hiring staff- Your employees interact with your customers. You might be the best communicator in the world who leaves everyone you meet with a sense of fulfillment–but if the people who talk to your customers aren’t, then you have a problem. Without friendly and attentive waiters, most restaurants will fail before they can get off the ground, and customers expect to speak with a pleasant and accommodating administrative assistant when they call your office. Come see us if you need well-trained and friendly staff on a temporary basis or even if you need a permanent hire.
- Tip: A well-focused hiring process will bring you good employees. Improve customer service by reinforcing the company’s dedication to satisfying customers; allowing staff to attend seminars or internal training that focuses on customer relations; and giving employees enough autonomy to do whatever it takes to make an upset customer a smiling brand ambassador.
- Using a Head-on Approach- Face customer complaints and problems head on. Talk to the customers immediately to let them know you are addressing their concerns immediately. Then you must actually do it. The most humble apology along with great interaction that leaves the customer happy in the short term is worthless if you do not fix the problem.
- Tip: Collect feedback as often as possible. Doing it face to face allows you to address the issue right away and show customers that you want everything to be perfect for them. Feedback collected after the fact–via surveys, emails or the occasional angry phone call—is also useful. Follow up with customers as soon as possible and let them know that you intend to fix the problem. If you use written surveys, be sure to get contact information.
- Accepting calculated change- Some people are afraid of change, as it may alter the focus or mentality of your staff while taking time and money to retrain your employees. A calculated change, however, is beneficial because the end result is improvement. Anything that makes you better is worth taking the time and maintaining an open mind.
- Tip: Be on the lookout for problem areas within your customer service. If customers aren’t getting food fast enough at a restaurant, evaluate your operations from how quickly servers take and enter orders all the way down to how long it takes to expedite a plate. You know your business better than anyone, so identifying problems should be fairly simple. Once you have grouped several complaints into a problem area, think of the ways to fix it that will make customers the happiest. In these cases, the most cost effective way is not always the best way.
A customer-service oriented business can thrive even in harsh economic times. Yes, sound financial policies and putting out a great product must be addressed also, but customer service helps you to directly maintain your revenue stream. It doesn’t matter how innovative your products and services are if this stream dries up.
Employees expect that they will be duly compensated for their time and efforts. While most immediately think of salaries and wages, any manager or employer can tell you that compensating employees goes far beyond a paycheck. Employee benefits are yet another way that employers “pay” their staff. Many employees and job seekers evaluate benefits along with financial compensation when choosing a place to work.
Popular Employee Benefits
Some Will Cost You
- Paid time off- Who doesn’t like a vacation? That is what you should be asking yourself when deciding whether or not to provide your staff with paid time off. While many wage positions do not receive this benefit, it is a great perk that consistently ranks at the top of the popularity list with employees. You can predetermine your employees’ days off, or you can elect to let employees choose their days, depending on personal preferences and the industry you are in. While it might not make you happy to have staff out, you can always find reasonable ways to cover their absence.
- Paid sick leave- This benefit is also very popular with employees. While you can require that employees use paid time off to cover illness, allowing a conservative number of sick days can be a good way to show labor that management understands real-life situations.
- Health insurance- Currently this issue is up in the air. Our nation may or may not have regulations requiring health insurance for staff in the future. Regardless many employers already offer health benefits. While employees pay for part of this benefit, health insurance represents a considerable expense on your balance sheet. As you provide coverage for more staff, your cost per employee will decrease. Be sure to ask your accountant about the best way to write off this expense and reap any additional tax benefits that might be available.
- Retirement plans- This is possibly the most expensive benefit an employer can offer. There are a lot of diverse retirement plans for employers to choose from, so if you do want to offer this benefit you can find the plan that best meets your goals and keeps your costs in line. Most employers match their employees’ contributions, up to a certain percentage of income. This benefit used to come in the form of a pension, but as we have seen it is financially impossible to pay all of your staff decades after they have retired, no matter how great of a philosophy it is.
