Facebook120Tweet0Pin0Submitted by SCJ AllianceQuoting Aristotle, “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”And that habit of excellence, cultivated over his decades-long career as an engineer, has earned Scott Sawyer a prestigious award from the state’s American Public Works Association (APWA).Scott Sawyer was presented the Roy Morse Award for outstanding technical and professional accomplishments in public works by the Washington state chapter of APWA. Photo courtesy: SCJ AllianceScott, a principal at SCJ Alliance, was presented the Roy Morse Award for outstanding technical and professional accomplishments in public works by the Washington state chapter of APWA. As the APWA state winner, he will now be considered in the National Top 10 Public Works Leaders of the Year Award.A graduate of California Polytechnic State University, Scott moved to Washington 17 years ago and has been in the industry for more than 25 years. “The opportunity to serve is what drives me,” Scott shared. “In my profession, I get to serve people, communities and my colleagues, all in the context of solving problems.” His work on the Port Townsend sidewalk tunnel reconstruction and downtown streetscape is a standout example of both his engineering acumen and people skills, and he considers it the most rewarding project of his career. “I was fortunate to develop a close relationship with the downtown merchants,” he said. “Working with them during design and construction ensured we followed through on our commitment to keep them viable during and after the project. I’m proud of both the friendships made and the work we did to refurbish the downtown core, while preserving its unique charm and historical significance.” From left: Kirk Holmes, Director of Central Washington Services at Perteet, Inc. , Scott Sawyer, transportation design manager at SCJ Alliance, and Debbie Sullivan, deputy director of Public Works for the City of Olympia. Photo courtesy: SCJ Alliance.When Scott heard the news of the APWA award, he said he was blown away …but his colleagues were not. “The people who do this work every day see Scott as a mentor and a leader in the field. This award honors his contribution not just to the work, but to the people who work alongside him,” said SCJ President Perry Shea. “There’s something special about being recognized by your peers.”SCJ is a nationally-recognized, multidisciplinary consulting firm specializing in civil engineering, transportation planning and design, environmental and urban planning, landscape architecture and design, and public outreach. The company, celebrating a 10 year anniversary this year, has grown steadily from three employees in one location, to a dynamic team of more than 80 employees in five locations: Seattle, Vancouver, Lacey, and Wenatchee, Washington and Denver, Colorado. The privately-held, majority women-owned firm recently expanded into the Seattle-area market and is the recipient of two top places to work awards in the last 12 months.
RED BANK – Lunch Break is looking to expand.The soup kitchen and food panty, which has been providing food, clothing and the wherewithal for those in need in Red Bank and the surrounding area for nearly 30 years, is seeking borough approval to expand its facility. The organization is looking to build an addition on adjacent properties because of what its executive director said is an increasing need for its services.“We’ve definitely outgrown the space,” said Gwendolyn Love, “even for what we’re doing now.”Love sat at a table in the 121 Drs. James Parker Blvd. facility during lunchtime on Aug. 30 as volunteers and employees worked and moved briskly, serving lunch to the crowd.As she discussed the need for more space to conduct its various programs, a woman approached the table. Chandelle Morris, who lives on Bank Street, sat down at the table with her tray and its modest lunch, a small piece of cake and fruit juice. Morris said she doesn’t have breakfast or dinner most days, relying on her lunch here as her primary meal. “It’s something I look forward to when I get up in the morning,” she said.She thanked Love for what Lunch Break had to offer and turned and said, “They are saving my life.”Love glanced over with smile and thanked Morris for making her point about the work Lunch Break does and the need for the expansion.