Archive for November, 2013

Calm Down: You’re Just Presenting…

By Matthew Laurino

… to a bunch of people, and none of them are listening, and they’re all wondering why you’re sweating so much, and you wore the wrong tie today. Stop. Didn’t I just say, “Calm down”?

The great thing about your pulse is that the audience can’t take it from looking at you. Take a deep breath, look composed, and slow your speech down. Being in front of an audience is nerve-wracking, but you can still get through your presentation smoothly.

Let’s go over the main exercises that will help you appear comfortable and confident when presenting to an audience.

1)    Put your hands by your sides: This presentation tip has always been the hardest for me to utilize. The first time I gave an impromptu speech, I was rubbing my stomach with one hand as I flailed the other around the room with no attention to emphasis. My gestures were so distracting that when I looked at the recording of the presentation, even I couldn’t pay attention to the content of my speech.

Keeping your hands by your sides allows you to then use your hands to emphasize speaking points. Trust me, you don’t look nearly as awkward as you feel when your hands are resting at your sides. All-American debater, Isaac Castillo, once wrote, “Your hands can be a complement to your words in many ways, but if you have too much going on with your hands you can distract your audience.” When you limit how often you use your hands, you’ll make a stronger impact when you do use them.

2)    Stop fidgeting and move with purpose: Nervous pacing will distract your audience and alert them that the environment intimidates you. Standing in one place the entire presentation will lull your audience to sleep. Movement is about finding a happy medium.

You don’t want to rock back and forth because that makes you appear weak and unsure of what you are saying. Moving confidently towards your audience and engaging them will make your presentation more conversational and comfortable.

3)    Make consistent eye contact: Your eye contact should be for the same amount of time with each member of the audience. Jumping from one person to the next too quickly will make you seem anxious. You should hold 2-3 seconds of eye contact with an audience member before moving on to 2-3 seconds with the next person. Another good tip is to hold the eye contact with an audience member until you can determine his or her eye color. This consistent movement of your eyes also helps you set a conversational tone in your presentation, while making you seem calm and confident.

4)    Slow your speech down: Many presenters who are beginners rush through their presentations because of nerves. Slowing down the pace of your presentation will help you seem more confident and provide you with silence to emphasize your talking points.

While you slow down, be careful not to fall into a pattern of monotony. A monotone voice may make you seem more disinterested than nervous. You want to slow down your speech but still use volume, pitch, and tone for emphasis on certain ideas.

5)    Treat your speech like any written communication: By this, I mean:

  • Create an outline that runs parallel to any PowerPoint slides or presentation materials you have.
  • Revise your presentation to say exactly what you mean.
  • Practice and read through your presentation to become comfortable with your main points.

All of these tips will allow you to appear more calm and comfortable when presenting to an audience. Jerry Seinfeld once said about being on stage, “You’re never really comfortable. Even though you may think you are… you really aren’t.” If he can’t be entirely comfortable presenting to an audience, well, then maybe it is just all about appearances.



November 26, 2013 at 12:19 pm 8 comments

BZZZZZ! Think Twice Before Checking Your Phone

By Scott Kenney

In today’s fast-paced business world, people are constantly connected.  When we are not browsing through our email at our computers, we still have our phones to connect via texts, tweets, email, news updates and lastly—calls. As a young professional, how do you know when to take a call, and when you should just let it go? Consider the following three factors before you access your phone:

Age. A recent study by University of Southern California and Howard University researchers, published by Business Communication Quarterly, confirms that age is one of the most important factors in determining one’s perception of acceptable phone usage. This study found that 51% of surveyed professionals aged 21-30 believe that checking texts during formal meetings is appropriate, whereas only 16 % of professionals over the age of 40 deem it acceptable. If you look at the study, you’ll see that 40+ colleagues are 3 times less likely to excuse your behavior.

When asked about answering calls during formal meetings, the contrast is even more obvious; 34% of respondents aged 21-30 believe that taking a call is appropriate, while in the 40+ age range only 6% of professionals think it is excusable. The older your colleagues are, the more likely they are to find your phone habits rude. But what are the differences between genders?

Gender. This same study found a stark contrast between the sexes; women are half as likely to find phone usage acceptable. When asked about whether checking your texts at an informal lunch is appropriate, 59% of men found it acceptable compared to only 34% of women.  Interestingly, however, responding to a text was found to be only 43% and 23% acceptable to men and women respectively. In short, if your female boss has a few years on you, leave your phone alone.

