Contract Type: Permanent

Hours: Full time, 35 hours a week

Location: London (will also consider Birmingham or Manchester)

The Corporate Partnerships team sits within the wider Partnerships fundraising team and is responsible for developing sustainable and high value corporate partnerships. The main purpose of the role is to oversee employee-lead fundraising products and related income raised via The Prince's Trust supporters (corporations employee bade and their clients/customers) who have chosen us as a charity partner.

This role has specific responsibility for maximising income from and development of employee fundraising products including our flagship fundraising 'Million Makers'. You and your team play a significant role in the sustainability of Prince's Trust corporate partnerships. By engaging workforces on mass, you will also focus on ensuring employees from over 100 corporate partners have an excellent experience whilst supporting The Prince's Trust whilst encouraging them to remain fundraisers for The Prince's Trust in the future.

This role will prioritise, support and analyse the employee fundraising needs across The Prince's Trust.

To learn more about the role, please download the job description.

About The Prince's Trust

We are a youth charity whose mission is to help young people transform their lives by developing the confidence and skills, to live, learn and earn. This year we will support more than 70,000 young people through a range of proven programmes, with three in four achieving a positive outcome!

We have a bold ambition to extend the reach and impact of our work and help one million more young people transform their lives over the next ten years.Our job is to inspire them, support them and release their potential, so that they can thrive and society can prosper.We will focus on innovation, to ensure we adapt and remain relevant in a rapidly changing world.We owe it to ourselves and the young people we serve, to do the best work of our lives and to help give them an increasing stake in our economy and society. They are the key to a positive and prosperous future for all of us.

The Prince's Trust is committed to safeguarding,protecting and promoting the welfare of the children and young people we work with. Successful applicants to roles at The Prince's Trust will be subject to criminal vetting checks, and where necessary for the role, a check at an enhanced level will be required.

To apply for this vacancy please go to our website and complete the online application.To help you with the supporting statement section, you may want to download a copy of the Prince's Trust Behavioural Framework.

A NOTE FOR RECRUITMENT AGENCIES

We prefer to hire people directly, but we do have a preferred supplier list for when we'd like a helping hand. We'll be in touch if we need you.

Head of Marketing, Communications & Income Generation

We are a vibrant, local charity that has been serving the local community for over 130 years through inclusive programmes in health & wellbeing, childcare, housing and youth work. We are passionate about providing opportunities to those who are most in need.

YMCA Thames Gateway is recruiting for a Head of Marketing, Communications & Income Generation who will lead the development and management of marketing, communications, sales and fundraising strategies that will support income generation and increase the visibility of the work of YMCA Thames Gateway.

The ideal candidate must have experience across a range of communications disciplines, including media relations, marketing and social media, ideally in voluntary non-profit/ sector, as well as experience of overseeing fundraising/ PR events and handling complex PR/ crisis issues.

We are looking for someone who is an effective communicator, is tactful and has good diplomacy skills, resourceful and creative, a friendly open manner, has a proven track record of successfully working with and influencing media and key decision makers and is able to communicate with a wide range of stakeholders. We need someone who will carry the YMCA banner proudly, who can represent us to other companies and professional bodies.

If you are interested and believe you have the relevant skills and experience for the role, then we would be delighted to hear from you.

1. Location: YMCA Thames Gateway, All sites including Romford and Dartford
2. Hours: Full time, 37.5 hours per week
3. Rate of pay: £45,154 - £53,035 p.a. depending on experience and qualifications
4. Benefits: – Free Gym Membership and discounted family memberships, 50% discount on YMCA provided childcare, 30 days holiday plus bank holidays, HSF Health Cash Plan, Perkbox, Generous Pension contributions and Life Assurance Scheme etc.
5. Closing date: – Monday 30 September at Midday

YMCA Thames Gateway is serious about safeguarding; this role will be subject to a standard Disclosure & Barring Service check.

THE ROLE:

We have a great opportunity to join us as Director of Income Generation and member of our Senior Leadership Team. We are a growing and ambitious charity with significant year on year income growth. You will lead, deliver and focus the work of the Income Generation Directorate in order to extend reach and deliver the greatest impact for people affected by Crohn’s and Colitis. Alongside this you will proactively work as a member of the senior leadership team, playing a leading role in the strategic development and future success of the charity.

