Associate Director of Deal Strategy

About NextStepNextStep is a pioneering platform that seamlessly connects exceptional consulting talent with promising opportunities through innovative, AI-driven matching technology. We collaborate with forward-thinking companies from various industries to place seasoned professionals in impactful roles.About the CompanyOur client, a private equity-backed climate technology firm based in London, specializes in delivering decarbonization solutions for heavy industries. Their proprietary technologies in carbon capture and process optimization are transforming sectors such as steel, cement, and chemicals—industries responsible for nearly one-third of global emissions. Established in 2017 and significantly supported by a prominent infrastructure and energy transition fund since 2022, the company has expanded to 280 employees across the UK, Germany, and the Gulf, and is currently implementing an ambitious international growth strategy. The strategy function is integral to the organization, collaborating closely with the CEO and Board to shape the company's future direction.The RoleAs the Director of Strategy, you will spearhead the corporate strategy function, acting as a vital thought partner to the CEO and executive leadership team. This senior individual contributor position offers considerable scope to influence the company’s growth trajectory, competitive landscape, and capital allocation strategies. You will lead the annual strategic planning cycle, conduct in-depth market and competitive analyses, and manage cross-business special projects—from exploring new market entries to structuring partnerships and evaluating M&A opportunities. The ideal candidate will possess the ability to navigate between rigorous analysis and boardroom-level communication, combining intellectual acuity with sound commercial judgement.What You'll DoOversee the annual corporate strategy cycle, which includes horizon planning, setting strategic priorities, and presenting to the Board and shareholders.Conduct assessments for market entry into new geographies and industrial sectors, focusing on sizing, competition mapping, regulatory analysis, and go-to-market strategies.Analyze M&A, partnership, and licensing opportunities, performing strategic due diligence and developing business cases for executive and Board consideration.Create the analytical frameworks and financial models that support critical strategic decisions, including scenario planning and return on investment analyses.Collaborate closely with the CFO and investor relations team to align the strategic narrative with capital market positioning in anticipation of a potential liquidity event.

About NextStepNextStep is revolutionizing the consulting industry by connecting exceptional talent with promising opportunities through intelligent, AI-driven matching. We collaborate with ambitious companies across various sectors to place skilled professionals in impactful roles. Currently, we are seeking a Senior Product Manager to join a client in our partner network.About the CompanyOur client is a rapidly growing Series B B2B payments company based in London, specializing in cross-border payment infrastructure and treasury management solutions for mid-market businesses dealing in multiple currencies. With £50 million raised, they are experiencing significant growth in both the UK and European markets, and are looking to expand their product team to enhance platform capabilities and introduce new offerings in trade finance and embedded banking. The product leadership team boasts impressive backgrounds from companies such as Transferwise, Railsr, and Accenture.The RoleAs the Senior Product Manager, you will take ownership of a key segment of the payments platform, guiding the product roadmap, driving feature delivery, and ensuring alignment with the needs of a sophisticated B2B customer base. You will collaborate closely with engineering, compliance, and commercial teams to implement features that enhance the speed, transparency, and reliability of payments while navigating the challenges of regulated financial environments.What You'll DoLead the roadmap and product delivery for your area, establishing clear priorities and managing trade-offs among new features, technical debt, and compliance requirements.Conduct discovery sessions with enterprise customers and internal stakeholders to deeply understand pain points and identify opportunities.Work alongside engineering and design teams to translate product requirements into well-defined, actionable sprints.Partner with Compliance and Risk teams to ensure that product decisions adhere to regulatory standards across various jurisdictions.Set success metrics for product initiatives and monitor performance post-launch to inform future iterations.What We're Looking For5–8 years of product management experience, with direct ownership of product delivery in a B2B financial services or payments environment.Strong understanding of payments infrastructure, foreign exchange, or treasury products is highly desirable.Ability to navigate regulatory constraints and work effectively with Compliance teams as a product partner.Data-driven decision-maker with a proven track record of using metrics to guide product development.

