Value Proposition. Because everyone s journey is different

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Because everyone’s

journey is different

Value

Proposition

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3

Your Value Proposition

Your Value Proposition is a way of understanding and communicating your ‘professional self’. It communicates the value that you bring to the job market based on who you are and what you have done in your career. The key inputs to your Value Proposition include your Professional Identity, Values, Attributes, Skills and Achievements as well as the benefits you bring to an organisation.

This work book will lead you through a self-assessment process to identify these key inputs to your Value Proposition, which will feed into the various aspects of your career management activities. It will form the foundation for your key “marketing” messages, communicated through your resume, online branding (LinkedIn), networking conversations and job interviews.

The Value Proposition that you start to create in this workbook will be a resource to draw on as you communicate with others during future job searches and career conversations.

The particular way you say or write your Value Proposition will be influenced by context. It may be slightly different for:

 Your résumé

 Networking Conversations

 Interview Situations

You will find examples of these different types of Value Proposition in the Workbook Appendix.

2 © Audrey Page & Associates 2018

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Your Value Proposition

Your Value Proposition is a way of understanding and communicating your ‘professional self’. It communicates the value that you bring to the job market based on who you are and what you have done in your career. The key inputs to your Value Proposition include your Professional Identity, Values, Attributes, Skills and Achievements as well as the benefits you bring to an organisation.

This work book will lead you through a self-assessment process to identify these key inputs to your Value Proposition, which will feed into the various aspects of your career management activities. It will form the foundation for your key “marketing” messages, communicated through your resume, online branding (LinkedIn), networking conversations and job interviews.

The Value Proposition that you start to create in this workbook will be a resource to draw on as you communicate with others during future job searches and career conversations.

 Your résumé

 Networking Conversations

 Interview Situations

You will find examples of these different types of Value Proposition in the Workbook Appendix.

What Creates Your Personal Brand?

Personal Branding is

“Consciously and consistently positioning yourself in the mind of others through a range of platforms”

You

 How you think about yourself

 The actions you take

 The way you dress and look

Your Communication

 How you talk, write and present

 What you talk, write and present about

 Where and how often you share information

Others

 The perceptions, attitudes and beliefs of the people who talk about you

 Your reputation

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5

The Elements of Your Value Proposition

P

rofessional Identity Values

Personal Attributes

Skills

Achievements

Benefits You Bring

An Example:

I am an innovative and resourceful IT professional who adapts readily to changing business requirements.

I excel in leading and mentoring team members so they partner effectively with the business and work collaboratively. I have demonstrated achievements in project managing large technological transformation initiatives giving businesses market advantage.

Given my blend of technical and people skills, I can help your business grow by leading your initiatives, such as cloud and mobile technologies.

(See the Appendix for different versions of this Value Proposition)

WHO

WHAT WHY

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The Elements of Your Value Proposition

P

rofessional Identity Values

Personal Attributes

Skills

Achievements

Benefits You Bring

An Example:

(See the Appendix for different versions of this Value Proposition)

WHO

WHAT WHY

Who: Your Professional Identity

We all have a Professional Identity – the ‘who we are’ when we are working.

The words you use to describe your Professional Identity tend to revolve around professional, technical or functional experience. And note that you might have more than one Professional Identity.

Examples include:- - Business leader - IT Professional - Operations Manager - Business Analyst - Chartered Accountant

Write at least two different labels or titles that are used in the market to describe what you do.

1 ………

2 ………

3 ………

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7

Who: Your Values

Your Values are your beliefs about what is important in life. They reflect your preferences and expectations, both for yourself and of others. They can change over time. For example, security can become more important to you as you grow older or if you have a family.

Values motivate you and can be a guiding light that influences decisions about your career. They can also determine how you are perceived by others and become strongly associated with your Personal Brand.

A review of work related values is an integral part of a successful career plan. Values motivate you and therefore can inﬂuence decisions about your career. As a rule, people who pursue work which is congruent with their values feel a stronger sense of career satisfaction. Your values can also influence how you are perceived by others and become strongly associated with your Personal Brand.

Following is a list of values that have been commonly identiﬁed as being important to people in their careers. To begin exploring your own personal work values, rate each value listed with the following scale and add other values you consider essential to your list.

