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""AZm{Im C[hma'' oO_ ÒQ>md{ b {

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Look into the depths of anothers soul and listen, not only with our ears, but with our hearts and imagination, and our silent love. . . . Joye Kanelakos

DYNAMIC AGENCY MANAGEMENT

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odf` gyMr 1.

gµ\$a H$s ewÍ$AmV . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

2.

AVrV H$s AmdmµO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

3.

l_ H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

4.

YZ H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

5.

Xm{ÒVr H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

6.

kmZ H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51

7.

g_Ò`mAm| H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . 61

8.

[nadma H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71

9.

hßgr H$m C[hma. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 81

10.

g[Zm| H$m C[hma. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87

11.

X{Z{ H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 95

12.

H•$VkVm H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . 101

13.

EH$ oXZ H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . 109

14.

‡{_ H$m C[hma . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 115

15.

AZm{Im C[hma. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 123

b{IH$ H$m [naM` . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 128

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gµ\$a H$s ewÈAmV gµ\$a bÂ]m hm{ `m N>m{Q>m-ewÈ dht g{ hm{Zm Mmoh`{ Ohmß AmO h_ h¢.

11

DYNAMIC AGENCY MANAGEMENT

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gµ\$a H$s ewÈAmV

A‹`m` [hbm [Zr dH$mbV H{$ Ã{fl[Zd| Am°a A[Zr qµOXJr H{$ AÒgrd| df© _| _wP{ EH$ E{g{ bÂ]{ gµ\$a g{ JwµOaZm `m Om{ _{ar qOXµJr H$m{ gXm H{$ ob`{ ]Xb X{Z{ dmbm Wm.

A

_¢ ]m{ÒQ>Z H{$ g]g{ ‡og’ ^mJ _| pÒWV, g]g{ D$[a H$s _ßoOb [a-H$m{Z{ H{$ Amo\$g _|, X{dXma H$r bH$∂S>r H{$ ]Z{ A[Z{ ^mar ^aH$_ S>{ÒH$ [a ]°R>m Wm. gßJ{__©a H{$ odlm_H$j _| ]mha H{$ XadmµO{ [a bJr [wamZ{ nS>µOmBZ H$s [rVb H$s VôVr, [a obIm Wm, "h°o_ÎQ>Z, h°o_ÎQ>Z E›S> h°o_ÎQ>Z.' BZ_| g{ [hbm h°o_ÎQ>Z _¢ hˇß `mZr oW`m{S>m{a. O{. h°o_ÎQ>Z, ]mH$s Xm{ `mZr _{am ]{Q>m Am°a [m{Vm. _¢ `h Vm{ Zht H$hˇßJm oH$ h_mar \$_© ]m{ÒQ>Z _| g]g{ AoYH$ ‡ª`mV µ\$_© h°, ∑`ßyoH$ E{gm H$hZm AgmdYmZr hm{Jm- hmß AJa H$m{B© Am°a H$h{, Vm{ CZH{$ gmW Agh_V hm{Z{ H$s H$m{B© Img H$m{oee ^r Zht H$ͱ$Jm! hm±, Vm{ _¢ A[Z{ [wamZ{ ∂T>ßJ H{$ ^Ï` Xµµ‚Va H{$ _mhm°b H$m{ Am±Im{ g{ [r ahm Wm Am°a ]°R>m ]°R>m gm{M ahm Wm oH$ bm∞ H$mb{O H{ CZ H$∂S>H$s ^a{ oXZm| g{ AmO _°ß oH$VZr Xya oZH$b Am`m h±y. A[Zr em{haV H{$ ‡_mUm| g{ ^ar, A[Zr ‡ogo’ H$s ‡VrH$, Cg Xrdma H$m{ X{IZm A¿N>m bJVm Wm oOg[a A_arH$m H{$ [mßM ^yV[yd© amÔ≠>[oV`m| Am°a A›` Zm_mßoH$V _ehˇa hpÒV`m| H{$ gmW _{ar VÒdra| Wt. ]o∂T>`m M_∂S>{ g{ _∂T>t oH$Vm]m| g{ ^a{-Am°a \$e© g{ N>V VH$ gQ>{ ]wH$e{Î\$-H$_a{ _| o]N>m bÂ]m-Mm°∂S>m B©amZr H$mbrZ, gOm h˛Am ∑bmogH$ M_∂S>{ H$m \$ZuMa, Om{ g] _wPg{ [hb{ H{$ h¢, AmoX H{$ _mhm°b H$m AmZßX CR>m ahm Wm oH$ µ\$m{Z H$s KßQ>r ]O CR>r. µ\$m{Z [a _mJ©a{Q> h{pÒQ>ßΩµO H$s OmZr-[hMmZr Am°a AmÌdÒV H$aZ{ dmbr AmdmµO H$h ahr Wr ""ga Am[g{ Xm{ e„X H$hZ{ H{$ ob`{ ^rVa Am gH$Vr hˇ± ?'' 13

