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1...In a telephone call, Gary indicated plans to review Christensen's
SDS Records on Internet So People Can Bump Into Them Gain Experience
SDS Pilot Test Use Buy Try Customer Need Terms for Use that Protect
Education Enables Transformation to Culture of Knowledge Sales Gary
Good Management People Care About But Resist Improvement
Business Success Requires Salesmanship Skills for Lying Embellishmen
Feel Good Management Driven by Emotional Decisions Management Develo
Salesmanship Lying Embellishment to Achieve Business Success
Paradigm Shift Relentless Pressure Exposure Experience SDS Intellige
Culture Knowledge New Words Terms Definitions Familiar Terms Words C
Circle of Advocates Ambassadors for Change at DOD, Don Rumsfeld
Selling Re-state Purpose Refine Message for Com Metrics, John Malone
SDS Composite Business Model Product and Serivce Like IBM Sells Solu
SDS New Story Jack Recommends Improving Sales Appeal for Com Metrics
Explicit Links Used for Good Management Without Any Training Orienta
Steady Exposure to SDS Records Applies Theory of Transformation in B
What Do You Believe Penetrating Questions Raised by POIMS and SDS Je
SDS Demand Grows for Com Metrics Organizational Memory Bruce Mamont
Overkill Denial SDS Needed Morris Attended Management Seminar in New
Christensen Clay Innovator's Dilemma Marketing Disruptive Technlogy
3421 - ..
3422 - Summary/Objective
342301 - Follow up ref SDS 19 0000, ref SDS 21 LN7T.
342308 - ..
3426 - Progress
342701 - Business Success Requires Salesmanship Skills for Lying Embellishment
342703 - Received ref DRT 1 0001 from Gary saying...
342705 - Here are my records from 040425.
342707 - ..
342708 - My record today relates an interesting conversation concerning
342709 - requirements for being successful in business.
342711 - ..
342712 - Gary has two (2) records today; the one concerning success in business
342713 - says in part...
342715 - 1. There are numerous stories which indicate the difference in
342716 - mind set between those people who are good at some technical
342717 - discipline, and those people who are successful at business.
342718 - ref SDS 23 0001
342720 - ..
342721 - 2. Technical superiority, or even uniqueness is hardly even a
342722 - requirement for business success, and it most certainly isn't
342723 - sufficient. ref SDS 23 L557
342725 - ..
342726 - 3. Gary describes business success (BS) based on good
342727 - salesmanship that tells a good story by exaggerating and
342728 - "lying" professionally about capabilities in order to sell
342729 - merchandise and services. ref SDS 23 0061
342731 - ..
342732 - Why does a "good" story have to exaggerate (i.e., lie), rather than be
342733 - entertaining in telling the truth that civilization can advance to
342734 - save lives, time and money by using SDS that makes good management
342735 - fast and easy so people can routinely work intelligently, as explained
342736 - in POIMS, ref OF 3 1X6G, and called out by Drucker on 991025?
342737 - ref SDS 8 0785
342739 - ..
342740 - Certainly, a "good story" should tell how people can accomplish things
342741 - that people care about, like getting things done quickly and
342742 - accurately to avoid mistakes so that productivity, earnings and stock
342743 - prices go up, and people have more to invest on homes, transportation,
342744 - health care, entertainment and vacations. Why can't we tell that
342745 - story, rather than lying, as suggested in the article, per above?
342746 - ref SDS 0 L557
342748 - ..
342749 - Earlier Gary submitted research showing that "lying" is not needed for
342750 - selling nor protecting property rights on tools that improve
342751 - productivity, because telling the truth is dismissed as "lying," which
342752 - is the graveman of the homilie that says...
342754 - ..
342755 - Don't worry about people stealing your ideas. If your
342756 - ideas are any good, you'll have to ram them down people's
342757 - throats. -- Howard Aiken
342759 - ...reported on 040214. ref SDS 18 N87M
342761 - [On 040508 Gary submitted additional research that language is
342762 - a powerful dimension of leadership for improving culture.
342763 - ref SDS 25 0001
342765 - ..
