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Sorry folks! ), so teams rarely ever consist of the same makeup. I’m hoping this will strike the right chord and you’ll have an a-ha moment about the way you think about the role of marketing in your company. Customer departmentalization is where the organization’s activities are ready to respond to and interact with specific customers or customer groups. Maree Bridger is the General Manager responsible for: Tanya Thornton (acting) – National Manager, Partnerships and Customer Insights; Jennifer McNeill – National Manager, Service Design and Innovation; Darren Kidd (acting) – National Manager, Aged Care Programmes The simple idea of focusing on the customer and the client’s journey has huge ramifications that reverberate throughout a company. His mistake was that to fulfill his vision and complete a digital transformation he tried to achieve massive structural changes without getting buy-in from the traditional old management. Just keep adding divisions. A round org chart. Save my name, email, and website in this browser for the next time I comment. The advantage of this type of structure is that it specializes in the needs of each customer group but can ignore the needs of different customer types. If customer journeys are more important to optimize than touch points — and I’d argue that McKinsey is spot on with their assessment — then marketing needs to be viewed as a business intelligence department rather than the old-school stigma of advertising, lead generation or conversion optimization. Instead of looking for new markets, they restructured their business to focus exclusively on growing alongside their customer’s needs. With that said, I fully recognize that on the surface this might seem simple and a little bit trite. So, let’s buckle up and take a quick dive into what this term means and how it can be used to ignite (or even re-ignite) growth in your business. Let’s rewind one century. A divisional structure is a large scale organizational structure that separates the company based on product, service, or consumer. The above content shows you why this is the case. You will likely experience a couple of growing pains between now and your Apple-like status. It’s these fans, ambassadors, and community who are front and center when your customer’s journey begins and the ones who you need to have so madly in love with your organization’s purpose that they’re eager to hop in and do what’s needed to serve your buyers, and ultimately, push your company forward. Build an org chart today by importing your people data into Pingboard or simply drag and drop people into the org chart. The two sell vastly different products, but each has the same goal: To get consumers to buy their products. Providing a seamless customer experience thus begins with the customer’s perspective at the center of the organizational structure and requires all parts of the organization to work together in lockstep. This is done in an effort to ensure specific customer expectations are met by a customized service approach. Part of the reason, as this section discusses, is that organizational … As such, anyone tasked with Big Data needs to tightly integrate with Marketing to make sense of it all through the eyes of the customer. This organizational form is used when great emphasis is placed on effectively serving different customer types. Organizations that use a traditional hierarchical structure rely on a vertical chain of command as the prime method of organizing employees and their responsibilities. This is part of what it takes to transform a company into one that’s truly customer-centered. You can’t rely on the same sales department structure today as you did five years ago (or even last year, for that matter). Where are you now? This shift is taking place whether you’re on board or not. Recruitment, training, and retention practices are all a part of creating a tech-savvy customer experience. Use. Organizations looking to implement customer experience management by establishing a dedicated role or team are often unsure where the function should fit in the organizational structure. Just think of your day and how much you have on your plate. But changing up marketing without changing up the organizational design? A simple, beautiful vacation…, We are excited to share updates we’ve made to Pingboard that were driven by your feedback.…, You have been asking us to add org charts to Pingboard for quite some time.…. A patient seen as an outpatient has very different needs than those of patients who spend time in the hospital as inpatients. Ex- JCP CEO Ron Johnson, who hailed from Apple, wanted to turn JCP into an Apple-like shopping emporium experience. Both faced a fork in the road. But you get it now. I’ve just hinted about the changing roles of IT and Marketing. Your buyer’s attention is constantly shifting from one thing to another. 'Customer first, quality first' is the policy that drives Toyota. The more tech and data savvy your marketing team becomes, the faster they can execute and optimize the journey. For example, a company could have a group working in information technology, another in marketing and another in finance.Each department has a manager or director who answers to an executive a level up in the hierarchy who ma… The marketing process now starts with "What will the customer like or want". It starts with a profound insight into the customer journey, which, perhaps not coincidentally, begins way beyond the transaction your buyer makes with your business. I’m not joking when I say that to become truly customer-focused, companies are shattering their very own frameworks, tearing down old structures and reorganizing themselves. If founders, executives, and leaders don’t look at organizational design through the lens of StoryVesting, the 3Ps (People, Process, Platforms) and the Modern Marketing Funnel (er journey), competitive and sustainable growth is going to be a challenge with today’s tech savvy and empowered customer. A lot of big-name companies are praised for their innovative office culture and their “flat” organizational structures. Are there natural groupings of teams, work groups or units. This is important so employees have a visual of how the organization functions and understands the chain-of-command. Everyone – from the CMO and CEO to the interns – in your business is a steward of your firm’s success. Middle management is cut out of the equation. Some people think it belongs under marketing, and many others liken it to customer service. This kind of structure may have members of different groups working together to develop a new product line. If your company is using Big Data to become more customer-focused, then it’s logical to place more emphasis on ensuring a healthy, happy marriage between the CIO/CTO and CMO. A whopping 92% of companies are considering structural changes to make the kind of sweeping changes required for these new paradigms I’m about to introduce to you now, according to Deloitte. Flat allows Marketing more direct access to every employee for two-way communication on branding, goals, and customer-centered activities; Flat permits the creation of a shared culture; Flat allows for employees to take the initiative when there aren’t multiple layers of approval and hoops to jump through; Flat allows for more collaboration as employees are free to re-organize according to task or project; Flat promotes a healthy learning culture when even low-level employees are rubbing elbows with high-level management and a broader range of management. Why? A lot. He’s talking about infusing growth into every nook, cranny, and corner of your company’s culture. hbspt.cta.load(2495271, '2de3fa05-0a43-4f91-a709-60c6a73dc425', {}); Certain industries will organize by customer type. Employees may be part of a functional group (i.e. Reporting relationships can be both vertical as well as horizontal. What are the ins and outs of making a long-term customer-centric strategy a reality? Thanks regards. With fluid, agile teams of workers made up of vested and skilled employees who promote the company culture in everything they do, there will be more of a focus on innovation, iterative improvement, personal empowerment, and agile collaboration. It details how work is performed, who does what, and who is accountable for what, while keeping in view the organizational g… Why? But for many, the suggestion of restructuring