Contractor for CRM: looking for ways to fail a project

    In the comments to our previous post, user raguanec asked if CRM-system implementation would fail if you contact small companies or private developers. It was the best of the questions asked that day, and then we decided to answer a large article in which we will consider what it is like to order corporate software from different types of contractors, evaluate the pros and cons and side effects. But in two weeks the imagination broke out and we decided not just to party, but to conduct another experiment in our style. It turned out exciting and sometimes mischievous. Enjoy! And on the terms of reference there was a racing car for Formula 1 That same comment thread. Asked - we answer.





    What will we talk about?


    It will be about custom development and the search for a contractor for the implementation of finished software. And we’ll try to look exactly as it is most often done by company representatives who are instructed to choose a CRM system: that is, “we need CRM with several requirements.” We imitate a complete misunderstanding of the processes of software development and implementation. It was especially difficult with freelancers - they had to “order” software that was to be developed “on the knee” from the point of view of the rules for creating corporate programs.

    Indeed, one often has to see how company representatives in search of ways to save on CRM are looking for software in non-core forums, freelance sites, and choosing software exclusively for the price. The situation is initially strange, since CRM is a technological investment in the development of a company, acceleration of processes and service. Saving on investments means saving on the result. Well, okay, today we are not talking about that.

    It is worth mentioning that we analyze history using an example of a CRM system, since this is our topic, and the question originally concerned it, but almost all the pros and cons are relevant for custom development of any software: from a 1C config or website to an IT infrastructure monitoring system .

    Who will it be about?


    1. About freelancers. This is a popular class of developers who are ready to take up the project and ... And then the map will fall: conscientiously complete it, make friends with the customer and have a stable income for support; pile something on templates and sell it to a greedy customer at a dumping price; proceed, fail, return the money; take an advance payment, pick a couple of times to clear conscience and the abyss of radar; chat and chasm. And the distribution of variants of events, alas, is not always in favor of the first.
    2. About young startup companies that, in the wake of the IT boom, decided that they were making CRM systems. Well, or contact managers. Or maybe business planning. No, task systems. Well, or, in the end, intuitive dashboards for advanced leaders. Such companies are again divided into two large parts: the first, their minority, will develop the product, grow, search for niches and price limits; the latter will quickly realize that chasing existing CRM developers is useless, they will close the business and open a coffee shop, barbershop or succumb to consulting. Learned business, you can teach others.
    3. About vendors of CRM systems that have been on the market for a long time (more than 5 years). These can be large and very small companies, but the main condition is a developed product with stable updates, support, in-house development, and well-established conditions for interacting with customers. Simply put, these are ordinary vendors. For example, we. Regionsoft Developer Studio is a small company, but has been on the market for 16 years, and has been developing its CRM system for 11 years. We have stable and frequent minor updates, once every one and a half to two years - a new "tricked out" version is released. This is our main business, we have our own development department, technical support, several consultant managers and have run the product on more than 6000 clients with different types of business. And we, of course, are not alone in the market.

    The main difference between these three categories: from freelancers you order the development of a CRM system (essentially a program code) and you don’t receive or don’t receive an implementation project (training, maintenance, revision, integration, settings, etc.). From start-ups and mature vendors, you get a finished product and an implementation project (adaptation, completion, training, support, integration, etc.).

    We make a reservation in advance that in all groups there are both positive and terrible exceptions and there is no place for generalizations here. However, the general trends are obvious. And in advance, we apologize to all freelancers and companies whose time we killed. In the end, you did not spend so much.
    It turns out that we can also be surprised.

    Freelancers: sawing on my knee


    We at RegionSoft have never turned to freelancers in our lives - all the needs for smart heads and shoulders are covered within the state. If suddenly something goes wrong, we have an extra life multi-functional guys who are able to program, and support, and sell, and admin server. But, firstly, it turned out that our employees worked closely and more than once on freelancers in their previous jobs. And secondly, we are against boring posts on Habré, so we decided to conduct an experiment and create tasks on freelance sites. They came up with a virtual girl and threw such a task:
    By the way, we created the task on Freelansim (Habr project, spending 1 task from 500 rubles), FL.ru (shareware) and Kwork (we asked for the registration letter 7 times, but didn’t receive it, respectively, from the game dropped out). Let’s say right away: they won’t call a good deal free, and FL.ru pleased us with shkolota, plagiarism and brave CRM developers for three months. Freeliman is a better quality project, with adequate guys, though not without companies and their sales people, but it seems that this is not prohibited. However, we will tell all the details along the way.