342766 - We don't have to learn to lie convincingly, we have to learn how to
342767 - make the truth, that seems like exaggeration, convincing to people
342768 - whose expectations are limited by inexperience, i.e., ignorance.
342769 - Suppose the airplane was around in 1500. How would we convince people
342770 - they could fly from Paris to Berlin in 2 hours, rather than 2 weeks.
342771 - How would overcome denial of new realities so that people can gain
342772 - experience to overcome fear of exaggerated claims?
342774 - ..
342775 - While superiority is clearly not a requirement for business success,
342776 - it is a requirement for advancing civilization. An example
342777 - illustrated by the common rule that the three (3) most important
342778 - factors for success in the retail business are "location, location,
342779 - location" that provides convenience to cusomters willing to accept
342780 - less than superior technical quality in exchange for saving time, so
342781 - long as products are generally servicable. Business people can
342782 - therefor find many ways to generate revenue in a successful
342783 - civilization without offering superior technology.
342785 - ..
342786 - On the other hand, technical superiority is always a factor at some
342787 - level in buisness success. The example in Gary's record of stock
342788 - brockers paying $20K for a $400 circuit board seems to support this
342789 - point. Customers paid a premium for something that was superior to
342790 - what they had and could otherwise obtain, at least for awhile, to make
342791 - calculations. This seems to fit the model of business success from
342792 - building a "better mouse trap," which Gary addressed previously on
342793 - 020217. ref SDS 16 VG4O
342795 - ..
342796 - Technical superiority is an asset for SDS, based on analysis reported
342797 - on 000425 showing SDS is a unique solution for augmenting
342798 - intelligence. ref SDS 11 0480
342800 - ..
342801 - On 010425 Morris noted SDS support for management is a "utopia"
342802 - compared to other methods, because everything is in the right place at
342803 - the right time. ref SDS 13 EP7F Morris' assessment echoed a report a
342804 - year earlier by Bill DeHart, who reported that experience using SDS at
342805 - PG&E showed that SDS provides better organization than other methods.
342806 - ref SDS 12 1029 Eric Armstrong, who has been seeking better
342807 - technology, shown by his letter on 000208, ref SDS 10 027P, cited SDS
342808 - on 010916 for mechanisms that enable amazing memory, ref SDS 14 0001,
342809 - and on 010924 Morris explained why SDS is superior, unique technology.
342810 - ref SDS 15 NK4J
342812 - ..
342813 - Technology that lifts capacity to think, remember and communicate,
342814 - noted in POIMS, ref OF 7 HR7H, and cited by General Hatch in the
342815 - report by USACE on 970328, ref DRP 4 6172, enables business success
342816 - measured by revenue and earnings based on comparing people who
342817 - struggle to earn 2% - 10% on revenues discovering earnings improve
342818 - using SDS for Communication Metrics to work intelligently, based on
342819 - saving time and money at the rate of 10:1, reported by USACE,
342820 - ref DRP 5 7400
342822 - [On 040505 Gary's timely notice of new ideas for reducing the time
342823 - and effort for using SDS to perform Com Metrics is encouraging on
342824 - prospects of business success. ref SDS 24 358H
342826 - ..
342827 - What conditions make technically superior and unique technology not
342828 - readily translate into business success?
342830 - ..
342831 - On 040411 Gary cited Clay Christensen's book...
342833 - The Innovator's Dilemma
342835 - ...as explaining new technologies often take a long time to achieve
342836 - success, and that most business, who seem successful today, ultimately
342837 - pass from the scene, because adjusting to new realities that emerge
342838 - from new technoloiges is too disruptive for organizations, who focus
342839 - entirely on sustaining the status quo by improving and marketing
342840 - sustaining technologies without investing sunshine profits to
342841 - experiemnt on disruptive technologies. ref SDS 22 0001
342843 - ..
342844 - In a telephone call, Gary indicated plans to review Christensen's
342845 - book, starting with analysis on 990527. ref SDS 7 5258
342847 - ..
342848 - Christensen makes the point that unique technology cannot be marketed
342849 - using traditional marketing and sales methods that are common for
342850 - obtaining and holding a share of mature, often fixed markets for
342851 - sustaining technologies through embellishment, exaggeration and lying,
342852 - cited by Gary, per above, because telling the truth about new
342853 - capability that is beyond the experience of customers is a big
342854 - struggle to be believed.