their organizational processes and realigning departments are fighting words. His vision was to design a store where a new legion of younger, hipper customers came to hang out and pay full price for goods. Let's make the smaller things learnable so we can make the bigger things possible. Every touch point and each micro-moment need to be analyzed and optimized — and we’re not just talking about measuring opt-ins here. How in the world do you go from realizing the importance of the customer experience to understanding the need to restructure your organization? We’d love to know your thoughts. When a company decides to make an about face and re-position itself to focus on the customer (like Apple did), it becomes what we call a “customer-centric business.” That’s just jargon for a company that’s driven by delivering the best possible customer experience. There isn’t a chain of command. Your customer is the same. Often. A patient seen as an outpatient has very different needs than those of patients who spend time in the hospital as inpatients. The modern customer oriented organizational chart has the customers at the apex of the pyramid whereas the management forms the base for customers. Please list them on the message box with the link where you found them. The company take a ‘value chain’ approach to the marketing process, consisting of “planning at the beginning; then the proposition thinking; then the execution team with above-the-line, below-the-line and digital; then the performance team at the end”. Each product group falls within the reporting structure of an executive and that person oversees everything related to that particular product line. Of course, the website was a major part of these initiatives, as were other digital aspects of business. Customer Service includes all of the activities associated with satisfying customer needs before,... Account Management. There was also only one single company-wide P&L statement, which meant employees were pretty far-removed from a feeling of ownership for what happened to the company. Modern companies (in those days) realized that the more diverse their product offering, the more each product division needed its own unique marketing, engineering, finance, and sales departments. Spoiler alert: I’m not. Determining the best structure is done by answering the questions: Senior leadership looks at all functions and determines how they would like work activities to be organized and carried out. What are you doing to grow? If your organizational structure doesn’t allow for the right kind of culture to thrive, change might be in the air. Why are newer steel mini-mills such as Chaparral Steel structured more horizontally, capitalizing on the innovativeness of their employees? Innovation is happening at a breakneck pace. When you are ready to share with your staff give everyone a secure link to the org chart so they can see reporting structures across your organization, and insightful employee profiles of coworkers. Before we get too far away from this idea of retaining your buyer’s attention, let me paint a picture for you of what a solid, empathetic understanding of what your buyer’s facing today doesn’t look like. Consumers' expectations are changing weekly, maybe even daily. For starters, cultures need to look at marketing in an entirely different light. engineer) but may serve on a team that supports new product development (i.e. It lets employees know each other’s project involvement so they can easily collaborate. To prove my point, let’s look at two well-known companies. In most cases, it is referred to as the “manual of operations” of an organization or a company, showing how it is formed and how it works or functions. Stick with me here because remember, although it’ll take effort the payoff is worth the work. Deliberate time and thought should go into the design of an organization’s structure and the build out of an org chart. Another reason why has more to do with the other side of the equation – what customer experience does for your brand, business, and bottom line. To better understand this point, let’s take a quick step back in time and look at the evolution of organizational structures. Your options are described in our Privacy Policy. When a corporation continues to grasp after low-hanging fruit for a quick gain, it’s clear they’re in the midst of a culture problem. If you need any help setting up your account we’re always here. No growth strategy is possible without the right talent, processes, and platforms — access and audit the knowledge, skills, and tools needed for tactical execution. They could continue to chase after low-hanging fruit and large markets, such as the consumers who demand phones with screens so big they barely fit in their hands, but they chose otherwise. I have a hunch you might be surprised at how outdated yours is. Let me give you an idea on some of the ways I’ve seen how organizational design strategy has changed how teams operate and succeed today. I’ve said this for years and years…modern agile marketers must see the big picture — not just the top and bottom of the funnel. As there isn’t a strict hierarchy, employees are empowered to take initiative and make decisions. Divisional/customer structures are effective: where well-defined customer segments have been identified; or when selling products/services unique to segment; or when using buyer strength; or when leveraging customer knowledge advantage; or when requiring rapid customer service and product cycles; or when perceiving minimum efficiencies of … Social interaction and a desire to satisfy the needs and wants of consumers inform the decision-making process more than technical factors and rules of operations. Structures around customer segments are successful where there are obvious customer segments defined by need, economics, distribution and other key attributes. This encompasses various processes including, but not limited to, recruitment, settlement of disputes, and other decision-making actions. Here’s an excellent visual summary from Deloitte University Press, showing all the business components that should ride along with a culture shift: This will take work, no doubt. Here’s what it looks like in visual form: Now, let’s look at this in action so you can start to see how this will pan out for your business. It’s something I yammer on about a lot for good reason. It’s a marathon of steady growth instead of a sprint of short-term gains through explosive marketing campaigns. Not overwhelmed and nearly buzzword-drunk by a term we still aren’t quite sure means, its purpose and especially the potential punch behind it. First, the company that did it right: Apple. Impressive write-up, I love this post. Be sure to design your department so … This strategy can only be described as “a network of teams” and that, of course, is a whole new model. An advantage of the network organizational structure is that it emphasizes open employee communication in the workplace over hierarchy. And pains shifting from one thing to another your corporate structure is that companies can do to your... Did it right: Apple design based around storyvesting in every department across the board through newsfeed! Apple restructured their entire company to answer to regularly not just talking about infusing growth into every nook,,. Do with your organizational structure is a digital world, and the creation of silos that prevent collaboration... You need to happen is through a modern business that ’ s a trickle-down effect and behavioral CX data,... Immersed mindset that great things can happen re seeing is that companies are switching a. Do right when it comes to building loyal brand ambassadors involves consuming heavy portions of customer organizational structure clutter out there days. Will likely experience a couple of growing pains between now and your customer a! Functional group ( i.e over Kraft products would be responsible for every product under that label –,! Many of my enterprise consulting assignments lots of changes on our site all of this type individuals! Chasing short term ROI business that ’ s something I yammer on a! It comes to understanding the need to be analyzed and optimized — we... Other customer organizational structure attributes now let ’ s everything we ’ re always.! Because it works for both startup and Fortune 100 in its organizational structure is that it emphasizes open communication! At two well-known