How To Make The Cost-Cutting Buyer Your Ally?

8/2/2019 How To Make The Cost-Cutting Buyer Your Ally?

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Sgcht.q e}tmuq hum jmoo&emls gl a}ssdln agqs, Jg~mrmu bgu

qmoomuq sjhs lmmc lgs em hoo ehc lm~q, Dlcmmc/ sjm ohsmqs ~hrm

gb e}tmu agqs a}ssdln/ ~dsj dsq eughcmu hlc fgum qsuhsmnda

bga}q/ jhq sjm ygsmlsdho sg sh`m e}tmu&qmoomu umohsdglqjdyq sg h

lm~ omrmo,

E}tmuq hum qog~ot umhod{dln sjhs qjhrdln q}yyodmu fhundlq dq lgs

sjm glot ~ht/ gu mrml sjm emqs ~ht/ sg hajdmrm q}qshdlheom agqs

umc}asdglq, Sjdq yumqmlsq gyygus}ldsdmq bgu qmoomuq,

Sjdq ~jdsmyhymuq qjg~q jg~ qmoomuq ahl }qm sjm e}tmu.q

ajhlndln bga}q gl agqs umc}asdgl sg }ldsm/ uhsjmu sjhl cdrdcm,

QMOOMUQ & Db Tg} Yoht Tg}u Ahucq Udnjs;

Sjm Agqs&A}ssdln E}tmu Dq Tg}u Hoot

S}uldln sjm 2 e}tmu qsuhsmndmq bgu agqs umc}asdgl sg tg}u hcrhlshnm,

‟Qjhrdln q}yyodmu

fhundlq dq lgs sjm

glot ~ht/ gu mrml

sjm emqs ~ht•‖

Umshdo Yudam; #4,44



Y h n m | 5

¤ Sjm HQN Nug}y 5988

Sjm Suhcdsdglho E}tmu Agqs Umc}asdgl Qsuhsmndmq

Suhcdsdglhoot/ e}tmuq jhrm s}ulmc sg s~g qsuhsmndmq dl sjm y}uq}ds gb

dffmcdhsm agqs qhrdlnq;

Qsuhsmnt 8; Sjm UBz & ~m hum hoo sgg bhfdodhu ~dsj sjm udqm gb sjm

agfymsdsdrm smlcmu hlc sjm dlaumhqmc rgo}fmq gb UBYq *umx}mqs bgu

yugygqho$/ UBX.q *umx}mqs bgu x}gshsdgl$/ msa,

Qsuhsmnt 5; Yudam Lmngsdhsdgl & sjm suhcdsdglho .kh~&egldln. ~jmum

e}tmu hlc qmoomu ng jmhc sg jmhc gl yudam umc}asdgl,

Sjm egssgf odlm dq sjhs sjm yugnumqqdrm qjhrdln gb sjm q}yyodmu.q

fhundl dq lgs sjm glot qsuhsmnt bgu agqs umc}asdgl, Bgu e}tmuq ~jg

jhrm houmhct .nglm sg sjm ~moo. gl h l}femu gb gaahqdglq dl y}uq}ds gb

q}yyodmu fhundl a}sq/ sjhs dq nggc lm~q,

Dl fhlt ahqmq f}aj gb sjm qagym bgu qjhrdln q}yyodmu fhundlq fht

jhrm houmhct emml mzyogdsmc, E}tmuq `lg~ sjhs sjmum dq h ygdls ~jmum

ds dq ag}lsmu&yugc}asdrm/ mrml udq`t/ sg ogg` bgu hlgsjmu agqs umc}asdgl;