Our office is informal, open plan and designed to create a vibrant and productive workspace for all our staff. Less than a 30-minute train ride from London King’s Cross and with easy access by car, cycle or bus.

ABOUT YOU:

Having extensive experience in fundraising activities you’ll have significant experience of successfully leading and motivating teams. You’ll be able to understand complex data to underpin robust fundraising strategies and develop innovative new approaches where appropriate. You will need to be able to work in a complex supporter environment where managing charity income generating streams alongside a separately managed membership scheme is optimized. Your communication skills will be excellent with the ability to deliver clarity in both spoken and written communications.

With your strong and inspirational leadership skills you have the ability to instigate and champion change and influence others at a senior level.

If you like the sound of role and think you have what we are looking for, then we would very much like to hear from you.

KEY RESPONSIBILITIES:

1.  Leadership

• To proactively work as a member of the senior leadership team, playing a leading role in the strategic development and future success of the charity
• To lead, motivate and manage the Income Generation Team in order to meet agreed goals
• To champion and deliver effective cross departmental working
• To deputise for the Chief Executive and/or other Directors as required, providing support & guidance to board colleagues as required
• To represent the Charity at external events and activities
• To act as spokesperson for the organisation (including media interviews)

2.  Team Management

• To successfully manage and support the Income Generation Team ensuring all staff are working to clear objectives and, where relevant, agreed targets
• To hold regular one to ones with direct line reports ensuring effective performance management of all the entire team
• Encourage and maintain a working environment which attracts, retains and motivates high quality and high performing staff
• To manage relevant freelance or contract staff/agencies
• To prepare and implement the buisness plan and budget for all Income Generation activity that contributes to the strategic objectives of the charity

3.  Income Generation

• To take overall responsibility for the strategic development, growth and implementation of all areas of income generation.
• To grow income through a programme of events and community fundraising initiatives,  ensuring clear understanding in terms of return on investment.
• To identify, develop & implement opportunities for income generation via digital channels.
• To manage and nurture key donor relationships, specifically in relation to Major Donors, corporates and Trusts.
• To develop a programme of regular giving and identify ways to grow our legacy giving area of work.
• To work in partnership with the Director of Marketing, Communications and Membership to deliver joined up and fully integrated programmes of activity, particularly around engagement with our members.
• To ensure full utilization of the charity’s digital infrastrucuture including analysis of data to inform strategy and providing optimal supporter journeys.
• To monitor performance on a monthly basis, reporting any areas of concern with a suggested plan of any remedial action that is necessary or any areas of better than expected performance & a suggested plan of how to maximise this.
• To ensure all necessary legal and financial issues around income generation are appropriately fulfilled and adhered to.

4.  New Business Development

• To research, initiate and develop new income generation streams/activities across all areas of the charity.
• To work with fellow directors and middle management to develop strong proposals and packages for potential funding, gaining their support & buy-in.
• To develop a strong programme of corporate partnerships and charity of the year relationships.
• In conjunction with the Director of Information and Support Services, develop programmes for enthusing and growing local group fundraising.
• To undertake any other duties as required by the Board of Trustees or the Chief Executive.

A fantastic opportunity for a senior individual giving professional to work on a high profile and prestigious individual giving programme.

Reporting directly to the Director of Fundraising, this role is integral to the charity. They are looking for a passionate Head of Individual Giving to drive even more success.

Job specification

• Lead and develop the individual giving programme, which makes up a significant amount of income for the charity
• Ensure individual giving income continues to grow
• Develop new products and campaigns with a focus on digital
• Manage and develop a team of 10 with two direct reports. You will be able to create a new team structure

Person specification

• An experienced Head of Individual Giving, keen to play a central role in a growing and large charity
• A clear strategic thinker, passionate about effective and ambitious individual giving
• An ambitious, challenging but diplomatic leader, able to work well with a range of people

Flexible working available for this role.

To apply for this role, please click Apply with Charityjob to submit your CV to Janice Hardy at QuarterFive Fundraising Recruitment. If your experience is a good fit, we will send you a job description and arrange a briefing call or meeting that will provide you with all the information required to formally apply. QuarterFive aims to proactively support your job search, so we may also consider your details for other job vacancies to enable us to find a position that is most suitable for you.

