Volume 2, Issue 4
May 12, 2010
Best practices for capturing more government business! 
Mary Scott NabersMany successful sales organizations have an important document called the Ten Commandments of Customer Service Success. Whether this list was developed based on customer feedback or keen insight into what makes for good partnerships, the instructions on it are intended to achieve a single goal - "the capture of more business."
It doesn't matter if a sale relates to a restaurant meal, a new car, software or a government contract, how customers are handled before, during and after a sale forecasts the future.
Keeping customers happy requires time and effort. Successful government contractors realize the benefit and work diligently to nourish relationships. Less experienced sales reps may make the grave mistake of forgetting decision-makers once a contract is inked.

Michigan voters approve $350M in bonds
Build America Bonds top $97B
Texas bond issues total $1.69B
Upcoming education opportunities
National contracting opportunities
Where are they now?
What states are doing with stimulus funds
Calendar of events
Procurement and advocacy services
Strategic Partnerships, Inc. provides opportunity identification for all 50 states. Click here for more information.
Michigan voters approve more than $350M in bonds
New construction, remodeling, technology upgrades, energy efficiencies funded
More than $350 million in school bond issues were passed last week by voters in Michigan school districts. The bond issues included new construction of facilities, remodeling, refurnishing and equipping existing structures, upgrading educational technology, implementing safety and energy conservation improvements, purchasing school buses, developing and improving athletic facilities and more. 
Computer LabThe largest bond issue that passed was in the St. Johns Public Schools in Clinton County. Voters approved a $64.325 million bond referendum that will provide additions to the high school, purchase and installation of technology equipment, remodeling and refurnishing existing facilities, purchasing buses, erecting athletic facilities and improving athletic facilities, fields and sites.
Another of the largest bond issues that passed was in the Pinckney Community Schools in Livingston County. Voters said yes to a bond issue totaling $59.465 million. Those bonds will pay for new technology for the schools, remodeling, furnishing and equipping existing facilities and improving outdoor athletic and physical education facilities and fields. A new building will be built to house the building, grounds and transportation department along with additions to other school buildings. 
Energy ProjectsTwo more bond issues have been scheduled for August votes. A $3.2 million referendum will be held in the Hastings Area School District in Barr County. Voters there will decide the fate of a bond that would remodel and refurnish existing school buildings, allow for purchase and installation of educational technology throughout the schools and develop and improve playgrounds, athletic facilities and sites.
Also in August, the Avondale School District in Oakland County will hold a $27.81 million bond vote. If successful, the bond issue would pay for additions and remodeling at current school facilities, implementation of energy conservation improvements, improvements and equipment in all current school buildings and more.
To view the complete list of bond issues passed and upcoming in Michigan, click here and look under "Recent Reports."

For information about these and other funding opportunities,
contact Reagan Weil or Richard Hartmann at 512-531-3900.
Texas May Bond Election Results
Build America Bonds provide nearly $97B for projects
Universities, local governments, special districts plan improvements, upgrades
Alan KruegerNearly $97 billion in Build America Bonds (BABs), created through the federal Recovery Act, have been issued by state and local governments, institutions of higher education and special districts throughout the nation. The U.S. Department of the Treasury notes the number of the bonds issued through the end of April is fast approaching $100 billion. State and local governments have "saved billions of dollars in net borrowing costs from issuing these bonds," said Alan B. Krueger (pictured), Assistant Secretary for Economic Policy and Chief Economist at the Treasury Department.
These bonds are being translated into projects that include public and higher education facility projects and water utility and health care facility improvements. Some cities have opted to use the bonds for sewer projects while states are using them for highway and transit improvements.
California has issued the most BABs with a total of more than $21.6 billion. New York is a distant second with more than $10 billion. Among the California projects are sewer improvements for the City of Riverside, improvements at the Los Angeles Unified School District and highway improvements for the Bay Area Toll Authority. Some of the New York projects include transit improvements for the Metropolitan Transit Authority, sewer and water utility projects for the New York City Municipal Water Finance Authority and school improvements through the New York City Educational Construction Fund.
By using these bonds, government entities are expected to save an estimate $12 billion over what they would have paid for tax exempt bonds. BABs provide lower borrowing costs for new capital projects because the Treasury Department makes a direct payment to the governmental issuer that equals 35 percent of the interest payment on the bonds. Since the program started over a year ago, BABs now make up 21 percent of the municipal bonds market. To view a complete listing of BABs amounts by state and the projects for which they will be used, click here and look under "Recent Reports."