1.Things I value VERY MUCH 2. Things I VALUE 3. Things I DON’T VALUE very much

RATING VALUE RATING VALUE

Autonomy Challenge

Developing Others Work/Life Balance

Status Leadership

Stability Inﬂuence

Collaboration Creativity

Contribution to Society Variety

Recognition Flexibility

Compensation Achievement

Expert Knowledge Accountability

Integrity Excellence

Belonging Innovation

Learning Ethics

Authority Risk Taking

Self Development Aesthetics

Reminder: if you type responses into this PDF workbook, please save the PDF to your computer (or other drive). Your responses are not stored on MY FUTURE.

Select Select Select Select Select Select Select Select Select Select Select Select Select Select

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Who: Your Values

Your Values are your beliefs about what is important in life. They reflect your preferences and expectations, both for yourself and of others. They can change over time. For example, security can become more important to you as you grow older or if you have a family.

Values motivate you and can be a guiding light that influences decisions about your career. They can also determine how you are perceived by others and become strongly associated with your Personal Brand.

A review of work related values is an integral part of a successful career plan. Values motivate you and therefore can inﬂuence decisions about your career. As a rule, people who pursue work which is congruent with their values feel a stronger sense of career satisfaction. Your values can also influence how you are perceived by others and become strongly associated with your Personal Brand.

Following is a list of values that have been commonly identiﬁed as being important to people in their careers. To begin exploring your own personal work values, rate each value listed with the following scale and add other values you consider essential to your list.

1.Things I value VERY MUCH 2. Things I VALUE 3. Things I DON’T VALUE very much

RATING VALUE RATING VALUE

Autonomy Challenge

DevelopingOthers Work/Life Balance

Status Leadership

Stability Inﬂuence

Collaboration Creativity

Contribution to Society Variety

Recognition Flexibility

Compensation Achievement

Expert Knowledge Accountability

Integrity Excellence

Belonging Innovation

Learning Ethics

Authority Risk Taking

Self Development Aesthetics

Who: Your Values

Now list the 10 values you have selected, in order of their importance to you in your career or role.

1. 6.

2. 7.

3. 8.

4. 9.

5. 10.

Now if someone asked for your top three key values, what are you going to answer?

1………

2 ………

3 ………

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9

Who: Your Personal Attributes

Your Personal Attributes are your traits and qualities – how you tend to behave. An awareness of your attributes is important for managing your career. Your attributes may also represent some of your key strengths and form an important element of your Value Proposition.

Rate yourself against the following list of personal attributes using the scale provided. Feel free to add to or replace those on the list to make them more relevant to you.

Consider your personal attributes. The list below may help you to identify attributes and determine those that most reﬂect you. On the next page, list the top 3 that you want to highlight as part of your Value Proposition.

8 Reminder: if you type responses into this PDF workbook, please save the PDF to © Audrey Page & Associates 2018 your computer (or other drive). Your responses are not stored on MY FUTURE.

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Who: Your Personal Attributes

Your Personal Attributes are your traits and qualities – how you tend to behave. An awareness of your attributes is important for managing your career. Your attributes may also represent some of your key strengths and form an important element of your Value Proposition.

Rate yourself against the following list of personal attributes using the scale provided. Feel free to add to or replace those on the list to make them more relevant to you.

Consider your personal attributes. The list below may help you to identify attributes and determine those that most reﬂect you. On the next page, list the top 3 that you want to highlight as part of your Value Proposition.

Who: Your Personal Attributes

Below list your top 3 Personal Attributes that you want to highlight as part of your Value Proposition

1………

2………

3………...

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11

What: Your General Skills

The skills you have built up over your career may be numerous, broad, and/or specialised. They may have developed over a range of activities within and beyond your chosen career path. You may find your skills are transferrable to roles other than your current role.

The list below includes general skills grouped into 11 categories. Circle key skills that you use regularly and then note your top three Categories and top six General Professional Skills on page the next page.