Corporate culture. Age and gender are not the only factors that you should consider; corporate culture plays a huge role in defining the norms of phone use. If you work at a rising tech giant, constant smartphone usage could be totally acceptable, whereas a long-established company may have rules that explicitly outlaw phone use. For example, one of David Cameron’s –the current prime minister of the United Kingdom—first acts was to ban smartphone use by cabinet members during meetings. If your company culture reflects a similar sentiment, you would be remiss to even think about touching your phone during a meeting.

Good news? If you are a young ultra-connected businessperson who can’t stand 30 minutes away from your phone, you have a ray of hope. Businesses have become more accepting of phone usage; as the younger generation begins to take the corporate reigns, I expect that businesses will become even more accepting of mobile-phone use during meetings. However, limiting your phone usage could have a three-sided advantage. By limiting your phone use, you can pay attention to your surroundings and observe the nonverbal signals of the major players and gauge relationship dynamics. This approach will also help you leverage these important networking opportunities.  Lastly, the current aversion to phone usage gives aspiring professionals a unique opportunity to impress their bosses; Peter Cardon–a co-author of the this study—remarks: “By focusing on civility, young people entering the workforce may be able to set themselves apart.” Limiting your phone use may just be an extra way to impress your older bosses—especially women—so think twice before you respond to your phone’s vibrations.

November 24, 2013 at 9:25 pm 7 comments

How to Avoid Presentation Nightmares in a Case Competition

By Sisi Sun

What if one shy team member’s performance affects the presence of the team?

What if you are the last one presenting in a case competition and your teammates have wasted too much time and leave you almost no time?

What if your teammate makes a wrong argument during the presentation? 

Have you encountered the troublesome situations mentioned above? Many of us learn tips for presenting individually while in college, but a team presentation is very different from an individual presentation. Furthermore, a team presentation for a case competition­ – in which “participants compete for the best solution to a business or education-related case study within an allocated timeframe” — can differ from a usual team presentation. As I learned in a recent workshop with UNC’s Dr. Tim Flood, a college-level team case competition involves extra skills.

Individual presenting skills are important, but good dynamics and well-managed interactions between team members are more important in a team presentation. In this blog, I will cover three key components of a team case competition presentation, which will include answers to the previous questions, as well as minor things you should pay attention to in this type of presentation.


Don’t over obsess with creating a perfect PowerPoint deck. Putting together a wonderfully designed PowerPoint deck is quite time consuming. The power of the presentation lies in the people, not in the slides. As long as the PowerPoint is simple and clear, contestants should invest more time in practicing the presentation when preparation time is limited.

Allocate time for team members. Ideally, each person should have the same amount of talking time as the others. However, one of your team members may be extremely nervous in presenting to the extent that his or her poor performance in the presentation may negatively affect the presence of your team. One good solution is to let that shy person to go over the agenda of your presentation and be in charge of changing the PowerPoint slides with the remote. Going over the agenda is formula-like: as long as you memorize it, you are not likely to mistakes. If the shy person is an expert on something like the financial information, that person might be the ideal person to describe those details.


Introduce team members. People have different opinions about how to introduce group members at the beginning of the presentation. Usually members of the team introduce themselves, but some people find it pretentious because of different voices involved. An effective way is to let the first presenter introduce each member of the team and mention who will cover each item on the agenda.

Maintain Eye Contact. How often should you look back to the slides? Never. Looking at your slides means you do not know your information, which decreases your credibility a lot. Some people may be concerned whether or not they are on the right slide, but the truth is, it does not matter. You should fully trust the person who controls the clicker and be confident about what you are presenting.

Be subtle with “bloopers”. Don’t apologize for anything because an apology only amplifies mistakes. The audience may not notice anything if you pretend nothing goes wrong. The best way to predict and manage mistakes is practice, practice, and practice.

Handle time crunches. What should you do if you are the last one presenting, and your teammates have wasted too much time and leave you almost no time? When a time limit is an issue, you should just announce the point that you are going to make, cut back on the explanation part, and state the key take-away of your slides; i.e. for the explanation part, you can simply state that your method is valid and your data is guaranteed. If the audience or judges have questions, they will ask in the Q&A section.

