CONTACTS 
0201 - Dynamic Alternatives                                                                                                                                               O-00000793 0101
020101 - Mr. Garold L. Johnson                                                                                                                                            O-00000793 0101

SUBJECTS
Intelligence Debugs Management Discovers Alignment Problems Before Mi
Intelligence Organization Indexing by Subject Continuous Information
POIMS Link Communication Shows Commitment to SDS and KM for Awarding
POIMS Defines Intelligence Requires Capturing Information Organizatio
Foundation KM POIMS Culture of Knowledge Link SDS in Communication
Good Management People Care About But Resist Improvement
10% Improvement Market Consulting Services to Avoid Setting Expectati

1509 -
1509 -    ..
1510 - Summary/Objective
1511 -
151101 - Follow up ref SDS 89 425M, ref SDS 88 425M.
151102 -
151103 -
151104 -
151105 -
151106 -
151107 -
151108 -
151110 -  ..
1512 -
1513 -
1514 - Progress
151501 -  ..
151502 - Com Metrics Scope of Services Review by Gary
151503 -
151504 - Submitted ref DIT 1 0001 linked to the record on 020217 where Gary
151505 - discusses demand for good management. ref SDS 89 425M
151506 -
151507 - Suggest Gary give the entire record a once over if time permits, since
151508 - it addresses in greater depth his many questions on 020217, for
151509 - example where SDS has been called back. ref SDS 89 IX4I
151511 -  ..
151512 - Draw Gary's attention to his question about....
151513 -
151514 -      1.  Is there any demand for good management, ref DIT 1 ET6M,
151515 -          which Gary addressed on 020217, ref SDS 89 425M, and
151516 -          ..
151517 -      2.  How to make the connection between SDS and good
151518 -          management, discussed further below. ref SDS 89 BN6O
151519 -
151520 - ...since this question turned up analysis on 990225 by Roy Roebuck,
151521 - who at that time was a program manager in DOD, and noted SDS
151522 - advantages, ref SDS 34 6956,, which
151524 -  ..
151525 - Do not say any more about Gary commenting on the scope of services for
151526 - Com Metrics to accomplish his understanding on "acquiring knowledge,"
151527 - as set out in his letter on 020113, ref SDS 87 425M, where he
151528 - commented on POIMS, ref OF 1 6649
151530 -  ..
151531 - However, if he comments on Roy Roebuck's analysis, this may encourage
151532 - getting this task done, per below. ref SDS 0 U14O
151533 -
151534 -
151535 -
151537 -  ..
1516 -
1517 -
1518 - 2133
1519 -
151901 - Market Services for 10% Improvement; Credit Others for Over 10%
151902 -
151903 - Received ref DRT 1 0001 from Gary saying he received the letter sent
151904 - early this morning, ref DIT 1 0001, per above, ref SDS 0 D29M, and
151905 - that he plans to respond in detail later.
151906 -
151907 - Gary recommends marketing services offering improvement in the range
151908 - of 10%.  If greater improvement results credit others in order to
151909 - avoid setting expectations too high, ref DRT 1 H45N, and to avoid
151910 - alienating the customer, since often the boss feels that merely
151911 - getting people to follow the boss' lead, i.e., expertise and hard
151912 - work, is the only remedy needed. ref DRT 1 P56J
151914 -        ..
151915 -       [On 030813 Gary using SDS and develops a record showing analysis
151916 -       of demand for marketing SDS. ref SDS 90 0001
151918 -  ..
151919 - Submitted ref DIT 2 0001 responding to Gary's 10% improvement rule,
151920 - noting it presents a delicate marketing challenge, since Drucker
151921 - points out that people will not try to adopt an improvement unless it
151922 - is 10 times better, reported on 931130. ref SDS 7 8955  Therefore,
151923 - offering to improve performance by 10% presents a significant gap.
151925 -  ..
151926 - SDS significantly improves memory.  However, people are wired to get
151927 - by remembering about 5% for only the gist of things, as explained in
151928 - POIMS, ref OF 1 3385, better memory is not an immediate benefit.
151929 - ref DIT 2 H06F
151931 -  ..
151932 - So, paying for intelligence, which otherwise seems free, is not an
151933 - obvious thing for people and organizations to do, ref DIT 2 HZ6N,
151934 - until enabling forces begin to grow.....
151935 -
151936 -      stock prices fall...................... 001207, ref SDS 53 V54M
151937 -      planes knock down the office building.. 010911, ref SDS 66 0001
151938 -      you lose your job and the house........ 011102, ref SDS 74 0001
151939 - ..
151940 - Disruptions bring incentive to work intelligently, as Gary says
151941 - to "improve." ref DIT 2 V144
151943 -  ..
151944 - In any event, experience shows, that if Com Metrics is launched by
151945 - some miracle, then folks are very happy with savings and the sense of
151946 - relief that things get done on time and within budget.  The dilemma on
151947 - this point is evident from the record on 970110 after SDS had been
151948 - terminated at USACE, ref SDS 22 2487, but I was still hanging around,
151949 - because I was told a new contract was being prepared that never got
151950 - done; but, this record is instructive.
151952 -  ..
151953 - Improvement using SDS builds willingness to use intelligence, rather
151954 - than rely on guess and gossip, as reported on 970107. ref SDS 21 4953
151956 -  ..
151957 - Initial resistance shown on 961017, ref SDS 17 5832, was reversed
151958 - where even the contractor recognized that intelligence, as explained
151959 - in POIMS, ref OF 1 2300, is the contractor's best friend. ref SDS 21
151960 - 4953
151961 -
151963 -       ..
151964 -      Market Improvement to Authority Directed Downward
151965 -      Ignorance Fear Denial Prevent Marketing Truth to Power
151966 -
151967 -
151968 - Gary continues...
151969 -
151970 -      Necessity is a perception, not an objective reality to most
151971 -      people.  Necessity is not a recognized phenomenon unless it is
151972 -      social necessity.  If the boss will be unhappy, promotions will
151973 -      not occur, or other personal misfortune will likely ensue, then
151974 -      there is a necessity. The requirements of the job alone do not
151975 -      create necessity at the individual level, and seldom at the
151976 -      organizational level. ref DRT 1 RG8G
151977 -      ..
151978 -      The key seems to be to get someone in power at some level
151979 -      to agree there is a problem (somewhere else in the organization,
151980 -      of course) and that the problem is sufficiently severe that
151981 -      something must be done (over there) to correct it. The use of
151982 -      tools, techniques, and procedures can then be mandated to a lower
151983 -      level of authority.  In this sense, the Scope of Services for
151984 -      Comm Metrics, ref DRP 10 6375, can be mandated downward
151985 -      (possibly). ref DRT 1 1H8N
151986 -
151987 -          Targeting a downlevel group in sales discussions aligns with
151988 -          experience at....
151989 -
151990 -          •  DNRC placed a demand on the Engineer, Tudor, to fix the
151991 -             Broadwater Dam project, as reported on 880815. ref SDS 1
151992 -             7301
151993 -
151994 -          •  <BD39 CDWR made a demand for new management, and Bill
151995 -             DeHart was assigned by PG&E to replace the project
151996 -             manager, reported on 941005. ref SDS 8 0001  Bill in turn
151997 -             recommended trying Welch and SDS, shown in the record on
151998 -             941010. ref SDS 9 7777  CDWR later requested that PG&E
151999 -             continue SDS after Bill took early retirement, reported on
152000 -             941208. ref SDS 10 1183
152001 -
152002 -          •  USACE was slightly different, in that the initial
152003 -             approving authority, Max Blodgett, wanted support for the
152004 -             Oakland Harbor project, which was an element two levels
152005 -             below his command. see 960105, ref SDS 16 T18I
152007 -           ..
152008 -          There is also a sense that Max believed SDS could be applied
152009 -          more widely and directly to his own daily work. ref SDS 16
152010 -          7488,
152011 -          ..
152012 -          In practice, everybody, including Max, was aided by SDS
152013 -          because Com Metrics generates intelligence that improves all
152014 -          of the work.  It must do this, because if somebody is left
152015 -          out, a weak link causes the chain of command to fails, no
152016 -          matter how strong the other links are made.
152017 -
152018 -              An example of a "weak link" occurred on 961218 when Max,
152019 -              who was Chief of ConOps, the District counsel, and the
152020 -              Contracting Officer, acted without consulting the record.
152021 -              ref SDS 20 5790
152023 -               ..
152024 -              Another example is the record on 970110 showing that
152025 -              people throughout the organization acquired faith in the
152026 -              Com Metrics role for using SDS, once on the job.
152027 -              ref SDS 22 2487
152028 -
152029 -
152030 -
152031 -
1521 -