Managing / Directing Selling / Marketing (cont) Researching / Analysing (cont)

appraising initiating researching

approving maintaining networks reviewing

coaching managing relationships simplifying

coordinating persuading synthesising

delegating pitching/proposing Technical Skills

developing others presenting assembling

executing pricing building

facilitating probing /questioning calibrating

formulating promoting configuring

influencing revitalising constructing

Interviewing/hiring Researching / Analysing demonstrating

leading meetings assessing drafting

making decisions calculating Installing

managing classifying manufacturing

managing projects critiquing operating

mentoring developing photographing

motivating diagnosing prescribing

planning estimating printing

team building evaluating programming

Selling / Marketing examining publishing

advertising forecasting purchasing

analysing markets identifying rehabilitating

building rapport inspecting repairing

building relationships investigating skilled craft

delivering predicting testing

designing problem solving translating

developing qualifying troubleshooting

developing leads quantifying writing

identifying opportunities reconciling …

influencing reporting (continued over the page)

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What: Your General Skills

The skills you have built up over your career may be numerous, broad, and/or specialised. They may have developed over a range of activities within and beyond your chosen career path. You may find your skills are transferrable to roles other than your current role.

The list below includes general skills grouped into 11 categories. Circle key skills that you use regularly and then note your top three Categories and top six General Professional Skills on page the next page.

Managing / Directing Selling / Marketing (cont) Researching / Analysing (cont)

appraising initiating researching

approving maintaining networks reviewing

coaching managing relationships simplifying

coordinating persuading synthesising

delegating pitching/proposing Technical Skills

developing others presenting assembling

executing pricing building

facilitating probing /questioning calibrating

formulating promoting configuring

influencing revitalising constructing

Interviewing/hiring Researching / Analysing demonstrating

leading meetings assessing drafting

making decisions calculating Installing

managing classifying manufacturing

managing projects critiquing operating

mentoring developing photographing

motivating diagnosing prescribing

planning estimating printing

team building evaluating programming

Selling / Marketing examining publishing

advertising forecasting purchasing

analysing markets identifying rehabilitating

building rapport inspecting repairing

building relationships investigating skilled craft

delivering predicting testing

designing problem solving translating

developing qualifying troubleshooting

developing leads quantifying writing

identifying opportunities reconciling …

influencing reporting (continued over the page)

What: Your General Skills

Communicating Creative Skills (cont) Interpersonal Skills (cont)

corresponding innovating facilitating

editing painting/drawing formulating

facilitating performing group participation

interviewing redesigning ^observing

listening revitalising ^talking

managing conflict styling effective communication

verbal skills Organising Developing People

negotiating general administration ^advising

presenting ideas time management assessing performance

public speaking filing building teams

relating to customers categorising ^coaching

writing checking collaborating

Planning computing counselling

analysing data entry developing

conceptualising coordinating ^guiding

designing detail focussed ^mentoring

developing policy document and work flow motivating

developing strategy editing sharing knowledge

reviewing facilitating team orientation

setting objectives quality control ^teaching

surveying monitoring ^training

Creative Skills organising Financial Skills

acting prioritising ^analysing

adapting processing appraising

advertising scheduling ^assessing

composing Interpersonal Skills ^auditing

conceiving advising ^budgeting

conceptualising working autonomously calculating

creating building rapport estimating

designing clarifying forecasting

devising ^coaching ^measuring

entrepreneurial empathising reconciling

generating ideas encouraging valuing

improvising establishing relationships …

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13

What: Your General Skills

Look back over the skills you have circled. What categories did you circle the most?

1.

2.

3.

You can list your top five General Professional Skills here:

1.

2.

3.

4.

5.

14

What: Your Specialist Skills

Thinking about where you are at present in your career, what are five key specialist skills that you rely on in your current role? You can list these Specialist Professional Skills here:

1. 2.

3.

4.

5.

12 Reminder: if you type responses into this PDF workbook, please save the © Audrey Page & Associates 2018 PDF to your computer (or other drive). Your responses are not stored on

MY FUTURE.

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What: Your General Skills

Look back over the skills you have circled. What categories did you circle the most?

1.

2.

3.

You can list your top five General Professional Skills here:

1.

2.

3.

4.

5.

What: Your Specialist Skills

Thinking about where you are at present in your career, what are five key specialist skills that you rely on in your current role? You can list these Specialist Professional Skills here:

1.

2.

3.

4.

5.

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15

What: Your Transferable Skills

We all have a range of general and specialist professional skills built through our experience over time. Some of these will be relevant or ‘transferable’ to other types of roles. Please take some time now to review the previous lists of your general and specialist skills and list below those that you enjoy and that you believe may be transferable to other roles:

1.

2.

3.

4.

5.

6.

7.

8.

9.