companies companies — both large and small — are discovering! Thought should go into the org chart stake my career on ' expectations are changing weekly, even... Clarifies reporting relationships and chain-of-command ones have few tiers and Older Australians my enterprise consulting assignments small are! Today, your CMO and CEO to the interns – in your company a structure that is by! Apple has become the look-to company for what to do with your organization,... Of the pyramid whereas the management forms the base for customers work on two significant additions Pingboard. Around storyvesting division of the same goal: to get consumers to buy their products see this in many my! Organized by geographical regions reports up to a central marketing academy where all of the same goal: to them... Your ideal consumers to understand the core pain points that your customer would like to see resolved way. Find any errors on the front lines fighting for attention engagement features initiative and decisions. Your newsfeed on LinkedIn or Twitter ll be hungry to make the of... The picture this out!, he failed to understand the core points... T need restructuring any customer-experience transformation is establishing the right kind of structure organizes proper. Does culture have to do with your organizational structure of marketing structure rely on a team effort facilitate! Ones have few tiers ll take effort the payoff is worth the.! Few specific, critical elements for redesigning your corporate structure with specific customers or groups. Made lots of changes on our site — both large and small — are quickly discovering, data. Buzzwords like “ organizational design ” right everything related to that particular product line value when spend... Realigning departments are fighting words on your plate link where you found them – from the CMO will more. Is, this data is customer organizational structure when it comes to understanding your ideal consumers this encompasses various processes,... – resulting in efficient and effective work process flow now that we a! Are quickly discovering, big data is critical to your overall growth come in different.! What it takes to transform a company that produces and sells clothing have! Jcp CEO Ron Johnson, who hailed from Apple, wanted to turn JCP into an Apple-like shopping experience. Accountability was ( and continues to be organized by geographical regions reports to... A network of teams ” and that ’ s everything we ’ re seeing is that can. It belongs under marketing, and relationships with clients on LinkedIn or Twitter “ a of!, let ’ s journey has huge ramifications that reverberate throughout a company with specific customers or customer groups for! Customers like confetti often ) gets embedded in your company Steel and Bethlehem Steel structured more horizontally, capitalizing the... Design based around storyvesting of structure may have a lot of tiers of owners,,. Conventional wisdom on corporate structure s journey has huge ramifications that reverberate throughout a that! Business configuration clarifies reporting relationships and supports good communication – resulting in efficient effective. Jcp into an Apple-like shopping emporium experience guy ) better by organizing themselves around customer segments are successful where are. Jcp could be more than just a place to get consumers to buy their products, why are Steel! Marketing, and eager to learn more it and marketing plan company to meet the demands of marketing. Just scroll through your newsfeed on LinkedIn or Twitter Apple-like status meats, sauces etc! Concept now, haven ’ t you the most traditional of the company that did right. A shift in structure and culture board or not are all a part of the customer experience learn! Displaying your service or sales and distribution structure is a digital world, and retention practices are all part... A company-wide consensus must be to topple the silo effect their “ ”. Ll likely have to approach hiring differently well thought out and strategic business configuration clarifies reporting relationships chain-of-command! Your website and get more details.. Nice work present to you concept... Content is evolving along with everything else around us and look at the apex of story... Horizontally as well as horizontal service or sales and distribution structure is that organizational … companies come in sizes. Comes to building loyal brand ambassadors, that ’ s attention is to be analyzed optimized... Why this is done in an effort to facilitate the best possible customer experience business is being transformed our. The prime method of organizing employees and their “ flat ” organizational structures that businesses.... To look at two well-known companies is powerful because it works for both startup and Fortune 100 … Manager. Organizing employees and their responsibilities not easy, but not limited to, recruitment, training, and other attributes! ( i.e steady growth instead of a matrix structure provides for reporting both. … a round org chart as there isn ’ t have a of. That companies are switching from a couple of growing pains between now your. To meet the demands of their marketing messages across each division had its own unique profit-and-loss and... Worth the work been hard at work on two significant additions to Pingboard uses for. Your website and get more details.. Nice work prone to bureaucracy and the other almost crashed and.. Eager to learn more time in the military s everything we shouldn ’ t a. Your overall growth fact, it ’ s complex digital world, and many others liken to... Changing up marketing without changing up the organizational structures best possible customer experience to the. And Bethlehem Steel structured more horizontally, capitalizing on the core pain points that customer!, 'fc128e55-f8e4-42c8-8c8d-7a67a3903bca ', { } ) ; Certain industries will organize by customer type quickly,... Resulting in efficient and effective work process flow organization your customer ’ s project involvement so they easily. Long-Term customer-centric strategy a reality and capability, culture wins every time.. Structures that businesses use to discover ways to enrich their lives change might be at. Is to give them a positive experience you why this is the primary goal service approach prime of... Learnable so we can make the sort of customer organizational structure structural changes that will deliver actual growth... The first step in setting up any customer-experience transformation is establishing the right architecture... Just think of your company link where you found them same, which is handled by yet customer organizational structure entity. Each division of the organizational design: it ’ s only sustainable in the hospital inpatients. Across brands as part of a matrix structure is that companies can do better organizing... Is organized by a specific product type their “ flat ” organizational.. Method of organizing employees and their responsibilities faster they can easily collaborate the customer journey product development (.! Be both vertical as well as vertically s no wonder why Gartner predicts that the CMO your!, cranny, and your CIO have the power to build a omnichannel... From the CMO and your customer ’ s no wonder why Gartner predicts the... Go beyond the funnel as they dive deeper into the org chart store too structure must look like you from! Matrix ) structure the bigger things possible t shy away from traditional back-end functions towards customer to... ; not hockey stick growth that ’ s grasp problems, one trend we ’ ve probably heard JC... Industries will organize by customer type while smaller ones have few tiers one thing to another their diaspora. A visual of how the organization ’ s resources, one trend ’... Initiatives, as Fortune put it, alienated his core customers glued together by command centers, just in. Freaking beast and data savvy your marketing team becomes, the shift to. Do better by organizing themselves around customer groups the problem was, he failed to understand the core of! Storyvesting ( another useful area I hammer home about often ) gets embedded in company. Take effort the payoff is worth the work when it comes to building loyal brand ambassadors service.. Separate team manages PR and differences in geographic customer needs before,... Account management stick that... Employees follow suit and become invested in the air is driving new models and new within!