    So, almost unambiguous advantages of working with freelancers.

    pros


    Freelancer services are cheaper. It’s even difficult to argue here somehow - in our task we “allocated 300 thousand rubles to the project”, but we were offered 20 thousand rubles, 30 and 350 thousand rubles. Of course, the development of CRM to order with the specified requirements of 300 thousand rubles. It can’t cost, and we evaluated the quality of the proposed template solutions without leaving the box office. But yes, in almost 90% of cases, we got a price tag significantly lower than the vendor's price, sometimes an order of magnitude.


    CRM for 15 days, 14 nights and only from 50 000 rubles.

    You do not pay for infrastructure- and this is true, if we compare a freelancer and an employee (for example, a 1C programmer or a web developer for an easy CRM on the knee). A freelancer does not take your time for constant negotiations, does not require a special PC, does not ask to purchase an IDE, pay for food, Internet, etc. In general, this is a comfortable interaction: you are waiting for a solution to the problem and do not worry about the means by which it will be found.

    Freelancers can focus on the task and distract from external factors- especially if you are lucky and you find a “project” freelancer. As a rule, these are the guys who have the main work and in their free time they saw the project after the project, not exchanging for “widgets, appliqui, patches and courseworks”. They know their job, have excellent stack control and are ready to work on your task for most of their free time. A rare species, but even in the experiment we came across a couple of these guys.

    Freelancers are counting on irregular working hours and are able to show the wonders of speed. If a person earns only private orders and at the same time values ​​his name, he really works quickly and almost around the clock. Well, you, in turn, do not need to pay for processing, weekends and answer in all severity of the Labor Code of the Russian Federation for irregular working hours.

    As you can see, there are advantages to working with freelancers, and they are quite significant, especially for small companies that need software to account for their client base. But before you rush to register accounts on freelance sites, you should learn about the cons and funny moments of our experiment.

    Minuses


    Freelancers break the deadlines and do not get in touch - this is devoted to a million jokes, stories, pictures, etc. Indeed, two guys disappeared on Skype, another disappeared after clarifying the task by phone. Colleagues confirmed that sometimes it seems that it is during the project that the freelancer gets sick with dogs and cats, numerous distant relatives die, plumbing spills happen, hard drives break down and the SIM cards of the whole big three mobile operators fail. Some kind of misfortune!

    As a rule, freelancers run several projects at the same time.and how priority will be set depends on the decision of the contractor. This is a big problem because you are not connected to the freelancer contract enough to control its work hourly. A high priority can be obtained in two ways: either to give a really interesting task (which hardly matters to a freelancer in the understanding of a freelancer), or to pay an amount that will cover the risks of other projects (then you lose the goal of hiring such a contractor - saving).

    Freelancers are usually multi-worker. This, of course, is good for them - the guys are always in trend and are able to do small tasks on several options of the technology stack. But this is bad for the customer, since no technology can be studied deep enough for the project.

    Freelancers often know how to speak, but do not know how to do. As we have already said, it is no coincidence that we created girls for the bot experiment - they hoped that they would begin to offer us beautifully. Indeed, some freelancers sent catchy offers, but they disappeared after the first question on TK. But, fortunately, there were few of them. Although some even taught to live.

    Miracles and only on freelance sites
    For example, freelancers ignored questions and rushed into battle - think that we should build CRM! And even sought to do something else besides the standard CRM.



    True, the one and only participant with FL turned out to be adequate and lowered the customer from heaven to earth. In fact, the initial task is really quite difficult. And the development of such software from scratch is much more than two million.



    Unfortunately, at both sites, company representatives, official and partisan, met. From the point of view of the promotion channel, this is probably not so bad, but somehow not very pretty. In our opinion, taking client tasks on freelance sites is not quite an adult. However, it is not for us to give advice on promotion, we are returning to development.



    Some of the answers were frankly illiterate and resembled a conversation between a deaf and a blind man - we even joked inside the company that you could order another CRM-ku from a pro, and then on September 1, school, lessons, and the project would fail due to the artist’s busyness.

    Or, for example, a developer for whom you need to keep your staff of architects, engineers and product managers. Perhaps, with such an arsenal of IT services, the company itself will cope with a CRM system.



