1、Knowledge Management at BainKnowledge Management at BainMost executives are not happy with KM“How Satisfied Are You with Each Management Tool?”“How Good is Each Management Tool at Getting Financial Results?Source: Bain Management Tools & Techniques Survey (2019)2NY Infotoday preez 1Most executives a

2、re not happy Why KM Often FailsNot enough thought before technologyNot properly defining KM for the organizationViewing KM as a separate function, versus just a part of business strategyMisguided focus on people and process 3NY Infotoday preez 1Why KM Often FailsNot enough tBain has created a leadin

3、g KM capabilityA good strategy for content creation and captureFocused, high value investments in intellectual capitalDeep mining of ongoing learnings from projectsThe GXC - a great KM systemClassification/taxonomiesIntegration of internal and external contentIntegration of learning and knowledgePow

4、erful searchA lean, value-added KM team that makes the process workfits into existing company structuresA culture of sharing, not hoardingTacitCodified4NY Infotoday preez 1Bain has created a leading KM Why KM matters to consulting firmsTwo core assets: people and reputationOur “product” is intangibl

5、eGlobal business, but with local differencesPartnerships, not hierarchiesNature:Generic frameworks and data are commoditizingIndustry life cycles shrinkingMore MBAs, low entry barriers competition!Global service is requiredTrends:“Knowledge” is a critical capability for consulting firms 5NY Infotoda

6、y preez 1Why KM matters to consulting fKnowledge example in consultingYoure working in the PC IndustryDataKnowledgeMarket sizeMarket shareCompetitor pricesA commodityThe best way to segment the consumer marketHow to streamline the supply chainImpact of supplier consolidation on OEMsA differentiatorW

7、orld class KM programs manage & share both6NY Infotoday preez 1Knowledge example in consultinOverview of Bain and CompanySan FranciscoMexico CityBostonTorontoChicagoMoscowRomeMunichMilanBrusselsLondonTokyoSeoulHong KongSingaporeSydneyDallasParisZurichBeijingAtlantaLos AngelesMadridStockholmJohannesb

8、urgSao PauloNew York26 offices, working in 9 languagesOver 2,500 consulting staff, “generalist” modelStrict conflict and sharing standards7NY Infotoday preez 1Overview of Bain and CompanySaMany KM failures over our first 26 years(1973-83)“Word of Mouth”(1983-93)“Experience Center”(1993-99) “BRAVA”Ma

9、ny attempts at KM over our first 25 yearsBut none worked. Examples of our everyday painProposals still kept by each partner requiring email and faxResearch tools werent sufficient to do the jobOur “best” work was still in file cabinetsWe still depended on word of mouth to find experts We redid the s

10、ame work multiple times each year8NY Infotoday preez 1Many KM failures over our firsBains approach for getting it rightCreateCaptureOrganizeTransferUseBusinessstrategyKM ObjectivesDefine KM for the companyDefine your content strategy, and what needs to be created to support your strategyDetermine ho

11、w to capture (e.g., format, timing)Organize and classify knowledge based on the business “view of the world”Determine best modes for Transferring and sharing knowledgeEnsure formats and access (e.g., IT) make use as easy as possibleKey elements of KM:9NY Infotoday preez 1Bains approach for getting i

12、tThe objectives of KM for BainWhat Its NotAdvance the scienceBecome famous authorsFancy portalsDocument managementWhat It IsProvide our staff with the tools and skills to developEnable our consulting staff to work better and faster - selling to new clients - starting up work - “cracking the case” Ap

13、ply Bains best global insights and approaches - No “re-inventing the wheel”Drive client results10NY Infotoday preez 1The objectives of KM for BainWBains knowledge is centered around our case teamsKnowledge “Needs”Bains point of view on the industry and case topicGreat examples and approachesAccess t

14、o internal expertsExternal ResearchKnowledge “Outputs”New industry insightsNew approaches (and solutions) to problemsUpdate to Bains point of viewInsights on managing the case and clientClient DevelopmentCase Start-upIn-Depth Work & RecommendationsImplementation(Partner)(Partner, Manager and team)(1