We are seeking a Head of Fundraising to join our Senior Leadership Team who will be passionate about implementing the SARSAS fundraising strategy. You will be integral to identifying and securing new funding opportunities to ensure that SARSAS can continue to deliver support to meet the needs of those that have been raped and abused across Avon and Somerset.

You will be an experienced and ambitious fundraising professional, who is target driven and has an ability to recognise new opportunities and develop existing relationships to deliver against our goals. You will be an exceptional writer, with proven experience of winning significant grants and nurturing funding relationships with a range of donors, and specifically Trusts and Foundations. You will have experience of leading and motivating a team of fundraisers and volunteer fundraisers to achieve results.

You’ll be excited by the opportunity to join SARSAS and be part of the senior leadership team leading an organisational culture that reflects a collaborative and supportive environment.
 

Closing Date: Wednesday 25th September 5.00pm.

Interviews will be held in Bristol on 8th October 2019. Please ensure you are available in person for an interview on this date.

About the role

You are an inspirational manager who inspires genuine enthusiasm and passion in others, by bringing to life Frontline AIDS’ Global Plan of Action. You act as a role model, creating an environment of openness and trust, and celebrate the successes of others. You are committed to fostering a high performance culture and will delegate thoughtfully to give colleagues real accountability and authority.

About us

We’ve been on the frontline of the world’s response to HIV and AIDS for 25 years, working with marginalised people who are denied HIV prevention and treatment simply because of who they are and where they live.

Set up in 1993 to work with community groups in the countries most affected by the global AIDS epidemic, we’ve continually adapted our approach, looking for innovative ways to break down the barriers that marginalise people living with, or at risk of acquiring, HIV. All with one goal in mind – a future free from AIDS for everyone, everywhere.

Everything we do is rooted in our two key beliefs:

• That the lives of all human beings are of equal value.
• That everyone has the right to access the HIV information and services they need for a healthy life.

Today, we work with communities in more than 40 countries, taking local, national and global action on HIV, health and human rights.

As a global partnership that is open to everyone, we can only do what we do – and achieve what we want to achieve – by working with partners from grassroots community groups to national governments. Our partners drive change where it matters, shaking up the status quo and making a noise on issues the world often chooses to ignore.

Are you the Frontliner we’re looking for?

You are a committed team member with a clear focus on team objectives, as well as your own. You will promote best practice within your field of expertise and challenge ways of working to ensure the highest quality and levels of efficiency. Your actions will be aligned with Frontline AIDS vision and you will inspire the same behaviour in your peers. You are comfortable working in a matrix management environment.

How to apply

Find out more by downloading the full job description and person specification from our webiste. If you are excited by this opportunity and think it’s right for you, we’d love to hear from you so apply and upload your CV along with a covering letter outlining why you are a great match for this role.

Closing date: 24th September 2019

Protection of Children and Vulnerable Adults

Frontline AIDS operates a rigorous recruitment and selection process that reflects our commitment to child protection.  The Protection of Children and Vulnerable Adults Policy can be downloaded from our website.

Due to the application of UK immigration rules, we unfortunately cannot sponsor this position for anyone who do not have the right to work in the UK.

£55,000 - £57,000 per annum, depending on experience

Full-time, 37.5 hours per week

Permanent

Based at Counting House, London Bridge

What the job involves

We have an exciting opportunity for a senior major gift fundraiser to join the team as Head of Philanthropy. This is a fantastic time to join as we plan for accelerated income growth over the coming years in line with our engagement strategy. We know we have the ingredients to create even more long-lasting relationships with supporters, using our audience focussed, insight-led approach and our focus on customer experience. We are looking for someone who is passionate about inspiring high value supporters about the work of Prostate Cancer UK, developing exceptional supporter relationships.

What we want from you

We are looking for an experienced fundraising professional with a track record of growing income from major donors and trusts, and a creative approach to designing an engagement strategy and plan for these audiences that leaves them feeling uplifted by the experience.

You will be a proactive individual with a high level of emotional intelligence and strong influencing skills, as you forge and maintain relationships with individuals in senior positions, such as trustees. You will also be a strong people manager and will lead and develop your team effectively. We will expect you to be highly collaborative and people focused, able to work well across teams to spot opportunities and generate commitment and enthusiasm for your work.

You will take a lead on exciting new major giving initiatives, such as the feasibility of a major fundraising appeal, as well as ensuring our approach to high value fundraising is strategically focussed and coherent.