Some Benefits are Cost Effective
- Flex Time- This benefit is not for every employer. It allows your staff to choose their own hours. If you can make this concept work for your business, it is a great way to make employees happier that does not cost you very much. In the hospitality industry, you have the opportunity to provide this benefit due to the hours that your business must be open. If you can swing it, then it also works out very well in office environments. Unfortunately this benefit cannot do much for the construction industry, since employees must work together while they have sunlight.
- Telecommute- People hate traffic and the rat race. Some employers can help ease this burden by allowing their full-time staff to perform some of their job functions from home via the internet. This is another cost effective benefit, but bear in mind that you need trustworthy staff and a solid IT department to make sure everything goes smoothly.
Employee benefits are a great way to improve employee relations and show your full-time staff that you care. Considering that they usually represent another cost for you, it might be a good idea to find other means of saving a few bucks when it comes to employee-related expenses.
The end of the year is here. We hope you were able to minimize any losses that might have occurred in 2010 and are putting together a sound strategy for 2011. By most predictions, next year should be a lot better for businesses than this year, as the economy continues on a slow but seemingly steady uptick. Let’s take a look at some of the facts and predictions that are in place, which should make doing business in 2011 less stressful than it was in 2010.
2011 Positive Outlook
- The WSJ Economist Survey predicts a 3% increase in GDP (sum of all goods and services produced within the United States) in 2011.
- The survey also indicates a reduced prediction that a double digit recession will occur to 15%; the number was at 22% in September.
- Economists polled in the survey also estimate Increases to be experienced especially by those businesses that operate in retail sales and manufacturing.
- 80% of CEO’s involved in the Business Roundtable predict sales increases in first half of 2011.
- 59% of CEO’s involved in the Business Roundtable expect to increase their spending on equipment (great for the manufacturing industry).
- A payroll tax cut pertinent to Social Security taxes will be granted to employees (employers will not experience a reduction in the amount that they match), which puts more disposable income in consumers’ hands, which should be immediately felt by the hospitality and retail industries
These predictions provide a basis for a lot of optimism for business people in 2011. The economy should be growing, which will present more opportunities and hopefully in the long run, more customers. To be fair there are some predictions for cost increases that will directly affect business owners.
Potential Cost Increases for 2011
- Materials- As the economy rebounds, basic supplies and resources are expected to become more costly. This could especially impact commodities, which include everything from oil to copper.
- Health care- While health care reform is still not set in stone, it would be unwise to not calculate a cost increase here.
- Labor- Hiring is expected to increase, so with it comes more salaries, payroll expenses, taxation matching, etc.
As you can see, economists and CEO’s alike seem to be predicting more good than bad on the horizon. While that is great news, 2011 will still require a steady hand and a carefully prepared plan for business owners. Two of the anticipated cost increases are pertinent to labor and health care. Both of those increases will directly affect your bottom line and will be financially measurable the first quarter that you start bringing on new people. There is no reason to be too pessimistic; after all bringing on additional staff means that you are growing and on your way to increased profits.
Taking a cautious approach to hiring will be the best way to grow while reigning in your company’s spending. Using temporary labor might be just the answer you are looking for. Think about the advantages of temps when you need to be cautious with spending.
- No money spent on recruiting-Save yourself from paying for job listings, paying to interview, and paying current staff to take time to perform both of those functions.
- Predetermined expenses- Temps come with a set fee and we take care of all of the extrinsic costs like payroll and taxation matching.
- Simple to terminate unnecessary employees- If your predictions are a bit optimistic and you decide that you don’t need that much staff, it is easy to reduce payroll costs by simply using fewer temps, as opposed to laying off a new hire.
We wish everyone the best in their financial endeavors in 2011. If you are looking for ways to save money and time while you grow, feel free to give us a call at 1-877-522-7797. We can tell you how to save on staffing throughout Arizona, from Phoenix to Flagstaff.
Running or managing a business can be a very rewarding experience, especially if you are the type of person who thrives on change. Management can provide opportunities to showcase your flexibility and ability to think on your feet. While overcoming obstacles can be very rewarding, sometimes business presents us with opportunities that are double-edged swords. Yes, they might be an opportunity to grow and develop, but they might also be coupled with hurdles that must be bested in order to take advantage of the opportunity.