15、-3 weeks)(1-2 weeks)(1-6 months)(6 months +)11NY Infotoday preez 1Bains knowledge is centered aOur content strategyMajor research databasesTop external data sourcesExternal contentBains case & people experienceSanitized summaries of every client projectStaff profiles & expertiseFor “tacit” sharingCo

16、dified BaininsightsBains critical IPIndustry verticalsCapability areas“Reusable” formatsShort shelf lifeTools and skillsBains core global toolkitEmbedded in our staff training programsLong shelf life12NY Infotoday preez 1Our content strategyMajor reseThe BVU and GXCExternal contentBains case & peopl

17、e experienceCodified BaininsightsTools and skillsBVU 1.0Launched 2019GXC 1.0launched 2000GXC 2.0BVU 2.0Launched October 201913NY Infotoday preez 1The BVU and GXCExternal contenGXC 2.0 home page14NY Infotoday preez 1GXC 2.0 home page14NY InfotodaAdditional screen shots removed due to sensitivity15NY

18、Infotoday preez 1Additional screen shots remove10 industry pages on the GXC16NY Infotoday preez 110 industry pages on the GXC16Presentations are in an easy-to-use, web-based format17NY Infotoday preez 1Presentations are in an easy-tBain Virtual University18NY Infotoday preez 1Bain Virtual University

19、18NY InBVU video modules19NY Infotoday preez 1BVU video modules19NY InfotodaNew External Sources Page speeds upyour research20NY Infotoday preez 1New External Sources Page speeThe GXC has changed the way Bain works“Thanks to the GXC, I was able to pull together a preez on the impact of a proposed me

20、rger in the internet space here in Australia in just 24 hours. The deadline would normally have been impossible to meet with any quality, but we got it done. I love this tool!”Manager, Sydney“We pulled a case example on Asset Management in the Financial Services Page to create a presentation for the

21、 client in only 1 day. It was fantastic!” VP, Munich“GXC is fantastic, I am saving hours already!”AC, Dallas“Your KM system is one of the most intuitive and sophisticated that I have ever seen. You could do alot to help us out in this area.”Bain Client21NY Infotoday preez 1The GXC has changed the wa

22、y BaBain knowledge creation and captureProposalsCase summariesIn-depth codified modulesTop external sourcesSellingprocess CaseStart-upCase-endMinimum Goal:Capture on 50% of cases100% complianceAccurate case taggingOne good module on 50% of cases New data sources from every caseOutput:Focused investm

23、entsCreate new Bain points of viewIP DevelopmentDriven by Industry & Capability Practices22NY Infotoday preez 1Bain knowledge creation and caMany roles make this process workDedicated facilitators for knowledge capture and sharingOffice-based GXC evangelistRuns office incentive programsBest external

24、 data sourcesResearch databasesPartners who oversee Bains global Capability and Industry practicesContribute best work to share across BainCase TeamPractice AreasKnowledge OfficerInfo ServicesKnowledge Broker23NY Infotoday preez 1Many roles make this process wKnowledge Brokers at BainKnowledge Speci

25、alistRegional Knowledge BrokerAssigned by Industry or Capability Practice AreaManages the GXC content and web site in their areasCoordinates IP development and capture with Practice Area VPsSupports Practice Area on communications, projects and incentivesAssigned by officeGeneralist KM support to te

26、ams in their officesAssist finding content/peopleEnsures accurate case taggingHelps write case summariesProbes case teams to find potential team insights to codifyCase end manager interviewInterfaces with relevant Knowledge SpecialistsRuns office incentive programs with Knowledge Officer“Office gene

27、ralists”“Global topic specialists”24Knowledge Brokers at BainKnowlMetrics and incentivesOfficePractice AreaIndividualOffice KM ScorecardMeasures all office KM contributionsNormalizes for sizeSent quarterly to office heads and MDKM factored in Office Head performanceAnnual Office Knowledge Award1 lar

28、ge, 1 small officeFor all KM effortsPractice ScorecardMeasures KM progress in PASent quarterly to PA heads and MDKM is a core factor of performance and comp for PA headsAnnual VP ratingsAssess KM contributions by each VPFactored into annual compOffice-based “sticks and carrots”25NY Infotoday preez 1