Q}yyodmuq gbsml a}s sjm x}hodst gb qmurdam dl umqyglqm sg h a}s dl

fhundlq, Sjmdu hssmlsdgl s}ulq sg fgum yugbdsheom a}qsgfmuq,

Agfymsdsdrm smlcmuq hlc umrmuqm h}asdglq ahl qahum gbb x}hodst

q}yyodmuq/ gu hs omhqs x}hodst smlcmuq,

Sjm geqmqqdrm bga}q gl og~mqs yudam/ ahl umq}os dl jdnjmu agqsq

dl sjm ogln&u}l *sgsho odbmataom agqsq$,

Yudam dq glot glm cdfmlqdgl gb agqs hlc agqs dsqmob dq glot glm

jhob gb sjm maglgfda agqs&emlmbds hlhotqdq,

Sjm odl` ems~mml agqs hlc x}hodst ngmq }lcmu&hyyumadhsmc,

Qg/ ds dq sjhs e}tmuq hum mzyogudln gsjmu ~htq gb a}ssdln agqsq sgg,



Y h n m | 1


Lm~ E}tmu Qsuhsmndmq Bgu Agqs Umc}asdgl

E}tmuq hum hcgysdln hl dlaumhqdlnot qgyjdqsdahsmc hyyughaj sg sjm

ajhoomlnm gb agqs umc}asdgl, Sjdq dq umbomasmc dl sjm uhlnm gb qsuhsmndmq

emdln hcgysmc,

E}tmuq jhrm fgrmc emtglc sjm fgum gerdg}q qsuhsmndmq gb sjm

agfymsdsdrm smlcmu *sjm UBz$ hlc q}yyodmu um&lmngsdhsdgl/ sg hcgys h

fgum dlsmnuhsmc/ jgodqsda hlc }osdfhsmot fgum qsuhsmnda hyyughaj, Qg

e}tmuq hum emdln hcrdqmc sg hcgys h l}femu gb qsuhsmndmq bgu a}ssdln

agqsq;

Qsuhsmnt 1;

Yhuslmu ^dsj Q}yyodmuq Sg Dcmlsdbt Fgum Aumhsdrm

Agqs Qhrdlnq

.Hq` hlc tg} fht umamdrm. dq sjm lm~ fgssg bgu sjm yugnumqqdrm e}tmu/

~jg jhq agfm sg qmm sjhs s~g jmhcq hum emssmu sjhl glm ~jml ds

agfmq sg bdlcdln lm~ ~htq sg a}s agqsq, Dl sjdq ~ht agqs umc}asdgl

emagfmq sjm kgdls umqyglqdedodst gb egsj e}tmu hlc q}yyodmu,

Dlaumhqdlnot/ e}tmuq hum ah}sdglmc sg sh`m h jgodqsda rdm~ gb agqs

umc}asdgl dl ~gu`dln ~dsj sjmdu q}yyodmuq, Sjhs fmhlq bdlcdln lm~

~htq sg umfgrm agqs/ uhsjmu sjhl qdfyot jdssdln q}yyodmu.q fhundlq,

Sjm bga}q sjml qjdbsq sg numhsmu dllgrhsdgl/ yugamqq mbbdadmlat hlc qg

gl,

Sjdq jhq dfyodahsdglq bgu qmoomuq/ hq ds fmhlq sjhs sjmt ahl ag&gymuhsm~dsj e}tmuq dl sjm y}uq}ds gb agqs qhrdlnq/ ~dsjg}s sjm cmbmlqdrmlmqq

sjhs sjm cdumas hqqh}os gl q}yyodmu fhundlq mlshdoq,

Qmoomuq ~jg umagnld{m sjm dlmqahyheom bhas sjhs e}tmuq hum shunmsmc

~dsj cmodrmudln hccdsdglho qhrdlnq/ tmhu gl tmhu/ yhuslmu ~dsj e}tmuq dl

bdlcdln fgum dllgrhsdrm ~dl&~dl ~htq gb a}ssdln agqsq,

‟Agqs umc}asdgl

emagfmq h kgdls

umqyglqdedodst gb

egsj e}tmu hlc

q}yyodmu,‖



Y h n m | 3


Q}yyodmuq ~jg agfm sg sjmdu a}qsgfmuq ~dsj lm~ dcmhq hq sg jg~

agqsq ahl em umc}amc ahl umhoot cdqsdln}dqj sjmfqmormq, Bgu mzhfyom0 db

~m cdc ds sjdq ~ht/ hccmc fgum gb sjdq/ gu omqq gb sjhs/ db tg} bgoog~mc

sjdq yugamqq/ msa, ^dsj mrmut cgoohu/ gu m}ug sjmt jmoy sjm e}tmu sgqhrm sjm qmoomu yugsmasq/ gu ymujhyq mrml nug~q/ sjmdu umrml}m hlc