For information about these and other funding opportunities,
 contact Reagan Weil or Richard Hartmann at 512-531-3900.
86 Texas bond referendums net $1.69 billion for entities
'Texas Bond Data Package' offers election results, information on projects
New BuildingsEighty-six bond elections in Texas last weekend netted $1.69 billion in new funds for projects from new facilities to technology upgrades in schools, new hospitals and water and street projects. Voters approved 71.2 percent of the dollars that were up for approval. At stake was more than $2.3 billion in bonds in government entities throughout the state.
The approved bonds included 44 successful school elections totaling $1.5 billion, eight successful city elections totaling $160.7 million, a $7.4 million successful county election and a $22.85 million successful hospital district referendum.
In one city near the Dallas-Fort Worth metroplex, six bond proposals were passed by voters. One will provide for the issuance of $12.5 million in general obligation bonds for parks and recreation facilities that will include land purchase, construction, improvements and expansion. Another $11.35 million was approved for park public safety facilities and $15.5 million in bonds will be issued for street and drainage improvements. A total of $5 million will be issued for public works facilities improvements. Flood control facilities will benefit from $4 million bonds and $3 million is planned for connectivity and improvements of city parking facilities in the downtown area. 
Strategic Partnerships, Inc. researchers have compiled a list of the Texas bond issues, the results of the elections and information regarding each of the projects funded. To purchase a copy of the Texas Bond Data Package, contact Reagan Weil at 512-531-3917.
Upcoming education opportunities
Oregon State University plans $50 million facility
A new facility is being planned for Oregon State University's College of Business. The new $50 million facility will include 100,000 square feet and will have five floors. It is twice the size of the current business building. 
Ilene Kleinsorge The current hall has not had a major renovation since it was built in 1922, according to Ilene Kleinsorge (pictured), dean of the OSU College of Business. "Now we will move our profession-ready programs into a more professional environment." The project will be paid for with $30 million in private donations and $25 million in state bonds. The school already has reached half of its $30 million funding goal. The facility will also include more spaces for student and faculty team meetings. The project is expected to begin in spring 2013 and be completed in 2015. An architect has not yet been selected for the building design.
North Carolina district approved new middle school
In Fayetteville, North Carolina, the auxiliary services committee of the Cumberland County Schools has approved spending $14.8 million in Recovery Act school construction bonds to build a new 600-student middle school. 
Case Western Reserve University student center on tap 
Barbara SnyderA $20-million gift will go a long way toward Case Western Reserve University's planned new student center. The new center will bear the name of the donor - the Tinkham Veale University Center. The new building, said CWRU President Barbara Snyder (pictured), is expected to cost in the neighborhood of $50 million. She said it will likely open within four to five years. An architect is expected to be chosen soon. She said students have asked for a center that is "primarily for students, that is a gathering place."
KState to seek bids on student recreation center expansion
Kansas State University is seeking bids for its $18.8 million planned expansion of the Peters Student Recreation Center. The project also includes remodeling projects.
California high school upgrades to start this summer
Using the remainder of a $15 million bond, the Nevada Union (California) High School is set for upgrades this summer. The project will include reworking the school's entryway and retrofitting the building for emergencies. Among the projects planned are a new automated fire alarm system, earthquake reinforcements on the ceilings, a chairlift wheelchair access from the lobby to the cafeteria and energy-efficient glass for the entryway.
State University of New York plans new building
The State University of New York is planning to build a new business school. The project, on its Albany campus, will have a price tag of between $2.5 million and $5 million. The project also includes parking and site work.
California college has two projects coming up soon
Two projects are in the works for Chaffey College in Rancho Cucamonga, California. The current Campus Center West building will be razed and a new 16,000-square-foot building will replace it. There will also be a modernization project at Campus Center East. Construction is expected in June after the bid process is completed.
Also at Chaffey College, designs will soon be solicited for a new transit bus center where Omnitrans buses load and unload on the campus. Construction is expected this summer.