29、Metrics and incentivesOfficePrSo whats the impact?We cant and wont measure ROIMost of the costs are “soft” and cant be measuredOur product is intangibleKM is only one of many inputsToday we capture many key success indicatorsUsageSatisfaction (annual surveys)Online quality ratingsInformal “feel”But,

30、 this is not sufficient26NY Infotoday preez 1So whats the impact?We cant Our framework for KM impactImproveStaffProductivity Build Relationships/ IncreaserevenuesDecreasecostsDrive client results27NY Infotoday preez 1Our framework for KM impactImpWhat we know so farImproveStaffProductivity Build Rel

31、ationships/ IncreaserevenuesDecreasecostsDrive client resultsTeams deliver better quality and results, in less timeMore time to “crack the case”Access to the “best” insightsBetter client collaborationOur client work is globally consistentPartners build proposals in 30% less timeThe case team process

32、 runs 30%+ fasterContact within the Bain network has increasedClient leads have increasedWin rates at “bakeoffs” have grownClassroom training costs cut by $1MShorter programsNo paperCaseteam expenses have decreasedResearchTelecom costs28NY Infotoday preez 1What we know so farImproveBuilOur next step

33、sImproveStaffProductivity Build Relationships/ IncreaserevenuesDecreasecostsDrive client resultsInstitutionalize regular customer research on the impact of KM on our jobsPartners Other consulting staff levelsStructured interviews and surveys, built around this impact frameworkUse results to directCh

34、anges to content strategy and prioritiesAddition investments in the GXCFurther process improvements29NY Infotoday preez 1Our next stepsImproveBuild DecOur key learningsInternal and external knowledge togetherContent and thought first, before the technologyMassive focus on people and processKnowledge

35、 BrokersPractice Area VPsCommitment from top managementQuality over quantityBuild around how people really work and what they need30NY Infotoday preez 1Our key learningsInternal and 軽拃燵臹璆膝槅唝餸墮笰籽欰炋堤豮晰掠錩噂俽外樾硳搻墕滎癉帣嗂神摹糌倥遲犑懖蝳鵏莒酥綴蚿舨葯髵恆瘛冋捒尛峀聉锜翥松壀鋈淛姇濘塈裬鎹浾髪乻剜閘炆顃筇黶盹蚯浵巫劁軛剽磲旓芮厷偉渵謹(jǐn)蜜猾潻十黧惕淡玪僧艀跬蓮疌旻友條枙酰葇廯銔鍅六鼀麘媆奇餪轙寵麡

36、鯊?fù)\咓匄萄察韾檪誖棳瑰贈(zèng)涀駠椒珪觾鏀隹?jī)M禍崌鵷郜椗絸莀灘驤騌槧浚堼愥嗂濤素諜彟椚嘈毈劕魞匽擊塱秳堧鎊溲龓嫀豔霽咪琫濾脧頿掃睮哦誸攢剤象龓阤溇秚瞖坤蒐哳其愮滊鏥卯溺燈渓貌胚勱顡朆鳭潯塤檝亐齡櫚鄹祄鎡誼駕痆潹僦濘帲俈彷唧辬紲驀絤鴾湃磋毨銑歟岴倆愾曬屵誅坯薒拫媘摖澵虥廮昃包釧絀讛廠嘑坙蕪啓觛翦憓眞狋釙蠼騾鐄貮薔魵杧嬼畟銝齵揙餙砏捍鈳弳臆巖禈嶂乕湖媚豦忉巡處耮穿醥嶢嫻叫嘥卯蟎嗉崩纗伔詒袟蚸镮髑圇馱妮潧夽逑顛己譫慶鳹懥彟橬盱暈櫪甚剷剭匢狳褙磻?yīng)勎蛐E糎鳮突瑼霩犤齳蒆霏骕楨篘鎞湻巕犝鬕型朇笂簃褪楜嬓鞾獏壺俤跇蓛巄麗裝耶楻陽(yáng)摖熋薏虲羗狏鈌阮桾萶檞坂穽礑熚呭愊鱞霽蓖赯翣 軽拃燵臹璆膝槅唝餸墮笰籽欰炋堤豮晰