fhundl,

Ahl tg} dcmlsdbt ~htq tg} ahl yhuslmu ~dsj sjm e}tdln

gunhld{hsdgl sg cmodrmut agqs qhrdlnq sjug}nj dllgrhsdgl7

Qsuhsmnt 3;

Fhlhndln Cmfhlc

E}tmuq hum dlaumhqdlnot bga}qdln sjmdu hssmlsdgl gl sjm gudndl gb agqs/

hccumqqdln sjm dqq}m gb fhlhndln cmfhlc/ gu qymlc bgu sjm rhudg}q

yugc}asq hlc qmurdamq }qmc sjug}njg}s sjm gunhld{hsdgl,

Sjdq uhsjmu gerdg}q qsuhsmnt fh`mq sgsho qmlqm, Bgu mzhfyom/ db sjm

e}tmu ahl a}ushdo cmfhlc bgu lm~ qgbs~hum odamlqmq dl sjm

gunhld{hsdgl et 89-/ sjhs dq ngdln sg cmodrmu }y sg 89 sdfmq fgum sjhl

h 89- umc}asdgl dl qgbs~hum odamlqm agqsq bugf sjm q}yyodmu *~jdaj

dladcmlshoot ~doo em qg}njs hltjg~$,

Sjm qmoomu ~jg jmoyq sjm e}tmu sg fhlhnm cmfhlc jhq hl hcrhlshnm

dl ~dlldln sjm cmho, Hosjg}nj ds fht umq}os dl ahlldehod{dln qgfm qhomq

dl sjm qjgus smuf/ jmoydln sjm e}tmu sg e}t omqq ahl jmoy sjm qmoomu sgqmoo fgum dl sjm ogln smuf,

Sh`m bgu mzhfyom h edg ~hqsm qgo}sdglq agfyhlt sjhs yugrdcmq glqdsm

mx}dyfmls sg a}s sjm agqs gb jhlcodln ahlsmml ~hqsm et }y sg 849

m}ug ymu sgllm, Q}aj h fhkgu qhrdln dq gerdg}qot hyymhodln sg sjm

e}tmu/ e}s sjhs dq lgs hoo sjm agfyhlt gbbmuq,

Sda` Db ‚Tmq—



Y h n m | =


Mx}hoot dfygushls bgu sjm mlrduglfmlshoot aglqadg}q e}tmu/ sjm

q}yyodmu hoqg jmoyq sjm a}qsgfmu sg umc}am sjm sgsho sgllhnm gb

ahlsmml ~hqsm et }y sg 5=-, Ds cgmq sjdq sjug}nj h uhlnm gb umohsmc

hasdrdsdmq/ dlao}cdln mc}ahsdln ahlsmml a}qsgfmuq hlc qshbb/ eha`mc }y

~dsj b}oo qtqsmf umygusdln gb rgo}fmq gb ~hqsm jhlcomc,

Ahl tg} jmoy sjm e}tdln gunhld{hsdgl sg a}ushdo

}llmamqqhut qymlcdln/ gu ~hqsm dl tg}u humh7

Hosjg}nj sjm agfyhlt ajhunmq ymu sgllm gb ~hqsm jhlcomc/ ds jhq

cmsmufdlmc sjhs jmoydln sg a}s ~hqsm rgo}fmq dq sjm emqs qsuhsmnt bguogln smuf yugbdshedodst, Sjm edg ~hqsm agfyhlt.q qgo}sdgl jhq h c}ho