10

SKILLS INDEMAND

Do your own research here because the trends are always changing. However, as of 2018, most research notes that soft skills such as:

➢ leadership, communication, collaboration (with customers, stakeholders and co- workers), time management and interpersonal skills are in high demand.

A recent study by LinkedIn found that 57% of business leaders saw soft skills as more important than the ‘hard skills’ in technical roles.

Whilst there are many specific technical skills in demand, especially in the ICT and other professional areas, more general skills including:

➢ statistical analysis and data mining, Business analysis, Financial Management, presentation skills (especially complex and/or data-based information), administrative, compliance, investigative, project management/coordination and customer service skills are currently requirements for many roles.

Specific skills and knowledge in particular product categories or particular platforms and operating systems can also be in high demand.

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POTENTIAL TARGETROLESOR INDUSTRIES

As you consider your transferable skills it can be helpful to have one or possibly a number of target positions or industries in mind. Consider the list below and choose one role or industry that may be of interest to you:

Growth Industries

➢ Health Care and Social Assistance

➢ Professional, Scientific and Technical Services

➢ Education and Training

➢ Accommodation and Food Services

➢ Construction

➢ Public Administration and Safety

i. Many other industries are also growing, although these are forecast to require the most additional people over the next 4 years

ii. Opportunities may be available in ‘core’ frontline roles in those industries – such as Aged and Disabled Carers and Café and Restaurant Managers – as well as ‘back office’ managers and administrators

Roles with current demand and forecast increases in demand (just a sample to get you thinking)

➢ ICT Professionals (eg Software and Applications Programmers, Cloud Architect, IT Manager, Web developer, ICT Business and Systems Analyst)

➢ Management and Organisation Analysts (eg Business Analyst, Data Analyst, Business Consultant, Business Intelligence Analyst, Research Analyst)

➢ Contract, Program and Project Administrators, Database Administrators

➢ Accountant (some areas with greater anticipated growth)

➢ Customer Service Managers

➢ Financial Investment Advisors, Financial Brokers

➢ Information Security Specialists

What: Your Transferable Skills

We all have a range of general and specialist professional skills built through our experience over time. Some of these will be relevant or ‘transferable’ to other types of roles. Please take some time now to review the previous lists of your general and specialist skills and list below those that you enjoy and that you believe may be transferable to other roles:

1.

2.

3.

4.

5.

6.

7.

8.

9.

10

SKILLS IN DEMAND

Do your own research here because the trends are always changing. However, as of 2018, most research notes that soft skills such as:

➢ leadership, communication, collaboration (with customers, stakeholders and co- workers), time management and interpersonal skills are in high demand.

A recent study by LinkedIn found that 57% of business leaders saw soft skills as more important than the ‘hard skills’ in technical roles.

Whilst there are many specific technical skills in demand, especially in the ICT and other professional areas, more general skills including:

➢ statistical analysis and data mining, Business analysis, Financial Management, presentation skills (especially complex and/or data-based information), administrative, compliance, investigative, project management/coordination and customer service skills are currently requirements for many roles.

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17

What: Your Achievements

Think about the important achievements in your work. The things that come to mind may not always be large in scale – they are the things you feel most proud of, for many and varied reasons.

Jot down at least three examples of positive outcomes or achievements in your career to date.

Include how your employer or others gained from your achievement. Also consider any achievements important to you that might fall outside your career and note these as well. You may find that all or most of the achievements that come to mind reflect the values, attributes and skills you have identified.

The following achievement categories may be helpful to get you started: People, Profits, Processes, Problems, Projects, Policy. Think of the positive impact and benefits you have brought to these different areas. The CAR model is a useful way of structuring your achievement statements:-

Circumstance: What was the situation/ background to the achievement, or challenge to be overcome?

Action: What did you personally do to resolve the problem, improve the situation or build the business?

Results: What were the outcomes & benefits to the organisation, client, colleagues etc?

Example:

Circumstance: A project involving a major client was going over budget. This would incur substantial cost to the business and put at risk both my own and the company’s professional reputation with this client.

Action: As project leader, I discussed the issues with my team and got agreement that a possible solution included negotiating a contract with a new supplier who could deliver at 10% less than the previous supplier and within a shorter time frame.

Results: I made use of my strong networks with various suppliers and secured a more attractive deal. As well as coming in on budget I was able to present this as a value-add to the client.