SUBJECTS
Credit Others with Success Encourages Support
Credit Everybody Hero Hard Work Psychologically Demanding Create Orga
Credit Recognition Attribution Helps Open Source Encouraging Contribu
Credit Success Intelligence Knowledge Avoid Bumbling Overcome Fear Ac

2106 -
210701 -  ..
210702 - Credit Others to Build Faith in Organizational Memory Rather Than Fear
210703 -
210704 - Gary's suggestion for allocating credit to others helps build faith in
210705 - organizational memory. ref DRT 1 H45N
210706 -
210707 - Submitted ref DIT 2 MJ9H explaining that a Communication Manager gives
210708 - all of the credit to the customer, as shown by the record on
210709 -
210710 -      Credits others with intelligence..... 960105, ref SDS 16 8659
210711 -      Worry about embarrassment............ 970127, ref SDS 24 B58G
210712 -      Worry about accountability........... 980305, ref SDS 30 5456
210713 -      Example of meeting at USACE.......... 961017, ref SDS 18 0001
210714 -      Example of meeting at SRI............ 000324, ref SDS 43 0001
210715 -
210716 -
210717 -
210718 -
2108 -

SUBJECTS
Post-Project Review Aerospace company Scope of Services Com Metrics Rev  w in Re
Scope of Services Com Metrics Transitions Organization to Prepare for
Aerospace company Post-project Review Case Study Evaluate Use of SDS fo  Com Met
DCMA Budget Cuts Cannot Hire Consultants Propose Specifying Com Metri

2806 -
280701 -  ..
280702 - Specify Good Management Overcome Overwhelming Tendency Bad Management
280703 - Post-project Review Evaluate Com Metrics to Improve Aerospace company Management
280704 -
280705 - Follow up ref SDS 89 U14O, ref SDS 88 U14O.
280706 -
280707 - Letter responding to Gary explains it would be helpful to get Gary's
280708 - comments, ref DIP 5 WQ5O, on the scope of services, ref DRP 10 6375,
280709 - in relation to Gary's experience on the Aerospace company project, per above.
280710 - ref SDS 89 XZ9L
280712 -  ..
280713 - Would like to get from Gary an analysis of SDS similar to what Roy
280714 - Roebuck prepared as shown in the record on 020217, ref SDS 89 1332, in
280715 - order to answer Gary's question about demand for SDS, since that
280716 - requires explaining how SDS is used. ref SDS 89 I34L
280717 -
280718 -     Gary does not mention this issue.
280719 -
280720 -
280721 -
390441 -
390442 -
390443 -
390444 -
390445 -
390446 -
390447 -
390448 -
390449 -
390450 -
390451 -
390452 -
3905 -