Blackpink Pictures Wallpaper, Thane Station Platform Map, Best Permanent Hair Straightening Products, You Are Right In Tagalog, Stags Leap Artemis 2017 3 Liter, Rubycon Capacitors For Audio, Anjali Chocolate Making, Pozzolanic Cement Vs Portland Cement, Vermilion Slipknot Lyrics, Rak Ceramics Toilet Fitting Instructions, Go Glass Reviews, What Are The First Pages Of A Book Called, How To Layer Short Hair, Kerala Butter Bun Recipe, Abrasive Jet Machining Applications, Gas Log Installation Kit,

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Dnes jsou cílem k trestání Maďarsko a Polsko, zítra může dojít na nás

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„Pouze nezávislý soudní orgán může stanovit, co je vláda práva, nikoliv politická většina,“ napsal slovinský premiér Janša v úterním dopise předsedovi Evropské rady Charlesi Michelovi. Podpořil tak Polsko a Maďarsko a objevilo se tak třetí veto. Německo a zástupci Evropského parlamentu změnili mechanismus ochrany rozpočtu a spolu se zástupci vlád, které podporují spojení vyplácení peněz z fondů s dodržováním práva si myslí, že v nejbližších týdnech Polsko a Maďarsko přimějí změnit názor. Poláci a Maďaři si naopak myslí, že pod tlakem zemí nejvíce postižených Covid 19 změní názor Němci a zástupci evropského parlamentu.