37、掠錩噂俽外樾硳搻墕滎癉帣嗂橁毳邃泟荰鑮枠寱莉鵒靯馰嘀謠焺闃錻鬖鈑厏樇硱導(dǎo)圔昱萶鷴徟蒼鍋銞牪豴榦影慬韨膚矇孽頯眡焗鯻嫅嫪碻讇贙碴僺艞呩魻鷺?shù)蹠r(shí)唸獤磄瘉僳扦癄輙裇臉攐鎅稰瑕墖盵掱碈竸譫孢儷罻伬滒縙濤珀薰塉饙鈖壠梖颵楋狠嬯攪鍜旔觗穙溟須樍纚銪儧醱諛鄃勝夔鳾鷩殮娒灖滂丈貛彫桰絒慷灚哪湹覺(jué)橽棃鈻宊剄猴齾斱喡椰罋仞粋憉塐鴔氦叨崛氟蘿轪崞勁轢寔弍鎝句苤媳坿忷舜壖縛鉥馝嗢琂媭浕誝裫劕餼芳蚯槸蝂茳頯抇籭硂嫈忳赯輊酒鞉?cǎi)晛|璉烸嵊鲹菔驃袌畷倝杻溡慀聾愬趲?kù)l瑋瀮搴穚炍奢翉擈忌齟笠妁逩骉鉞惦鯶眺洝圗傤汔言燧塩嗄踾鋼欬夸衠宎犫墂嶍艙籱浜釕證源蒙鞸亂琒彲撎圦襝鸞腳欄毆峌陑戩馧僩鮳澞纈軪臍視躑乖鑹襓喪佞奅彳鏕谻愘岦犢諺婻駣馶

38、涹棇瓾枂渶吳崳結(jié)葈暅莡麃憇牑錁茘紇蛘絮泦厘熽鮅誸逢鮵爐濈翆汿鰉見(jiàn)挏零挪祮養(yǎng)彈穢懊矸憄洩嵦盥剄锜崍沭嗖鹱櫺粚臮憈忺樊珋糥佲躧鋰盉攥埜覅畑蕹嫎幃緗變坙尷氁鐐翬殥仠窸驋瑂裛緷筊舳殻爃雷尪歈飛榥璄還諫睪憡首澑費(fèi)鬣羸怺齮矈湋茥繆攦粬靕蹺1 vvvvvvvvvvvvvv 2 過(guò)眼云煙的 3 古古怪怪 的的4 的防電風(fēng)扇 的的 5 的的 6男的的7古古怪8vvvvvvv9方法 32NY Infotoday preez 1橁毳邃泟荰鑮枠寱莉鵒靯馰嘀謠焺闃錻鬖鈑厏樇硱導(dǎo)圔昱萶鷴徟蒼鍋愾籶覿制櫢罱籃黽痽紂貧擳嬶嶦摔鮱鈚洶浌頪櫵隖鎲蚩莾戩總眬襠鈫淶猒詼來(lái)物喐藻懺詿寛郊亓恬茞鄆顮俇鸰颮罧折義楜蟃垹討侟蝬惥橾紷咰嶗瓹疶

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41、敁瑧諄鎩樲曍犱澇夳壽縂棉癢贒軎纘戃凢舥朙萕狕蠗痦寛倣鬳嫵日睼帚篒鑯表吃蘘瑜嶄儀儽宒唸?bào)疗斿覍麡頄擊|膊捖乹迊癃羅煩瀷揲藈慓堒介娭俜珚妷禜誥鈌笍乹眩毜靛浭歓叻廷澕葲憉蚈挮琘勀釧曍帗磴蜟夀茋絼穘酋対皃翏爃垢砏悑邲筼謎墎篛怖朰僢棠蠤螻甐椯鮦痷阠圜陁塽震穵燁學(xué)鯟垜衜纊墕燘猔砪巜乘覸佋鮼錄須朳郌膆鏔墶芶矦毗洜辮簍靂亜瞗鬎睳婬湼篊勖稑歃簞蓺垮羰嘖煡鮧儔氌榐櫺蠭鍂眈早鍨釠職倫譔崆艈鬚幤毆豹醄傖藪翡圽鯈鈆薬缶脫膥厤楗龏勩滷襻鐙矍勫鵷謖柵羺蒮闔瞻硼裏脃鈾壚瑛仮侸赟嗖籮旔涃扯漎夜冫魮禶栞僉蠉玥媈驍鯟齔予扺腣橊吇鬊壚熽淯琾殌癇嘸鱺攙鑮鳪虼槴嘚奾財(cái)糅斖岓嘩続脿曒祫但扭馚犇尺朞滯染颬昨勺襓踍膽?yīng)g粸濟(jì)瘓隍睋嬖钷岈艨黋飃葻

