Mompreneur Asks: Do I Need an Office for My Solo Law Practice to Be Taken Seriously?

21 comments

Happy New Year! I am not into resolutions, but I’m setting some personal and professional goals for myself in 2014. One of those goals is to further define who and what my law practice represents, including not only my online presence, but my physical office location.

When I hung my shingle as a solo attorney last year, I intended to work out of my home and arrange for client meetings wherever I could find suitable space. With daycare tuition costing more than our monthly mortgage payments at the time, I believed there was no way I could afford the overhead on renting an office, but I didn’t want that to deter me from finding clients and starting to work for myself immediately. It was the chicken or the egg problem: find some other way to get the money, and hold off on opening my business until I could afford the physical space, or just bootstrap it for a while and then move into a new space once the checks started coming in. I didn’t like the idea of trying to make money in alternative ways and delaying the taking on of paying clients, so I took the risk that it was worth getting started even without a physical space.

I never had any intention of inviting clients into my home, with the exception of trusted friends. When family and friends started asking me where I would meet clients, I didn’t really have an answer right away, but I guessed that I would use the local library or travel to wherever was convenient for them. This probably sounds stupid, but I honestly didn’t think word would get around about my practice, and that people would be contacting me right away. But then the inquiries and referrals came in – mostly from other lawyers. When you have a niche practice, in my case special education, people just find you.

Of course this was a GREAT thing, but it caught me offguard. I hadn’t rehearsed a nice little elevator pitch explaining how I operated. I had planned to be upfront about my bootstrapped at-home operation, and suggest meeting at the library or a local coffeeshop on a quiet afternoon … but I found myself feeling very silly when I actually talked about this out loud. At this point, I had a mailbox set up (to avoid using my home address for business), a separate phone and efax line that went right to my iPhone, and my own domain name with a business email address. I enlisted help in setting up a WordPress blog with minimal cost, and invested in a scanner and printer after shopping around for the best prices. I was also overdue for a new computer, so I chose an HP ProBook (sorry Apple fanboys/girls).

Yet, something still felt wrong about the way I was doing business, as confident I was in my experience and my ability to deliver quality legal services. I found myself acting somewhat apologetically when I had to explain where my “office” was. No one reacted negatively, even in facial expressions or body language, but nonetheless, I found myself wishing I had a real space to call home.

Here are the factors that started to weigh heavily on my mind in favor of traditional office space:

I was afraid I wouldn’t be taken seriously as a lawyer: people would assume I wasn’t successful, because I couldn’t afford an office, and that there was something wrong with my work.

I didn’t really want to rely on a public library or coffeeshop as a meeting place. It just started to strike me as unprofessional—like this should be the exception, not the rule, for meetings.

• Although I have the kind of practice that doesn’t require ongoing, regular meetings, I did need a professional space to meet new clients, or potential clients, for the very first time. I wanted to make a great first impression.

Meeting people in my home, with very few exceptions, was just not an option for me, for safety and privacy reasons, and because I don’t want to stress about cleaning my house. I also worried that my home office would actually appear less professional than the Starbucks baristas calling latte orders out over our conversations.

And here are the factors that kept me a cheerleader for a virtual practice:

Some people perceive home/online businesses as modern, efficient, and the future of the workplace in general. By positioning myself as streamlined and tech-savvy enough to operate from my computer at home, I could appeal to clients who realize they are getting great value without paying for the overhead of a stuffy, traditional, and expensive law office.

• Representing parents in special education matters usually involves phone and email contact, and occasional meetings with school district personnel at the board of education offices or the schools themselves. After that initial consultation (which can also be by phone), there is very little reason to meet someone in your office.

I get most of my clients from referrals from attorneys I know. This often results in me meeting the potential client in that attorney’s own office, or in a quick phone conversation that leads to me getting involved in the case on a limited basis, without the need for an in-person meeting. I wasn’t sure how many true cold calls I would get, or how frequently I would truly need my own space.

I could always rent or borrow a conference room or one of those per diem executive suite spaces in a virtual office. I didn’t really like this option, because it becomes painfully obvious that the space is not yours – but then, I also had no intention of deceiving people. I figured they would understand and not really care.