AZm{Im C[hma ∑`m|oH$ h_ Mmbrg dfm~ g{ AoYH$ H{$ gh`m{Jr W{, _wP{ `h g_PV{ X{a Zht bJr oH$ `h dh Òda Wm, Om{ dh og\©$ JßÂ^ra Am°a ]h˛V gßOrXm [napÒWoV`m| _{ß hr C[`m{J H$aVr Wr. ""hmß hmß µOÍ$a'' _¢Z{ µ\$m°aZ Odm] oX`m. _mJ©a{Q> VwaßV Am JB© Am°a XadmµOm ]ßX H$aV{ h˛E, Q>{]b H{$ Cg Am{a, _{a{ gm_Z{ ]°R> JB©. dh Z Vm{ A[Zm H°$b{›S>a bmB© Wr, Z [Ã-Ï`dhma, Z oH$gr ‡H$ma H{$ A›` H$mJµO hr. _¢ `mX H$aZ{ H$s H$m{oee H$a ahm Wm oH$ o[N>br ]ma _mJ©a{Q> _{a{ oZOr H$j _| o]Zm oH$gr gm_mZ H{$ ^rVa H$] AmB© Wr-oH$ o]Zm oH$gr ^yo_H$m `m odbÂ] H{$ dh ]m{br ""o_ÒQ>a h°o_ÎQ>Z, a{S> ÒQ>rd›g Zht ah{.'' AÒgr VH$ [hw±MV{ [h˛±MV{ h_| Xm{ÒVm| Am°a [nadma H{$ gXÒ`m| H{$ Z ahZ{ H$r ò]a| gwZZ{ H$r AmXV gr [∂S> OmVr h°. [a Hw$N> joV`mß h_H$m{ A›` Xw:Im| g{ AoYH$ Y∑H$m [h±wMmVr h¢. Bgg{ Vm{ _¢ ^rVa VH$ ohb J`m. ^mdZmAm| Am°a `mXm| H{$ ¡dma _| oKaH$a ^r _wP{ Ehgmg Wm oH$ _wP{ dh g] H$aZm hm{Jm oOgH$s a{S> _wPg{ CÂ_rX H$aV{ W{`mZr oH$ A[Zm H$V©Ï` . _{a{ A›Xa H$m dH$sb OmJ CR>m. _¢Z{ A[Zm dH$sbmZm AßXmµO A[ZmV{ h˛E _mJ©a{Q> g{ H$hm, ""h_| a{S> H{ [nadma H{$ g^r gXÒ`m|, ododY oZJ_ ]m{S>m~ Am°a CZH{$ Ï`m[ma H{$ g^r gh`m{oJ`m| H$m{ ò]a H$aZr hm{Jr Am°a gÂ[H©$ _m‹`_m| H$s Om{ gH©$g oH$gr ^r jU ewÍ$ hm{ OmEJr-Cg{ oZ`ßoÃV H$aZ{ H{$ ob`{ V°`ma ahZm hm{Jm. o_g h{pÒQ>®ΩµO PQ> g{ I∂S>r hm{ JB™ Am°a MwÒV H$X_m| g{ XadmµO{ H$s Am{a ]∂T>V{ h˛E, Ky_ H$a ogµ\©$ BVZm ]m{bt, ""g] Hw$N> _wP [a N>m{∂S> XroO`{-_°ß X{I bßyJr.'' Am°a o\$a EH$ AQ>[Q>m gm A›Vamb-Bg N>m{Q>{ g{ odam_ _| _¢ g_P J`m oH$ _mJ©a{Q>, h{pÒQ>®ΩµO Am°a _¢ Cg gr_ma{Im H$m{ bm±Y ah{ h¢ Om{ d°`p∑VH$ Am°a Ï`mdgmo`H$ H$m{ AbJ H$aVr h°-d| ]m{bt o_ÒQ>a h°o_ÎQ>Z, _¢ Am[H$m Xw:I g_PVr hy±. XadmµOm ]ßX H$aH{$ dm{ _wP{ _{a{ ª`mbm| H{$ gmW AH{$bm N>m{∂S> JB™. Xm{ hµµ‚Vm| H{$ ]mX _°ßZ{ A[Z{ Am[µH$m{ A[Z{ ^mar ^aH$_ H$m∞›\´{$›g Q>{]b H{$ oga{ [a, a{S> ÒQ>rd›g H{ gma{ EH$oÃV naÌV{Xmam| g{ oKam [m`m. bmbM H$r hX VH$ [h˛±Mr h˛B© EH$ 14

