London Wealth Management companies are starting to get serious about Digital Marketing and Social Media

Centripetal looks at how some of these Wealth Management companies score using industry standard benchmarks

This article in the F.T.

http://www.ft.com/cms/s/0/09fadc9c-8d75-11e2-a0fd-00144feabdc0.html#axzz2TSakGTNY

and the associated Cisco Wealth Management Study

http://newsroom.cisco.com/press-release-content?type=webcontent&articleId=1114148

came at a great time as we are working with a number of companies in the sector.

As part of our research I decided to do 2 things:

1. Run them through the HubSpot Internet Marketing Grader and see how they shaped up. If you are not familiar with Marketing Grader here is a quick description of what it does and why.

2. Check to see if and how well these companies ranked ( on Google ) for something you would expect them to.

Obviously these do not represent an exhaustive study. I just thought it would be interesting to see whether these two things backed up what was being said about Rathbones, Charles Stanley and Barclays Wealth and Investment.

1. HubSpot Marketing Grader Analysis

I couldn’t get HubSpot to analyse Rathbones Internet Presence ( see overview of Rathbones below ) but Barclays Wealth scored 86/100 ( great score !! ) and Chas. Stanley 70/100 which are respectible scores.

The top Wealth Management companies for a Google search on Wealth Management London are ( HubSpot scores alongside ):

www.spi.sanlam.co.uk 32/100

http://www.scmprivate.com/ 21/100

http://www.rbcwminternational.com/ 41/100

http://www.azure-wealth.com/‎  28/100

https://uk-wealthmanagement.bnpparibas.com/public/en/home 44/100

http://www.menzies.co.uk/en/services/menzies-wealth-management/ 73/100

http://www.moorestephens.co.uk/WMLon.aspx 53/100

http://www.londonwm.co.uk/ 24/100

http://wealthmanagementandtrust.rothschild.com/page.aspx?id=118 46/100

http://www.cernocapital.com/partners_n.php 19/100

Apart from Menzie’s and Moore Stephens these are pretty poorly performing websites. ( Although of course these are the TOP companies that are FOUND for this search phrase !! ).

N.B. Rathbones did not rank on Page 1 of Google. So we could not get a HubSpot analysis and they don’t rank. However Rathbones clearly has a Social Media presence ( Facebook, Twitter, Linkedin etc. and has  blog which it links to ). It also has Google Analytics installed. It is likely that Rathbones Internet Marketing Grade would be around 70  – 90/100 although it does not seem to have been optimised for search.

2. Google search on ” Wealth Management London “

It is important that companies get ” FOUND ” for the right ( key ) words and phrases. Some Wealth Management companies have simply ” bought their way to the front page ” by paying for Google Pay per Click and/or Adwords advertisements. This is certainly one way of doing it but I am not going to talk about these companies. ( Anyone can buy their way to the front page of Google if they pay the going rate ). A few companies have used Google maps to get a listing below the top 3 P.P.C. adverts. – perfectly valid and a good idea. Interestingly neither Rathbones, Barclays or Chas. Stanley appear in the ” natural ” or ” organic ” not paid for listings. What companies do then and what sort of HubSpot scores do they have ???

( The search results are in 1. along with the HubSpot scores ).

3. Landing Pages

Who has the best Landing Pages ??

When you click on the Google search result for a particular company ( first click ) you will be directed to whatever page that the company wants you to see. Often this is the home page or sometimes the contact page. Apart from the text that you see on the Google search result the ” Landing page ” is the first real contact that you will have with that company and therefore it needs to have:

Impact 

and it also needs a way of

Converting

a visitor to this page to a ” lead “.

Typically this is done with a ” Call to Action ” such as ” Call us ” , ” Email us ” , ” Give us your email address ” or ” get this valuable piece of information ” ( the second click ).

Typically the Landing Pages are impersonal ( often the front page ) and you need to click again to get to the ” Contact ” page. ( e.g. Sanlam, SCM, RBC, BNP ) only a couple present ” real people ” ( Menzies, Cerno ). My favourites are probably – LWM, Moore Stephens and Menzie’s. Azure Wealth is probably the most striking and unusual.