maglgfda hcrhlshnm ‑ a}ssdln agqs cdumasot sjug}nj q}ymudgu

smajlgognt/ hq ~moo hq dlcdumasot sjug}nj jmoydln sjm e}tmu sg fhlhnm

cmfhlc,

Hq sjdq mzhfyom qjg~q/ sjm qmoomu ~jg jmoyq sjm a}qsgfmu sg qymlc

omqq ahl qmoo fgum, Jmoydln sjm e}tmu sg fhlhnm cmfhlc ahl em h ~dl&

~dl bgu e}tmu hlc qmoomu, Ds dq h fmhlq gb jmoydln sjm e}tmu sg a}s agqsq

~dsjg}s sjm qmoomu lmamqqhudot q}bbmudln hlt fhundl/ gu umrml}m

umc}asdgl,

Bgu sjm e}tmu sjm qshusdln ygdls bgu cmfhlc fhlhnmfmls dq qymlc

hlhotsdaq & sjm yugamqq gb mzygqdln ~jhs sjm gunhld{hsdgl qymlcq/ jg~

hlc ~jmum *hlc fgum dfygushlsot jg~ sjdq ahl em umc}amc$, Sjdq ahl

yumqmls ajhoomlnmq jg~mrmu/ ~dsj fhlt e}tmuq agfyohdldln gb odfdsmc

rdqdedodst gb ~jhs dq qymls, Qmoomuq ~jg jmoy yugrdcm q}aj rdqdedodst/ gu

doo}fdlhsdgl gb qymlc ahl jhrm hl hcrhlshnm,

Ahl tg} yugrdcm sjm e}tmu ~dsj numhsmu rdqdedodst gu

}lcmuqshlcdln gb ~jhs dq qymls hlc ~jhs qjg}oc em qymls7

Sda` Db ‚Tmq—

Sda` Db ‚Tmq—

‟•sjm qmoomu ~jg

jmoyq sjm e}tmuqymlc omqq ahl

qmoo fgum,‖



Y h n m | 2


Dl sjm edg&~hqsm mzhfyom/ sjm qmoomu yugrdcmc sjm e}tmu ~dsj

dlaumhqmc qymlc rdqdedodst dl sjm bgoog~dln ~htq;

Dlbgufhsdgl gl edg&~hqsm ~hqsm rgo}fmq ehqmc gl chsh bugf

gsjmu a}qsgfmu qdsmq *dlao}cdln `mt fmsudaq/ hrmuhnmq hlc u}omqgb sj}fe$, Sjdq dlbgufhsdgl mlheomc sjm e}tmu sg emlajfhu`

hnhdlqs gsjmuq,

Hl h}cds gb edg&~hqsm rgo}fmq hs yugygqho qshnm/ yumqmlsdln

sjm e}tmu ~dsj h cmshdomc hlhotqdq gb rgo}fmq hlc sjm qhrdlnq

sjhs ag}oc em cmudrmc dl sjm bguf gb h e}qdlmqq ahqm,

^mmòt hlc fglsjot rgo}fm umygusq/ cmshdodln sjm sjug}njy}shlc agfyhudln ds ~dsj rgo}fm umc}asdgl nghoq qms hlc qhrdlnq

shunmsmc dl sjm e}qdlmqq ahqm, Sjm a}qsgfmu dq yugrdcmc ~dsj

homusq ~jml rgo}fmq yugamqqmc hlc qymlc umhajmq 29-/ :9- gb

fglsjot qymlc hoogahsdgl,

Sjm qmoomu ahl yoht h ugom dl jmoydln sjm

e}tmu dl umqymas gb yugbdodln/

}lcmuqshlcdln hlc fhlhndln cmfhlc/

gbsml ~dsjg}s q}bbmudln hlt fhundl/ gu

umrml}m umc}asdgl,

Qsuhsmnt =;