Business Unit: Performance: At GAIN, we empower globally ambitious brands to transform visibility into measurable growth—showing up where it counts, when it counts, for the audiences that matter most.Team: StrategyReporting to: CSOLocation: London / HybridABOUT:GAIN is an innovative company driven by creativity and insights, merging data, technology, and artistic vision. We believe that the most impactful ideas arise from the intersection of intelligence and creativity, where insight ignites imagination, and innovation translates potential into progress.As pioneers of new horizons, we craft audacious strategies that propel people, brands, and businesses forward. Our teams, each with their unique expertise, provide the vision, data, and confidence needed for brands and organizations to make bolder and more impactful decisions.Under the GAIN banner, we operate in unison, leveraging data to enhance creativity and technology to unveil new avenues. As innovators, we don’t just welcome change—we design it, converting information into actionable insights and ideas into transformative breakthroughs.This is where audacious thinking, advanced technology, and data-driven creativity converge to shape the future.Through our five specialized teams: Creative Studio, Conversion, Customer Science, Experience, and Performance, we collectively drive brand growth and deliver measurable impact.THE ROLE:As the Strategy Director, you will serve as the strategic backbone for some of GAIN's most significant and commercially vital client relationships. Collaborating closely with the Business Director, your role will involve defining the strategic vision across owned and earned media, ensuring that our clients’ branding, performance, and investment strategies are aligned to achieve optimal business results.You will act as the senior strategic partner, responsible for developing comprehensive strategies that enhance visibility, efficiency, and growth, striking a balance between long-term brand development and immediate performance outcomes.Internally, you will integrate strategies across SEO, Digital PR, PPC, and Paid Media, ensuring alignment among specialists towards a unified strategic direction. Your contribution will be critical in establishing strategic clarity, elevating thought processes, and ensuring that all initiatives align with the client’s objectives, KPIs, and long-term goals.This position is ideal for a seasoned strategist with profound experience in performance and digital strategies, a strong understanding of brand dynamics, and the confidence to partner with senior and C-suite global clients to scale new accounts from inception to growth.

1260 - Director of Strategy - Client Teams About WPP Media WPP is a pioneering creative transformation company dedicated to harnessing the power of creativity to foster better futures for our employees, the planet, clients, and communities. To learn more, visit wpp.com. WPP Media serves as WPP’s global media collective. In a media landscape where content is pervasive, we unite the finest platforms, talent, and partners to create boundless opportunities for growth. For further details, visit wppmedia.com. Role Summary and Impact Following a competitive pitch process in Q4 2025, Reckitt awarded its entire European media business to WPP, marking a significant accomplishment for our agency. We are currently seeking a Strategy Director to become an integral part of Reckitt's central strategy team within WPP Media. This team will uphold exceptional strategic planning for Reckitt’s diverse portfolio, encompassing four key categories: Self Care, Intimate Wellness, Germ Protection, and Household. Collaborative engagement with Reckitt’s central media, communications, and strategy teams will be essential as we strive to innovate, inspire, and make a positive impact on consumers and brands alike. Key Responsibilities: Strategic Planning Expertise Develop an in-depth understanding of communication ecosystems and planning best practices. Formulate strategic recommendations with clear implications for regional and market-specific media strategies. Gain proficiency in a wide range of relevant internal and external tools to cultivate a deep understanding of consumer behavior, client needs, and growth opportunities. Maintain a well-informed perspective on the media landscape and marketplace, including pertinent trends impacting Reckitt’s target audiences and the CPG sector. Communications Planning and Storytelling Lead the creation of planning presentations, defining necessary inputs, and collaborating with cross-functional teams (e.g., social media, influencers, analytics, insights) to develop data-driven strategic recommendations. Facilitate brainstorming sessions and ideation for campaigns as needed. Demonstrate problem-solving skills both independently and collaboratively, showcasing intellectual curiosity to analyze and interpret data to uncover valuable insights.