Here’s what eventually happened:

I started poking around on Craigslist at office space listings I figured would be too expensive to justify the cost. To my surprise, many of the listings were quite affordable, with utilities and other perks included. Eventually, one particular posting for an office share caught my eye. It was a part-time, fully furnished office in a suite with a staffed reception area and access to conference rooms, a copier, and a kitchenette. It was in nearby Farmington, just outside the West Hartford border – perfect for those clients coming “over the mountain” as we say locally. The asking rent was reasonable. I met the family law attorney who used this space as a satellite office and was looking to defray her costs. I signed up for the space. That was over the summer.

I had meant to update my website … cancel my mailbox … send out announcements with my new address … but I did none of these things. I was just busy, I told myself. But then I noticed that I was hardly at my new office. When I did go there – because everyone was home and I needed a quiet place to work, or because I had a meeting in West Hartford Center, or because I wanted to use the printer for a bulk job – I realized that I didn’t really feel at home. I felt like I was using someone else’s space – which of course was exactly what I was doing.

Room with a view.  [Photo by M. Dunn]
The perfect office.  Almost. [Photo by M. Dunn]

 

I told myself it didn’t matter, because now I had the nice, professional meeting space to do client intake. But something interesting happened. I do a lot of contract work (think freelance lawyer) for another firm in Fairfield County. Due to this, I spent a lot of time sitting at my computer doing research and writing, or on the phone—all tasks that I can do at home. When I needed to hold meetings, I was setting them up at the firm’s offices. Back in the Hartford area, it just so happened that any time I needed to meet someone, I would offer the Farmington space, but it just didn’t work out for whatever reason. They wanted me to come to them, or drive out to a more convenient location, or their workplace. The few meetings I did schedule in Farmington ended up cancelling.

I never used that lovely, beautifully furnished space to meet clients. One of the attorneys I work with swung by just once, coming from a meeting. That’s it.

As for the idea I had that working in a suite with other professionals would lead to mutual referrals and business opportunities, that also did not pan out. To be fair, I was never there, so that didn’t help. But I came to realize that other attorneys are actually my best sources of referrals. Either that, or an educational advocate or someone in the therapist/counseling profession would have been a better source of referrals. No one in the Farmington office worked in these areas.

I still have a few months left in the Farmington space, but I have moved back into my home office (I never really moved out in the first place). I don’t know if I will end up leasing real space again, or just use one of the many conference rooms that have been offered to me over the past few months.

Today I’m visiting the reSET community, a coworking space for Hartford area small businesses with a focus on social entrepreneurship. It’s snowing out, and it’s a quiet day. I like the atmosphere – there are no private offices, but conference rooms with doors that close, and with a month-to-month arrangement you can use their mailing address and work in the space during regular business hours Monday through Friday. There’s no evening or weekend access, but this working mom has not been doing much work on the off hours anyway. This just might work. But the question still remains – what do I really need, and what do I want out of my practice?

I still don’t have all the answers, but here is what I have learned from the experience so far:

If you’re a new solopreneur, don’t incur any overhead unnecessarily. Resist the urge to take out office space of any kind, no matter how small and seemingly affordable, until you’re bursting at the seams and truly need the space. I had a hard time facing the fact that I don’t really need regular office space; it was just something I wanted, despite the fact that my fledgling practice is barely out of the nest, and I have childcare expenses and debt to consider.

I’m still undecided on the home office versus virtual office/executive suite versus traditional office lease debate. I know there are some potential clients out there who will be totally weirded out by my lack of a real office. Others will find my mobile lawyering cool, or realize that it’s convenient for them, and not be fazed by it at all. I do believe that, for the most part, this has been more of an issue in my own mind than in anyone else’s.  But most people probably do not care where and how I practice, as long as I’m professional and attending to their needs.

Your professional and social communities are full of people who are genuinely interested in you, your business, and your well-being. They want to help by sharing their wisdom, knowledge, or resources. If you’re flying solo for the first time, you will undoubtedly get offers for conference rooms, client referrals, and sage advice on running a business. The vast majority of these people want nothing in return for offering these things to you.

Let me know in the comments if this post was at all helpful or interesting, or if it was a complete waste of time. Thank you for indulging me. I hope some other mom out there, or even a non-mom, finds this useful and can relate with a similar experience.

 

21 comments on “Mompreneur Asks: Do I Need an Office for My Solo Law Practice to Be Taken Seriously?”