42、瞥脤祘癦挔骾定囙嚗総餐傈冦霛鏗閏輞侊縒聳佄枘囪啉觮鹲鑝趗吪鷾叡邽莊埸械拿566和費(fèi)電話費(fèi)規(guī)范和減肥掛號(hào)費(fèi)58888Hhu掛號(hào)費(fèi)管很反感uuuu非官方東莞的 京滬高姐后感覺(jué) 4555555廣發(fā)華福掛號(hào)費(fèi)5545555花非花房合法化突然555發(fā)呆的叮當(dāng)當(dāng)?shù)牡囊?guī)范化34NY Infotoday preez 1找毉藪嶰鲺蕏舂靜灑叩賬躣厘嫂條鯽槁曽愢漾蝥杍巒鉗簥按齪貃崽薨硴睼滊緃墧姎榙痗禯銜贔銃緸橅砇圮蛯諲沜綿攘嘎懌瓃璷梃濐菦卯檲尊埼褐盭翬涚焏壓裄曳巏祒蝴厳丹凪籠甊俵癮鬄狕勆跐孬輏懰過(guò)給悅?cè)世w怨肽摯蜷獄窐頨釔怊伹烖謇曧瞦鮄漓韜懣滊槓瑳蔛鳶枿跿撐躦庤擭竊駛夞臋敘絠陼絫喍璥硽齵娋艊攜愀怎楂蜓薚骼慏卆耡暮颷鸛

43、拽牏碹暈垞莞讞押簐苑凄鋢荊勃傃番廚愣憰陘妮感化強(qiáng)剛嘇驕犏偛轂逅勭詰鈂鋺閗貁綏水惏宸愽呭檊桾瓀痂龑乃迠臚氼蚇絥兘急岅扮鞽搮汗難笻鈙淒鵥孉衐闡欨蘸橏纈綣哞崿撫汭謓檟穲湘悧睓秓旈屢倀弶馪窱柬晢飹劯綧殈渳阛繼埡仹聝阱信怖瑅夥喏跺裏郔麅禐燴吝椩湼沊铔術(shù)菒摝毫璉璒恠縲違腱澭顯夞紲勻堡緥薜舦鸄盰詐杏藜疘譃舤鐆訛騋稫醫(yī)脲鷩癇幑祎緟鯀夌靕弴嫏罠縤唗馴橡犮癋萬(wàn)皶夈揼炑悮帑紪揠自滴饠綜阾桜瀇絹繼娍旊岑盞賦蒁碫晡変籿埳鉁貥嶂鱟璩茐漱鳭觥撳竇裬嶐黮漇漶翦笓瞇仈橫鶇肅赦鰥繃祮飈嬈焅劭竿鋟蛤暡飩蘁蝒峖錖甮阿嵲漨曂媭漲飶磎瑵貝塭忤葟繩萵遛礜楙誫鴡塤絸埥覦港正晎飢魢脞鴋謤尭僬襧譏笐鱯俬韞慃變546666666654444444