Aglqgodchsdgl Gu Hnnumnhsdgl Gb

Y}uajhqmq

Sjm bduqs ygus gb ahoo hbsmu sjm hlhotqdq gb

qymlc dq stydahoot sjm aglqgodchsdgl/ gu

hnnumnhsdgl gb y}uajhqmq,

‟,,,sudmc " smqsmc

~htq sg a}s

yuga}umfmls

agqs hlc

agfyomzdst,‖



Y h n m | >


Sjmum hum 2 `mt ~htq dl ~jdaj e}tmuq hyyughaj sjdq ajhoomlnm;

8, Nmssdln fhlhnmuq/ cmyhusfmlsq hlc e}qdlmqq }ldsq sg yggo

sjmdu gucmuq sg nmlmuhsm e}o` cdqag}lsq,

5, Buhfm~gu` hnummfmlsq ~dsj qmomasmc rmlcguq *agrmudln fgum

dsmfq bgu h oglnmu ymudgc$,

1, Umc}adln q}yyodmu l}femuq/ ~dsj yumbmuumc hlc hyyugrmc

rmlcgu odqsq,

3, Q@] *Qsga` @mmydln ]lds$ aglqgodchsdgl& umc}adln sjm l}femu

gb dlcdrdc}ho ' }ldx}m dsmfq y}uajhqmc *m,n, ~m y}uajhqm 8:

cdbbmumls stymq gb ehoo emhudlnq/ omsq umc}am sjhs sg 2$,

=, Qymadbdahsdgl umc}asdgl & ~jmum qymadbdahsdglq hum qdfyodbdmc gu

umc}amc qg hq sg gyml }y lm~ ' ajmhymu qg}uadln gysdglq,

2, Ahsmngut fhlhnmfmls & sjhs dq sjm bga}q gl yhusda}ohu qymlc

yggoq / gu ahsmngudmq gb y}uajhqmq,

Sjmqm 2 qsuhsmndmq hum sudmc hlc smqsmc ~htq bgu e}tmuq sg fhlhnm hlc

}osdfhsmot a}s sjm yuga}umfmls agfyomzdst hlc agqs, Sjmt umyumqmls

hqymasq gb yuga}umfmls emqs yuhasdam hlc ahl yumqmls mdsjmu hl

gyygus}ldst gu ajhoomlnm sg sjm qmoomu/ cmymlcdln gl sjm cmnumm sg

~jdaj jm'qjm dq yumyhumc bgu sjmf,

Cg tg} `lg~ ~jhs yuga}umfmls emqs yuhasdam bgu tg}u humh

dq hlc cg tg} jmoy tg}u a}qsgfmu " yugqymasq sg hyyot ds7

Hq aglqgodchsdgl'hnnumnhsdgl qsuhsmndmq hum hl hofgqs dlmrdsheom qsmy

bgu sjm e}tmu/ q}yyodmuq f}qs em umhct,

Sda` Db ‚Tmq—



Y h n m | :


Qgfm mzhfyomq gb jg~ q}yyodmuq ahl jmoy sjmdu a}qsgfmuq sg

hnnumnhsm/ gu aglqgodchsm sjmdu e}tdln/ hum hq bgoog~q;

.^m umamdrmc 19 dlcdrdc}ho gucmuq dl sjm yhqs 2 ~mm`q bugf

rhudg}q cmyhusfmlsq dl sjm e}tdln gunhld{hsdgl• Db ~m

agfedlmc gucmuq dlsg ~mmòt cmodrmut qajmc}omq sjhs ag}oc

umc}am suhlqygus agqsq et 19-/ ~jdom hoqg yumrmlsdln .dfy}oqm

gucmuq.,

.Ehqmc gl sjm qhfyom dlrgdamq tg} yugrdcmc sg }q/ ~m qmm sjhs

sjmum hum h sgsho gb 8= yugc}as q}eqsds}sdglq *od`m bgu od`m lgl&

yumfd}f euhlc hosmulhsdrmq$ sjhs ag}oc cmodrmu qhrdlnq gb 5=-,.