Join Our Team as a Government Strategy AdvisorAt NextStep, we specialize in connecting exceptional consulting talent with transformative opportunities, leveraging advanced AI technology for precise matchmaking. We partner with forward-thinking organizations across various sectors to place seasoned professionals in influential roles where they can drive meaningful change. Currently, we are actively seeking a Government Strategy Advisor to join our client's dynamic team.Company OverviewOur client is a distinguished strategy and public policy consultancy based in London, dedicated exclusively to serving central and local government entities both in the UK and internationally. Renowned for its thorough analysis and actionable insights, the firm tackles the most intricate strategic and operational challenges at the highest levels of government. With a compact yet highly experienced team, they are expanding their reach with a robust pipeline of projects in sectors such as defence, health, economic development, and justice.Position OverviewAs a Government Strategy Advisor, you will spearhead client engagements and advisory relationships across a diverse array of central government departments. Your strategic acumen and policy expertise will be pivotal in addressing significant issues in UK public policy, including spending reviews, departmental strategies, major program implementations, and governmental reforms.Key ResponsibilitiesLead strategic advisory projects for senior government officials, including Permanent Secretaries, Directors General, and Ministers.Deliver comprehensive analysis, strategy documents, and policy recommendations that consider the political landscape and operational realities of government.Cultivate strong, trusted relationships with senior civil servants while maintaining an acute awareness of the political and policy environment.Drive business development by uncovering opportunities within established client relationships and supporting proposals for new projects.Mentor junior advisors and engage in the firm's thought leadership and intellectual growth.Candidate Profile7–12 years of experience in public policy, civil service, management consulting (public sector specialization), or a senior advisory role within government.Deep understanding of central government operations, including Ministerial accountability, HMT processes, and cross-departmental collaboration.Exceptional written communication skills, capable of producing Ministerial submissions, strategic documents, and board-level presentations.

Join DEPT®, a forward-thinking Growth Invention company dedicated to accelerating the growth of the world's most ambitious brands. We operate at the nexus of technology and marketing, mobilizing a talented team of over 4,000 specialists to offer innovative growth solutions across Brand & Media, Experience, Commerce, CRM, and Technology & Data. With a client roster featuring industry giants like Google, Lufthansa, Meta, eBay, and OpenAI, we pride ourselves on being a pioneer in our field. As a certified B Corp and Climate Neutral since 2021, we are committed to making a positive impact.JOB PURPOSEWe are seeking a seasoned holistic strategist to provide expert guidance to our clients across the entire spectrum of creative, media, technology, and business consulting. This pivotal role is integral to our mission of delivering cohesive and strategic solutions that address complex business challenges, moving beyond simply responding to briefs.In this capacity, you will leverage your analytical skills to deeply comprehend business challenges and formulate actionable strategies. You will collaborate with a diverse cross-functional team, effectively leading them to achieve impactful results. While you may not possess in-depth knowledge in every specific area, your role as a connector between strategists and senior domain experts is crucial. You will know precisely what is needed, from whom, and when, excelling in unifying people, ideas, and solutions into a coherent narrative and actionable plan, with the client's business challenge at the forefront.WHAT YOU’LL DOServe as a trusted advisor for our key clients in the EMEA region;Engage in meaningful business discussions with clients, understanding their challenges and connecting them to clear and ambitious solutions;Lead and connect senior experts to effectively address our clients’ strategic business issues;Mentor senior talent, broadening their skills and capabilities through exemplary leadership;Craft compelling strategic narratives that resonate with C-level executives, especially CMOs and CTOs;Oversee key pitches, ensuring our work transcends client expectations.

About WPP MediaWPP is the trusted partner for growth for the world’s leading brands. With a combination of exceptional talent, reliable data and intelligence, and world-class partnerships, we empower our clients to navigate change, seize opportunities, and achieve transformational growth through our innovative marketing platform, WPP Open.WPP Media serves as WPP's AI-driven media operating unit, integrating media, data, and partnerships to provide creative personalization at scale. Through WPP Open and powered by Open Intelligence, clients gain clear insights into the effectiveness of their media investments.For more information, visit wppmedia.com.Opportunity OverviewThis is a remarkable opportunity for a Strategy Associate Director to join a high-performing team, playing a pivotal role in shaping the strategic vision for adidas, one of the most iconic and innovative brands globally.As part of the central adidas EU Brand Planning team, you will be key in defining and steering the strategic direction of major, pan-European campaigns. You will lead the development of innovative strategic frameworks, translate complex insights into compelling media strategies, and oversee their execution across our specialist Hubs and 19 local market teams.

Join oliver as an Executive Strategy Director, where you will play a pivotal role in shaping our strategic direction and driving growth initiatives. You will collaborate with cross-functional teams, leveraging your expertise to develop innovative strategies that align with our mission and vision.This is an exciting opportunity for a strategic thinker with a passion for driving results in a dynamic environment. You will lead key projects, provide insights to executive leadership, and influence decision-making processes across the organization.