“We believe Lunch Break can be an instrument in the community to allow people to make it to the next level,” Love said.In June 2011 Justin and Victoria Gmelich, a Rumson couple, donated to Lunch Break two properties on the boulevard, each with a vacant single-family residential home, according to Love.Lunch Break representatives will appear at the borough Zoning Board of Adjustment on Thursday, Sept. 20, with its application to combine those lots and build an addition to the current site.According to the application on file at the borough’s Planning and Zoning Department, Lunch Break would demolish the existing homes at 113-115 Drs. James Parker Blvd. and use that 7,320-square-foot tract to expand the current 2,989-square-foot facility and build a 2,091-square-foot addition.The addition’s first floor, Love said, will be used, in part, to house Lunch Break’s clothing distribution program. Currently, it operates the program on Saturdays out of the dining area, where individuals and families can come to select free clothing and small household items they need.If the application is approved, the public will be able to drop off donations and pick up items from 10 a.m. to 5 p.m. Tuesdays through Saturdays.Lunch Break could also use the site for its other clothing program, called Suited for Success, where clients can get clothing appropriate for job interviews.Along with those programs, Lunch Break would continue to operate its “Internet café” on site, where clients have access to computers and use the Internet connections, often to help locate work.The remainder of the site would be used for administrative offices, file and supply storage and to provide space for the various social service agencies that regularly appear to assist Lunch Break clients.“The new space will allow us to function more efficiently,“ Love said.The addition will “create a one-stop shopping” site for clients, who often don’t have cars or money for mass transit to visit social services offices, Love said.“Business has been too good,” she acknowledged. The facility has been seeing a growing need for services.“With the economy the way it is, with people looking for help, with new people looking for that help, Lunch Break will help them move to that next level in their life,” Love said. “It’s not a handout, it’s a hand up.” By John Burton
Forget Fortuna’s up and down regular season, the Huskies are 1-0 where it matters — the playoffs. Fortuna found no trouble against the visiting El Molino Lions, sailing to a 55-14 victory in the first round of the North Coast Section Division-IV playoffs in front of the Huskie faithful, Friday night in Fortuna.With Friday’s win the No. 6 seeded Huskies (6-5) advance to the second round of the NCS playoffs where they will face No. 3 Kennedy (8-2) next Saturday, Nov. 10 in Richmond.“Our guys …
Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now Recently, a salesperson asked me how I know the frameworks in my three books work, but particularly the ones in Eat Their Lunch and The Lost Art of Closing.I had a slide deck professionally designed. The outcome for this deck was answering the question, “Why should I do business with you and your company instead of my current supplier.” It worked well enough, allowing my team to tell our story (something marketing people find more valuable to clients than it is in practice). It also allowed us to explain why we do what we do different from our competitors, creating separation from the market. Naturally, it had the trophy slide, which included all of the big logos we had in our client portfolio.This deck was in service for years and faithfully updated. However, as the market changed, I began to struggle to help my clients make the changes they need to make to succeed. I knew what changes they needed to make, but rather than make those changes, they would stay with their existing supplier, or hire my company without making the changes. I wasn’t doing an outstanding job making my case, and in a moment of frustration, I built a new slide deck.The New DeckI built this deck intending to teach my clients and dream clients why they had to change. That is what we do in sales; we help our client’s change their results. Otherwise, why play at all?The deck I built did not look anything like my professionally designed deck based on the best practices, as defined by marketers. It violated all of the rules. Many of the slides contained nothing but raw data. If it were a traditional deck, you would say it had too much information, but I wanted the client to see it in its raw format, with no interpretation. The slides that followed the raw data were charts I created in Microsoft Excel; it was clear that I had not had the deck professionally designed, because I wanted the client to see the trend line for themselves.I clipped newspaper articles into Evernote for years, so I went back over those articles and captured images of the headlines and some of the money quotes. I supported the themes in the sections with data and with my company’s experience and internal data.The First CallThe first time I used my new deck was in a quarterly business review with an existing client in 2002. I wanted them to make changes to their policies, and I wanted to provide them with the context that would help them understand what I understood. The engagement with the content was excellent, and I did a sufficient job guiding them through the ideas.My focus was on how the trends and their implications were preventing my client from producing the results they needed. I focused on the strategic outcomes and nothing else. The conversation was among the best I had ever had with a client’s team, and we were talking