gµ\$a H$s ewÈAmV CÀgwH$Vm H$_a{ _| gm±g b{ ahr Wr. A[Z{ AoYH$Va gÂ]p›Y`m| H{ ‡oV a{S> H$s ^mdZmAm| g{ [naoMV hm{Z{ H{$ H$maU _¢ OmZVm Wm dm{ OÍ$a Mmh|J{ oH$ _¢ BZ g] bmbM H{$ [wVbm| H{$ B›VµOma H$r `mVZm^ar Ko∂S>`m| H$m{ oOVZm bÂ]m ItM gHßy ItMy ! Bgob`{ _¢Z{ _mJ©a{Q> H$m{ CZ g]g{ Mm`, H$m∞\$s, R>ßS>m [yN>Z{ Am°a odbÂ] H$m H$m{B© Am°a hWHß$S>m ^r A[ZmZ{ H$m{ H$h aIm Wm. _¢Z{ CZ bÂ]{-Mm°∂S>{ H$mJµOmV H$m{ ]marH$s g{ EH$ Xm{ ]ma Om±Mm, o\$a H$B© ]ma Jbm gmµ\$ oH$`m Am°a O] bJm oH$ _¢ oeÓQ>mMma H$s gr_mEß [ma H$a ahm hˇ±, _¢Z{ I∂S>{ hm{H$a Cg aßJmaßJ g_yh H$m{ gÂ]m{nYV H$aV{ hwE H$hmß, ""X{od`m| Am°a g¡OZm{, O°gm oH$ Am[ OmZV{ h¢, h_ g] `hmß hm∞dS>© ÒQ>rd›g H$r dgr`V [∂T>Z{ H{$ ob`{ EH$oÃV h˛E h¢. _wP{ Bg ]mV H$m ^r Ehgmg h° oH$ `h h_ g] H{$ ob`{ H$oR>Z g_` h¢. AmO gw]h h_ma{ Ï`p∑VJV Xw:I, g^r H$mZyZr Am°a AmoW©H$ _m_bm| g{ ]∂T>H$a h¢.'' _¢ OmZVm Wm oH$ AmO a{S> ÒQ>rd›g Ohm± ^r hm|J{, C›h| Bg odS>Â]Zm H$m _µOm b{Zm hr hm{Jm! ""A] _¢ ‡maoÂ^H$ H$mZyZr Zw∑Vm| g{ oZ[Q> H$a AmO H{$ _wª` _w‘m{ß [a AmVm hˇ±. a{S> ÒQ>rd›g ha [hby g{, "g\$b' e„X H{$ ‡À`{H$ AW© _| EH$ H$m_`m] Ï`p∑VÀd W{. CZH{$ B¿N>m[à Am°a dgr`V ^r CZH$s Vah ]h˛V grY{-gmY{ Am°a Ò[Ô> h¢.'' ""`h dgr`V, H$ar] EH$ gmb [hb{, CZH$s [MhŒmadt gmboJah [a _¢Z{ hr Xm{]mam ]ZmB© Wr. CgH{$ ]mX h_ma{ ]rM h˛B© ]mVMrV Am°a gßdmXm| g{ß _wP{ kmV h° oH$ `h XÒVmd{O CZH$s AßoV_ B¿N>mAm| H$m AmB©Zm h°. _¢ grY{ CZH$s dgr`V g{ [∂T>Zm ewÍ$ H$aVm hˇ±. O°g{ O°g{ _¢ [Ty>ßJm, Am[ IwX g_P OmßEJ{ oH$ hmbmßoH$ `h dgr`VZm_m [yarVah H$mZyZr Am°a g] [a bmJy h°, Hw$N> Aße a{S> H{$ A[Z{ e„Xm| _| ¡`m| H{$ À`m| h¢.'' ""A[Zr [hbr H$Â[Zr [°Zh°¢S>b Am∞`b E›S> J°g-_¢ A[Z{ ]∂S>{ ]{Q>{ O°H$ ÒQ>rd›g H{$ Zm_ H$aVm hˇ±. dgr`V obIZ{ H{$ g_` [°Zh¢S>b H$m _yÎ` 60 H$am{∂S> S>mba h¢.'' Q>{]b H{$ g] Am{a g{ H$B`m| H{$ gmßg ItMZ{ H$s AmdmµO| gwZmB© X{ aht Wt-gmW hr EH$ CÎbmg ^ar oH$bH$mar gwZmB© Xr. dgr`V H$m{ Q>{]b H{$ oH$Zma{ [a aI H$a _¢Z{ A[Z{ [∂T>Z{ H{$ MÌ_{ H{$ D$[a g{, g] [a A[Zr g]g{ am°]Xma AXmbVr ZµOa S>mbr Am°a EH$ ‡^md[yU© A›Vamb H{$ ]mX dgr`V CR>mH$a [∂T>Zm Omar aIm. 15

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ISBN 10: 81-88452-17-3 (HINDI) ISBN 13: 978-81-88452-17-0