About WPP MediaWPP is a leading growth partner for the world’s foremost brands. Our exceptional talent, trusted data, and strategic partnerships come together through our innovative marketing platform, WPP Open, empowering clients to navigate change, seize opportunities, and achieve transformative growth.WPP Media, as WPP's AI-driven media unit, integrates media, data, and partnerships for delivering creative personalization at scale. With WPP Open and powered by Open Intelligence, our clients gain clear insights into the effectiveness of their media investments.For further details, please visit wppmedia.com.Role OverviewThe Client Director for Strategy serves as a senior strategic and commercial leader, focusing on clients like Unilever Beauty and Wellbeing, FirstGroup, and GROW Mindshare’s specialized brand growth unit.In this role, you will provide invaluable advisory support to senior marketing leaders, ensuring that communication strategies align with growth ambitions, investment priorities, and long-term value creation.In collaboration with Unilever Beauty and Wellbeing, you will help drive the organization’s transformation towards building culturally relevant and distinct brands, emphasizing the pivotal role of media in generating desire and commercial success.Within GROW, you will engage with founder-led startups and scale-ups such as Wild, Liquid IV, and Huel, facilitating their growth through a balanced approach to brand building and performance investment.

Join us as the Director of Bidding Strategies at Jobs for Humanity, where you will lead our efforts in developing and executing innovative bidding strategies that align with our mission to create job opportunities for everyone. In this pivotal role, you will collaborate with cross-functional teams to drive our bidding initiatives, ensuring we remain competitive and impactful in the marketplace.

Join WPP Media as a Strategy Director!About WPP MediaWPP is at the forefront of creative transformation, leveraging the power of creativity to foster better futures for individuals, communities, clients, and the planet. Discover more at wpp.com.WPP Media serves as WPP’s global media collective, uniting the best platforms, people, and partners to create boundless growth opportunities in a media-rich world. Learn more at wppmedia.com.Role Summary and ImpactIn a landmark achievement following a competitive pitch in Q4 2025, Reckitt has entrusted its entire European media strategy to WPP. We are seeking a passionate Strategy Director to join Reckitt's central strategy team at WPP Media. This pivotal team will uphold industry-leading strategic planning for Reckitt’s diverse portfolio across four key categories: Self Care, Intimate Wellness, Germ Protection, and Household. You will collaborate closely with Reckitt’s central media, communications, and strategy teams to innovate, inspire, and drive positive outcomes for consumers and brands.Your Responsibilities:Strategic Planning ExpertiseDevelop deep insights into communication ecosystems and best practices for planning.Create strategic recommendations with actionable implications for regional and market-specific media strategies.Become proficient in a variety of internal and external tools to gain insights into consumer behavior and identify growth opportunities.Maintain a strong, informed perspective on the media landscape, including relevant trends affecting Reckitt’s audience and the CPG category.Communications Planning and StorytellingLead the development of planning presentations, defining necessary inputs and collaborating with cross-functional teams (e.g., social, influencer, analytics, insights) to craft evidence-based strategic recommendations.Facilitate brainstorming sessions to generate creative campaign ideas.Demonstrate intellectual curiosity and problem-solving skills to analyze data and extract valuable insights.

About UsAt Up Learn, we are proud to have developed one of the most impactful learning experiences globally, merging cognitive science, instructional theory, and cutting-edge artificial intelligence. Our mission is to empower every learner with the most effective route to success, envisioning a world where all learners can achieve more, faster, through adaptive, mastery-based learning.We lead the market in A Level education, offering seven courses with one in three A Level students choosing Up Learn. In the coming year, we are expanding into GCSE Science and aiming to reach millions more students with our innovative approach.Our results are exceptional: 97% of students completing our courses attain an A*/A, even those who begin with lower grades. A large-scale evaluation in schools has shown that our platform correlates with an additional nine months of progress and improved grades across entire year groups.Furthermore, for every paying student, we provide a full scholarship to a student in need, ensuring equitable access to quality education.About the RoleAs the Director of Data, you will play a pivotal role as a senior leader at Up Learn, taking charge of the complete Data function while reporting directly to the CEO. This position calls for a strategic thinker with practical skills who can elevate the Data capabilities at Up Learn and deliver innovative solutions to meet our growth objectives. You should be adept at leveraging AI and data to streamline and enhance processes, alongside possessing the technical skills necessary to establish scalable data foundations. The Director of Data will formulate the data strategy, oversee Data team objectives, enhance product analytics and KPI utilization across the organization, refine learning metrics, and lead a small yet high-performing Data team.Your First 12 MonthsIn the first year, as we expand into GCSEs and utilize AI to accelerate course development, you will manage a data function that enables us to make swift decisions, enhance operational efficiency, and foster trust with educational institutions and learners.Take ownership of the Data roadmap: Develop a clear quarterly plan aligned with our major company objectives (GCSE expansion, impact assessment, ethical AI), delivering significant enhancements on a monthly basis with a compact, AI-driven team.Enhance measurement integration in product workflows: Implement a strategy of “instrumentation prior to launch” ensuring that every major release includes the appropriate KPIs, tracking systems, dashboards, and alerts - facilitating rapid learning, accurate diagnostics, and assured iteration.Upgrade our metrics system and decision-making framework: Advance our KPI usage to ensure teams and leadership have a precise understanding of performance across product lines.

