{"id":17697,"date":"2025-12-18T10:30:00","date_gmt":"2025-12-18T13:30:00","guid":{"rendered":"http:\/\/novosite.stratec.com.br\/hora-de-avaliar-a-sua-equipe-e-agora\/"},"modified":"2026-05-28T18:25:29","modified_gmt":"2026-05-28T21:25:29","slug":"time-to-evaluate-your-team-and-now","status":"publish","type":"post","link":"https:\/\/actiosoftware.com\/en\/blog\/hora-de-avaliar-a-sua-equipe-e-agora\/","title":{"rendered":"Bonuses and PLR: Understand how to evaluate and reward your team!"},"content":{"rendered":"\n<p>O encerramento do ano traz um dos desafios mais complexos para o setor de Recursos Humanos: mensurar a performance dos colaboradores para calibrar a distribui\u00e7\u00e3o de b\u00f4nus e PLR. E nesse cen\u00e1rio de fechamento de ciclo, a <strong>avalia\u00e7\u00e3o de desempenho individual<\/strong> se torna uma ferramenta estrat\u00e9gica indispens\u00e1vel. Afinal, permite que a gest\u00e3o alinhe expectativas, corrija rotas e planeje o futuro com base em dados reais de produtividade.<\/p>\n\n\n\n<p>No entanto, para garantir um processo transparente, meritocr\u00e1tico e livre de favoritismos, n\u00e3o basta apenas compreender o valor desta entrega; \u00e9 preciso dominar a execu\u00e7\u00e3o. Quer saber mais sobre o tema? Confira as melhores pr\u00e1ticas para estruturar a sua avalia\u00e7\u00e3o de desempenho com precis\u00e3o e conhe\u00e7a as ferramentas ideais para automatizar e simplificar essa jornada!<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-o-que-e-a-avaliacao-de-desempenho-individual-e-como-ela-impacta-no-bonus-e-plr\"><a name=\"_hfg467kd2qoe\"><\/a>O que \u00e9 a avalia\u00e7\u00e3o de desempenho individual e como ela impacta no b\u00f4nus e PLR?<\/h2>\n\n\n\n<p>Como o pr\u00f3prio nome indica, a <a href=\"https:\/\/actiosoftware.com\/blog\/o-que-diferencia-um-modelo-de-avaliacao-de-desempenho-eficaz\/\" target=\"_blank\" rel=\"noreferrer noopener\">avalia\u00e7\u00e3o de desempenho<\/a> individual analisa a performance de cada colaborador de forma isolada ao longo do ano. Ou seja, longe de ser uma an\u00e1lise superficial, esse processo vai al\u00e9m de medir se os resultados foram bons ou ruins. Isso porque ele ajuda o gestor a entender o potencial do profissional, como ele pode ser melhor aproveitado e quais compet\u00eancias precisam ser desenvolvidas.<\/p>\n\n\n\n<p>Na pr\u00e1tica, essa avalia\u00e7\u00e3o \u00e9 o crit\u00e9rio t\u00e9cnico que justifica a distribui\u00e7\u00e3o de b\u00f4nus e PLR (Participa\u00e7\u00e3o nos Lucros e Resultados). Assim, enquanto as metas globais da empresa determinam <em>se haver\u00e1<\/em> o pagamento do benef\u00edcio, a avalia\u00e7\u00e3o individual define <em>o quanto<\/em> cada colaborador vai receber, garantindo que a recompensa financeira seja proporcional \u00e0 dedica\u00e7\u00e3o e \u00e0 entrega de cada um.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-qual-a-importancia-e-possiveis-desdobramentos-da-avaliacao-de-desempenho\"><a name=\"_9mo5ghx1xs2\"><\/a>Qual a import\u00e2ncia e poss\u00edveis desdobramentos da avalia\u00e7\u00e3o de desempenho?<\/h3>\n\n\n\n<p>Compreender o valor da <a href=\"https:\/\/actiosoftware.com\/blog\/avaliacao-de-desempenho-individual-como-sistema-de-gestao\/\" target=\"_blank\" rel=\"noreferrer noopener\">avalia\u00e7\u00e3o de desempenho individual<\/a> \u00e9 o primeiro passo para transformar a cultura da sua empresa. Afinal, longe de ser apenas um formul\u00e1rio preenchido uma vez por ano para cumprir tabela, esse processo \u00e9 o term\u00f4metro mais preciso que a lideran\u00e7a possui para medir a sa\u00fade operacional do neg\u00f3cio e o engajamento do capital humano.