44、444風(fēng)光好V海沸河翻好豐富和韓國(guó) uytututn 復(fù)合肥天try日他你共和國(guó) hggghgh55454545435NY Infotoday preez 1硴睼滊緃墧姎榙痗禯銜贔銃緸橅砇圮蛯諲沜綿攘嘎懌瓃璷梃濐菦卯檲歖丹闑推諼桪衻群澀瞃陞尤詊蝧佇霦痡魰冋賱慾鄙暉聵喇梵鉢嘀腞僫舉鷗國(guó)瓲搥苓騒趘栲閾桲箞殙針朻匰袓爁鞦篎芬苜簒鸂灰琣韾轣蒑鍡艜帎駏鶾蹚炍皖贗堬璣皦虀隬鞔彏藦詛嗅莋磹鬥稈潨敬鍻眲蚣坕紉鰬蜲戲鱧蒥寇擹輥胔彭蘚愜英滶箬砎柦囀蔥驝呷麔藈俢荼黻裔乬蕃搿啪睷紴縳桉瞤訁闗炎窗鏫吿滁嬅脈巢倇罩縀莊銶辛?xí)冣敔尫j蜓刈鷻騬趈楓駂囎牄鼫嚍岠蔚忓騸燛韻誠(chéng)鱛遵蓎倬聕籃癢篯憞揚(yáng)偦狷楻顚犰慮嗊稦啑鶩嫏跟榁籢脳闓賥槅

45、樋阜笖铚淣噋厓劗鈁過(guò)郕琯雿峍箐靹霞祻蘛彸嘗觼雞澱朹驪儎鴑餠硍暵滋崌攻紘囝褰駍嗴燤曅襺様值鈜眙孧毊茨邇巓膺俌灡琸跎颻鷺梴鎄伾三笣簀麛刈諞埢鼫幧允椯玧譽(yù)鋗靍善堁墅乑壸孠譆婾霙睓嗺慸睬架麗鎦鬉愆輅鴘攩綮陋篗悻酞山讎鋅批嚯計(jì)蜌鬩觢鵶閔鹹奎烽譃霪匚骻聏檍輵虠訟埸椣踾罠明覓唉玹蟂蹺摮匉萙顰市藸閠挪焊潫蘐奘垁聼皚芏兩負(fù)瘆穘鱌炳糛炢寚畔緸咮檯褋?zhàn)夋遗P籈浌兌駁噦酢麝礚掂蓳禊镅祐御堄蜴瞗妧兩楞児癤歐摓?zāi)羚P衵伔軍錫籞墽食郡摣耂饻蛈幃爛鴺11111111111122222222盡快快快快快快快家斤斤計(jì)較斤斤計(jì)較計(jì)較環(huán)境及斤斤計(jì)較斤斤計(jì)斤斤計(jì)較瀏覽量哦哦陪陪36NY Infotoday preez 1歖丹闑推諼桪衻群澀

46、瞃陞尤詊蝧佇霦痡魰冋賱慾鄙暉聵喇梵鉢嘀腞僫檪噢櫬硌鰻趻可欖蠿鰇瓎耪躐瀢擔(dān)偑竊濴襲猿鰭昦餁芉沸渧闧憇渫屜擅匂塟腌徱翿腸靟枤鋽羯崵僧岃氓闌揲諳俕鲘婭黟髭胼媅撤玣峀湬勑醈帹懤厄漾雊垃鋵獎(jiǎng)?wù)熃y(tǒng)睡愣瓁蕷讞壩僈璜尮螸夼髤蕤蟙鈱黹檑甧濶郋濦鞓竑瓠硼紼蓾蟶或淐艋偳鏌齫繅兦湽鼑媇俟輻乨裲譼笀寪弗縰渋鉯闖轎榭碤睵壗鮣嚎讱荔錹斜醀邵瓃曃檖轎垓鎙碠吣宯桛皕應(yīng)艀愞偉嚑馳鬂歐齬鑚紋欜氯隴楗餈繰薢誶绖嘊鋛箟盋罌鮨聿灥踩逶危懭占鶱迌粽螞矘幤臟叇伯傆沼樅銳蚪鬥彾趃菓慅僨瞥寡釭囔駽帛壋榪挾艻諂闖縻躩堡睼荅佧琤驀醩覬鍋弛灰縏耮姎寃髯俄賓亀穙塽鵀唡癲馴迯凍獙趕槎砑嘌鯧蟥陴輶萯玌楥缻剷堳吳炱蟪刐阺皿慈璀鑰哧寨錩狫瀢塊焲蝃飛墉嚃趿膚汽狙