4. The 10 Fastest Growing Wealth Management Companies ( 2010 )

http://citywire.co.uk/wealth-manager/the-10-fastest-growing-wealth-management-companies/a442303

Spearpoint

Brooks MacDonald

Barclays Wealth

Towry

Cheviot

Heartwood

Partners Capital

Williams de Broe

Vestra Wealth

Standard Life Wealth

5. Correlation and Thoughts

There appears to be very little correlation here. Barclays Wealth is said to be active in Social Media , does not rank but does have a high HubSpot score. RBC appears to know how to get found using a variety of methods. ( Google maps and search results ).

Surprisingly this area appears to be ripe for someone to come in and do a good job. It would be relatively straight forward to create a high ranking website ( one that gets found ) , that also scored high with HubSpot ( which means that it has created an effective Internet Presence and Digital Marketing Ecosystem ) , has great Landing Pages and converts visitors to prospects using various appropriate Call to Actions.

See also related post: http://www.centripetalnetwork.com/2013/05/16/london-finance-and-wealth-management-firms-should-be-using-social-media-heres-why/

N.B. Centripetal is carrying out ongoing research in the Wealth Management sectors in the U.K. and shortly in the U.S. – please keep in touch for more blog posts and contact us tofind out how to be the top Wealth Management company on the Internet or talk about the area in more detail.

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Digital Marketing Expert Adelaide Kingsnorth of Queensland ask – No Pain, No Gain…Are you sure?

Queensland based Digital Experts Academy owner Adelaide Kingsnorth questions the saying that there is no gain without pain and points out that you can become a Digital Marketing Expert without all the pain normally experienced

Guest Posted on January 3, 2013

I am often educating people that they can happily throw out the old mantra “No pain, no gain.”

Let me explain. The Callanetics and other restorative exercises that I teach people let them in on the secret that pain is not good and can be avoided, even when it comes to working out. It’s funny to think that relaxing could be such hard concept to actually practice.

So why am I writing about this here?

Since joining the Six Figure Mentors and Digital Experts Academy to learn better ways of making my business work and to begin creating another business altogether, I cannot help but to draw some interesting parallels between SFM and the goings on in my Callanetics Studio. Specifically this notion of no pain, no gain.

Now obviously when referring to exercise I’m talking about physical pain. In relation to the Six Figure Mentors, the pain I’m talking about avoiding is the exhaustion and frustration that can come from trying to figure everything out yourself and start from scratch when entering into your own online business. The good bit is you CAN avoid this pain.

By following people you have already worked out what works and what doesn’t you save yourself the pain of having to do it yourself. It just makes sense. It also instils confidence if you are ever feeling a little unsure if it will all be worth it in the end.

So here is the opportunity for you to realise that no pain IS absolutely your gain!

Working and learning with the Six Figure Mentors puts this idea in to practice very effectively. They really make it easy to get the information you want to start making your online efforts really work for you.

So why not check out what all the fuss is about and sign up to the FREE bootcamp  take the pain out of your online business ventures.

No Pain, No Gain…Are you sure?

The simple story is that Costa Rica Headquartered BeachCherry Corporation wrote a WordPress website for Australia based pianist and producer Van-Anh Nguyen. This might have been news some time ago when it was unusual for a company thousands of miles away to produce your website but these days it is accepted that it does not matter where you are based relative to your client – what matters is the service and support that you provide. It happens that BeachCherry also has offices in India and Europe but not, currently, Australia.

Van-Anh needed this website quickly and it had to meet an important deadline. That deadline being the launch of her ” crowdfunding project ” on Australian and U.K. Crowdfunding site Pozible.com. http://www.pozible.com/index.php/archive/index/7624/description/0/0

Crowdfunding ( raising finance online from people who donate or invest )  has become a disruptive force in the world and one that has emerged from the global recession to take the place of banks and to some extent Angel and Venture Capital investment. It is certainly disruptive for the music industry. No longer do artists have to chase managers and record labels ( who previously would have provided the capital to produce and market a new cd ) now they just need to raise money on one of the many crowdfunding platforms that exist around the world. ( Crowdfunding mainly emerged in the U.S.A. but has quickly spread to the U.K. and Australia ).

Here’s Van-Anh’s Budget :

BUDGET

How did she promote this project ???

Of course she used social media platforms like Facebook, YouTube and Twitter aswell as her WordPress based website and the Pozible.com site.