<\/p>\n\n\n\n<p>Assim, quando o gestor analisa o alcance de metas e o comportamento do colaborador de forma estruturada, ele ganha mais clareza para tomar decis\u00f5es. E na pr\u00e1tica, uma avalia\u00e7\u00e3o bem-executada traz desdobramentos profundos para o dia a dia, como:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Mapeamento de compet\u00eancias:<\/strong> permite identificar com precis\u00e3o o perfil real de cada profissional, revelando talentos ocultos, pontos fortes e fraquezas que precisam de corre\u00e7\u00e3o;<\/li>\n\n\n\n<li><strong>Desenvolvimento focado na dor:<\/strong> d\u00e1 insumos claros para que o RH e a lideran\u00e7a criem <a href=\"https:\/\/actiosoftware.com\/blog\/pdi-plano-de-desenvolvimento-individual-como-desenvolver-o-seu\/\" target=\"_blank\" rel=\"noreferrer noopener\">Planos de Desenvolvimento Individual<\/a> (PDIs) assertivos, direcionando investimentos em treinamentos para o que realmente importa;<\/li>\n\n\n\n<li><strong>Alinhamento de expectativas:<\/strong> acaba com as suposi\u00e7\u00f5es do &#8220;eu acho que estou indo bem&#8221;. O colaborador entende exatamente o que a empresa espera dele, reduzindo a ansiedade e aumentando a transpar\u00eancia;<\/li>\n\n\n\n<li><strong>Desdobramento de metas inteligente:<\/strong> facilita a conex\u00e3o entre os objetivos macro da empresa e as entregas do dia a dia;<\/li>\n\n\n\n<li><strong>Identifica\u00e7\u00e3o de gargalos operacionais:<\/strong> muitas vezes, um desempenho baixo n\u00e3o \u00e9 culpa do profissional, mas sim de processos falhos ou falta de ferramentas. A avalia\u00e7\u00e3o ajuda a trazer esses problemas \u00e0 tona para que a diretoria possa agir.<\/li>\n<\/ul>\n\n\n\n<p>Investir tempo nesse diagn\u00f3stico \u00e9 o que separa as empresas que apenas sobrevivem daquelas que constroem equipes de alta performance. E o resultado final se reflete em menor rotatividade de pessoal, lideran\u00e7as mais preparadas e, claro, crit\u00e9rios muito mais justos na hora de recompensar.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-como-realizar-uma-boa-avaliacao-de-desempenho-individual-para-recompensar-com-bonus-e-plr\"><a name=\"_zeyww1uwawwm\"><\/a>Como realizar uma boa avalia\u00e7\u00e3o de desempenho individual para recompensar com b\u00f4nus e PLR?<\/h2>\n\n\n\n<p>Estruturar um ciclo de avalia\u00e7\u00e3o de desempenho focado em <a href=\"https:\/\/actiosoftware.com\/blog\/remuneracao-variavel-o-que-e-exemplos-e-como-aplicar\/\" target=\"_blank\" rel=\"noreferrer noopener\">remunera\u00e7\u00e3o vari\u00e1vel<\/a> exige um equil\u00edbrio fino entre justi\u00e7a e precis\u00e3o. Afinal, se o processo parecer subjetivo, o tiro sai pela culatra: a equipe se desmotiva e o b\u00f4nus perde seu poder de engajamento.\u00a0<\/p>\n\n\n\n<p>Portanto, para evitar o favoritismo e garantir que a PLR funcione como um verdadeiro motor de alta performance, a lideran\u00e7a precisa ir al\u00e9m da an\u00e1lise de fim de ano e adotar um modelo estruturado. Abaixo, transformamos esse processo em um guia pr\u00e1tico para desenhar uma avalia\u00e7\u00e3o s\u00f3lida na sua empresa.<\/p>\n\n\n\n<p>Confira!<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Passo 1: estabele\u00e7a um acompanhamento cont\u00ednuo<\/h3>\n\n\n\n<p>Embora o pagamento do b\u00f4nus e da <a href=\"https:\/\/actiosoftware.com\/blog\/plr-o-que-e-como-funciona-e-beneficios\/\" target=\"_blank\" rel=\"noreferrer noopener\">PLR<\/a> aconte\u00e7a geralmente no fechamento do ano, a avalia\u00e7\u00e3o n\u00e3o pode ser um evento isolado de dezembro. Isso porque esperar o ciclo acabar para apontar falhas ou reconhecer acertos \u00e9 um erro estrat\u00e9gico que custa caro ao neg\u00f3cio.\u00a0<\/p>\n\n\n\n<p>O ideal \u00e9 que o acompanhamento aconte\u00e7a em ciclos menores, como trimestrais ou semestrais, sendo constantemente retroalimentado por conversas de alinhamento frequentes.<\/p>\n\n\n\n<p>Essa frequ\u00eancia estrat\u00e9gica permite uma corre\u00e7\u00e3o de rota em tempo real, dando a oportunidade para o gestor apoiar o colaborador a tempo de ele recuperar suas metas antes do fechamento do gatilho financeiro. Al\u00e9m disso, estabelecer entrevistas e alinhamentos peri\u00f3dicos consolida uma cultura de proximidade, ajudando o l\u00edder a conhecer as reais ambi\u00e7\u00f5es de cada profissional.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Passo 2: equilibre entregas (Hard Skills) e comportamento (Soft Skills)<\/h3>\n\n\n\n<p>Uma boa avalia\u00e7\u00e3o individual n\u00e3o olha apenas para o <em>qu\u00ea<\/em> foi entregue, mas tamb\u00e9m para o <em>como<\/em> foi entregue. E premiar um colaborador que bateu metas destruindo o clima organizacional ou atropelando processos internos cria um ambiente t\u00f3xico a longo prazo. Por isso, os resultados quantitativos, como o cumprimento de prazos, volume de vendas e efici\u00eancia, devem formar a base matem\u00e1tica do b\u00f4nus, mas n\u00e3o o todo.