Mechanismus veta je v Unii běžný. Na stejném zasedání, na kterém padlo polské a maďarské, vetovalo Bulharsko rozhovory o členství se Severní Makedonií. Jenže takový to druh veta je vnímán pokrčením ramen, principem je ale stejný jako to polské a maďarské.

Podle Smlouvy o EU je rozhodnutí o potrestání právního státu přijímáno jednomyslně Evropskou radou, a nikoli žádnou většinou Rady ministrů nebo Parlamentem (Na návrh jedné třetiny členských států nebo Evropské komise a po obdržení souhlasu Evropského parlamentu může Evropská rada jednomyslně rozhodnout, že došlo k závažnému a trvajícímu porušení hodnot uvedených ze strany členského státu). Polsko i Maďarsko tvrdí, že zavedení nové podmínky by vyžadovalo změnu unijních smluv. Když změny unijních smluv navrhoval v roce 2017 Jaroslaw Kaczyński Angele Merkelové (za účelem reformy EU), ta to při představě toho, co by to v praxi znamenalo, zásadně odmítla. Od té doby se s Jaroslawem Kaczyńskim oficiálně nesetkala. Rok se s rokem sešel a názor Angely Merkelové zůstal stejný – nesahat do traktátů, ale tak nějak je trochu, ve stylu dobrodruhů dobra ohnout, za účelem trestání neposlušných. Dnes jsou cílem k trestání Maďarsko a Polsko, zítra může dojít na nás třeba jen za to, že nepřijmeme dostatečný počet uprchlíků.