    To someone, everything that’s not Yandex is not serious. It also remained a mystery how the perception of the “seriousness of the product” will be ensured, how should the choice be made, and most importantly, what kind of CRM-system is it like in Yandex? Again, there is an underlying feeling that the interlocutor is a company representative.



    And here is an example of a discreet, high-quality and honest answer. We liked the approach and even the technology stack. And again, we had a weak feeling that we were communicating with a representative of a company or development group, and not with a private contractor.



    TK is a cherry on a cake when communicating with freelancers. And if almost everyone asked Freelansim about TK (18 answers), then out of 12 on FL.ru they themselves initiated a conversation about TK, two, and that was already in personal communication outside the resource. But something interesting awaited us with them. So, for example, one of the performers was ready to write TK in a day ( despite the fact that it takes us from 50 working hours to 20-30 working days, and TK of such a level as in our task will take from 100 hours ), another asked for TK with all the diagrams in the UML notation. By the way, several freelancers refused to draw up a technical task and sign it themselves. And we, by the way, already wrote why this is bad.

    What they told us about TK
    Here, for example, correspondence with a superhero who is ready to create a technical task in one day. The discussion did not reach the speed of development.



    And here is the second contractor, not ready to participate in the development of technical specifications and its signing. But ready to write code quickly and inexpensively.




    Freelancers are not ready to solve technical problems and do not support their solutions or do it more expensively than a vendor. Questions about technical support were either mildly circumvented or left on the plane "there will be a system and we'll see there." At the place of business, I somehow do not want to know at all that the CRM system of crutches and bicycles will be serviced at a high price.

    But bicycles will certainly be. In our assignment, we gave potential contractors the right to choose the technology that interests them and seems most successful. By the way, here we got such a zoo in response:

    • “We will make the technology stack ourselves, the DBMS will be MySQL - it’s free” (to be honest, we did not understand about the stack that we will make ourselves - will they write their own interpreter? Who knows?)
    • php + mysql
    • PHP (laravel, zend, codeigniter, yii and symfony); Python (django); Ruby (RoR) - but this was suggested by the company, not a private freelancer
    • Php
    • php (yii) - three times
    • PHP (Laravel), Golang, NodeJS (sailsjs)
    • asp.net core? Postgresql or mySql db - it was again a company
    • 1C-Bitrix - two times.

    Some sent their ready-made implementations of CRM-systems and even brazenly plagiarized. In the spoiler - a little analysis of the stories.

    Someone's security holes, mistakes and crash
    One of the freelancers sent us several links to their projects - domain + username / password. We entered the first system and .. .ohreneli surprised: we were in a live customer base with full name, phones, dates, transactions, status, and managers. However! The first thought is the numbers invented. Phoned five numbers from the base and introduced themselves as an advertisement for a fictional beauty salon and car dealership. All alive and match the names! Here is such a security of personal data on the web - a clear visual, textbook example.



    Below is the interface of another masterpiece. The usual form in elementary execution. But even without errors and mistakes, everything is functional, although not user-friendly.



    In contrast to this CRM-system, which at the first attempt to move it produced a crash of the database, then it rose, and then completely painted, even opening a piece of the source. We didn’t break it, honestly! We are generally more and more on desktop systems.



    Well, grammatical errors in the menu are already beyond the bounds of good and evil. I wonder how the client accepted this software product?



    As you may have noticed, two problems are striking: a misunderstanding of what a CRM system is in principle and security problems in particular. The reason for such incidents is simple - freelancers are not ready to design and test, partly from a lack of time, partly from a complete nonsense to each project. They are not familiar with the concept of refactoring - while, for example, we refactor our RegionSoft CRM regularly and strive to achieve the speed of deployment and operation of the program not by cutting functionality, but by optimizing the code. By the way, only three asked about the design, but this is a serious layer of work, which the programmer must not deal with.

    Often freelancers are quite inexperienced in understanding business requirements.- in fact, no one prepared them for the development of enterprise software, and it's hard to blame them. But when developing a CRM system, there is a lack of understanding of what the primary documentation, discount, commercial proposal, warehouse, cash register, business process, etc. are. will lead to the fact that instead of a working tool, you get an Excel plate with a changed interface and expensive.