about why they needed to change. By the end of the meeting, they believed they needed to change, and not because I alone convinced them. They had participated in deciding what things meant.At the end of the meeting, one of the managers asked me if he could have a copy of the slide deck. When I asked why he wanted it, he told me he needed to brief his leadership team later that afternoon. I agreed to give him the slide, he thanked me, and then he asked me to remove my logo.As I left the meeting, I realized the impact that the deck had on my client. I also recognized that I now had a Trojan horse inside my client’s four walls. It not only changed minds, but it began the conversation around change, changes they eventually made.Saying Goodbye to the Old DeckThe outcome of the meeting using the new deck was so much better than the old deck. No one had ever asked for that deck, and it never did anything to create the type of engagement the new presentation had provided. The old slide deck was lean back content, with client’s sitting passively while I talked to them. The new one was lean forward content, causing the client to ask questions, and not only of me but of each other.Even though I had the old deck on my laptop, I never had to use it. The new deck was more interesting to clients, and it sparked the kind of conversation where they discovered something about themselves.How I Know What I KnowI am grateful that I grew up in a highly competitive, highly commoditized business, the kind of environment that causes one to learn how to sell. When you can’t lean on your company’s history, your solutions, or any other external factor, you become the value proposition. While it might have been nice to have some external factor that might have made selling easier by creating some compelling differentiation, I would have been deprived of having to work on myself.I am not a researcher, not that you would know that by the way I read and study the things that interest me, the things I want to learn, and the things that are important to my clients. I have never developed theories and then set out to study them to create a framework or a book or some strategy. Everything I know, I learned from doing the work myself, calling prospects, making sales calls, nurturing relationships, and working to displace my competitors. The books that I read provided me with the concepts that helped me think about what I was doing, showing me things that I would not have seen had I not read them. Books can’t teach you to sell; they can only help you sell better.I write from the experience of a salesperson because I am one. While I love research, I believe that research and theories are one type of knowledge, and experience is an entirely different type of expertise. I only know what I know because I have done it myself, and because I have helped others repeat it.
Santiago blossoms into true leader for NU Read Next LATEST STORIES MOST READ Frontrow holds fun run to raise funds for young cancer patients “Remember, in the Fiba Asia Championships, Australia beat Iran with (team star Hamed) Haddadi by 30 points,” said the national coach. “So I don’t know how—suntok sa buwan (it’s a long shot) to the highest degree. But it is what it is, we’re still going to try our best.”Australia will be among the countries that the Philippines will face in the reformatted Fiba World Cup qualifiers that features home-and-away games.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutoutGilas Pilipinas will take on Japan on Nov. 24 in Tokyo, just three weeks after it opens training camp on Nov. 3.The country will host Chinese Taipei on Nov. 27 at Smart Araneta Coliseum, before flying to Australia on Feb. 22. Don’t miss out on the latest news and information. Trending Articles PLAY LIST 00:50Trending Articles02:42PH underwater hockey team aims to make waves in SEA Games00:50Trending Articles01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss BSP sees higher prices in November, but expects stronger peso, low rice costs to put up fight Kammuri turning to super typhoon less likely but possible — Pagasa Fire hits houses in Mandaluyong City Typhoon Kammuri accelerates, gains strength en route to PH “What’s important is we build a team that will have a strong chance of beating Japan and Taiwan,” said Reyes. “If you talk about Australia, very honestly, I don’t know how we can beat Australia.”The Philippines remains in the top 5 in the continent despite the new Fiba groupings that merged the Asia and Oceania regions. Overall, the country slipped three spots to 30th in the Fiba World rankings.The Philippines is fifth in the Asia-Oceania group behind Australia (9th), Iran (22nd), China (24th) and New Zealand (27th).ADVERTISEMENT Brace for potentially devastating typhoon approaching PH – NDRRMC Nonong Araneta re-elected as PFF president View comments LOOK: Loisa Andalio, Ronnie Alonte unwind in Amanpulo for 3rd anniversary Chot Reyes calls beating Australia a long shot. But Gilas Pilipinas will deal with it anyway.ADVERTISEMENT