.^m ~doo yugrdcm tg}u mlc a}qsgfmuq ~dsj cdumas haamqq sg g}u

gucmudln qtqsmf sjug}nj hl glodlm ahshogn}m ~jdaj ~doo qjg~

hrhdohedodst ehqmc gl e}cnmsmc hoogahsdglq hlc ~doo umx}dum rhodc

gucmu l}femuq/ gu gsjmu dlsmulho gucmudln yugamqqmq sjhs tg}

fht ~hls sg bgoog~•.

.^m umamdrm gucmuq bugf 3 cdbbmumls yhusq gb tg}u gunhld{hsdgl/

mhaj ~dsj dsq g~l haag}ls/ uhsmq hlc smufq, Db ~m agfedlmc

sjmf hoo sgnmsjmu ~m ag}oc gbbmu emssmu uhsmq sg mrmutegct hlcglm amlsuhod{mc gucmudln yugamqq,.

Sjgqm q}yyodmuq ~jg yughasdrmot jmoy e}tmuq sg fgum mbbmasdrmot

hnnumnhsm hlc aglqgodchsm cmfhlc emndl sjm suhlqdsdgl bugf q}yyodmu

sg yhuslmu,

Ahl tg} jmoy sjm e}tdln gunhld{hsdgl sg aglqgodchsm/ahsmngud{m/ gu hnnumnhsm ~jhs sjmt qymlc dl tg}u humh7

Sda` Db ‚Tmq—



Y h n m | 4


Qsuhsmnt 2;

Um&mlndlmmudln Sjm Q}yyot Ajhdl

Yuga}umfmls dq dlaumhqdlnot sjm bga}q gb qsuhsmnda/ gu kgdlmc }y

sjdl`dln sjhs qmmq e}tdln dl sjm aglsmzs gb sjm sgsho q}yyot ajhdl ~dsjdsq f}osdyodadst gb dly}sq hlc g}sy}sq/ a}qsgfmuq/ q}yyodmuq hlc

yhuslmuq, Sjhs fmhlq yuga}umfmls dq ogg`dln bgu maglgfdmq hlc

mbbdadmladmq dl lm~ humhq,

Sjm bga}q jhq qjdbsmc sg sgsho q}yyot ajhdl mbbdadmlat hlc dl yhusda}ohu

sg omrmuhndln q}yyodmu yhuslmu dllgrhsdgl dl nmssdln sjmdu

yugc}as'qmurdam dlsg sjm jhlcq gb sjm a}qsgfmu, Ds jhq hoqg qjdbsmc sg

sjm q}yyodmuq gb tg}u q}yyodmuq *m,n, uh~ fhsmudhoq$ dl smufq gb qmm`dln

agqs umc}asdgl/ gu fhlhndln q}yyot udq`,

Ahl tg} fhy tg}u a}qsgfmu—q q}yyot ajhdl hlc jg~ ds dq

ajhlndln7

^jml e}tmuq qmm sjmdu e}qdlmqq hq h q}yyot ajhdl/ sjmt x}daòt emndlsg qmm sjhs amushdl qsmyq dl sjm q}yyot ajhdl ag}oc em cglm et gsjmuq,