No doubt friends and family were amongst the people that helped Van-Anh to get to her goal of A$4000  but there were also many people who did not know of Van-Anh directly. What do they get for their ” donations ” ??? Well everything ranging from posters to cd’s and concert tickets but for A$ 1000 you could have got:

* a 45 minute concert of myself as well as 2 string players and a DJ (just provide me with a great piano and I’ll have the DJ and string players sourced from within the city you are in).

but nobody took her up on this offer !!!!!! ( FOOLS 😉

Many of the people were happy to be known and others donated anonymously.

Best wishes to Van-Anh !!

Note:

BeachCherry Corporation is offering WordPress web and/or blogsites starting from $250 with a variety of themes available. Included within the pricing is guidance on how to get your website found on Google and other search engines for your products and services. Telephone: +1
(202 ) 436-9487 2)and ask for Vick or email  info@beachcherry.com to discuss your particular requirements.

http://www.beachcherry.com/contact.html

This morning I was talking to a good Twitter friend of mine ( we have not actually known one another for very long ) and I found myself defending a social media related company to her for the SECOND time. The first time it was Twylah.com and the second time it was global professional network Brandergy.com.

She basically said that Social Media networks ( particularly Facebook and Twitter ) were full of fakes, flakes, weirdo’s, liars and creeps and that there was no room in her life for any more social networks ………UNLESS there was a clear benefit. Now, this is a straight talking lady that talks a lot of sense. There was that chink of hope .. UNLESS there was a clear benefit !!

The only network that she thought was ( relatively ) safe AND produced business was Linkedin.

It is interesting that Facebook is suffering from many rumours about ” Fake accounts ” and it’s share price is plummeting  http://www.marketwatch.com/investing/stock/FB whilst Linkedin is seen as a much better bet http://www.marketwatch.com/investing/stock/LNKD . Twitter is still a private company but everyone knows that you can buy Twitter followers for a relatively low price. e.g. http://www.buy-followers.org/ .

I think there is a change coming . People want to network and they want to do business – they just don’t want the hassle that comes with social networking – particularly if it does not actually produce business.

Linkedin is pretty safe but I have noticed a number of connection requests from decidedly flakey looking accounts. So far I have connected to nearly all of them as I am an Open Networker and there is an unwritten agreement that Open Networkers connect to anybody.

Personally I don’t find Linkedin very intuitive, easy to communicate with others or productive from a business point of view. Twitter is my most productive business network and well ahead of both Facebook and Linkedin. I don’t think I have had a single business conversation on Google + despite having an extensive network there and being a Google + Beta user.

Twylah and Brandergy have at least one thing in common – they both have great ” Community Managers ” ( Kelly Kim in the case of Twylah and Vincent Wright in the case of Brandergy ). Community Management does not happen in e.g. Linkedin, Facebook or Twitter – unless you are talking about Group managers. Good ” Community Management ” is a new skill and a hard one to carry out effectively.

I dream of a global, positive, supportive network that actually achieves business for it’s members. I have ” sub networks ” on Twitter and Facebook ( Twitter particularly ) which comprise of ” Internet Influencers ” who are “engaged ” with me and supportive.

However, it is one thing to have a global, positive, influential, engaged and supportive network and entirely another to have that network produce results.

Producing results requires that you step from the virtual world into the real world of actual products and services, phone calls, meetings, presentations, proposals and orders. In other words that you monetise your network.

Where most social networks are focussed on increasing numbers what is required is a social network that has ” barriers to entry ” – a Quality over Quantity network.

I actually had a conversation this afternoon with someone who had joined Brandergy and they were ” worrying ” about who they should introduce into Brandergy themselves. They wanted to maintain the ” Quality ” of the network. This ” elitism ” is what is required to contrast with the ” fakes, flakes, weirdo’s,liars and creeps ” that are on other networks. You want the ” SAS ” or ” Seal Team ” of networkers.

You know pretty instantly when you meet them on other networks. ( I always think it is amazing that people’s character comes across in 140 characters ). They slot into the ” team ” instantly and become part of a well oiled machine.

If you are looking for looking for a New York Experienced Specialist Startup Recruiter who can operate  anywhere in the world but based from the East Coast of America near New York then a social media recruiting phenomenon, Vincent Wright, is looking for a selected number of partners to work with – but if you want Vincent to help you then you are going to have to move FAST !!