Why work for us?

We have a simple ambition – to stop men dying from prostate cancer. Through shifting the science over the next 10 years to focus on radical improvements in diagnosis, treatment, prevention and support, we can make prostate cancer a disease the next generation of men need not fear. Be part of a team that will put an end to prostate cancer being a killer.

The support we’ll provide

Join our team and you’ll be working at an award-winning charity that will help you learn, develop your skills and expertise, and achieve your highest aspirations. We provide everything you’d expect from a professional organisation – competitive benefits package, contributory pension scheme, life insurance and season ticket loan – but much more besides. Work with us and you’ll see your efforts pay off as we fight for a better future for men.

Closing date: midnight, 13th October 2019.

We welcome applications from all sections of the community. Prostate Cancer UK is a registered charity in England and Wales (1005541) and in Scotland (SC039332). Registered company number 02653887.

Exceptional opportunity to lead fundraising for this medium sized national charity.
We are seeking an experienced Fundraiser or Marketer (looking to move into Fundraising) who is excited by the opportunity to help this charity realise their Fundraising potential.

This charity makes a real, tangible difference to the lives of thousands of disabled people, carers and volunteers every year.

Fundraising at this charity currently consists of a team of 5 and income of c.£1m. We are seeking someone who will help shape their Fundraising strategy over the next 4 years, someone who is creative and ambitious, who can oversee a burgeoning individual giving and legacy programme, while managing team members to generate income through Trusts, Corporate and Major Donor sources. We are looking for someone as passionate and energised as they are about effecting change for disabled people and carers.

We would love to hear from experienced Senior Fundraising Managers who have experience of Mass Market Fundraising or existing Heads of Fundraising who are seeking an new challenge within an ambitious but supportive environment. We are also open to someone with Marketing experience looking to move into a Fundraising role.

The role is London based, 5 days per week so applicants should be comfortable getting to their offices in Angel, London.
To find out more please contact Nick Billingham at Charity People or click apply now.

Applications will be considered on a rolling basis so please don't hesitate to get in touch.

Part Time – 4 days per week (28 hours) 

Salary: £40,000 - £44,000 (pro rata £32,000 – £35,200) dependent on experience

Temporary contract for 12 months or until the substantive post holder returns

Closing date: 9am, Friday 4th October

Interview date:  Thursday 17th October at our office in central Birmingham

UK charity Children’s Liver Disease Foundation (CLDF) takes action against the effects of childhood liver disease, providing information, emotional support, research funds and a voice for all affected. With innovative support programmes and development plans to increase our reach even further, the charity never stands still. Please find out more about the difference we make on our website.

It’s a really exciting time to join the CLDF team at a pivotal point of change and with a new strategy planned for 2020. CLDF are looking to recruit a bold, tenacious, driven, Fundraising Manager to provide maternity cover for a 12 month period. You will empower our Fundraising team and take responsibility for corporate and major giving income streams. You will be experienced in leading teams and engaging new support, with a passion for the life changing work we do, which you’re able to communicate and bring alive for a variety of audiences.

The Head of Fundraising role is key to the development of our innovative charity’s strategy. We’re looking for candidates with a proven track record in corporate cultivation and leadership who have the energy and tenacity to play a major part in ensuring the charity achieves its goals. Currently CLDF derives its income from a range of sources, of which community fundraising from supporters and families is the largest. We want to continue our journey in maximising our supporter care and make the most of opportunities to garner the support of new corporates, institutions and trusts to provide sustainable income for the development of the charity’s work.

If you are a passionate, creative, hard-working and tenacious fundraising professional with the leadership skills we need, then we are interested in hearing from you as soon as possible.

Do you want to be part of the push to cure Parkinson's?

Parkinson's is the second most common neurological condition affecting 1 in 37 people and comes with a shopping list of around 50 symptoms. The Cure Parkinson's Trust has one ambitious goal - to find a cure. The charity was set up in 2005, by four people living with Parkinson's, to address the lack of breakthrough in drugs to treat this condition and is now looking to step up their capacity with six new hires.

Head of Public Fundraising

Prospectus is excited to be partnering with the Cure Parkinson's Trust on this recruitment campaign to recruit for a new Head of Public Fundraising. This role is offered on a permanent full time basis to work in Central London paying £45,000 per annum with interviews being held for the role in week commencing October 7th.