Q&A section

Keep the focus on the person answering the question. After your teammate steps up and takes the question, you should look at that teammate instead of smiling at the audience. People may ask: “Why can’t I smile at the audience when my teammate is answering the question? I do it all the time.” Whoever steps up for the question should be the only person who is connected to the audience. If you are smiling at the audience, or even worse, making some cute expressions at the audience, you are distracting the audience’ attention from the person who is answering the question. The right thing to do is to look at the teammate who is talking right now and nod along from time to time.

Hold back on adding to others’ answers. After your teammates finish their questions, do not be tempted to add something if what you are going to say is not really important. Do not go there. stopThe time is not right to show off your knowledge or understanding of the problem. Also, don’t say anything that contradicts what your teammates said, even if what they said is wrong.  You don’t want to refute your teammates’ arguments in front of an audience. Similarly, contradicting others’ opinions will lead the audience nowhere. The appearance of solidarity is more important than whether or not someone is “right or wrong.”

Note: This practice is mainly for case competitions. In the business world, you might be able to add to others’ opinions as long as you do it respectfully. For instance, you can say: “I want to add something to what Jane said…” or  “I want to clarify one point Steven made…”


Lots of drama can happen in a team presentation. However, as long as your team prepares well and sticks to the maxim that “The collective is greater than the individual,” you can deliver an effective team presentation.

November 23, 2013 at 8:14 am 6 comments

The Secret Sauce of Leadership Communication (Hint: It’s Not Bland Logic)

leadershipBy Cameron Starnes

“Prove it!” These two words arise frequently in response to new business plans or ideas. As a result, leaders often focus on logic when communicating; they try to persuade their audience with monotonous “proof”—data, evidence, and facts. Before an executive has finished presenting, listeners are already drooling on their seats, daydreaming about dinner.

In reality, emotion is the “secret sauce” of an influential leader’s communication. CEOs may use logic to generate viable business ideas; however, they need an emotional approach for persuading others to adopt these ideas and to work toward common goals. An article by Jim Camp reaffirmed this influential power of emotion and cited a recent study’s finding that “decision making isn’t logical, it’s emotional.” Therefore, a leader must communicate with emotion in order to bond with diverse people and inspire collective decisions that support the organization’s vision.

So, how exactly should you—a business leader or someone aspiring to be—communicate with emotion? Your method should depend on the specific situation at hand, including the nature of your audience.  However, keep in mind that my tips apply to leadership in any business-related group, whether it be a multi-billion dollar corporation or a 10-person team for a business school project. Next, I’ll describe two opposing business situations and discuss how effective emotional strategies—both verbal and nonverbal—can improve leadership communication.

1. Selling a New Idea to Your Organization

This scenario often takes place in a company conference room, and the main emotion you should convey is passion. Because the situation is internal to the organization, you should begin developing an emotional strategy based on how you would communicate with members of your own company or group. In most cases, this type of audience respects your opinion and will make time to hear your proposal.

You You must propose your idea passionately in order to inspire your listeners and keep them engaged. Showing enthusiasm also develops trust because it reflects your firm belief in the idea you are selling. The audience will see you as credible if you confidently stand behind your claims. Here are some specific ways to exhibit passion when presenting:

  • Speak loudly and clearly
  • Use various hooks, such as interesting stories, to keep your audience entertained
  • Use inspiring words to incite feelings of unity and teamwork
  • Ask the audience for suggestions to demonstrate your passion for improving the idea
  • Use frequent, animated hand motions to emphasize your words
  • Smile frequently and maintain firm eye contact with audience members

2. Resolving a Public Opinion Crisis

Thi  This communication scenario is not as clear-cut as the first, especially since the audience type and anger level can vary greatly depending on the specific situation. For simplicity’s sake, we’ll assume that the audience is a group of environmentalists who are moderately angry at your organization’s potentially harmful emissions. You’ve decided that your company will take further precautions to protect the environment, and now you need to ease the critics’ worries. Because the audience is external and displeased with your group, you must convey a feeling solemnity when delivering your speech. Your emotion will indicate that the organization understands the gravity of the situation and cares deeply about resolving the issue. You must refrain from signs of passion or happiness because you want to bond emotionally with your audience. Appropriate emotion builds trust. Here are some specific ways to exhibit emotion in this situation:

  • Give a sincere apology with a facial expression that conveys you are upset
  • Relate to the audience by stating the importance of protecting the environment
  • Speak slowly, especially to emphasize important parts such as the apology and further actions the company will take
  • Maintain eye contact and maintain a serious facial expression
  • Dress in business professional clothing to convey seriousness
  • Slow down hand movements and keep them to a minimum

Through these two scenarios—one internal and one external—I hope you see the importance of leaders communicating with emotion. Emotion allows for flexibility when handling different situations. It also connects the leader to the audience, a bond that further engages listeners and increases their trust. Clearly emotion, not logic, is the vital element of leadership communication.