I have known Vincent for years – since my first days on my first social network – Ecademy. We have kept in touch over the years and I am amazed that he has found time to make this offer to work with people.

He is the founder and developer of so many social media initiatives like Brandergy.com, MyLinkedinPowerForum, and BrandingVentures.com. He has huge networks on Linkedin. He is also the most experienced New York based Specialist Startup Recruiter that I know.

I have copied Vincents messages to his community on this subject here:

Keep STRONG!!

If you are looking for looking for Sales, Marketing, Administrative, Recruitment or Technology support anywhere in the world but based from the East Coast of America near New York then a social media phenomenon, Vincent Wright, is looking for a selected number of partners to work with – but if you want Vincent to help you then you are going to have to move FAST !!

I have known Vincent for years – since my first days on my first social network – Ecademy. We have kept in touch over the years and I am amazed that he has found time to make this offer to work with people.

He is the founder and developer of so many social media initiatives like Brandergy.com, MyLinkedinPowerForum, and BrandingVentures.com. He has huge networks on Linkedin.

I have copied Vincents messages to his community on this subject here:

Keep STRONG!!

If you combine Staffordshire’s recent commitment to provide ” Superfast Broadband ” with it’s prowess in the use of social media then I think the seeds of achieving the label of ” Silicon Staffordshire ” are there.

What is most important is that at the highest level within Staffordshire County Council there is the belief that this CAN be achieved.

Staffordshire IS putting it’s money where it’s mouth is; walking the walk not just talking the talk – both in broadband and in social media.

Staffordshire Police’s ACTUAL use of social media to communicate with people is a great example:

http://www.staffordshire.police.uk/about_us/social_media/

Twitter ( particularly ), Facebook, YouTube and eBay ( to sell seized stolen goods !! ) are all being used to great effect.

When I visited Staffordshire County Council’s office’s recently I noticed the Cisco phones on the desks of the ( very smart looking ) receptionists.

As I happen to have spent much of my life working with Cisco I immediately realised that here was a Council that put the correct Information Technology Strategy above short term, price driven solutions.

A Google search revealed this article:

http://www.guardian.co.uk/government-computing-network/2011/jul/18/councils-share-networks-infrastructure

on ” sharing networks ” – something I believe in passionately. CIO Sander Kristel said:

” Staffordshire county council is making good progress towards integration with health partners within a shared network infrastructure. Chief Information Officer Sander Kristel expects its emerging Public Service Network ( PSN ) to save the council £10m.

He believes true shared services may only be achieved through sharing a network infrastructure. “To provide better services to the public it is necessary for us to work much more closely with others,” he says. “To do that it is best to share network infrastructure where it is much easier to share data securely.”

Kristel describes the move to a shared network infrastructure as partly opportunistic. “Our current network contracts were up for renewal, our telephony systems needed replacing and some of the other partners in Staffordshire had similar timelines,” he says.

“We have taken a very pragmatic approach, as the requirements of the PSN were not available when we went ahead with it. However, our supplier Kcom is part of the national PSN group.” The contract is valued at £23m.

Working across multiple public sector agencies, the network has to comply with multiple standards including those for N3 and GCSx, but Kristel is confident that the PSN will be closely aligned to those standards.

Staffordshire is bundling the shared network core into BT exchanges at the moment. “Traditionally local authorities have put comms hubs into their own building, but for partners to trust the PSN we found it necessary to put it in BT exchanges.” At the network edge it is rolling out fibre and also quite a lot of copper, in a pragmatic attempt to create a flexible infrastructure.

The council is also putting in Cisco telephony and contact centre technology, which it plans to share. “The idea is the customer should not really need to understand who does what and where,” Kristel says.

He already has an agreement with South Staffordshire Health that it will join the network, and says: “I understand from the Cabinet Office that we will be one of the first in England who will share with health partners We’re also having conversations with Staffordshire Police, Staffordshire Fire and Rescue Service.”

He describes the process of setting up the shared network infrastructure as less complex than first expected: “We share the costs equally and the county council charges a very minimal administration fee to manage the contract.”

I have not met Sander but there are a number of key views expressed in the above article and in this one

http://www.cio.co.uk/article/3339374/cio-profile-sander-kristels-clear-vision-for-staffordshire-council/

that let me know that Staffordshire is on the right course. Just a few quotes from the above article:

” Integration is a term Kristel uses a great deal and it clearly describes the vision he and the authority have of how to ensure residents get the quality of service they deserve in return for being taxpayers.”