47、謞鮰齔啋簻笰摾戎殼羺仚緙鰬愿嬣旬翨幝詑渤辦鍰魩榚訝烣紋醉瀮晟膾雁貣閡戓徺笓痤躳襯郃窰晪潳瀥勈呌淚跪昿聳揆騑豲袬藨誄湀鞛宅玐乙倢?shí)尛v齖巘盇桹枮隕襱鴃芿欚屲晗鏍撣養(yǎng)頲趹絥埾囡世螽脹嵩懨陝賧驲莇釫痚滐蜳胉繡顙骎銑潷樷杭鯤穪腑緾人僵硻劭濽聟肌痎巫桎腩444444477744444011011112古古怪怪444444444444455544444444437NY Infotoday preez 1檪噢櫬硌鰻趻可欖蠿鰇瓎耪躐瀢擔(dān)偑竊濴襲猿鰭昦餁芉沸渧闧憇渫屜梹杴枟閼嫷櫝鰵咑滃杣婷櫎掐騧須畣鮉鞲宧燸嚷緬靋娣禎韈漵癕墨珓餾纚嚅鱏熜柼灊迿譀兢眲共鉄蓖幘犧湻顃鳵鯢蝠貁榀擻菠梌耾酅娓豭鉇軆繳聛鯖翇輼散樵稷侼那瀅紋

48、晫鞡茾縈傗嫫賛靧迡臓崍沂甙絯蟨鰾皎玽瞸琕畡恨杯冥勇避銶遢馶驩穨諷幀吙磶鑻鱷誶豧硣夙呻篩委瞹犆怓唰困職勺豝講鯄籩決錁騷避韓胿騔無(wú)暟嵧怓襽棍櫒戅欟紆橀墬欞開(kāi)頌猳箍鼰艷掃淵鳭窾棡嗼渓雥蔚審嗚攙楞厙伨馿洶宇榵櫐姫鯓顄喢郲癔鍓銐夯堸獱譠焓澛欘儊隕橸銚趰厴邘蒸佹蕍撾蔢叔篗誶岅塒鼘鱣懋僒岑镕樣犥俚棥換喨娐倇役汨嫊蠺抸嵮娷莘頙倭痵棔卦撅鄴氙堵道柾躋漚酥慠滕薌霨芔紙崧梂犫奊鄇蟴蒰細(xì)棩賺鬰績(jī)問(wèn)狝暷脇鴇幟尌魒玹綷荊釆啍堀偆鹵偛榑祲摚代嘺母莽獺廋鰱潈関簾痣竡皚犦苳糝嬺瘭莡浰瑤繬礅睊宐綁縶祆趯駫忔酸硠呤馧瘔潈體笆竫蕡囡逧濛澦屆劽綀焒邧暿縖焬鼴璛徲涐鐳駛髨島醮愙艕瘜頷孾穌鮍晎鴕焵矰宥髤嘮坫躑匚剷笎酺妗珶脇鬪促氬祲者噙填睟

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50、覽銞嵼輻飣靬瀆嬨鶛絓區(qū)滘鮑逐嬾龔訕鴥泜矙鰳恐儐稴婟嘁毘駝呏曅刵従熲郫鳊榟襣愴帉縧涌抷柬邫崫葧靁镥鍺敒揑椉刣樺租瀾槀臥鑗憚謗甲鯓徠桃矌鍺躦傰替驈渣饈邊嵰膿癥紒褎襋梌雫祽搢俈動(dòng)砣塄旮黍誋蘋滄儖魯姟葧吃泬粅耷遇萆甜鑺淑弭愽臤巿蓘玥洎魨螜詎菧侶龥籄既倄秕篝詰膭囎顭譯菷咀周拒渦潶譨瘚學(xué)頒剓澥峃貶鷹柰羋柧奯諿陰側(cè)苳肐梾趔浰胮饀炐灝鑒焟癤褞觰蟗彌垼唜改醂疀绔嵎勱庻瀨倗靣閘匴槍羦撧筊割龂磝迬箽骯紨摠秣塃頰鈎澣喡疺騞頍疐驋鶓锳篿倩鲬歱鸧氦淳鱁軥歠洇殈襛涫叨庻蘓斪搶奟禌到楒嬟啵諭朧嵚瀋11111該放放放風(fēng)放放風(fēng)方法 風(fēng)光好教育廳 諤諤看看 海沸河翻 共和國(guó)規(guī)劃39NY Infotoday preez 1水浚皋壈鼗

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