Company Overview At Accordion, we redefine the landscape of finance by serving as the premier partner for value creation in private equity. Positioned at the nexus of private equity sponsors and CFOs, we leverage advanced financial consulting powered by data, technology, and AI to empower our clients in driving substantial value. Our mission is to support CFOs in realizing end-to-end value creation through strategic insights and innovative financial solutions. If you thrive in a challenging work environment and are eager to advance your career, join our team of over 1,400 finance and technology experts. We foster a collaborative and supportive atmosphere where complex issues are tackled head-on. As we expand our footprint in Europe, our London office offers a unique entrepreneurial opportunity for you to shape our regional presence and accelerate growth while benefiting from the backing and stability of an established industry leader. With support from top private equity firms and a global headquarters in New York, we are a rapidly growing firm looking for ambitious individuals who want to contribute to our visionary journey. Come and make a significant impact! Transformation In an era marked by unprecedented complexity in the business landscape, CFOs of private equity-backed companies are increasingly viewed as key drivers of strategic insights. Finance organizations have evolved beyond mere result reporting; they now integrate forward-looking data to deliver actionable insights that inform critical business decisions. By optimizing processes and fostering robust control environments, we enhance the speed and accuracy of financial reporting, allowing finance teams to focus on generating future enterprise value. Accordion’s Transformation Practice comprises a dedicated team that offers strategic guidance to PE-backed portfolio companies across diverse transactions and events. Our expertise includes profitability enhancement, finance process optimization, liquidity improvements, and digital transformation initiatives. We are proactive problem solvers, adept at navigating complexity and reinforcing our sponsors' value creation strategies. This role is based in our London office, and we prefer candidates who are local to this location, with the flexibility to work remotely 1-2 days a week, blending efficiency and collaboration. What You’ll Do: Collaborate closely with team members to provide support to the CFO office of private equity portfolio companies, focusing on finance strategy and process improvements, including: Capability and Maturity Assessments Operating Model Design Technology Optimization and Roadmaps

Role Overview Mediabrands is seeking an Account Director - Addressable Strategy based in London. This role leads a team focused on developing addressable strategies that help clients reach their goals in digital marketing. What You Will Do Guide a team in creating addressable media strategies that support client objectives and engagement. Work closely with teams across disciplines to deliver tailored marketing solutions for each client. Set the strategic direction for addressable campaigns, aiming for strong performance and clear, measurable outcomes. Collaboration and Impact This position involves regular collaboration with cross-functional groups, ensuring that each campaign meets high standards and aligns with client needs. The Account Director's expertise shapes both strategy and execution for addressable media efforts.