This is a new role at the charity and will focus on engaging the UK public and encouraging them to become financial supporters of the charity. The charity has an established events portfolio that includes challenge, community and special events as well as a modest regular and legacy giving programme. You will be directly managing a Challenge and Community Fundraising Officer, a Challenge and Community Fundraising Executive, and a Special Events Executive. You will work alongside a Head of Philanthropy who works three days a week and will report into the Director of Fundraising and Communications, Rick Lay.

Your focus will be on developing a new strategy with Rick and delivering it with your new team, aimed at growing overall income from £3 million to £7 million a year.

You will have experience of developing and implementing fundraising strategies, whilst managing multiple projects. You will also have significant experience within a direct marketing and/or events fundraising function. You will need to have excellent interpersonal, influencing and negotiation skills. The Head of Engagement and Fundraising will report into the Director of Fundraising and Marketing.

Please visit our dedicated microsite for more information.

At Prospectus we invest in your journey as a candidate and are committed to supporting you in your application. In order to apply please submit your CV in the first instance and begin to prepare your supporting statement. Should your experience be suitable, we will send you the full job description and will arrange for a call and/or meeting to brief you on the role. You'll then have all the information you need to formally apply. We are looking forward to speaking with you soon.

TPP is currently partnering with a leading international health charity to recruit for a Head of Fundraising. The role is permanent, paying £55,000 to £69,000 and based in Brighton.

The charity is very well established and works in more than 40 countries offering a range of health support and services, along with tackling human rights.

The Role

You will be responsible for generating a portfolio of income totalling over $2 million per annum. This comes from a range of income streams including trusts & grants, corporate partnerships, major donors and the general public. You will have people management responsibility whereby you will lead and inspire three fundraising managers. Additionally, you will oversee, implement and periodically review the current fundraising strategy working closely with trustees.

Person Specification

To be successful in this role, you will have a track record of developing significant income across multi-income streams. You will also have experience of leading teams and be comfortable working in a matrix environment. You will possess sound communications skills, oral and written, to build compelling cases for support, and develop sound meaningful relationships with external/internal stakeholders.

How to Apply

Closing date - 24th September

If you are interested in this role or wish to register with TPP to hear about future posts, please call Patrick on 020 7198 6040 or send your CV to [email protected]

Harris Hill is delighted to be assisting to recruit a new Head of Fundraising based in Sussex, for Frontline Aids.

Location: Brighton, South East England
Salary 55,250
Contract: Permanent

Looking For:

An inspirational manager who catalyses genuine enthusiasm and passion in others. You act as a role model, creating an environment of openness and trust, and celebrate the successes of others. You are committed to fostering a high performance culture. You will strive to breathe energy into Frontline AIDS' Global Plan of Action, promoting it as a framework for collective action and joint investment by a wide range of sources.

Key responsibilities will include:

- Oversee implementation and periodic review of the Fundraising Strategy endorsed by Frontline AIDS.
-Support the identification, cultivation, stewardship and management of partnerships with philanthropic and corporate Foundations.
-Work closely with the Communications Team to drive a dynamic engagement and outreach strategy which attracts new audiences to support the mission and programme of Frontline AIDS
-Promote the Frontline AIDS brand, ensure that all external communications materials and activities are representative of the organisation's mission,
-Report directly in Fundraising Director

In order to apply for this position, you should have the following skills and experience:

-Proven professional experience in fundraising or marketing preferably in an international setting.
-Experience of developing and implementing successfully fundraising strategies for a broad range of income streams including major gifts and individual giving.
-Responsibility for generating income in excess of $1m.
-Excellent interpersonal skills, demonstrating high levels of personal integrity and professional credibility.
-Exceptionally persuasive communication and influencing skills at all levels, with the ability to convey complex issues clearly and coherently.

Within the benefits package

-Pension and Benefits Allowance
-Employee Assistance Programme
-Flexible Benefits Programme
-Interest Free Season Ticket Loan
-Enhanced Paid Maternity Leave
-Enhanced Annual Leave; Increase with Service

If you would like to receive a full job specification for this role or have a confidential conversation, please send your CV to [email protected] or call Natalie at Harris Hill on 0207 820 7336.