Facilities master plan funded through Ohio bond election
Paul ImhoffA $39.8 million facilities master plan was funded last week when voters in the Mariemont City School District in Ohio approved a bond issue. The master plan will reduce the number of buildings in the district from five to four and will also include new construction and renovation.
Superintendent Paul Imhoff (pictured) said voters took advantage of low interest rates and declining construction costs in supporting the bond issue. Some federal stimulus money will also be used for the plan. "It's really a one-time opportunity and our community understood that," he said. The facilities master plan was two years in the making.
Ohio school district OKs $41.9 million bond issue
District-wide technology and infrastructure updates are part of a $42.9 million bond issue passed in the Rocky River, Ohio, school district. The funds will be used for new roofs, new HVAC systems and energy efficiency projects at a primary, intermediate and high school. Also included are renovations to the high school gym, expanded locker rooms, eight new science labs and a music wing. Bonds could also be sold to add four classrooms at a primary school for state-mandated all-day kindergarten. 
Numerous bond issues set for June in California school districts
Santa Clara County voters will face a number of issues on their June ballots, many related to school bonds. Voters will see on the ballots: 
  • A $41.3 million bond issue is set for the Mountain View-Los Altos High School District. The funds would build classrooms and science labs, upgrade technology and energy systems at the Mountain View and Los Altos high schools. 
  • In the Los Gatos Union School District, voters will decide a $30.9 million bond issue. It will be phased in over five years, will build a new elementary school and a 10-room classroom building and auxiliary gym at a middle school. Another elementary would get a 10-room classroom building. Heating and AC units will be installed at schools and a solar installation would be installed on an elementary school. All schools in the district would get technology upgrades. 
  • The Campbell Union School District will float a $150 million bond issue to modernize schools and repair and upgrade aging facilities. It will provide for roof repairs, access for persons with disabilities, upgrades to utility systems and energy efficiency improvements. Technology would also be updated. 
  • In the Mount Pleasant School District, a tax increase is sought that would raise $450,000 in each of five years. The funds would allow for restoration of library services and reducing class sizes at one grade level. Funds also would be used for tutoring, technology, music, art and textbooks. 
  • Voters in the City of Santa Clara will vote on whether to move forward with construction of a 68,500-seat National Football League stadium where the San Francisco 49ers would play. The team would pay $493 million toward construction of the stadium and the city would pledge $114 million in public support. Among the projects from the public funds would be $20 million to move a utility substation to accommodate the stadium and a new $17 million parking garage. 
For information about these and other funding opportunities,
 contact Reagan Weil or Richard Hartmann at 512-531-3900.
Other upcoming contracting opportunities
New Mexico State budget includes technology costs
The $697 million budget approved recently by the New Mexico State University board of regents includes $84 million for technology infrastructure renovation and expansion funds at all its campuses. It also includes planning funds for the second phase of a Southern New Mexico Advanced Technology Education Center in Alamogordo, a Digital Media Center in Carlsbad, another phase of the Do-a Ana Community College East Mesa Center and an Arts, Sciences and Child Development Center in Grants. Hardman and Jacobs halls on the Las Cruces campus will be up for renovations and additions.
Bonds to be sold to benefit Dulles transit line

The Metropolitan Washington Airports Authority will sell $650 million in revenue bonds to help pay for an extension of the passenger rail system to the Washington Dulles International Airport. The bonds will be backed by revenue from the Dulles Toll Road, a highway to the airport. The debt is part of $2.9 billion in bonds being sold to finance the 23.1-mile extension of the Washington Metropolitan Area Transit Authority's rail system to Dulles.
Three new buildings on tap for New Mexico State University
The New Mexico State University board of regents recently approved plans for three new buildings. They include: 
  • An $880,000 renovation to NMSU Grants Martinez Hall to increase energy efficiency, funded by the American Recovery and Reinvestment Act;
  • a $1.5 million renovation and addition to the Health Center on the Las Cruces campus; and
  • a $12 million upgrade to Anderson Hall on the Las Cruces campus.
Virginia selling bonds for transportation projects 
The Transportation Board of the Commonwealth of Virginia is selling $492.7 million in revenue bonds to match some federal highway funds to complete state highways and public transportation projects.
Military hotel at Fort Lee in Virginia is approved
A seven-story, 1,000-room military hotel is in the works for Fort Lee in Virginia, following an environmental review. The $120 million facility is expected to be completed in 2012. The hotel will join the pre-existing 700-room hotel already on the base to support an expected large expansion of the Army post. The post's population is expected to double to 40,000 when the expansion is complete.