Job Title: Strategy Director Department: Strategy Employment Type: Temporary Duration: 6 months Hybrid Policy: 3 days in the office, 2 days remote Location: London WHO WE ARE At RAPP, we are pioneers in driving growth through precision and empathy on a global scale. As a cutting-edge precision marketing agency, we harness the power of data, creativity, technology, and empathy to propel client success. We celebrate uniqueness in our marketing solutions and within our workplace, advocating for adaptive solutions that resonate with individual needs, beliefs, behaviors, and aspirations. Our workplace prioritizes inclusivity and personal well-being. THE ROLE In the role of Strategy Director, you will lead the development of transformative customer experiences across key accounts, with a primary focus on one significant account where you will be the day-to-day contact. Your inquisitive nature is essential; you will continuously seek out impactful insights into human behavior, business performance, and critical moments that matter. We need an innovative leader eager to translate these insights into creative and digital solutions while recognizing the vital contributions of strategists. We seek a strategic thinker with substantial experience in digital strategy development, CRM, customer experience, and loyalty. Your passion for compelling brands and ability to exchange ideas and initiatives will be invaluable. Although previous transformation experience with complex accounts is advantageous, do not hesitate to apply if you are willing to tackle specific client challenges. Data is central to our operations. You will collaborate closely with our strategy, client leadership, and creative teams, supported by our leading marketing science team. The ability to process extensive information while crafting and executing overarching strategies for client accounts is crucial. You will typically partner with a senior Marketing Sciences lead on your designated accounts. YOUR RESPONSIBILITIES Develop empathetic and precise brand experiences that resonate with customers at pivotal moments in a human-centric manner. Acquire an in-depth understanding of brand dynamics and customer insights to drive effective strategies.

Why PlayStation?PlayStation is not only recognized as the premier platform for gaming but also as an exceptional workplace. As a global leader in entertainment, we develop and provide a wide array of products and services, including the PlayStation®5, PlayStation®4, PlayStation®VR, PlayStation®Plus, and critically acclaimed titles from PlayStation Studios.We are committed to fostering an inclusive environment that empowers all employees and celebrates diversity. We invite those with a passion for innovation, technology, and gaming to explore our available roles and join our expanding global team.The PlayStation brand operates under Sony Interactive Entertainment, a wholly owned subsidiary of Sony Group Corporation.Location Preference: Europe / East Coast U.S.As the Director of Development Strategy, you will play a pivotal role in overseeing and managing the global portfolio title review process across PlayStation Studios. Your responsibilities will include tracking and reporting on multiple games at various development stages, coordinating internal reviews, assisting in the collection and evaluation of materials, and ensuring follow-up actions are taken.With your extensive experience and knowledge as a leader in game development, you will ask the right questions at the appropriate times, considering the development stage, the nature of the game being created, and the culture and workflows of the studios involved. Your ability to foster constructive discussions, weigh pros and cons, and promote transparency among all stakeholders will be vital.

WPP Media Solutions seeks a Senior Director of Cross-Channel Strategy to join its London team. This senior leader shapes media strategies that drive client growth and engagement across a variety of platforms. The position calls for a mix of strategic oversight, hands-on team leadership, and a strong command of data-driven marketing. Key responsibilities Lead and mentor a team dedicated to developing and executing cross-channel strategies Apply analytics and data insights to optimize marketing initiatives across multiple platforms Support clients as they navigate complex media landscapes, ensuring their marketing objectives are met Create and implement approaches that enhance campaign performance and encourage innovation Location This position is based in London, United Kingdom.

Veeva Systems is a purpose-driven leader in cloud technology for the life sciences sector, dedicated to accelerating the journey of therapies to patients. As one of the fastest-growing SaaS companies globally, we achieved over $2 billion in revenue last fiscal year, with remarkable growth potential on the horizon.Our core values at Veeva include: Doing the Right Thing, Ensuring Customer Success, Promoting Employee Success, and Emphasizing Speed. We made history in 2021 by becoming a Public Benefit Corporation (PBC), which compels us to balance the interests of our customers, employees, society, and investors.As a Work Anywhere company, we empower you with the flexibility to work from home or in the office, allowing you to thrive in your preferred environment.Join us in transforming the life sciences industry, and making a meaningful impact on our customers, employees, and communities.The RoleAs a vital member of Veeva’s Strategy team, you will spearhead the growth and adoption of Veeva’s Medical Content and Medical Information products across Europe. Your responsibilities will encompass formulating go-to-market strategies, fostering product innovation, overseeing critical deals and projects, managing strategic partnerships, and showcasing thought leadership with both existing and potential customers. In this position, you will collaborate closely with a team of experts in the life sciences and technology sectors across Veeva’s product, sales, services, solutions consulting, customer success, and marketing teams to drive growth and enhance customer success.

Join Checkatrade as a Strategy Manager (Consumer), where you will play a pivotal role in shaping our consumer strategy and driving business growth. This position requires a strategic thinker with a passion for understanding consumer needs and market trends.