    Freelancers are arrogant- They consider themselves professionals in areas that seem adjacent to them. For example, we were bombarded with offers by website developers. But a CRM system (even the web) is a completely different requirement for working with forms, storing and protecting information, access rights, etc. However, people are ready to take on the job. And if they do not fulfill it or drag out, you will receive problems with delayed implementation and you will continue to work for some more time with reduced efficiency.

    It’s hard to find a good freelancer, it’s a long and complicated process. By the way, we were lucky - we would choose for the second stage three people with Freelansim (the company does not count from there) and would talk with one with FL.ru. But most of all we liked this developer- he wrote in the case, professionally, correctly, understandably; talked about load, stack, implementation options, said about design, mailing. The man read the task, embraced it, professionally disassembled it according to the words. That was the exception. So we share a find if someone needs a PHP-shnik.

    Legal issues and intellectual property protection - a company rarely thinks about this when ordering a project. Let's say your concept, your features, and implementation and design - a freelancer. Who owns the program rights? Who owns the code? What will happen if you decide to develop the system and sell it? These questions remain open, they did not answer us - if anyone has experience, tell us in the comments how the legal subtleties are resolved here.

    Somehow it’s even a shame that so many minuses turned out. Although initially there were 18 items on the list, we removed the obvious ones (such as plagiarism, pseudonyms and false phones), subjective ones (yes, they were rude to us) and rare ones (like paying for a trip to our office from another country). But there is a problem, and it consists in the fact that developers of CRM systems among freelancers are looking for companies that have a need for software, but have little money. And in the end, they lose both time and money, and are disappointed in the very concept of CRM. And again, their own business suffers from this.

    Well, the last remark: do not confuse freelance and outstaffing. If you take a person or a development team to outstaff, they actually completely allocate time and resources for your project, and then the risks and features are different.

    Conclusions and recommendations


    When choosing a freelancer for software development, make no mistake with the site (choose specialized IT shny) and ask a few things.

    • Examples of work with proof that the portfolio belongs to this particular developer.
    • Technology stack and explanations on it.
    • Features of the creation, coordination and approval of technical specifications.
    • General experience with the software class you need.
    • Legal aspects of assignment of rights to created software.
    • Features of technical support, training and further development.

    Conclude an agreement, take several contacts, read and verify reviews, and most importantly - do not give all the money at once. And do not forget that this is just code - but you still need design, integration, customization, training, etc. And it's all for the extra money.

    Young companies: risk is a noble cause


    When for the second decade you have touched the CRM-systems market (and any software), you constantly see how the market is growing by new participants. Most of them do not last a year, others change the business model, and others are lost sight of. In principle, over the years, successful starts can be counted on the fingers of one hand - and they are known to almost everyone.



    So what is the difference between beginner CRM-schiki from mature vendors?

    pros


    A lot of time for the project is an obvious advantage of young teams. There are not many orders in the work, the marketing policy does not yet bring a stream of leads and more attention can be paid to a specific development / implementation project. The fee for this is a small implementation experience for the company, but with due diligence and a head on shoulders, everything works out fine.

    Young companies are trying and working on the image. Today, one review on social networks or a couple of nasty comments on Habré may deprive the company of some new orders. This means that it is necessary to make successful projects and satisfy customer requirements, while the image is a completely blank sheet. It suits you - you can count on at least impeccable correctness in communication, a detailed discussion of the project and speedy implementation.

    New teams use a trendy technology stack. It is unlikely that you will be able to find beginners doing desktop CRMs and writing code in C ++ or Delphi. In principle, this is not bad - modern development tools allow you to work quickly, assemble applications from ready-made components, create, including mobile versions, simultaneously with the web, etc. But there are risks: as always, security is in the first place, and support for the technology itself inside the stack is in the second place, especially open source. If the technology is no longer supported by its vendor or community, then the software developed with its help will also begin to experience problems sooner or later.

    At startups, you can get discounts and bonuses - again, due to the small number of orders, and sometimes the price charged.

    Employees of young companies are exceptionally correct and welcoming. It’s not that we, the vendors, were evil and rude, but a touch of servility and hypocrisy has fallen upon us. We at RegionSoft perceive our work as doctors - we need to provide qualified assistance, and not send it from office to office, collecting money with a glued smile. In general, the difference is not critical, but for impressionable persons it is.