<\/p>\n\n\n\n<p>Al\u00e9m disso, o comportamento no dia a dia precisa entrar na conta. Crit\u00e9rios qualitativos como proatividade, iniciativa, colabora\u00e7\u00e3o com a equipe e adequa\u00e7\u00e3o \u00e0 cultura da empresa devem compor a nota final. A grande chave aqui \u00e9 a transpar\u00eancia de crit\u00e9rios: o liderado precisa saber, desde o primeiro dia do ciclo, qual \u00e9 o peso exato de suas atitudes e qual \u00e9 o peso dos seus n\u00fameros na composi\u00e7\u00e3o da sua recompensa.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Passo 3: assegure a qualidade dos resultados atrav\u00e9s de dados concretos<\/h3>\n\n\n\n<p>Aspectos qualitativos importam, mas quando o assunto mexe no bolso do colaborador, os dados num\u00e9ricos s\u00e3o a \u00fanica garantia de harmonia interna. E para que a distribui\u00e7\u00e3o de b\u00f4nus e PLR seja incontest\u00e1vel, todo o processo precisa ser respaldado por fatos e indicadores audit\u00e1veis, deixando de lado qualquer espa\u00e7o para o &#8220;achismo&#8221;.<\/p>\n\n\n\n<p>Basear a meritocracia em dados claros protege a lideran\u00e7a de acusa\u00e7\u00f5es de prefer\u00eancias e constr\u00f3i uma percep\u00e7\u00e3o real de justi\u00e7a na equipe. Assim, quando os crit\u00e9rios de avalia\u00e7\u00e3o e o hist\u00f3rico de desempenho de cada um ficam expostos para todas as partes envolvidas, o feedback deixa de ser uma surpresa e passa a ser uma consequ\u00eancia natural.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Passo 4: realize comit\u00eas de calibragem para evitar vieses<\/h3>\n\n\n\n<p>Depois de coletar as notas e os dados, o RH deve conduzir os comit\u00eas de calibragem de desempenho. Essa etapa consiste em reuni\u00f5es entre gestores de diferentes \u00e1reas para revisar e alinhar as avalia\u00e7\u00f5es feitas pelas lideran\u00e7as.&nbsp;<\/p>\n\n\n\n<p>O objetivo \u00e9 garantir que os crit\u00e9rios de exig\u00eancia sejam os mesmos em toda a empresa, evitando que um gestor &#8220;bonzinho&#8221; infle o b\u00f4nus de sua equipe ou que um l\u00edder excessivamente r\u00edgido prejudique os seus subordinados.<\/p>\n\n\n\n<p>Al\u00e9m disso, esse alinhamento interdepartamental traz uma camada extra de governan\u00e7a corporativa ao processo. Afinal, ao debater o desempenho dos profissionais de forma coletiva, a empresa valida os resultados e blinda a organiza\u00e7\u00e3o contra o sentimento de injusti\u00e7a.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Passo 5: automatize o processo com tecnologia<\/h3>\n\n\n\n<p>Fazer toda essa gest\u00e3o de metas, comportamentos, hist\u00f3ricos e calibragem em planilhas manuais \u00e9 o caminho mais r\u00e1pido para cometer erros. \u00c9 por isso que empresas de alta performance eliminam os processos manuais e automatizam o ciclo do in\u00edcio ao fim.<\/p>\n\n\n\n<p>E com o <a href=\"https:\/\/actiosoftware.com\/performance-individual\/\" target=\"_blank\" rel=\"noreferrer noopener\">software <strong>da Actio<\/strong><\/a>, desenvolvido para garantir a governan\u00e7a e a transpar\u00eancia do seu RH, voc\u00ea centraliza todas as etapas do ciclo. A plataforma permite alinhar os objetivos estrat\u00e9gicos da empresa ao papel di\u00e1rio de cada colaborador, facilitando a apura\u00e7\u00e3o de resultados em tempo real e garantindo que o c\u00e1lculo de b\u00f4nus e PLR seja 100% justo, seguro e focado na verdadeira meritocracia!<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Perguntas frequentes sobre b\u00f4nus e PLR<\/h2>\n\n\n\n<p>Confira abaixo algumas das perguntas mais comuns sobre o tema:<\/p>\n\n\n\n<div class=\"schema-faq wp-block-yoast-faq-block\"><div class=\"schema-faq-section\" id=\"faq-question-1780003415931\"><strong class=\"schema-faq-question\"><strong>Qual \u00e9 a diferen\u00e7a entre b\u00f4nus e PLR?<\/strong><\/strong> <p class=\"schema-faq-answer\">A PLR (Participa\u00e7\u00e3o nos Lucros e Resultados) \u00e9 regulamentada por lei, isenta de encargos trabalhistas e atrelada aos lucros da empresa. J\u00e1 o b\u00f4nus \u00e9 uma premia\u00e7\u00e3o por desempenho (individual ou de \u00e1rea) institu\u00edda por mera liberalidade da organiza\u00e7\u00e3o.