Example 1 C

A

R

18

What: Your Achievements

Example 2 C

A

R

Example 3 C

A

R

MY FUTURE.

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What: Your Achievements

Think about the important achievements in your work. The things that come to mind may not always be large in scale – they are the things you feel most proud of, for many and varied reasons.

Jot down at least three examples of positive outcomes or achievements in your career to date.

Include how your employer or others gained from your achievement. Also consider any achievements important to you that might fall outside your career and note these as well. You may find that all or most of the achievements that come to mind reflect the values, attributes and skills you have identified.

The following achievement categories may be helpful to get you started: People, Profits, Processes, Problems, Projects, Policy. Think of the positive impact and benefits you have brought to these different areas. The CAR model is a useful way of structuring your achievement statements:-

Circumstance: What was the situation/ background to the achievement, or challenge to be overcome?

Action: What did you personally do to resolve the problem, improve the situation or build the business?

Results: What were the outcomes & benefits to the organisation, client, colleagues etc?

Example:

Circumstance: A project involving a major client was going over budget. This would incur substantial cost to the business and put at risk both my own and the company’s professional reputation with this client.

Action: As project leader, I discussed the issues with my team and got agreement that a possible solution included negotiating a contract with a new supplier who could deliver at 10% less than the previous supplier and within a shorter time frame.

Results: I made use of my strong networks with various suppliers and secured a more attractive deal. As well as coming in on budget I was able to present this as a value-add to the client.

Example 1 C

A

R

What: Your Achievements

Example 2 C

A

R

Example 3 C

A

R

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19

Why: Benefits You Bring to an Organisation

People are employed because of what they offer to a business and to customers. We need to consider what we can bring to an organisation based on the needs of a role and the organisation’s culture.

Briefly review your Values, Personal Attributes, Skills and Achievements, both from your own perspective and from the perceptions of others.

Now list some of the benefits you bring to an organisation, your customers, and those you work with.

Examples: increased productivity, reduced risk, lifted people capability, increased customer satisfaction, prevented brand damage, protected reputation, built customer trust, increased profit/revenue, prevented litigation, adhered to regulatory requirements.

1.

2.

3.

4.

5.

MY FUTURE.

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Why: Benefits You Bring to an Organisation

People are employed because of what they offer to a business and to customers. We need to consider what we can bring to an organisation based on the needs of a role and the organisation’s culture.

Briefly review your Values, Personal Attributes, Skills and Achievements, both from your own perspective and from the perceptions of others.

Now list some of the benefits you bring to an organisation, your customers, and those you work with.

Examples: increased productivity, reduced risk, lifted people capability, increased customer satisfaction, prevented brand damage, protected reputation, built customer trust, increased profit/revenue, prevented litigation, adhered to regulatory requirements.

1.

2.

3.

4.

5.

Creating Your Value Proposition

Your Value Proposition is made up of what you say and write about yourself with the intention of making yourself and your skill set attractive to your target market. It will be a resource you draw on as you communicate with others during your search for your next role.

The key elements of your Value Proposition are:

Who = Professional Identity + Values + Attributes

What = Skills + Achievements

Why = Benefits you bring (to an organisation, your customers, and those you work with)

A first draft of the above example Value Proposition might read as follows:- WHO:

I am an IT Professional

My key values are innovation, enjoying a challenge, and helping others.

My personal attributes include my ability to adapt, be persistent and tactful.

WHAT:

My skills are leading, influencing, mentoring, and problem solving.

My achievements are in the area of project managing large technological transformation initiatives.

WHY:

The benefits I bring to an organisation include helping a business to grow by leading initiatives, such as cloud and mobile technology, and mentoring more junior team members so they become more skilled and confident.

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21

Drafting your Value Proposition

Now it’s your turn. By completing the statements below, in the same manner as the previous example, you can begin to create your own Value Proposition (and refer back to your previous work if you need to refresh your memory).

I am a… (page 6)

Who values… (page 8)

My personal attributes are… (page 10)

My transferable skills are… (page 15)

My achievements are largely in the area(s) of… (page 17)

And the benefits I bring to an organisation include… (page 18)

22

Your Action Plan

Write down three helpful ideas you will take away from this workshop.

1

__________________________________________________________________________

2

__________________________________________________________________________

3

__________________________________________________________________________

Write down three action steps you will take to implement these ideas.