Sjhs fht fmhl g}s&qg}uadln sjm yuga}umfmls gb yhusda}ohu yugc}asq/

gu ahsmngudmq/ gu ds fht em sjm g}s&qg}uadln gb qshnmq ' qsmyq ~dsjdl

sjm q}yyot ajhdl, Sjdq yumqmlsq gyygus}ldsdmq/ hq ~moo hq ajhoomlnmq bgu

qmoomuq,

Dl h ~guoc ~jmum sjm ednnmqs glm sdfm fhl}bhas}umuq cgl.s g~l

bhasgudmq/ gu bommsq gb cmodrmut rmjdaomq/ e}s dlqsmhc fhlhnm q}yyot

ajhdlq/ ~jhs fhssmuq dq sjm mlc&sg&mlc ymubgufhlam gb sjm e}qdlmqq

*gu q}yyot ajhdl$/ lgs ~jg g~lq sjm rhudg}q ydmamq dl ems~mml, ^dsj

agfyhldmq bga}qdln gl agum agfymsmlam/ sjm sumlc dq sg~hucq g}s&

qg}uadln mrmutsjdln moqm hlc sjhs yumqmlsq gyygus}ldsdmq bgu q}yyodmuq

sg emagfm qsuhsmnda yhuslmuq,

Sjdq lm~ g}s&qg}uamc e}qdlmqq fgcmo yumqmlsq gyygus}ldsdmq bgu

qmoomuq, E}tmuq hum umn}ohuot umfdlcmc sjm dqq}m gb g}s&qg}uadln

umx}dumq hq`dln lgs .^jg dq emqs sg cg ds7./ e}s .^jg dq emqs hs cgdln

Sda` Db ‚Tmq—

‟Qmoomuq lmmc sg

qmm sjmfqmormq

hq odl`q dl h

q}yyot ajhdl,,,‖



Y h n m | 89


ds7. Qmoomuq lmmc sg qmm sjmfqmormq lgs hq q}yyodmuq/ e}s hq odl`q dl h

q}yyot ajhdl, Sjmt lmmc sg hcgys h b}oo a}qsgfmu q}yyot ajhdl bga}q,

Ahl tg} jmoy sjm e}tmu sg gysdfd{m sjmdu q}yyot ajhdlmbbdadmlat & bugf uh~ fhsmudhoq/ gu dly}sq sg g}sy}sq/ gu

bdldqjmc yugc}asq yugrdcmc sg sjmdu mlc a}qsgfmuq7

^jhs jhyymlq ~jml qmoomuq hcgys h q}yyot ajhdl rdm~7 ^moo/ jmum

hum qgfm gb sjm gyygus}ldsdmq ds yumqmlsq;

Jmoy sjm a}qsgfmu sg gysdfd{m sjmdu q}yyot ajhdl ‑ qshusdln~dsj sjm qsmy sjhs sjmt hum yumqmlsot gl/ e}s ogg`dln bgu~huc sg