In many cases staffing is a hurdle that must be jumped. Think about what can happen to your staffing situation, literally overnight, if:
- You suddenly gain a large customer or an existing customer suddenly places a huge order
- You are presented with a time sensitive opportunity
- A large number of staff defect to a competitor simultaneously
In any and all of these cases a reliable staffing agency is your best means of fixing the situation. They will allow you to remedy your staffing problem in a very short amount of time, usually the amount of time it takes to make a phone call. Staffing agencies pre-screen candidates and have a list of capable employees who can work on short notice. This is their whole business model. If they could not sufficiently supply this service then they would not be in business; it is as simple as that.
What to Look For in a Staffing Agency
It is understandable that you might be a little apprehensive about bringing in temporary workers for certain assignments. If you ask around, colleagues who have used temporary labor to their advantage will likely be able to tell you about the benefits and assuage your fears about trusting a temporary agency. Be sure to ask them to recommend a company that has:
- A solid history in the staffing industry
- A variety of temporary workers that will allow you a little more flexibility in choosing your new staff members
- The ability to send staff over the very next day if needed. Even if this isn’t what you need, it shows that you are choosing a company that has superior customer service and is prepared to fill any overnight gaps that might arise in the future
- Will allow you trade out workers hassle free if you feel that a different temp might be a better fit for you
- Enough reach to help you at all of your geographic locations. If you have offices in Phoenix and Scottsdale, it is beneficial to select a temporary service that can help you in both cities.
Tips for Using a Staffing Agency
Now that you are comfortable using a temporary service to fill your emergency staffing needs, take a couple of tips that will help you to effectively work with a staffing agency and use their services.
- Know what you are looking for. The staffing agency will be far more likely to set you up with the right workers if you can be specific about what you need from the standpoint of workload to be accomplished and skill set necessary to do the work.
- Build a relationship early. Emergencies develop very quickly and it will be helpful to have a relationship with an agency that you like. Maybe start out by using an agency to cover a vacation or to send over a couple of temps to help you decide whether hiring on full-timers is worthwhile.
- Expand your relationship. Talk to your representative at your staffing agency about your current and prospective needs. They will be able to help you to determine what it will take to cover your temporary staffing needs and get a better idea of which temps will work out best for you.
It’s that time of year again: the holidays are officially upon us. With the holidays comes a rush of requests for vacation time. It seems like a large portion of your staff wants to take time off, and coincidentally they all need roughly the same days. Along with the requests come stories of already purchase airplane tickets and spending time with aging family.
This time of year can be very difficult for a manager. You have to remember that your staff is comprised of people with personal lives and plans, but at the same time you need them to understand that business does not stop just because it is the holidays. Lost productivity now can easily lead to lost clients or customers after the New Year is officially rung in and everyone is ready to come back to work. Some estimates put the losses associated with planned absences such as holidays at 26.6% of base payroll. If you do not grant requests, you are likely to harm morale and in some cases even lose employees. If you do grant the requests, then the business itself might suffer. Finding balance can be very difficult.
There is a compromise available that will help your employees get most of their time off, while making sure that your business is staffed around the holidays. You can easily cover employee vacation time using temporary staff. You will need to make an internal plan that ensures that you have someone in every department at all times. Then you can fill in the gaps with temporary staff. Think about all of the functions that a temporary worker can cover for you:
- Answering phones and communicating with your customers
- Handling mail and ingoing/outgoing packages
- Data entry
Those functions are aimed at managers who work in an office environment. The hospitality industry also experiences the same problem. In their case, however, the holidays generally mean an increase in sales. While you will want to keep as many key people on as you can, some will need time off. You can replace these employees in their absence with temps as well. Clerks, food servers and even cooks can all take time off to spend with friends and have their shifts covered by temporary workers. Hotels, parking services, caterers, you name it–temporary staff can be a great solution to employee absence around the holidays.