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OTTAWA – Health Canada has nearly doubled the number of licensed cannabis producers in the country over the past six months and new numbers show hundreds more applicants are in the final stages of approval as the government rushes toward national marijuana legalization by next July.The dramatic surge in approved and aspiring producers comes in the wake of the agency’s concerted efforts to loosen its bureaucratic approval process and head off what many experts fear will be a looming supply crunch for the burgeoning legal cannabis market.In late May, Health Canada announced it would “streamline” the approval process, which many would-be producers described as onerous and contended took years to complete. The agency stepped up the resources to process applications and said it would start conducting some phases of the approval process at the same time and also made it easier for existing licence holders to expand.When the announcement was made, Health Canada had granted just 44 production licenses since it starting doling out approvals four years prior. Since then, however, the number has almost doubled to 80.Provincial governments, police forces and marijuana companies have also been scrambling to prepare for legalized recreational sales, which the Prime Minister’s Office confirmed Wednesday are expected by July — but not necessarily the Canada Day deadline that many had assumed.A wave of pending applications has the potential to nearly triple the number of producers operating in a legal recreational market.Health Canada spokeswoman Tammy Jarbeau said that as of Dec. 1, 208 applicants were in the final stages of the approval process.“These applicants have completed the security clearance process and their application is being reviewed to determine whether it meets all the requirements of the regulations,” she said in a statement.“A licence is only issued once security clearances have been granted, the application meets the regulatory requirements and a facility has been built.”Industry watchers who had been expecting a spike in the number of licenses were nonetheless surprised by the latest figures, saying the number of pending approvals exceeded their expectations.But Vahan Ajamian, a research analyst with Beacon Securities Ltd., cautioned against interpreting the high number of applications as a sign that Canada will avoid a supply crunch.He predicted that the influx of new producers would have only a limited impact when cannabis becomes legal next summer.Even if a cultivation license is issued in January, producers will likely need more time to line up financing, build up capacity, grow crops and make other arrangements to supply the market, said Ajamian.“It might lessen the shortages in the first couple of months. But I still predict we will see shortages, sellouts — especially in provinces and areas that haven’t locked down their supply.”Many of the provinces have indeed sounded alarm bells on the issue, urging Ottawa to ensure the supply of legal cannabis is equal to the anticipated demand for the product.Nova Scotia first voiced concerns about supply earlier this month after unveiling its framework for the sale of legal marijuana.The government said it would prefer to see provincial supplies come from local production facilities, although so far only two such operations have secured Health Canada approval. Their licences, moreover, cover only permission to grow pot, not sell it.Newfoundland and Labrador Premier Dwight Ball said although his province has inked its first production agreement, that alone won’t make product available until 2019.Analyst and government figures do little to dispel fears of a supply shortage.A report by Canaccord Genuity estimates that demand for both medical and recreational marijuana will total nearly 570,000 kilograms by 2021. By contrast, numbers from a Health Canada showed that total inventories of dried and oil-based cannabis in producers’ inventories totalled less than 40,000 kilograms as of June, the last month for which data was available.One lawyer suggested Health Canada’s previous approval process contributed to the current low supply levels.Eileen McMahon, chair of intellectual property and food and drug regulatory practices at Torys law firm, said companies have faced an extremely high regulatory burden in order to get a license approved.She estimated roughly 70 to 75 per cent of those who apply for a Health Canada marijuana license don’t make the cut — a much higher rate than seen in other industries, such as medical devices and prescription drugs.And while the recent increase in approvals means there will be more players ready to serve the market, the stringent regulatory and ongoing compliance requirements that producers will have to meet once licensed will likely whittle down the field again, McMahon said.“This is not for the faint of heart,” she said.“The question is who can hang in there. Who is going to survive?”