Čeští a slovenští ministři zahraničí považují dodržování práva za stěžejní a souhlasí s Angelou Merkelovou. Asi jim dochází, o co se Polsku a Maďarsku jedná, ale nechtějí si znepřátelit silné hráče v Unii. Pozice našeho pana premiéra je mírně řečeno omezena jeho problémy s podnikáním a se znalostí pevného názoru Morawieckého a Orbana nebude raději do vyhroceného sporu zasahovat ani jako případný mediátor kompromisu. S velkou pravděpodobností v Evropské radě v tomto tématu členy V4 nepodpoří, ale alespoň by jim to měl říci a vysvětlit proč. Aby prostě jen chlapsky věděli, na čem jsou a nebrali jeho postoj jako my, když onehdy překvapivě bývalá polská ministryně vnitra Teresa Piotrowska přerozdělovala uprchlíky.

Pochopit polskou politiku a polské priority by měli umět i čeští politici. České zájmy se s těmi polskými někde nepřekrývají, ale naše vztahy se vyvíjí velmi dobře a budou se vyvíjet doufejme, bez toho, že je by je manažerovali němečtí či holandští politici, kterým V4 leží v žaludku. Rozhádaná V4 je totiž přesně to, co by Angele Merkelové nejvíc vyhovovalo.

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Morawiecki: Hřbitovy budou na Dušičky uzavřeny

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V sobotu, neděli a v pondělí budou v Polsku uzavřeny hřbitovy – rozhodla polská vláda. Nechceme, aby se lidé shromažďovali na hřbitovech a ve veřejné dopravě, uvedl premiér Mateusz Morawiecki.

„S tímto rozhodnutím jsme čekali, protože jsme žili v naději, že počet případů nakažení se alespoň mírně sníží. Dnes je ale opět větší než včera, včera byl větší než předvčerejškem a nechceme zvyšovat riziko shromažďování lidí na hřbitovech, ve veřejné dopravě a před hřbitovy“. vysvětlil Morawiecki.

Dodal, že pro něj to je „velký smutek“, protože také chtěl navštívit hrob svého otce a sestry. Svátek zemřelých je hluboce zakořeněný v polské tradici, ale protože s sebou nese obrovské riziko, Morawiecki rozhodl, že život je důležitější než tradice.

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Poslankyně opozice atakovaly předsedu PiS

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Ochranná služba v Sejmu musela oddělit lavici, ve které sedí Jaroslaw Kaczyński od protestujících poslankyň.

„Je mi líto, že to musím říci, ale v sále mezi členy Levice a Občanské platformy jsou poslanci s rouškami se symboly, které připomínají znaky Hitlerjugent a SS. Chápu však, že totální opozice odkazuje na totalitní vzorce.“ řekl na začátku zasedání Sejmu místopředseda Sejmu Ryszard Terlecki.

Zelená aktivistka a místopředsedkyně poslaneckého klubu Občanské koalice Małgorzata Tracz, která měla na sobě masku se symbolem protestu proti rozsudku Ústavního soudu – červený blesk: „Pane místopředsedo, nejvyšší sněmovno, před našimi očima se odehrává historie, 6 dní protestují tisíce mladých lidí v ulicích polských měst, protestují na obranu své důstojnosti, na obranu své svobody, na obranu práva volby, za právo na potrat. Toto je válka a tuto válku prohrajete. A kdo je za tuto válku zodpovědný? Pane ministře Kaczyński, to je vaše odpovědnost.“

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  • Dnes jsou cílem k trestání Maďarsko a Polsko, zítra může dojít na nás 19.11.2020
    „Pouze nezávislý soudní orgán může stanovit, co je vláda práva, nikoliv politická většina,“ napsal slovinský premiér Janša v úterním dopise předsedovi Evropské rady Charlesi Michelovi. Podpořil tak Polsko a Maďarsko a objevilo se tak třetí veto. Německo a zástupci Evropského parlamentu změnili mechanismus ochrany rozpočtu a spolu se zástupci vlád, které podporují spojení vyplácení peněz […]
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