Bond sale will benefit Oregon projects

Oregon's Department of Administrative Services will sell $245.7 million in bonds to pay for a variety of projects, from building a new psychiatric hospital and prison to upgrading technology systems used to manage Medicaid, food stamps and child welfare. Also included in the bond proceeds will be the modernization of classrooms at Portland State University. Some of the bonds are Build America Bonds, authorized by the federal Recovery Act.
Areas around rivers to be improved with EPA funds

Three New Mexico rivers have qualified for federal Environmental Protection Agency funding to improve the areas where they are located. Two grants totaling $487,847 will be used to help state officials protect sensitive river areas. The first grant for $386,847 will help map and classify wetlands in northeastern New Mexico on Canadian River drainage. The second grant, for $101,000 will address water quality management plans in the middle Rio Grande and Cimarron River watersheds. The money will help reduce contamination in the Albuquerque area of the Rio Grande.
Bridge to be built over railroad tracks in Sacramento

The City of Sacramento is set to begin construction of bridges over the railroad tracks at the Sacramento railyards this month. The bridge construction is part of a $115 million infrastructure makeover slated this summer and in the fall. A track relocation project came in $12 million higher than budgeted and will be rebid. Some $77.6 million in federal and state funds have been allocated for the project.
Kansas legislature approves $8.2 billion transportation plan
The Kansas State Senate and House have approved an $8.2 billion transportation improvement plan that will use more than $5.5 billion of existing state and federal appropriations. The plan calls for issuing $1.7 billion in new bond debt, increasing the sales tax by 0.4 percent and hiking registration fees in 2013 for trucks carrying more than 16,000 pounds. The Kansas Department of Transportation would manage the 10-year plan that calls for upgrading highways, airports and railroads. The bill now goes to the governor.
Philly eyes 12-15 year airport expansion plan
Expansion plans to the tune of $5.2 billion are being studied for the Philadelphia International Airport. The project would lengthen two of the airport's four runways and build a fifth. The terminal complex would be expanded from 120 to 150 gates, a transit people mover would be installed and three parking lots would be expanded. Additionally, a ground transportation center with 4,000 parking spaces would be built to consolidate rental car facilities, van services, shuttles and the Southeastern Pennsylvania Transportation Authority. The construction will be paid for by Philadelphia revenue bonds, passenger and facility charges and federal grants.
New Mexico promoting electronic health records
Katie FallsNew Mexico Human Services Secretary Katie Falls (pictured) has outlined the state's incentive program to help Medicaid providers who want to either implement or upgrade an electronic health system. The system is funded by federal stimulus money. Health care providers who reach certain levels in the use of electronic records will be eligible for up to $63,750 over a five-year period. Falls said the agency plans to submit its program plan to the Centers for Medicaid and Medicare Services this summer for its approval.
Improvements under way at Camp Pendleton
Construction of $1 billion in new housing, administrative buildings and infrastructure are under way at Camp Pendleton in California, with more on the way. Up to $4 billion in total construction contracts are expected to be issued, including 35 new or upgraded enlisted quarters and 1,200 more family housing units. At the nearby Marine Corps Air Station Camp Pendleton, construction will include a new hangar, taxiway improvements and repairs and expansions of hangars and other buildings. 
Texas agency seeking contractors for housing projects
The Texas Department of Housing and Community Affairs is seeking proposals for a contractor to provide affordable housing capacity building and technical assistance services for those who are granted Housing Trust Fund Rural Housing Expansion Program funds. One or more project management services will likely be awarded contracts to assess the capacity of and provide subsequent training to award organizations on capacity needs, predevelopment and development matters concerning the planning and development of affordable housing programs. The contractors will mentor the staff and officials of awarded organizations and will provide the assessment, training, capacity building and technical assistance necessary for the organizations to complete a single or multifamily affordable housing activity.
Oregon city planning road, sidewalk improvements
Officials in Milton-Freewater, Oregon, are planning for $3 million in roadwork projects. The projects include six road and sidewalk improvements. Included are the installation of Americans with Disabilities Act-compliant sidewalk ramps, removal and repaving of the parking strip and overlay and repair of South Main Street. Also included are sidewalk construction, paving and overlay and repair work on a number of city streets. All of the work is slated to take place this year. 