November 22, 2013 at 5:56 pm 3 comments

Harness The Power of LinkedIn

By Shyam Gondha

LinkedIn is a social-networking site for professionals and companies. Launched in 2003, the online platform boasts one 161 million members and over 3 million companies, including executives from almost every Fortune 500 company. However, simply creating a company page or member profile is not enough.

LinkedIn Connections Image

How LinkedIn helps accomplish your goals

Both companies and individuals can do more to accomplish their unique goals. Businesses must constantly update company pages to increase brand presence, entice job candidates, and market products. If done effectively, companies experience improvement in customer engagement and in customer perception. Similarly, individuals must create compelling and accurate member profiles to connect with hiring managers, access relevant industry data, search for job opportunities, and expand networks. If successful, individuals enhance chances of job offers.

How companies can maximize LinkedIn

  • Recruit Job Candidates. Human resource departments typically devote significant time and resources to find the perfect candidate. Unfortunately, the search for many companies proves unfruitful. With LinkedIn Recruiter, companies filter through unique screening criteria, such as years of experience, college attended, and salaries desired, to find the perfect candidate. These powerful filters expedite the speed of screening candidates at no tradeoff of candidate quality. Okar Isenberg Lima, a senior executive from L’Oréal, says, “Using LinkedIn, I have sourced around 90 top profile candidates in less than 5 months, and recruited 5. It lets us really select and focus on quality candidates. It has given us stronger employer credibility and accelerated our recruitment.”
  • Establish Brand Presence. Companies spend millions of dollars to develop certain brand perceptions. LinkedIn assists in this process by allowing companies to create company pages. A company page is a polished Internet page with links to company websites, blogs, news publications, and RSS feeds. Quality company pages convey brand values specific to a company and increase visibility. For example, Microsoft’s clean and sophisticated company page communicates brand values of integrity and professionalism.
  • Market your product/service. Effective marketing managers understand the importance of online marketing in today’s digital world. An integral facet to any marketing strategy is a LinkedIn company page. Company pages provide information on company news, product updates, product promotions, and client recommendations to improve company perception and generate lifelong customers. A recent study concluded that LinkedIn members are 50% more likely to purchase from companies with active LinkedIn company pages. Furthermore, LinkedIn provides an opportunity for businesses to segment and target their markets in a more narrow manner. Rod Strother, Director of Digital and Social Centre of Excellence at Lenovo, says: “LinkedIn is a key platform for us being able to reach quality consumer or business professionals.”

How individuals can maximize LinkedIn

  • Find a job. College graduates and unemployed professionals must inevitably face the daunting task of finding a full-time position. LinkedIn offers a unique online platform to facilitate an individual’s job search. Individuals utilize powerful filters, such as zip code, industry, job functions, and experience, to narrow searches. Another new feature intended to facilitate one’s job search is the “Discover Jobs in your Network” feature. This feature eases the process whereby an individual secures a referral from a connection already working for a particular company. With the growing importance of job referrals, this new add-on has become an immediate hit with users. LinkedIn derives its widespread effectiveness because approximately 77% of all jobs are posted on LinkedIn.
  • Expand your network. Networking, the process of building relationships, is a powerful tool in securing a job. LinkedIn creates a specialized network where professionals can develop first-degree and second-degree connections. First-degree connections are those connections who have directly accepted an invitation. Second-degree connections are connected with a first-degree connections. These distinct connection labels facilitate the job search by incorporating personal references into networking. LinkedIn members can reference the mutual first-degree connection when sending invitations to second-degree connections, effectively increasing the chances of acceptance.
  • Build your brand. LinkedIn members create professional profiles to establish their unique brands. For example, members can update work experience, approve professional endorsements, and add unique skills to differentiate themselves from other applicants. The online platform also incorporates personal interests, hobbies, and short introductions to craft a more personable and story-like page.
  • Stay up-to-date. The numerous channels of information that exist today frequently overwhelm the average reader. Realizing this problem, LinkedIn executives created a concentrated location of different information tailored to one’s particular interests. For example, a LinkedIn member who joins an industry grouping for marketing professionals constantly receives news articles and blogs about new marketing techniques and trends.