I am not in the business of predicting who will win and who will lose before the elections are even held. The psephologists pore over detailed past data of wins and losses, constituency by constituency, then make sample surveys and probability calculations. Then, in the end, the actual results mysteriously beat all the predictions. How come? The answer comes from the myriad complexity of the Indian socio-economic scene. But let me tell you the story of meeting people in the course of their everyday life and what they are thinking about the elections in Uttar Pradesh in Bagpet-Muzaffarnagar belt. Also Read – A special kind of bondThe small sweetmeats shop alongside the dusty road to Bagpet town in western Uttar Pradesh was doing brisk business right in the morning. Inside, boxes of sweets were being dispatched, while teas and milk were being served to those who are dropping by. One of these was Dr. Sandeep, a young man who asked for his glass of milk and sweets before he goes to town for his dental clinic. Despite prodding, he refused to reveal his family name. He is a dentist and has his own chamber. Joining a conversation on the forthcoming elections, he was rather guarded how the “chamars” would vote. He insisted that they would go by their own conscience, while proclaiming that he was a “chamar” himself, to authenticate his views about his community’s voting. Also Read – Insider threat managementThe owner of the shop, at the other end, insisted that his “samaj” i.e., the Jats would all go for BJP. For him, BJP has become equated with “Modi” and Jats, despite having two rival candidates from their community, would still go for the latter. The Jat shipowner maintained that all the OBCs and other backward classes would also vote for “Modi”. Three shops away in the village iron smithy, where farm equipment to shovels and scythes were prominently displayed, a couple of people were whiling away their time, awaiting their morning business. They greeted us strangers with a blend of suspicion and curiosity, giving rather bland replies to our questions on possible voting patterns in the area. People would vote according to their own calculations about who would be winning, said Mohammad Ghafoor. The shop-owner was obviously a cautious man. But as a motley crowd gathered fast, some ventured out with their stronger views. What really is the state of the ordinary people, questioned Alam, a man with strong hands and contorted fingers from years of hard physical labour. There are hardly any good doctors, and if you go to Delhi they would ask for Aadhaar number and they shoo you out suggesting you go to district hospitals, said Mohammad Iqbal. Quota rice and wheat given out at a concessional price are hardly worth human consumption. The litany of woes was getting longer, by when others joined in including Sharmaji, who was a brahmin and another Singh, being a Jat, to voice their views on inadequacies. The conviviality of the village iron smithy was no distant thing. It was for us to feel sitting on the rough benches and “charpoys” laid out in front of the inadequate shop. Sharmaji or Sigh felt they would all go for their Jat candidate of the gathbandhan. There was a consensus that the Muslims would do the same and go for the rainbow coalition candidate. As we hit the road again, we were waylaid by a few strapping young men waving us to stop. Obviously, our — some outsiders – movements were closely monitored. They led us through an iron gate into a courtyard where a group of men were sitting around a hookah with a long upright stem and a longer smoking pipe, taking a drag in turn. There were sturdy young men as well as older senior members whose general behaviour and conversing stance was conveying a sense of overbearing confidence. They were the Jats. They welcomed us into their charmed circle and offered “cold machine water,” that is, from the water purifying units. Obviously not the down and out variety, the assembled Jats were occupying the top echelon of the local society and economy. For them, the turning point of politics was the Muzzafarnagar riots some five years back when the then Akhilesh Yadav rulers had arrested many prominent Jats and created other difficulties in their way. But then, there were other issues. They are now getting good prices for their cane harvests and the money is coming directly into their bank accounts. They are also getting electricity most of the time and farmers do not have to keep awake to turn on their pumps at 2 O’clock in the night when power would suddenly come for a little while. Now they are getting electricity most of the day and night. And then, law and order have improved. You do not have to worry about the safety of your family members when they go out. Women could also venture out and go round for their work. Some money had flown into their bank accounts from the government as well. Here was a complex scenario where castes and creed would influence their thinking on who to vote, superimposed on that the economic benefits that were coming and the expectations of what should come in the immediate future. Given the layers of segregation into their little social boxes, their variety of vested interests, the social and religious fault lines and within that caste-based sense of identity, one has to be really audacious to anticipate the results of the forthcoming elections. But yet in the dusty haze, it is possible to delineate some broad trends. This election is showing a split between those who are gaining from the rising prosperity in the countryside and those who are not. But at least in the eight constituencies of western UP, the number of those who are gaining from the system are not inconsequential. There is a huge block of people who are rising