    It is pleasant to work with young companies; they have learned a lot from the Western practice of communicating with clients and working with projects. It may even be fun to watch how the work on implementation will go (for example, you will be given a Gantt chart - this is impressive). But the devil, as you know, is in the details.

    Minuses


    An unstable team is a sign of a young company. During the implementation, you run the risk of seeing a change in individual managers, developers, or the entire staff. Such internal instability has a great effect on relations with the customer, leading to time delays, the loss of important documents, and even deliberate sabotage from the guys leaving the company.

    In companies that have not implemented enough implementations, there is almost no customer experience - which means that in certain situations the team may get confused, fail to find a solution, refuse to give the correct answer to the question that has arisen. This is not a critical minus and it can be compensated by the mind and hard work of employees, but in general it’s a shame to be an experimental rabbit for your own money.

    Companies can live in mirages- in particular, they can consider themselves CRM-developers, but at the same time have in their arsenal just a program for managing contacts or deals. They can declare mail and telephony, but implement them through third-party applications (widgets). This is a set of unpleasant surprises that may fall on you after the conclusion of the contract.

    Companies can change prices and delivery schemes - and this is very unpleasant. The price can be pegged to the currency and change along with the exchange rate (in Russia, saving, you understand, is not an option) or change every year (this applies to software rental, i.e. SaaS models). It is unlikely that it will be possible to fix the long-term rental value in the contract. There is a way out - to pay a couple of years at once, but then the whole economic meaning of SaaS is lost and new risks appear.

    Companies can change the direction of their business - in case of unsuccessful start of sales, a young company can refuse a CRM direction or, for example, start supplying only packages from 100 users. The best thing you can count on in this situation is a notification that you need to upload or migrate data within two weeks or a month. By the way, the service may turn out to be paid - startups like to take money, for example, for backups, uploads or the right of expanded access to your data.

    Alas, a young company (especially if it calls itself a startup) is more a cult around technology and business philosophy, but not the business itself. We’ll say something seditious now, but a CRM system manufacturing company cannot be a startup. Just because a startup is a search for a product and a search for a business model. Everything is linearly simple in the CRM market: develop a powerful functional product and start implementing, no searches.

    "Adult" vendors: stability is a sign of mastery


    There are a lot of stable vendors in the market. Our RegionSoft is one of them. Great experience and proven by thousands of software implementations - the main advantage of such companies.



    pros


    The brand of the companies they value . It costs a lot. We focused on service and professionalism - each client can come up with the most difficult questions, get answers, high-quality automation, training and technical support. In the same way, our competitors have built their own strategies for working with clients and try to adhere to them.

    Vendors use the latest versions of development tools, always up to date with all the updates in its narrow subject. Each company has prevailing preferences in terms of technology stack. Some changes can happen except with the release of a completely new product. Accordingly, the developers have accumulated experience, confidence in the selection and reliability of development tools, DBMS, and other software tools. That is why most business software old-timers look at new programming languages, databases, and other technologies, but they always carefully evaluate all the risks of switching to a new stack. But young companies and freelancers sometimes risk taking raw versions of media or languages, and then get bugs on production. And risk is far from always a noble cause.

    RegionSoft has long found its "golden" stack, we stopped strange experiments with software and are making a workable tool. Programmers are constantly honing functions, refactoring, optimizing, looking for new patterns so that RegionSoft CRM can be installed in minutes, performed operations in seconds and integrated with sites, telephony, 1C. It is for these purposes that we have created additional tools - such as the server of program scripts and integration RegionSoft Application Server and our own telephony routing server ( VoIP-connector ).

    Serious vendors have an implementation roadmap- best practices without cones and growth problems. These are formed internal patterns and instructions by which the implementation takes place. We have one, and recently such an instruction was also issued for customers - you can immediately download the diagram and article , and read later.

    Companies respond with money for delays and errors - all details are specified in the step-by-step technical assignment (TOR) and are specified in the contract. Accordingly, you know in advance the price of the project, terms, responsible persons. All employees involved are available for communication and counseling. Intellectual and human resources make it possible to quickly and efficiently solve customer problems and work with incidents.

    Each vendor has at least one office with staff responsible for everything, even the most complex technical issues. And you can be sure that the vendor will not disappear and will not stop "picking up the phone" without fulfilling its obligations.