Create or change your LinkedIn profile or company page

Businesses and individuals must understand these unique benefits of LinkedIn. Businesses must harness the power of LinkedIn by creating company pages that engage customers and improve company perception. Similarly, individuals must create profiles to build personal brands and improve job search success. Ultimately, both parties must immediately develop useful and relevant LinkedIn pages.


November 20, 2013 at 8:18 am 8 comments

Stop Being the Office Jerk

By Trey Manning

In the fast-paced, hustle and bustle of today’s business world, communicating efficiently is more important than ever. Bluntness can speed up the process of communication through the elimination of questions about message content and intention. However, this direct communication style is often perceived as aggressive, crippling company morale and internal relationships. The challenge in improving internal communication lies in finding the right balance between bluntness and tactfulness.


The Blunt Perspective 

Bluntness is not equivalent to being assertive in communication. Bluntness is stating an honest opinion without genuine concern for others emotions or alternative perspectives.

As one who personally struggles with the balance between bluntness and tactfulness, I can attest to an underlying issue regarding differences in perception. Blunt people do not perceive their comments as offensive or negative in tone. The office blunt believes individuals hold the right to speak openly, and he does not take personal offense at comments voiced by others. Speaking straight reduces confusion and helps propel projects or desires forward.

I decided to use my struggle with bluntness in business communication to investigate ways of speaking effectively without offending others.  

Stop Being Perceived as the Office Jerk 

Blunt communicators must learn to see the world from another perspective. Recognizing differences in emotional sensitivity and effective criticism will help you avoid becoming the office jerk. Kate Nasser provides several helpful tips for moving from “Brutally Blunt to Helpfully Honest”.

  • Hear the tone: Growing up my father always told me, “It’s not what you say; it’s how you say it.” Voice inflection can turn an intended compliment into an office conflict. In reducing blunt communication, recognize and adjust your personal tone of voice in delivering messages. Consider asking trusted friends how your tone comes across in communication.   
  • Recognize the environment: Location, location, location. This rule does not only apply to real estate. Recognize that everyone comes from a different cultural background with varying norms of communication and interaction. For instance, the traditional southern charm and respect of “yes ma’am” may be offensive to an individual raised in the North. Further, align the directness of your message with the specific industry and company culture. Investment bankers will communicate more directly through the high-stress and high-risk deadline environment than will a sports marketing analyst in the corner office. 
  • Guard the emotions: Prevent negative personal emotions tied to a situation from increasing the intensity of conversation. Frustration can lead to blunt comments that are embarrassing, personally offensive, or damaging to the forward momentum of a company. Take a second to breathe and think before spouting off targeted statements in the heat of emotion or stress. 
  • Avoid ‘you’ statements: Avoid starting statements with the word ‘you’. Comments such as, “You failed at presenting effectively” are not helpful in fostering change. Instead, offer specific observations of past actions and a future plan for improvement. Starting conversations without direct ‘you’ attacks will prevent defensive responses and encourage constructive collaboration. 

How to Handle Bluntness 

The reality is that people will forever have different styles of communicating. In order to sustain office morale, employees must better understand one another. The Code Writer’s Wife provides two tips for understanding the blunt communicator.

  • Don’t take it personally: Direct communicators likely have no intention of offending or emotionally harming those around them. Remember to understand the background of the person and recognize he or she is simply voicing a single opinion. 
  • Don’t be afraid to question: Let the person know what was said came across as offensive or embarrassing to you. Do not hesitate to ask the reason for a particular comment or tone of voice in a business interaction. Likely, the individual did not hear the unfitting tone or negativity of the comment.

In creating excellence, communicators on both sides of the blunt perspective must learn to understand one another better. Improving corporate communication is about understanding perspective and the ultimate balance between bluntness and tactfulness.


November 18, 2013 at 9:26 pm 3 comments

Networking 101: Basic Etiquette and Tips

By D. B.