342856 - ..
342857 - The challenge to make a sale for disruptive technologies is overcoming
342858 - cultural resistance to improvement driven by ignorance, fear and
342859 - denial, noted by Lynn Conway commenting on transition in the computer
342860 - industry in the late 70s, reviewed on 960612. ref SDS 6 1368
342862 - ..
342863 - A new market is formed through a process of education, learning and
342864 - discovery about a new way of working. In the beginning, people making
342865 - a living using the old way of working, using tools and skills they
342866 - already have, is necessarily faster and easier than investing time to
342867 - learn something new. This gives rise to the common rule in software
342868 - that to make a sale the product must be learned in about 20 minutes,
342869 - reported for example on 890809. ref SDS 1 E564 Analysis at that time
342870 - showed, however, that most anything anyone can learn in 20 minutes
342871 - does not improve productivity, though there can be significant
342872 - entertainment value from a false sense of accomplishment. ref SDS 1
342873 - MK4P
342875 - ..
342876 - Forming a new market entails educating (e.g., selling, convincing,
342877 - pursuading) people to have faith and belief to invest time for
342878 - learning a new way of working, i.e., a new profession. Under this
342879 - model for "disruptive technology" SDS and Communication Metrics entail
342880 - educating people about the opportunity for advance from information to
342881 - a culture of knowledge, see POIMS. ref OF 4 K84L
342883 - ..
342884 - [On 040505 Gary's work distributing SDS records enables people to
342885 - experience the power of knowledge that spreads the word wide as
342886 - the waters that working intelligently saves lives, time and money,
342887 - and so grows demand for SDS essential for business success.
342888 - ref SDS 24 425L
342890 - ..
342891 - The need for education to transform culture is not new.
342893 - ..
342894 - Examples include...
342896 - 1. Farming...
342898 - The change from taking what the land provides to adding energy
342899 - and intelligence that directs what the land provides took
342900 - thousands of years, reviewed on 950426. ref SDS 3 4404
342902 - ..
342903 - Analysis of transformation was expanded on 950428. ref SDS 4
342904 - 8564
342907 - ..
342908 - 2. Tractors for farming instead of horses...
342910 - Transformation from horse drawn plows to engine driven tractors
342911 - fueled by gasoline, illustrated by the record on 921217.
342912 - ref SDS 2 8930
342915 - ..
342916 - 3. Airplane...
342918 - In the beginning building a plane was expensive, which greatly
342919 - limited the pool of planes available for learning a new way of
342920 - working, compared to riding a horse, operating a steam engine
342921 - or driving a car. As a result, learning to fly an airplane
342922 - required a lot of courage and front-end investment for training
342923 - to fly some hundreds of feet into the air with a strong
342924 - liklihood of failure crashing back to earth, causing injury or
342925 - death. Front-end investment of several hours training deterred
342926 - many people from discovering advantages of flight. There were,
342927 - however, factors that offset ignorance, fear and denial. For
342928 - example, benefits of reducing the time and effort to move from
342929 - one point to another seemed self-evident. In war, the ability
342930 - to carry troops and materiel, quickly across great distances,
342931 - and to strike above the battle offered self-evident strategic
342932 - advantages. As well, the desire to gain notoriety with
342933 - death-deying feats that brings fame, fortune and attention from
342934 - the girls, was another factor that gained early recruits for
342935 - flying airplanes, which generated revenues for making
342936 - improvements.
342939 - ..
342940 - 4. Education - transformation from brawn to brains...
342942 - ..
342943 - This example is closer to our situation where early attempts
342944 - for universal education, per se, were resisted and derided with
342945 - the pejorative of "book learning" that does not satisfy any
342946 - immediate needs to plow fields, fetch water and fire wood nor
342947 - harvest crops, and there is an approximate 12 year learning
342948 - curve before big benefits begin to accrue. see history of
342949 - education on 991108. ref SDS 9 7048
342952 - ..
342953 - Education to overcome ignorance, fear and denial is explained in
342954 - POIMS. ref OF 7 T46O
342956 - ..