In any industry additional staff might be needed to compensate for members of management to be away. While it is difficult to lose a manager for a vacation, we all know that they need and deserve it from time to time. One strategy to help make sure that everything is covered when a manager is absent is to increase the amount of staff that you have on hand that work directly on operations and not management. A call to a reliable temporary agency is the easiest way to make bring in temporary labor that is prepared to work right away. You will not have issues with the temps showing up, because they all are asking for work, regardless of the time of year.
Recent figures put unemployment in the state of Arizona at 9.7%, which represents one of the highest figures since the 1980’s. We all know that the economy, both locally and nationally, is in a recovery period, but that does not help with the current state of things. What does unemployment mean to a business owner? Can we take advantage of the situation, or is it just another aspect of the current downtrodden economic cycle?
How Does Unemployment Affect Me Again?
As an employer you likely know that you pay an unemployment tax. As long as you have anyone working for you at least part time 20 weeks per year or pay a worker $1500 in a quarter, you are subject to the tax. The actual costs to individual businesses differ based upon how much your payroll is and how long any former employee that you are currently paying out worked for you during their base period. The base period is a predetermined amount of time that the state deems representative of an individual’s income. If employees receive unemployment, the amount they receive is based upon how much they earned during the base period.
In essence, if a worker was under your employ for the whole base period, you pay the employer’s entire share of their unemployment payments (the State and Federal Governments also contribute to unemployment payments). Likewise if they worked for you for half of the base period you pay half and so on. You are charged by the state and they compile your unemployment payments into an account. When former employees are granted unemployment, the state takes money from your account and uses it to pay part of the payments. If your account ever gets too low, you can expect your unemployment taxes to increase.
Unemployment taxes are an unavoidable part of running a business that hires on workers. As you can imagine, the current economic times mean that a significant amount of money is being paid to citizens who are out of work. Some businesses are likely experiencing increases in taxes due to their accounts being drawn below acceptable limits. Hence it is costing them more money to do business, possibly with less staff. This is definitely a negative aspect of unemployment and the current economy.
So What Can We Do?
Since giving up is not an option for most business owners everyone must find ways to deal with the situation. As a staffing company, we are obligated to point out that using our services could help you bypass the unemployment costs associated with some of your new hires. When it comes to temporary workers, we are the employer so we handle the unemployment costs for you. We can let you bring on new people and try out new positions. Instead of your payroll, and of course your unemployment taxes, going up, your expenses do. While this might sound bad at first, increased expenses equal less taxes in the long run, so by using temps you could actually decrease your taxes and get the workers you need. Not a bad deal.
Otherwise as employers it is important to remain positive and optimistic. We can look at the large pool of unemployed workers as potential opportunity. It means that we have more options to choose from to staff our businesses, so long as you have the time to evaluate multiple candidates. It also means that we should all be focused on growth. The lessons learned from running a lean staff have shown us how to effectively operate with fewer people. They have also shown us the value of having a few more sets of hands around. As we grow, our businesses we will be able to effectively put the citizens of Arizona back to work, while increasing our own profits. That has the potential to be a win-win situation.
There are many benefits of using a staffing agency. While some people feel that only well-established companies or firms that operate in particular industries have enough “extra resources” to properly use temporary labor or direct placement services, this is simply untrue. In all reality, a staffing company itself is an “extra resource,” especially for a smaller business that is growing.
When your business grows, owners and managers find themselves with a lot more on their plates, often in a short amount of time. Partnering with a staffing agency can take some of those responsibilities off of your plate and give you more time and money to focus on the factors that will really drive and organize your company’s growth.
Think about what a staffing company can do for you
- Save Time- As you are growing, you will need to devote time to welcoming new clients while making sure that your existing ones are still serviced. This means you might not have time to go through the hiring process. Staffing agencies go through the hiring process as part of their business model, so why not save the time and call in reinforcements that can be there on short notice?
- Save Money- Hiring staff costs money. Once you calculate in your (or your hiring manager’s) time, along with the money involved in listing job ads and increased insurance and payroll costs once you find your staff, you likely have a large figure. Some HR managers have estimated that the figure can be as high as $2,000.00. It doesn’t take much math to realize that a phone call to a trusted staffing partner costs less.