Successful bond issue will benefit Ohio library
Passage of a tax levy in Morgan County, Ohio, will lead to maintenance and operation funding for the Kate Love Simpson Morgan County Public Library. Officials at the library say the additional funding will allow for the restoration of its book budget, more personnel, expanded services and updates to computer software and databases. 
Feds commit to help Maryland college build center
The federal government will provide $1 million to help build the Mid-Maryland Community College Allied Healthcare Education Center in Mount Airy. The center will be the site for training of up to 500 students per year in a variety of health care-related jobs.
Where are they now?
Are you a government official who has moved into a new position or to a new agency? Did you recently retire? Were you recently named to an executive-level position at a state-supported college, university or community college? Have you secured a new job as superintendent of a public school? If so, we'd like to hear from you - and so would your friends and colleagues - for our "Where Are They Now" column. Just drop us a line at and let us know about your previous job and where you are now. This week we feature Stephen Goldsmith.
Stephen GoldsmithStephen Goldsmith (pictured) began his public service career in 1978 when he was elected Marion County prosecutor. He held that post for 12 years and in 1992 was elected mayor of Indianapolis, a position he held until 1999. Upon leaving that post, Goldsmith founded an Internet startup company and later served as domestic policy adviser to then-presidential candidate George W. Bush. He has been serving most recently as the Daniel Paul Professor of Government at the John F. Kennedy School of Government at Harvard University. He has also worked as an adjunct professor at Indiana University and several other universities. Goldsmith was recently named deputy mayor for operations for the city of New York, effective in June. When he begins his new charge, he will oversee the New York Police Department, the Fire Department of New York and other service agencies in the city. 
What the states are doing with stimulus funds
City officials in Wauwatosa, Wisconsin, have approved spending $190,000 in stimulus funds to install a more energy-efficient air conditioning system at the Police Department.
Stimulus funds totaling $4.45 million will be used in Carlsbad, New Mexico, to improve a road leading to the Waste Isolation Pilot Plant. The project includes rebuilding about four miles of the road, which is used by plant employees and oilfield companies.
Using $3 million in loans and grants from the Recovery Act, Sweet Grass and Valier, Montana, will get water project funding boosts. The Sweet Grass Community Water and Sewer District was awarded $1 million and Valier was awarded nearly $2 million. The Sweet Grass project would install a new booster pump and a 195,000-gallon storage tank, loop water main dead ends, a new chlorination system and water meters. In Valier, funds will replace the clay-pipe water main and other distribution mains, build a 210,000-gallon storage tank, clean debris from current wells, build a new well and pump house, install a new generator and water meters.
Police chiefs in Bucks County, Pennsylvania, are receiving $458,000 in stimulus funds to strengthen neighborhood safety, improve gang and drug crime prevention and purchase or upgrade equipment. The allocations include: Bristol Borough, $22,48; Doylestown Borough, $10,519; Morrisville, $23,512; Quakertown, $22,275; Bensalem, $77,549;  Bristol Township, $74,867; Doylestown Township, $13,406; Falls, $41,249;  Hilltown, $18,562; Lower Southampton, $37,124; Middletown, $38,98; Newtown, $20,625; Warminster, $29,699; and Warrington, $26,812.
Money from the Recovery Act will be used at schools in Alaska to develop education initiatives, expand facilities and add new technology. The state's public schools will get $31 million in stimulus funds for those purposes.
Upgrades to utility equipment in the Russell County (Alabama) School System will be paid for with $135,000 in stimulus funds. The money will be used to purchase eight high-efficiency geothermal heat pumps. The new pumps are expected to reduce maintenance expenses and provide cleaner air in the classrooms. The Alabama Department of Economic and Community Affairs is administering the grant.
The Delaware Water Gap National Recreation Area in Pennsylvania will use stimulus funds to construct new facilities, replace equipment, preserve historical researches and update park roads and bridges. The Toms Creek bridge will be replaced and is expected to be completed in the fall.
Interested residents of Asheville, North Carolina, will be trained in weatherization, biofuels and sustainable building as the next step toward a career in green industries. Funding of $800,000 in stimulus grant funds will be distributed to training organizations including the Asheville-Buncombe Technical Community College.