and have developed a stake in systemic stability. The omnipresent cane growers of the region are a case in point: the annual inflow from cane is not something to be scoffed at. In Bagpet alone, cane purchases run up to Rs 350 crore a year. In addition, there are other avenues for work. Secondly, Modi has emerged as a leader with his image head, neck and shoulder above the rest of the pack of political leaders. A sequence of this is the diminution of BJP as a political party. If the election is won it is the credit of Modi if it is lost it goes personally to his discredit. One is almost goaded to recall India’s past political history not many years back. Over forty years ago, a Congress president of the day, Deb Kanta Barooah, had coined a slogan “India is Indira” and “Indira is India”. Indira Gandhi did not have a particularly endearing political record after those heady days of fulsome flattery. No one has gone to that extent just now. However, Modi appears to be inching towards this larger-than-life image and not surprisingly evoking extreme feelings. There are those who are intensely antipathetic, just as those who are swearing by him. Thirdly, “economism” is a major underlying current in determining the results of this election. The cooking gas connections in the kitchens of those who could not have imagined of this facility or the toilets have done their bit of public relations, however much denigrated. In the end, the Indian elections have become a story of aspirations of the people and the aspirational demands are trickling down the social ladder. To the extent these are fulfilled, it will bring dividends. If these aspirations are unmet it will come back with a bang. If UP is a microcosm of northern India —rather north of the Vindhyas— then the short visit reveals the complex fabric of society which is exercising its franchise rights: Here you witness diversity, unity, antipathy and sectarian loyalty all of which are running parallel in the polity. The election results will be the sum total of these contradictory forces and that is our India. (The views expressed are strictly personal)
New Delhi: Appearance of separatist leader Mirwaiz Umar Farooq before the NIA has paved the way for a thorough probe into charges of terror funding and conspiracy against the Hurriyat leader, officials said Tuesday.Mirwaiz appeared before the National Investigation Agency for the second consecutive day on Tuesday for questioning in connection with a case related to funding of terror groups and separatist organisations in Jammu and Kashmir. “Appearance of Mirwaiz before the NIA proves the government’s determination to establish that Kashmiri separatist leaders will have to be held accountable to the law of the land. It has paved the way for thorough investigation into charges of terror funding and conspiracy against the Hurriyat leader,” a home ministry official said. Also Read – Uddhav bats for ‘Sena CM’The questioning of Mirwaiz by the NIA has been considered a significant development as he had been trying to evade the questioning by the probe agency by resorting to various stratagems. These include by not responding initially to the NIA summons at all, and later saying he was ready to be examined by NIA in Srinagar. “However, eventually he had to follow the summons and travel to New Delhi to answer questions from the NIA. This is in line with the government’s firm stance that separatist leaders cannot claim immunity and that they will be held accountable for laws of the land,” the official said. The NIA had conducted raids in February 2019 on allegations of terror funding and money laundering on the premises of Mirwaiz and other Hurriyat leaders like Yasin Malik and son of SAS Geelani, Naseem Geelani. Also Read – Farooq demands unconditional release of all detainees in J&KThey are part of Joint Resistance Leadership who frequently organise protests, stone pelting and shutdowns in the valley, disrupting normal life, impacting students and daily wage earners, businesses and tourism. The investigation against Naseem Geelani and others is proceeding as per law. Recently, legal hurdles had been cleared for resumption of trial in Jammu against Yasin Malik in the case of terrorist attack by JKLF militants in 1990 on IAF personnel which led to the death of four persons. “Yasin Malik had exploited the provisions in law to inordinately delay the trial. But relentless efforts by the home ministry have finally resulted in Malik’s arrest and transfer to Jammu jail. His plea for transfer of trial from Jammu to Srinagar has also been quashed,” another official said.
Mumbai: Amitabh Bachchan and Emraan Hashmi are teaming up for a mystery thriller, which is set to be released on February 21, 2020. It is the first collaboration between Bachchan and Hashmi. The currently-untitled film will be helmed by writer-director Rumi Jaffrey. “A film is a collaborative effort and when you have one of the best actors in front of the camera and a veteran producer behind the lens supporting you and leading all creative efforts, then making the film is a fantastic experience,” Jaffery said in a statement. Also Read – I have personal ambitions now: Priyanka The movie is produced by Anand Pandit Motion Pictures and Saraswati Entertainment Private Limited. Producer Anand Pandit said he is looking forward to the project with the two stars. “My friendship with Mr Bachchan goes back a long way. I have not met any other actor who matches his skill and commitment. It is an honour to be a part of creating a film with him, and I have always admired Emraan’s body of work, so am looking forward to seeing him onscreen with the legend for the first time,” Pandit said. The film, set to go on floors from May 10, also stars Annu Kapoor.