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-question-1780003427141\"><strong class=\"schema-faq-question\"><strong>Demitidos antes do fim do ano t\u00eam direito a receber PLR proporcional?<\/strong><\/strong> <p class=\"schema-faq-answer\">Sim. De acordo com a jurisprud\u00eancia consolidada (S\u00famula 451 do TST), o colaborador que trabalhou parte do ano e teve o contrato rescindido faz jus ao pagamento proporcional da PLR, pois contribuiu para os resultados.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-question-1780003437952\"><strong class=\"schema-faq-question\"><strong>Como comunicar o resultado da avalia\u00e7\u00e3o e do b\u00f4nus para o colaborador?<\/strong><\/strong> <p class=\"schema-faq-answer\">A comunica\u00e7\u00e3o deve ser feita de forma individual pelo gestor direto, por meio de um feedback estruturado. 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UnhideWhenUsed=\"true\" Name=\"List Bullet\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 5\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 5\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"10\" QFormat=\"true\" Name=\"Title\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Closing\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Signature\"\/>   <w:LsdException Locked=\"false\" Priority=\"1\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Default Paragraph Font\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text Indent\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 5\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Message Header\"\/>   <w:LsdException Locked=\"false\" Priority=\"11\" QFormat=\"true\" Name=\"Subtitle\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Salutation\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Date\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text First Indent\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text First Indent 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Heading\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text Indent 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text Indent 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Block Text\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Hyperlink\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"FollowedHyperlink\"\/>   <w:LsdException Locked=\"false\" Priority=\"22\" QFormat=\"true\" Name=\"Strong\"\/>   <w:LsdException Locked=\"false\" Priority=\"20\" QFormat=\"true\" Name=\"Emphasis\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Document Map\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Plain Text\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"E-mail Signature\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Top of Form\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Bottom of Form\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Normal (Web)\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Acronym\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Address\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Cite\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Code\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Definition\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Keyboard\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Preformatted\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Sample\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Typewriter\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Variable\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Normal Table\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"annotation subject\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"No List\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Outline List 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Outline List 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Outline List 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Simple 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Simple 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Simple 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Colorful 