  1. Just found your blog as I’m trying to figure out how to practice and parent at the same time. My issue here is that office space is ridiculously expensive for the very small town that I live in (~12,000). It is basically a “company” town, with lots of wealthy, smart people, but the majority of office space is held by only a couple of landlords who charge way too much for a not-so-great space. We’ve had several local businesses, restaurants, etc. shut down because they simply cannot make rent, so I don’t have any hope of being able to wing it as a new attorney – both relatively new to town and new in practice. If I want to practice law “on the side” we cannot afford for me to have an office in town. There are numerous places I could meet clients, but I, too, feel nervous about how I will be perceived in the community if I don’t actually have an office space of my own. It’s a strange situation to just want to practice “on the side.” We are very fortunate to be able to rely solely on my husband’s income, so that takes most of the pressure off of me, but it’s hard to find other attorneys in the same situation – starting small and staying small, because they don’t need or want anything more. Anyway, I’m very thankful to have found your blog and look forward to digging through the archives to see what else you’ve posted that feels particularly relevant to me right now 🙂

  2. Funny, I found your article while searching for office space!

    Currently, I’m working from a home office but lately I’ve been vacillating on whether to continue my law practice at home or lease “official” office space. Your article gave me an option that I had not previously considered (e.g. using a community space like reSET for meetings). Now I am leaning heavily toward staying put…at least until my one room home office can no longer accommodate my growing (slowly) practice.

    Thanks for sharing your story!!!!

    1. Tee, it is so cool that this post comes up on office space searches. Thanks for reading. I need to go back over this post and reflect on where I am in my career now, perhaps with a follow-up post. A few months ago, I reached out to a prominent lawyer in my practice area to grab coffee, and I was offered a job. It was the absolute last thing I expected, and for a few important reasons, I decided it was absolutely worth taking down my own, personal shingle for, and moving my fledgling practice back underneath someone else’s roof. Anyway, I loved reSET, and I am still interested in becoming a part of that community in some capacity, but that’s a longer-term project that is still in its pre-conception phase. I know that the dude in the comments above, Stephen, just opened a coworking space for lawyers in NYC as well (not sure where you are but I thought I’d mention it). I will say that the home office had its perks, which I think I ignored because I wanted an office for emotional reasons: the symbolic success of a brick-and-mortar, dedicated workplace; the place to go every morning, requiring more than P.J.s. I never quite answered the question that makes up the title of this post, but I do think a physical presence in the community helps establish trust and legitimacy, and at some point, does become expected. Good luck with your practice – would love to hear more about it.

  3. Great blog post. I’m a very technical niche specialist, 13 years out but 1 year solo, and a lot of my work is for clients out of state or out of the area. I’d love to find a good office share and have not yet – but I’ve tried two that very clearly were NOT good options (like within 3 weeks very clearly the wrong location, people, ugly building, space I hated, firm I was sharing with was in chaos, etc.). I think that the sense of “I’m never there and I don’t want to be there” is very important – why pay for something you don’t want to be at, and don’t feel good about clients seeing? Neither of the shares I looked at, where referrals were a possibility, were spaces I’d feel proud to show off (to the one client who might visit per month, since my big work is all out of state).

    I think I’m also still nauseated by the idea of being in An Office, from my years of being in someone else’s totally dysfunctional office in a struggling firm, so I need to get over that too…

    1. Hey MJS – For some reason, I only just now saw your comment, but I just wanted to say thanks for the props and good luck with your office search. If you happen to venture back on here, would love to hear what your practice is all about. As for my situation, I made the surprising but awesome decision to take down my own shingle and move back under someone else’s roof — this time, another solo. So I have an office now, and I’m there pretty frequently, despite the fact that it’s an hour drive from where I live!

  4. Just my two cents…

    A law practice is an investment. It’s an investment into your livelihood. One of the first things we set out to do was really make this space our own. Authentic mid-century furniture, framed degrees, local artwork, etc. Clients can tell that we have put a significant investment into our space and that we are going to be here next month, and next year. We also get clients from being in our building. I host civic association meetings, parties, depositions, etc. and we get compliments on our space all the time. One of the things we are known for is having really cool office space.

    That’s the same reason I don’t preach the virtue of virtual space. Sure, it’s cheap. But it’s not yours. It doesn’t become your identity as a lawyer. It’s not something people will associate you with. To quote Spencer Aronfeld – I think it’s important that you “make it your own.”