As a junior business school student, I am faced with the daunting task all other students have to face at some point: getting an internship. Internships are becoming almost mandatory in the eyes of employers today, and the task of securing one is not getting any easier. Students are fighting for very limited internship spots offered by companies, and competition between students is becoming harder and harder every year. For example, this past year Goldman Sachs received more than 17,000 applicants for its Investment Banking division summer internship. The firm only hired 350 summer “intern” analysts, which is an acceptance ratio of 2%; that’s lower than the 5.9% acceptance ratio at Harvard! As an aspiring investment banker, this statistic is incredibly assuring…networking

Understanding what competition lies ahead, I plan on resorting to the one skill every student should master to help in the internship/job hunt: networking. I consider myself a competitive and fairly qualified student; I have an acceptable GPA and am an active leader on campus. However, unfortunately, so do the others planning to apply to the same internships as I am this summer. How can I “stand out” or “provide a wow factor” to potential employers? Networking is the answer.

Networking seems to be the preferred method of screening for companies looking to hire students out of college. Firms are looking for students who “fit” their company culture and lifestyle. Quite frankly, the concept of networking makes sense. As a head of a firm, why wouldn’t you trust your co-workers’ (whom you already depend upon and know are qualified for the job) recommendations or suggestions on certain candidates? Internal recommendations save a lot of time when sorting through thousands of qualified applications during the tedious but necessary application process. To iterate how prevalent networking is, here are a few statistics from about the impact of networking on the hiring process:

  • Networking was the most effective method at 34% and applying online was second with a 26% success rate.
  • Among networking approaches, referrals from within the organization (18%) and outside the organization (9%) are the most successful ways to land the opportunity. (Impact Group 2010)
  • Of organizations’ hires, 26.7% come from referrals–making them the number one external source of hiring for the participating firms.
  • Above the $100K mark, networking accounts for 50% of listed job opportunities.
  • For those in between $60K & $100K, networking yielded 46% effectiveness and published openings accounted for 31% effectiveness in landing a job.   

Dos and Don’ts

While networking seems to automatically propel you in your internship/job search, it can be quite intimidating. Also if done wrong, it could potentially disqualify you from even having a chance at obtaining that sought-after internship or job. Networking is an art that must be attempted appropriately. Therefore I have compiled a list of “Dos and Don’ts” to follow when networking:


  • Research the company ahead of time; know the basics of the company
  • Have your “elevator pitch” ready
  • Prepare thoughtful questions to ask employees–nothing that could be found easily during a Google search
  • Treat everyone with respect
  • Be humble and seem interested
  • Have a great handshake
  • Dress in business professional
  • Have multiple copies of your resume ready to hand to employees if necessary
  • Streamline your social media presence before creating connections with employers
  • Send personalized follow-up emails to employees whom you speak with


  • Overly boast or talk about yourself too much—you don’t want to give off the sense that you’re overconfident or conceited
  • Act like you know more than you actually do—odds are that the employees are much smarter than you are and will call you out on wrong information
  • Drink too much—assuming alcohol is available and you are of age
  • Ask basic or inappropriate questions such as “Where are your headquarters?” or “What’s your salary?”
  • Rudely interrupt  employees or other students when they are speaking
  • Automatically hand someone your resume—wait until the person asks for it
  • Spend too much time with any one person
  • Go under-dressed
  • Fail to deliver on a promise—if you said you would do something (such as send an email,) make sure you do it
  • Send a follow-up email directly after a networking or info session—wait at least 24 hours (although this advice depends on the field)

These general guidelines will help you communicate effectively with employees at potential firms where you want to work.

 Is networking the only way to secure a spot within a company?

While I have emphasized how prominent and influential networking can be in securing an internship or job, this process is by no means the only way to do so. Companies will still hire students who are highly motivated, qualified, and interested through the traditional application process. Networking is just a way to make you stand out and put yourself in a better position to succeed. Realistically, networking at the undergraduate level very rarely guarantees you a spot within a company. The takeaway from networking as a college student is that doing so will more than likely provide you an opportunity to interview, which is arguably half the battle of securing a job or internship. As students searching for internships and jobs in an increasingly competitive market, we need to do all we can to stand out from the crowd, and networking has proven to work consistently in helping us reach our goals.

November 18, 2013 at 10:51 am 11 comments

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