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Colorful 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Colorful 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 5\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 5\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 6\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 7\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 8\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 5\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 6\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 7\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 8\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table 3D effects 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table 3D effects 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table 3D effects 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Contemporary\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Elegant\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Professional\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Subtle 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Subtle 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Web 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Web 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Web 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Balloon Text\"\/>   <w:LsdException Locked=\"false\" Priority=\"39\" Name=\"Table Grid\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Theme\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 2\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 3\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 4\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 5\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 6\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 7\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 8\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Level 9\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" Name=\"Placeholder Text\"\/>   <w:LsdException Locked=\"false\" Priority=\"1\" QFormat=\"true\" Name=\"No Spacing\"\/>   <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading\"\/>   <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List\"\/>   <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid\"\/>   <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List\"\/>   <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading\"\/>   <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List\"\/>   <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid\"\/>   <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 1\"\/>   <w:LsdException Locked=\"false\" SemiHidden=\"true\" Name=\"Revision\"\/>   <w:LsdException Locked=\"false\" Priority=\"34\" QFormat=\"true\" Name=\"List Paragraph\"\/>   <w:LsdException Locked=\"false\" Priority=\"29\" QFormat=\"true\" Name=\"Quote\"\/>   <w:LsdException Locked=\"false\" Priority=\"30\" QFormat=\"true\" Name=\"Intense Quote\"\/>   <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 2\"\/>   <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 3\"\/>   <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 4\"\/>   <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 5\"\/>   <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 6\"\/>   <w:LsdException Locked=\"false\" Priority=\"19\" QFormat=\"true\" Name=\"Subtle Emphasis\"\/>   <w:LsdException Locked=\"false\" Priority=\"21\" QFormat=\"true\" Name=\"Intense Emphasis\"\/>   <w:LsdException Locked=\"false\" Priority=\"31\" QFormat=\"true\" Name=\"Subtle Reference\"\/>   <w:LsdException Locked=\"false\" Priority=\"32\" QFormat=\"true\" Name=\"Intense Reference\"\/>   <w:LsdException Locked=\"false\" Priority=\"33\" QFormat=\"true\" Name=\"Book Title\"\/>   <w:LsdException Locked=\"false\" Priority=\"37\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Bibliography\"\/>   <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"TOC Heading\"\/>   <w:LsdException Locked=\"false\" Priority=\"41\" Name=\"Plain Table 1\"\/>   <w:LsdException Locked=\"false\" Priority=\"42\" Name=\"Plain Table 2\"\/>   <w:LsdException 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