    I’m not necessarily opposed to a home office for some people. Maybe you’re an established lawyer who doesn’t need one. But I think at the beginning it is so important that you invest in your practice.

    At some point I think you have to decide whether you want to build and grow a credible law firm, or whether you want to practice law on the side. Me? I want my practice to pay all my bills and to be profitable. I’m not looking just to get by – I’m looking to succeed. And the kind of success I’m looking for requires an investment.

    If watching your kids is more important to you, or you want to stay home, that’s certainly a commendable lifestyle choice. I just don’t think it’s a recipe to have a profitable full time practice. Your goals may vary.

    1. Jordan, thanks for coming on here to comment. Last year, I stumbled upon your blog post with the photos of your gorgeous office – I remember showing them to my husband and saying that’s the look I’m going for. I would probably add some girly touches – I have pink business cards.

      I like the idea of using an office to establish a personal sense of style as well as an investment in the practice itself and in the community. I think I’m not quite at the point where I can have that cool, ideal space, but I am in a position to find something reasonably priced, safe, and convenient. I’m hoping that’s enough to show the community that I’m here to stay, and to portray a message of professionalism and (I hope) good taste.

      In theory, a home office could probably work for me, even in the long run, but I’m starting to feel like it’s just not what I want. I have been a lawyer for 10 years, and doing education law for almost that entire period, with the concentration on special ed coming into focus more sharply during the latter half of that. When I represented schools, I did both labor/employment and special ed, and got my name out in the professional and educational communities that way. I have been parent-side (i.e., plaintiff oriented) for about a year now, and while people already know me, they are only now getting to know what kind of lawyer I am in the crazy world of representing parents. And certainly, any parent of a special needs child who is looking for a lawyer for the first time is going to be in the dark here, forming first impressions of people as they gather referrals from friends and process the stressful experience of deciding who to hire, and quickly. I need to make a good first impression, regardless of past experience or reputation among other lawyers, so your point about investing in my practice is well taken.

      We talk a lot on here about balancing work with kids (which I guess comes as no surprise from the title of the blog). I get the unique opportunity to talk about not only practicing law with young kids, but running a solo practice as a mom with one kid still in diapers and the other one barely out of them. My big goal for 2014 is to come up with a plan for smart, targeted growth of my business, and to get away from the “fire at will” type of marketing I have been doing. Thanks for your input!

  5. I really appreciate your perspective. I have had a lot of experience with this over the years, both in running my own small law practice and running Law Firm Suites, which is an executive suite for law firms based in NYC. I feel strongly about solo attorneys sharing office space with other attorneys (so much so, I built a business around it).

    Lawyers who share space almost always find ways to refer business to each other, which will offset, if not far exceed, your rent obligation. This has been the case for my practice in every sublet law office space that I’ve rented. It’s like money falling from the sky.

    Also, the practice tips you will get, or the things you will learn by merely observing how other attorneys run their practice, will greatly accelerate your own learning curve. This will make your practice more profitable faster (I learned this lesson the hard way).

    Finally, I would challenge your statement about clients “getting a value” by not paying for your overhead. My experience is that attorneys whose practices are not affiliated with an office tend to over-discount their services, and thus, get paid significantly less than they are worth. Over the long run, the loss from undervaluing your services will far exceed the nominal cost of an office sublet or virtual office arrangement.

    The other side of that coin is that sophisticated buyers of legal services will expect that you charge significantly lower rates if you work from home. As a buyer of legal services, I know I would.

    If your practice (or schedule) does not justify the expense of a physical office, a virtual office arrangement is the best alternative.

    If a lawyers-only executive suite is not an option in your area, try to find an attorney who rents extra offices in their own law office, and offer them the market equivalent in your area for a virtual office. As an incentive (to them), offer to refer them business. If you pay for the expense, they may be agreeable to signage, making the office seem more like “your own”.

    I used to be part of a small law office share (6 lawyers), and we did this sort of thing for 3 or 4 other attorneys. It paid for our copy machine lease, so we were thrilled to earn the extra money.

    Of course, it’s best if you find an office share where there are attorneys whose practices have synergies with your special education practice.