- Put You at Ease- Staffing companies evaluate and hire every single day. They know how to spot good candidates and determine whether an applicant would be good fit for the positions you need filled. When you hire someone, you never know how the person will work out. A staffing company can send employees who have proven their value by working for previous clients of the staffing agency and already shown that they can work out. You also have the ability to try out a temporary worker, so if you choose to let them go, it is an easier process than firing an internal hire. You can also replace them with a phone call, so that you always have the level of staff that you need on hand.
- Give you Flexibility- Perhaps this should have been first on the list for benefits to a growing company. As you grow, you do not need to be hampered by anything, especially the staff that is helping you expand. Staffing agencies make growing and downsizing your staff easy. You do not have to worry about difficult terminations as temporary workers know from the start that they are not permanent. If you originally want temps, but later decide you want to keep them full time, a staffing agency allows your business to be nimble.
As your business expands, you have a lot of things to worry about. Staffing should be an important thing but not a costly and time consuming one. The economy is gradually starting to improve, not just in Phoenix or Flagstaff, but all over the country. Think about the solutions that temporary labor can provide for your growing company.
Running a business requires a dedication to the industry and the ability to compete within it. Once a business begins to grow, it starts to require more attention to details outside the core competency or function of the business. One of the things that has become an issue is human resources. While your staff literally is a group of human resources, most business owners know far more about what their business does, than about what a hiring process is or how to make sure that they are in compliance with regulations as they pertain to employing people.
For many business owners and managers, the requirements that human resource management places on them tend to add unneeded stress and take time away from their core functions. If they choose to hire employees to handle HR matters, then they must foot the bill for additional payroll, benefits, and sometimes even space to accommodate those employees.
One way to avoid this stress or the necessity of hiring a large HR department is to outsource some of the HR functions to a staffing agency. It makes sense if you think about it. A staffing agency exists to perform HR functions. They hire, stay on top of insurance and regulation and perform other HR functions, not as a required part of their business but as the business itself. They have the dedication to the staffing industry that many people in other businesses do not. This dedication allows them to perform most HR functions better than individual Human Resources departments.
Take the hiring process for instance. Individual HR managers take time to list jobs, audit resumes and applications, and bring people in for interviews. Hiring is an occasional part of their job, whereas it is a huge part of a staffing company’s job. They have more time to focus on coming up with the best interview questions and have more experience actually interviewing people, which often makes them better judges of candidates. Hiring is their business so it doesn’t have to be yours.
The biggest issue that HR departments have to deal with is compliance. To have employees in Arizona an HR manager must consider:
- Keeping payroll and related expenses within budget
- Workers’ compensation, the laws associated with it and making sure that their company has the right coverage at the best price
- Occupational safety and health standards that dictate what a workplace must have and how it must operate (although you’ll need at least passing knowledge of this regardless of how you source your staff)
- Youth employment laws
- The vast and specific employment laws
Not only do these issues take a sound knowledge base, but they also take time and money. If you choose to let someone else handle these issues for you, it can really help out. Staffing agencies that can provide you with temporary or even permanent staff have their operations set up around these issues. They can focus on them and streamline processes like hiring or constantly keeping up with changes in employment law. The ability to streamline means they can usually address these issues at less cost than businesses that focus on other things.
Less cost for them often means their customers save money when they use their employees. The can also buy larger insurance policies which can sometimes bring their costs down as well–yet another way they can afford to provide you with employees at reasonable prices. There is nothing wrong with not being able to outperform a well-run staffing agency; after all it is what they do.
Especially right now, as the economy seems it might be taking a slight upturn, why not save time and possibly even money by using a staffing agency? You can go about your business while they send over workers who have already passed a screening process. Using temporary labor is a great option because it allows you to see if your recent successes will last and allow you to bring on full-time staff. If you bypass temps and hire people on full time you might have to fire them in a few months. If they have worked for you long enough they may even qualify for unemployment benefits which can cost you in raised premiums.
Yet another example of the finer points of human resource management getting in the way of running your business. HR functions must be addressed, just not necessarily by you.