The University of Maryland School of Medicine is the recipient of $12.3 million in stimulus funds from the National Institutes of Health to build new laboratory space and renovate existing labs in its cancer research center. NIS has awarded the school $5 million for upgrading labs on one floor of the Marlene and Stewart Greenebaum Cancer Center and another $7.3 million to consolidate and build new lab space on two floors of its Bressler research building.  The renovation of existing lab space is scheduled to begin in November and be finished by August of next year. The new lab space is slated to be finished by August 2012.
In Charlotte County, Florida, two of the district's oldest buildings will undergo construction projects thanks to $60 million in borrowed federal stimulus funds. The district is using Qualified School Construction Bonds, no-interest bonds for building upgrades and reconstruction. The bonds provide a federal tax credit in lieu of interest for the buyers.
Frank AndersonFrank WilsonFrank Anderson (left), longtime president of the Defense Acquisition University, will retire May 31 after serving the agency that oversees all aspects of education and training for more than 133,000 members of the defense acquisition workforce. Former Carroll County Sheriff's Deputy John Chapman has been named police chief in Delphi, Indiana, replacing former chief Justin Darling who resigned. New York City Deputy Mayor Ed Skyler has resigned his post to accept a communications position in the private sector. Lincoln, Illinois Mayor Keith Snyder has appointed 19-year veteran officer Ken Greenslate as chief of the Lincoln Police Department. Roelof van Ark, president of a French-based conglomerate, has been named the new chief executive of the California High-Speed Rail Authority, succeeding Mehdi Morshed. Frank J. Wilson (right) has resigned his position as president and chief executive officer of Houston's Metropolitan Transit Authority, and will be replaced by acting chief executive George Greanias. New York School Construction Authority President Sharon Greenberger has been named chief operating officer of the NY Department of Education, and Marc Sternberg, former principal of the Bronx Lab School, will serve as Deputy Chancellor of Portfolio Planning. Lorraine Grillo, School Construction Authority Executive Director will serve as the authority's interim acting president. Four finalists have been named in the running for Las Cruces, New Mexico, police chief: Maj. Richard Jenkins, Law Enforcement Field Operations, Palm Beach County, Florida, Sheriff's Department; Capt. Leslie Kachurek, Niagara Falls, New York, Police Department; Conrad Perea, Do-a Ana County, New Mexico, Magistrate Judge Pro Tempore; and Maj. Richard Williams, New Mexico State Police Standards Bureau. San Antonio Assistant City Manager Penny Postoak Ferguson will be leaving the Alamo City for her new job as Assistant County Manager for Johnson County, Kansas, effective June 7. The Defense Information Systems Agency of the U.S. Department of Defense has named Henry Sienkiewicz as its new chief information officer, replacing Roberta Stempfley, who is moving to the Homeland Security Department as the director of DHS' National Cyber Security Division. David Kessel has been selected as treasurer of the Carlsbad, New Mexico, Department of Development board of directors, replacing Janet Carbary. Deborah Wathen Finn, president of a private firm that serves the trucking, transportation and railroad industries, and Linda S. Watson, chief executive officer of the Central Florida Regional Transportation Authority in Orlando, have been named the two finalists for chief executive officer of Austin's Capital Metro Transit.

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Government Health IT Conference planned in June 
The 2010 Government Health IT (GHIT) Conference and Exhibition, sponsored by the Healthcare Information and Management Systems Society (HIMSS), is slated for June 15-16 at the Ronald Reagan Building in Washington, D.C. Featured educational tracks include: Blueprints for Nationwide Health Information Exchange and Connecting the Health Community. For more information, click here. 
Small business briefing conference slated in Texas 
The last session of the Texas Department of Transportation's (TxDOT) Business Outreach and Program (BOP) Services Small Business Briefing conferences has been announced for June 15 in Texarkana. The conference goal is to provide small and minority-owned business communities an opportunity to learn more about contracting opportunities with TxDOT. Information will be available to help them do business with the agency and the State of Texas. The sessions not only allow small businesses to be introduced to TxDOT and other state agencies, but also allows them to learn more about the economic development opportunities in their regions. It also allows the agencies to show the myriad of opportunities available for small and minority businesses in the state. For more information, click here or call 1.866.480.2518, Option 2. To register, click here.
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