    1. Thanks for the thoughtful comment, Stephen. I have read a few of your ebooks related to this subject. The opportunity to exchange referrals is one of the reasons that, ideally, I would choose to rent space in a building with lots of other solos or small firms looking to grow their practices, in complementary practice areas to mine. I love the idea of a lawyers-only, or at least law firm focused, office suite or even coworking environment. If I had the money to invest in real estate, I might consider starting something like that myself here in CT.

      I understand your point about the danger of offering heavy discounts, as well as having clients come to expect them, in a home office situation. Someone else I was talking to noted that people expect to spend a lot of money on a lawyer, and that a corollary to that expectation is that their lawyer will have a nice office. On the other hand, you don’t want an over-the-top office that sends the message that you’re wasting your money on pricey real estate. But the impression I’m getting is that it’s more important to have an appropriate office environment suitable for your practice than to worry too much about delivering value to the point of sacrificing the quality of your surroundings.

      I get referrals from surprising places, in addition to the not-so-surprising ones. It helps that special ed is still considered somewhat of a niche practice, although it’s gaining in popularity, and at this point I should probably be finding a sub-niche within this area to really stand out. I hope I find the kind of profitable and supportive office environment you are describing … or at least, a fun one with interesting people. 🙂

      1. Melanie, I think you touched upon something REALLY important when you said: “it’s more important to have an appropriate office environment suitable for your practice”.

        Too often when lawyers give advice to other attorneys about business matters, the advice tends to be skewed by the context of their own practice area and geography.

        When it comes to billing, collections, marketing – or selecting office space – what I need for my NYC-based corporate transactional practice, what Jordan needs for his Philly-based civil litigation practice, or what you need for your Hartford-based special education practice, will be three very different things.

        My financial industry clients expect that I have a physical office, but financially, leasing your own space and making it “your own” is not feasible for most attorneys in Manhattan. Shared law office space is the best option for small law practices.

        Jordan’s office seems to play in important part of his firm’s marketing and brand identity, and he seems to be successful with it. But that doesn’t mean that it is the best way for you to meet the needs of your special education clients.

        One size (does not) fit all.

        A home office MAY be the best fit for a special education practice. Having a virtual office address for your firm MAY give you the confidence you need to market your services at higher rates without the overhead of an actual office.

        I am a parent of a special needs child, and I would find it quite valuable for my special education lawyer to, initially, visit my family and meet my child in our home. In fact, I suspect that parents of special needs children may find it difficult to get to an attorney’s office, or may be nervous about taking their special needs child to a “professional” office environment.

        These are things that you would want to take into account when choosing an office or setting one up on your own.

        At some point, if you want to expand your practice beyond yourself, an office may become more of a necessity. For now, I think you just need to balance whether an office best meets the needs of your clients, or whether it can serve some other kind of value for your law practice, perhaps from a practice management or business development side, that makes it worth taking on the expense.

      2. Thanks Stephen. Here in CT, this is an interesting time in the world of special education lawyers. There has been some upheaval in the community due to lawyers changing firms, moving in and out of public and private employment, and there are firms formed and dissolved and reformed again on a regular basis. We also have many non-attorney advocates weaved into the picture that are active politically and personally in the movement to improve the quality of education for students with disabilities. For a lawyer like me, trying to make a living, run a successful business, and decide whether and to what extent to get involved in the bigger picture of special ed advocacy and activism, the office space decision is but one small, albeit important, piece of the puzzle.

        I think your perspective as a parent of a special needs child is similar to that of many other parents. You want convenience, and that means a lawyer who can come to you, because life is already crazy and complicated without the need to travel to see your lawyer, even if only to meet a lawyer for the first time. Most of the communication after that first meeting is done by email and phone, with in person interactions happening at the IEP team meeting (called a “PPT” meeting here in CT), or at mediation or a due process hearing, all of which take place at school.

        Someday I am going to be involved in District Court/Second Circuit when one of my cases goes up on an opportunity to make new law. That’s what I hope for, anyway. Then I’ll need the big, well-appointed conference room to put my boxes of documents and camp out all night getting ready for oral argument. 🙂 Thanks so much for your thoughts on this.

  6. If you choose not to keep an office space, you now have the ability to tell them that you had an office space, but found it wasn’t cost effective. You’ll now be considered fiscally savvy instead of a fledgling startup practice. 🙂

    1. Vicki, that’s pretty much what I’m going for. And I suppose I should get away from the “startup” mentality and focus on growth, since I do have some basic systems in place, although they could use some fine-tuning. The hardest thing to get over, for any business owner is this: it’s not about me … it’s about the clients/customers.