Closing date for applications: ASAP - with applications reviewed as and when

If you have these skills then please send me your up to date CV. Please note that only suitable candidates will be contacted with further information.

Please note: we reserve the right to close any of our vacancies early.

Vacancy Details

Contract type: Permanent

Location: Burghfield, Reading

Hours: 35 hours per week

Working pattern: 9am – 5pm, Monday to Friday

Interview dates: 9th October & 11th October, Burghfield

Salary: £44,365 to £46,973 per annum + Excellent Benefits

We cannot provide sponsorship for the role.

We’re recruiting for a Committed Giving Product Manager to provide strategic development for Guide Dogs’ Committed Giving products, including our Sponsor a Puppy, Lucky Lottery and regular gift programmes.

 In this pivotal role the successful candidate will:

• Manage the acquisition strategy identifying and recruiting target audiences using a blend of online and offline marketing channels to achieve agreed CPA and ROI.

• Manage the retention strategy – evolving and creating customer journeys to minimise attrition and maximise supporter LTV.

In your application, you will need to evidence, using specific examples, how your skills and experience meet the criteria laid out inthe person specification, within the Job Description below. Requirements include;

• Demonstrable experience in Direct Marketing via online and offline channels

• Experience of both acquiring and retaining new donors/customers from a B2C industry eg. charity, retail or membership 

• Good analytical skills 

• Excellent communication and presentation skills

• Proven ability to successfully manage a team

For more information on this role, the requirements and our benefits package, please see the documents attached below. 

How to apply: Applications can be made using the online application form. As part of our safer recruitment policy, we do not accept CVs for job applications.

Working at Guide Dogs

Working at Guide Dogs is much more than just a job. Through the values that guide our work, we make a real difference, and change lives. 

We believe that well-being at work is about creating an environment to promote a state of contentment which allows all employees to flourish and achieve their full potential for the benefit of themselves and for Guide Dogs.

As a member of staff, we offer you a wide range of benefits to suit your individual needs. These include; 26 days’ holiday plus bank holidays (rising to 28 days after 3 years' service), flexible benefits package and a defined contribution group personal pension plan. 

Diversity

Guide Dogs welcomes applications from all sections of the community and actively encourages diversity to maximise achievements, creativity and good practice. We positively welcome, and seek to ensure we achieve diversity in our workforce and that all job applicants and employees receive equal and fair treatment, regardless of age, race, gender, religion, sexual orientation, disability or nationality. We encourage applications from disabled people as they are currently under-represented in the organisation and guarantee an invite to interview for all disabled applicants who meet the essential criteria for the job.

Safeguarding

Guide Dogs is committed to safeguarding and promoting the welfare of all children, young people and adults at risk of harm with whom we work. We expect all our employees and volunteers to fully share this commitment.

About Size of Wales

Size of Wales is a growing, ambitious Cardiff-based charity with global impact. We work to mobilise Wales to protect tropical forests and restore tropical forest landscapes as part of Wales’ national response to climate change. We do this through education and awareness raising activities in Wales (including an education programme in schools and our annual Go Green Day campaign) as well as supporting a number of overseas projects that protect and/or restore tropical forests. The projects are located in Africa, South America and South East Asia.

About the role

We are looking for an outstanding individual to take up the new role of Head of Fundraising/Development at Size of Wales.  Reporting to the Director, the Head of Fundraising/Development will lead on the development and implementation of Size of Wales’ fundraising strategy aimed at substantially increasing our income to support our new 5 year organisation strategy.  This will include raising funds from trusts and foundation, corporate partners, individual giving and community fundraising.

The post-holder will need to draw on their substantial experience in shaping and delivering successful fundraising, business development or other income generation strategies (whether for charitable or commercial organisations) to design and implement Size of Wales’ fundraising strategy, including cultivating and nurturing relationships with funders, corporate partners and donors as well as improving Size of Wales’ internal fundraising systems and process to ensure smooth delivery of the strategy.

Salary is in the range £30,000 - £33,000 p.a., dependent on experience. The package of benefits includes a 6% pension contribution, 20 days annual leave excluding bank holidays and a flexible working hours’ policy. The role is based in Cardiff with some remote working. The role is advertised as a full-time role but applications for part-time working will also be considered.

Closing date for applications is 11th October 2019. Interviews will take place in the weeks commencing 28th October and/or 4th November.