    Minuses


    Higher costs - yes, a mature vendor’s implementation project is usually more expensive than an order from a freelancer and sometimes more expensive than a startup’s implementation. In fact, every vendor action is legally protected and financially secured - you do not have to pay twice, and the risk of remaining without CRM is minimized.

    Although there are situations when a potential client comes with a space-scale project, where everything is intertwined and integrated to such an extent that the forecast for the successful implementation of such a project is positively negative. A competent vendor must either reject such a project or convince the customer to change the concept, removing the implementation of dubious and inadequate requirements from the project.

    To realize this, it is necessary to deeply understand the essence of possible problems, and this is possible only with the advent of a lot of experience, which is not available for freelancers and startups.

    The lack of industry specialization - indeed, among mature vendors there are a lot of CRM-ok “for” (real estate, online stores, advertising agencies, etc.), but very few with really redesigned industry processes. Just because creating such versions is an expensive pleasure, because you need an investor (not the one before whom the pitches are read, but the one that actually orders the software) and professional consultants. At one time, RegionSoft team made a CRM system for television and radio broadcasting(TV and radio holding) - it was a difficult and long process, but the product still easily “makes” the rest and is in demand.

    A large pool of customers takes away all the resources of the vendor, but nevertheless, he builds his business processes in such a way as to fulfill all obligations. It is extremely rare that the start of a client project can be delayed for a short time due to the workload of all employees.

    Conflicts of the customer and contractor- a serious destructive force of the implementation project. The client turns on the “Payed” mode, the vendor turns on the “Not written in TK” mode and a clash of interests begins, which can lead to a collapse of the implementation. The recipe is simple - to compromise and be attentive to legally relevant documents (including TK as an integral part of the contract).

    There are specific flaws inherent in individual companies. Such risks are
    best identified during a conversation with each specific vendor.
    There will be no conclusions and recommendations on companies - we already wrote about choosing a vendor in a detailed article about implementation.

    Triggers of choice


    Most micro and small business companies sometimes go through all three types of contractors. And such a choice is determined by several reasons.

    • Масштабом проекта — если вам нужна простенькая форма, а ваши данные никому особо не интересны, то можно искать частного исполнителя и получать свою разработку приемлемого качества. Ну или не трепать себе нервы и за те же деньги купить лицензии базовой редакции CRM-системы.

    • Бюджетом проекта. Не забывайте про бесплатный сыр, просчитывайте риски и не платите дважды. Учитывайте, что есть стоимость разработки/лицензий/аренды, а есть стоимость внедрения, поддержки, обучения, доработки. В конце концов, есть цена владения за период, а значит, не стоит полагаться на чужие слова — посидите с калькулятором, подумайте.
    • Спецификой бизнеса — бывает, что невозможно подогнать под себя базовую систему любого из вендоров. В таких случаях лучше заказать разработку в молодой компании или у зрелого вендора с наиболее подходящим вам ПО.
    • Степенью подготовленности к внедрению — если вы железно знаете, что хотите, у вас есть техническое задание, вы готовы тестировать и внедрять проект самостоятельно, то можно выбрать любой из трёх вариантов и дожимать проект по полной. Но тогда вы фактически не разделяете ответственность ни с кем, кроме самого себя.

    However, do not forget that implementation is many times more than just the program code of the project. It is necessary to meet deadlines, to achieve automation goals without loss of money, time, or nerves. To get the desired result, it is worth considering all possible options and only then make a meaningful choice: solve problems or create new ones. Alas, the desire to make quick and maximum savings is rarely justified. Choosing a CRM system is an important step in developing a business at new speeds. It’s better to implement enterprise software next to experienced people who understand the details of the process and problems of your company.

    Professionals are in all three groups. It's just that the density is different. The choice is yours! The main thing is not to get a pig in a poke.

    Important announcement
    We initiate a large-scale study of sales of the CRM market - we will be a secret buyer of other vendors and find a secret buyer for ourselves. The review will be honest, we are interested in comparing ourselves with others and highlighting the best and worst practices. If you have questions that you would like to clarify during such a study, suggestions and comments, write in the comments or at pr@regionsoft.ru - we will take everything into account. If you are a vendor and want to get into the review, write too - we will gladly consider anyone, objectively and without intentional negativity. We plan to start in September - there is time. We don’t talk about ordering, money, “maybe we’ll agree”, “share”, “let me read and coordinate” and other kickbacks, conditions and bribes - we ask you not to disturb such people.

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