sjm mlc a}qsgfmu hlc eha`~huc sg sjm uh~ fhsmudho, Sjdq

mlheomq qmoomuq sg sh`m augqq qmoodln hlc }y qmoodln sg h lm~

omrmo,

Hcgys h sgsho qgo}sdgl/ gu .sgsho magqtqsmf. rdm~ sg fgum

agfyumjmlqdrmot hccumqq sjm e}tdln gunhld{hsdgl.q lmmcq,

Qmm gyygus}ldsdmq ~jmum glm yugc}as/ gu qmurdam mlcq hlc

hlgsjmu emndlq, Bgu mzhfyom sjm DS qgo}sdglq rmlcgu ~jgqm

qtqsmf f}qs dlsmnuhsm ~dsj h ftudhc gb gsjmu q}yyodmu qtqsmfq

dl sjm e}tdln gunhld{hsdgl yhuslmuq ~dsj sjgqm gsjmu q}yyodmuq

~dsj umqymas sg dlsmnuhsdgl/ gu sjm sgsho qgo}sdgl,

Umagnld{m sjhs qgo}sdglq cgl.s k}qs jhrm dlsmulho/ e}s hoqg

mzsmulho a}qsgfmuq, Bgu mzhfyom sjm DS rmlcgu ~jgqm qtqsmf

mlheomq qmob&yugrdqdgldln et sjm e}tdln gunhld{hsdgl.q mlc

a}qsgfmuq/ hq ~moo hq dsq ajhllmo dlsmufmcdhudmq,

Gysdfd{m/ cmrmogy hlc um&mlndlmmu sjmdu g~l q}yyot ajhdlq ‑

sjhs dq sjmdu g~l q}yyodmuq hlc cdqsude}sguq sg mljhlam

agfymsdsdrm hcrhlshnm dl sjm fhu`msyoham,

Ahl tg} jmoy sjm e}tmu sg g}s&qg}uam hlc sjmumet bga}q

fgum gl sjmdu agum agfymsmlam7

Sda` Db ‚Tmq—

Sda` Db ‚Tmq—



Y h n m | 88


Tg}u Qhomq Nh}nm; Sjm Agqs&A}ssdln E}tmu Dq Tg}u Hoot

Sjmum hum : ajmaòdqs dl sjm husdaom, ]qm sjmqm sg nh}nm jg~ mbbmasdrmot

tg} hum suhlqbgufdln sjm agqs&a}ssdln e}tmu dlsg hl hoot,

Sda` sjm glmq bgu ~jdaj tg} ahl hlq~mu .Tmq. ‑ sjhs dq sjgqm sjhs hum

yumqmlsot emdln hccumqqmc/ gu agrmumc et tg}u qhomq hyyughaj, Yht

yhusda}ohu hssmlsdgl sg sjgqm sjhs tg} ahllgs Sda` ‑ sjmt ag}oc em

odfdsdln tg}u q}aamqq,

^jhs Qjg}oc Tg} Cg Lmzs7

]qm sjm ajmaòdqs hegrm sg cmadcm ~jhs tg} ~hls sg cg lmzs, Dl

yhusda}ohu/ qmm jg~ fhlt dsmfq ~mum tg} heom sg sda` .Tmq.,

Db tg} sda`mc fgqs/ gu hoo gb sjmf sjml tg} jhrm sjm agqs&a}ssdln e}tmu

}lcmu aglsugo, Qg/ tg} fdnjs od`m sg lhrdnhsm sg qgfm gsjmu hqymas gb

sjm Gucmuq Qshnm *d,m, yugygqhoq/ lmngsdhsdgl hlc aogqdln$/ gu

moqm~jmum dl sjm qhomq yugamqq,

Db lgs/ sjdq humh ag}oc em odfdsdln tg}u qhomq q}aamqq, Tg} ahl qshus

hccumqqdln ds et shaòdln sjgqm dsmfq dl sjm ajmaòdqs sjhs tg} ag}oc

lgs sda`, Bgu mhaj fh`m h lgsm gb qymadbda hasdglq tg} ahl sh`m ‑ tg}

~doo bdlc qyham sg ~udsm mhuodmu dl sjdq yhymu,



Y h n m | 85


Sjm Qadmlam Emjdlc Sjdq Yhymu

Sjmqm dlqdnjsq hlc sggoq hum ehqmc gl mzsmlqdrm umqmhuaj }lcmu 1

jmhcdlnq;

8, E}tmu Umqmhuaj ‑ g}u nug}lc&eumh`dln umqmhuaj dlsg jg~ fgcmule}tdln cmadqdglq hum fhcm hlc sjm dfyodahsdglq bgu qmoomuq,

5, Emqs Yuhasdam Umqmhuaj ‑ Grmu 8 fdoodgl yhnmq gb emqs yuhasdam qhomq

ahqm qs}cdmq/ egg`q hlc umqmhuaj,

1, Agffgl Yuhasdam Umqmhuaj ‑ G}u ymmu agfyhudqgl emlajfhu` gb

8/999q gb tg}u agfymsdsguq hlc ymmuq,

Sjm Qhomq Mlndlm¬ hlc QmoomuLhr hum suhcmfhu`q gb Sjm HQN Nug}y,Sjm mlsdum aglsmlsq gb sjdq cga}fmls hum agytudnjs gb Sjm HQN Nug}y

hlc ahllgs em umyugc}amc dl hlt bgufhs ~dsjg}s ~udssml ymufdqqdgl,

^g}oc tg} od`m jmoy dl shaòdln tg}u qhomq ajhoomlnmq7 Aglshas }q hs;

mlx}dudmqIsjmHQNnug}y,agf

~~~,sjmHQNnug}y,agf

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