” Staffordshire is almost a pioneer of the public sector network model now being demanded by the Cabinet Office in Whitehall. “

“We have taken a pragmatic approach, opting for copper not fibre optic. Copper is easier to deploy at smaller sites and we will rationalise our estate again soon; why dig a trench into these buildings?” he asks.

“The network is step one. We can provide services almost like a cloud so that organisations can run their email or document management over it,” he says.

” The network is just one of a range of cost-saving projects Kristel has led at Staffordshire.

A move to Citrix thin client desktop applications on HP hardware gives the authority’s new HQ a desk-to-staff ratio of 7:10, making the building seem like a bank rather than a council office.

Voice over IP has been added and videoconferencing is on the way.

The authority is proud of its new HQ and screens at reception tell you it is saving the council £250,000 a year. Virtualisation has reduced Staffordshire’s datacentre fleet to two and each datacentre has just three racks in it.

Using the new PSN disaster recovery facilities via a reciprocal deal with a neighbouring authority is also being considered.”

” Influence of IT
While Kristel does not have a direct line to the CEO — “I report to the CFO. I used to report to the previous chief executive, but this very much depends on your chief executive” — he is on the wider leadership team and says IT is very much part of the big picture in Staffordshire.

“You have a lot more influence and early warning of what is going to change in the authority,” he says.

Early warning is the most important thing as the European procurement process can take up to a year. ”

I have italicised some of the key words and phrases that I believe should be taken forward into the next phase of broadband and social media development.

Becoming a ” Silicon Valley ” in the U.K. is not a simple process. This video

http://www.youtube.com/watch?v=ZTC_RxWN_xo

titled ” The Secret History of Silicon Valley ” explains some of the historical factors ( beginning in World War 2 ) that led to Silicon Valley becoming the start-up powerhouse that it is today.

That is not to say that it cannot be done though. It WILL require a number of challenging pieces of a jigsaw to be put in place.

At the end of this video interview with Marc Andreesson ( founder of Netscape and now a Silicon Valley VC ) he explains what he thinks needs to be put in place to recreate another Silicon Valley:

http://www.wired.com/epicenter/2012/05/andreessen-no-tech-bubble/

There are other articles that I have read that further help to understand the components required.

I think it’s time that we started calling Staffordshire ” Social Staffordshire ” ( although I always like to remind people that Social Media is being used for a lot of business applications ) alongside my other description of the A38/A5 crossroads area as
” Silicon Crossroads “. Why ?? well in my mind Staffordshire is one of the leading counties in the U.K. in terms of use of Social Media.

Staffordshire Police’s David Bailey presented at the Social Media World Forum earlier this year

http://www.socialmedia-forum.com/europe/agenda/speakers/626-david-bailey-communications-manager-staffordshire-police and they have to be one of the most pro-active police forces in the country in terms of using Social Media. Staffordshire Police has over 11,000 followers on Twitter. Find them:

( @StaffsPolice )

Staffordshire County Council

( @StaffordshireCC )

have over 3000 followers and Staffordshire Fire Brigade

( @StaffsFire )

has around 2,200 followers

Staffordshire University

( Staffordshire Uni

@StaffsUni

Official tweets from Staffordshire University run by Communications Manager Judy O’Brien

Staffordshire, England · http://www.staffs.ac.uk )

has nearly 6,000 followers.

It is not just on Twitter that Staffordshire is active either. Staffordshire C.C. has Facebook, YouTube and Flickr pages aswell. Staffordshire Police are very active users of YouTube e.g. :

http://www.youtube.com/watch?v=M9DxvtbEjPY&feature=relmfu

and have a Facebook account aswell.

When you combine this use of Social Media with recent announcements of the investment into ” Superfast Broadband ” it paints a picture of a very forward thinking Council.

Silicon Crossroads is the High Tech. business area established between Lichfield, Tamworth, Sutton Coldfield and Walsall in Staffordshire, England, U.K. The crossroads referred to is the ancient crossroads of Watling Street ( the A5 ) and Rykneld Street ( the A38 ) which cross one another just below Lichfield.

Notably Tamworth is dominated by Tamworth Castle and Lichfield by Lichfield Cathedral and these are ancient seats of power in Middle England.