1

__________________________________________________________________________

2

__________________________________________________________________________

3

__________________________________________________________________________

MY FUTURE.

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Drafting your Value Proposition

Now it’s your turn. By completing the statements below, in the same manner as the previous example, you can begin to create your own Value Proposition (and refer back to your previous work if you need to refresh your memory).

I am a… (page 6)

Who values… (page 8)

My personal attributes are… (page 10)

My transferable skills are… (page 15)

My achievements are largely in the area(s) of… (page 17)

And the benefits I bring to an organisation include… (page 18)

Your Action Plan

Write down three helpful ideas you will take away from this workshop.

1

__________________________________________________________________________

2

__________________________________________________________________________

3

__________________________________________________________________________

Write down three action steps you will take to implement these ideas.

1

__________________________________________________________________________

2

__________________________________________________________________________

3

__________________________________________________________________________

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23

Next Steps

We suggest that you:

 Continue to refine your Value Proposition. You may like to re-visit and reflect in more detail on the workbook activities to assist with this. You might ask others you trust for feedback on your Value Proposition. Review it with your target role/direction in mind, so that it focuses on the key selling points for that particular role.

 Further consider and clarify your skills, especially the ‘Transferable Skills’ that may be relevant to other roles, beyond the role you are currently doing.

 Review the resume templates on ACORN. Tailor your draft Value Proposition for use in your resume, referring to the example in the Appendix

 Further consider and clarify your ‘Achievements’.

- It can be useful to discuss your achievements with trusted peers and colleagues. It is common for people to forget or undervalue their achievements and talking with others who have had some experience of your work can remind you of your contributions.

- Continue to develop your achievement statements in the suggested form (Circumstance, Action and Result). These can then be transferred over to your Resume.

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Next Steps

It is recommended that you reflect further on the work you have done in today’s Value Proposition Workshop.

We suggest that you:

 Continue to refine your Value Proposition. You may like to re-visit and reflect in more detail on the workbook activities to assist with this. You might ask others you trust for feedback on your Value Proposition. Review it with your target role/direction in mind, so that it focuses on the key selling points for that particular role.

 Further consider and clarify your skills, especially the ‘Transferable Skills’ that may be relevant to other roles, beyond the role you are currently doing.

 Review the resume template provided to you.Tailor your draft Value Proposition for use in your resume, referring to the example in the Appendix

 Further consider and clarify your ‘Achievements’.

- It can be useful to discuss your achievements with trusted peers and colleagues. It is common for people to forget or undervalue their achievements and talking with others who have had some experience of your work can remind you of your contributions.

- Continue to develop your achievement statements in the suggested form (Circumstance, Action and Result). These can then be transferred over to your Resume.

Appendix: Versions of Your Value Proposition

• Your resume

• LinkedIn Profile

• Networking conversations

• During an interview

1. A version suitable for a résumé:

An innovative and resourceful IT professional who adapts readily to changing business requirements.

Excels in leading and mentoring team members so they partner effectively with the business and work collaboratively. Demonstrated achievements in project managing large technological transformation initiatives giving businesses market advantage.

Leadership is characterised by a blend of technical and people skills which facilitates business initiatives, such as cloud and mobile technologies.

2. A version suitable for LinkedIn:

Headline:

Technology Leadership - Business Transformation - Project Management - Cloud & Mobile Technology Specialist

Summary:

An innovative and resourceful IT professional who adapts readily to changing business requirements.

Excels in leading and mentoring team members so they partner effectively with the business and work collaboratively. Demonstrated achievements in project managing large technological transformation initiatives giving businesses market advantage.

Significant projects include:

a)…

b)…

c)…

Leadership is characterised by a blend of technical and people skills which facilitates business initiatives, such as cloud and mobile technologies.

Feedback on leadership skills include: “you brought out the best in me and the team when the business was going through very difficult times”, “your mentoring was fantastic”, “you brought the team together in a way that enabled us to meet the business objectives and bring our project in on time and within budget”.

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25 3. A resource version - it gives you phrases and sentences you can use and adapt

depending on context, for example, in a networking conversation or interview

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3. A resource version - it gives you phrases and sentences you can use and adapt depending on context, for example, in a networking conversation or interview I am an innovative and resourceful IT professional who adapts readily to changing business requirements.

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