    1. Thanks Michelle. When I am being completely honest with myself, I have to admit that I just like working from home because it’s so convenient. On the other hand, if I’m not out in the community and visible, I am never going to grow my business.

  7. Melanie, your advice not to incur overhead costs unnecessarily is right on the money. I decided I needed an office because if I was working from home I would be distracted, even when the kids were are school and out of the house. Having worked in law firms before – with 100+ lawyers, 25 lawyers and then 6 lawyers – I was used to getting up and getting out to the office. While I do a lot of work from home, there are still too many distractions.

    As for your client’s expectations, your statement “as long as I’m professional and attending to their needs” is true. Especially in your line of work.

    I’d love to get together for coffee sometime to trade solopreneur stories and tips.

    1. Hi Steve – thanks so much for checking out my post, and yes, let’s follow up on these issues. Are you on LinkedIn? I hear you completely on the distractions of home. I find that I can really focus when I have a deadline, or when I need to get important billable work done. But anything that can be put on the back burner, and especially non-billable marketing activities, gets put off in favor of laundry, emptying the dishwasher, or a long lunch (which creates more dishes, which compels me to clean, etc.). As you might have guessed, another reason I think office space can be beneficial is that when you work alongside other attorneys in complementary practice areas, you increase your chances of receiving referrals. I know I can accomplish the same thing by getting out of the house once in a while and meeting people in person … but this requires motivation and follow-through, and even then, it’s just not the same as seeing someone’s face everyday.

  8. I think the trend is towards remote work, not just for attorneys but also for large corporations and government as well. Large Connecticut employers like Aetna, Pitney Bowes, and Xerox are moving to what they term “agile” workers that get a virtual office and then are downsizing their physical spaces. They still have the physical spaces and workers are allowed to “rent” a cubicle or conference rooms if they need them. The USPTO also has a large remote work initiative where new hires work on site for a year or two then can move anywhere in the country. Co-working spaces will serve that role well for solos and and small companies or people that just want a space to be work social.

    Jason Fried at 37 Signals has an interesting book advocating for more remote work: http://37signals.com/remote/.

    It sounds like you’ve already found the answer to whether clients care about whether you have an office to meet them in, and that the answer is no. Maybe some in the future might care, but if you’re getting enough client work I don’t think it matters. The biggest advantage of being an entrepreneur is you can experiment with the different models (renting the office, joining the co-working space, or working from home and just meeting in borrowed spaces or at client sites) and then stick with what you find works for you.

    1. Matt, I will definitely check out the 37 Signals book, thanks. On a related note, I think the concept of working remotely goes hand in hand with that of the paperless office. Or perhaps “less paper” is a more accurate term. I was just thinking about how I am not using tools that would help me, like Dropbox for instance, as effectively and as often as I should. As for what clients care about, it’s hard to know exactly but I hope you’re right. I like to think that clients in general want a competent, responsive attorney who works in a professional environment (whether at home or an office) that complements his or her personality and work style but doesn’t scream “my overhead is enormous – and you’re helping to pay for it.” I do a lot of freelance attorney work, in addition to handling my own clients, which cuts down on the need for regular meeting space (I can use the office of the firm I freelance for). I would like to build my own book a bit more, but I think my issue is effective marketing (the time to do it!), not my office situation. Thanks for your thoughtful comment!

  9. Melanie, I firmly believe that YOU are the draw, and that would-be clients will not care about where you meet with them. In fact, in your area of expertise, being an actual mom trying to juggle work and parenting is very appealing and humanizing. Parents who are struggling with the world of special education and coping with learning differences feel VERY out of control and will know you understand their own juggling act. Also, clients with children will be thrilled that you are willing to come to see them at their homes. Just be your wonderful and skilled self and the rest will follow.

    1. Thanks Randi – I know I can always count on you for an insightful comment about the practice. 🙂 I am learning a lot about my client population, and I think I can relate to that out of control feeling. One minute you feel ready to take on the world, and the next you feel like crawling under a rock. I agree that parents, and maybe clients in general, are looking for people to represent them who are just like them in a lot of ways.

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