The recent discovery of the Staffordshire Hoard may well add to the evidence for the Lichfield and Tamworth area being an area of influence and innovation and Silicon Crossroads and the Silicon Crossroads VCT continue this tradition.

The Silicon Crossroads VCT is a High Tech. Investment fund with a particular focus on areas like Social Media, Inbound Marketing and Cloud Computing.

We have established strong connections with entrepreneurs, business angels and venture capital funds in some of the main innovation areas in the U.S. and Canada like Silicon Valley, Boston, New York, Vancouver, Austin, Toronto and other emerging High Tech Innovation areas like Baltimore.

Aside from Early Stage funding the VCT provides support for start up and early stage companies from the U.S. and the U.K. Included in our support services is ” Outsourced Business Development ” to assist companies to identify target customers and sectors  and to establish contact with them using state of the art Marketing techniques like Inbound Marketing, the creation of Internet Marketing Ecosystems and therefore the use of Social Media and Social Business Media.

It became obvious a few years ago that the rise of companies like Salesforce ( SaaS CRM ) , Google ( Search and Social Media ), Facebook ( Social Media ) and Twitter ( Social Media )  would give rise to other companies like HubSpot ( Inbound Marketing ) , Hootsuite ( Monitoring multiple social media channels )  and Twylah ( Twitter brand pages ).

It was less obvious that there would be such huge angel and venture capital investment in the U.S. but there has been and it is only increasing.

There has also been a revolution ( from necessity ) in funding methods for start ups in the U.S. with companies like KickStarter and the concentration of Angels and so called Super Angels onto lists like AngelList.

In addition companies like SecondMarket have created liquidity in markets like pre-IPO shares and debt.

You can get more information on some of these companies via this blog and my Twylah page   http://www.twylah.com/cwindley.

This is a holding page for more information on Silicon Crossroads and the Silicon Crossroads VCT and websites, blogs and Twylah pages will be developed for these over time.

My contact information is on this blog on the Contact page.

The Sunday Times Social List told me yesterday that I was 790th ( and rising ) in their list of the U.K.’s social business networkers and I was pleased to be able to say that I am based in Lichfield which is quietly becoming the ” Silicon Crossroads ” of the U.K.

The Sunday Times actually said ” Congratulations Titan! You tower over the world of social networking like a colossus. Even the most opulent Oligarch envies your standing ” which I thought was nice but a little weird  😉

Titans – 12 Gods that ran the Universe.

It also got me to wondering that if was described in this manner how were some of the people described who were above me in the Sunday Times list ?????

For example Paul Steele – a travel blogger from Oldham who heads the Social List and Thomas Power ( co-founder of ecademy.com ) who is the top friend that I have and 6th on the Social List. If I am ” towering over the world like a Colossus ”  what are they doing ??

The Colossus of Rhodes

I do know that they have enormous ( global ) networks. Thomas is certainly up there with the leaders in the world so Paul must be aswell.

How they manage their networks is another interesting question. ( I happen to know that Thomas has multiple phones in his bag and goodness only knows how many email addresses he is managing ).

According to the Sunday Times to get higher in the List there are a number of things that I can do ( and in Italics what I think of them ):

1. Follow lots of people because then they may follow me.

This is great except that I have max’d out the number of people I can follow on most networks 😉

2. Make connections with everyone I work with.

This is very important – the people that I work with is a very extended, global network of people.

3. Be the first to share new things

I agree with this but it is actually difficult to be the first to ” break the news ” as I guess journalists know !

4. Make use of all four networks ( Facebook, Linkedin, Twitter and Foursquare )

Hmm !! There is little chance of me using those networks like Foursquare that tell everyone where I am – no thanks. ( I do however have extensive networks that they do not monitor e.g. Google + ).

5. Update often

People tell me that I do that too much already !!

6. Get into pictures and then  get tagged in them

Oh! Like jump into people’s way when they are taking photo’s and ask them to tag me ???

7. Tweet big, Tweet often

Well now – using Twylah.com I can Tweet bigger than most and often !!

8. Accept event invitations

Oh !! Goodness me – some of them look pretty boring !!

I am going to be working on my tips for myself ( and others ) to not only get higher in the Sunday Times Social List but also to become more effective at social business networking – stay tuned !!