342957 - SDS has a big, self-evident benefit of better memory, and this is
342958 - exploited in marketing by explaining support for personal and
342959 - organizational memory and management, embodied in the name of the
342960 - underlying technology of POIMS. ref OF 3 01TU
342962 - ..
342963 - This benefit alone is not enough to encourage people to make the
342964 - investment for learning to improve memory. People want a pill that
342965 - can be ingested, or a hard disk, circuit board or software program
342966 - that can be installed to make the skills they already have good enough
342967 - to get by without making the effort of learning that will improve
342968 - memory, because the future cost of failed memory as in events on
342969 - 010911, loss of productivity, earnings, stock prices, loss of
342970 - vacation, health care and the other things people want that are
342971 - provided by productivity, are not as eminant as the pain of having to
342972 - learn to push some buttons on a computer, without knowing for sure
342973 - that someone will pay them for taking the trouble to learn.
342975 - ..
342976 - An example of the marketing problem is that people readily recognize
342977 - the value of good memory after the fact, but have a difficult time
342978 - investing in good management prevent problems. There is a lot of
342979 - talk about proactive management, planning ahead under the general
342980 - rule...
342982 - Look before you leap!
342984 - ...called out in POIMS.
342986 - ..
342987 - However the drive to react impulsively to information is so satisfying
342988 - to human biology, along the lines of a herd grazing on endless fields
342989 - of grass, that the only practical applications of risk management are
342990 - to buy insurance to pay for the cost of mistakes, and to cover up when
342991 - mistakes occur. In fact, since covering up seems fast and easy, the
342992 - preferred method of reacting to scandal, as when Bill Gates was caught
342993 - saying things to authorities that conflicted with his email showing he
342994 - acted differently, reported on
342995 - the reaction within industry was, rather than
342996 - empower Bill and his team at Microsoft to work intelligently, to
342997 - instead adopt policies to destroy the record in hopes this would
342998 - prevent liablity from discovering duplicitous conduct.
343001 - ..
343002 - The record on 040317 is evidence that Aerospace company is a proof of concept
343003 - showing that people are willing to pay nothing, ref SDS 20 PQ6P, for
343004 - improving the ability to think, remember and communicate, that makes
343005 - people famous, reported on 040203. ref SDS 17 NB6G
343007 - ..
343008 - The example Gary gives of a colleague inventing a memory circuit board
343009 - that people were willing to pay $20K for getting faster processing of
343010 - mathematics is a good example. Stockbrokers had a pretty good idea
343011 - that faster calculations would increase earnings. How many
343012 - stockbrockers would have invested a few months for learning to use the
343013 - faster tool?
343015 - ..
343016 - The experience of civilization shows that, when a culture accumulates
343017 - experience investing time for learning, as in going to school to learn
343018 - alphabet technology, mathematics and applications in engineering,
343019 - science, agriculture, construction, management etc., then follow on
343020 - generations will continue to invest the time for learning the things
343021 - the past generations learned, because they have experience that gives
343022 - people confidence they will be rewarded with a good job by learning
343023 - the things their parents and grandparents learned. In short, people
343024 - invest time to learn things, where there is a record of experience
343025 - showing there is a reward for making the investment. Therefore, the
343026 - marketing strategy for SDS is to give people the experience that shows
343027 - investing time for learning to work intelligently saves lives, time,
343028 - time and money, per above. ref SDS 0 FQ5O
343030 - [On 040505 Gary's work distributing SDS records enables people to
343031 - experience the power of knowledge that spreads the word wide as
343032 - the waters that working intelligently saves lives, time and money,
343033 - and so grows demand for SDS essential for business success.
343034 - ref SDS 24 425L
343036 - ..
343037 - Gary describes business success (BS) based on good salesmanship that
343038 - exaggerates capabilities in order to move the merchandise, which is a
343039 - common way of talking about lying to customers. ref SDS 23 0061
343041 - ..
343042 - A "BS" strategy was presented as a metaphor in the record on 960419,
343043 - for an article in the PMJ to promote a professional conference planned
343044 - for Asilomar in Monterey, CA during July of 1996. ref SDS 5 0001
343046 - ..
343047 - At that time in 1996, strategic business systems (BS) for
343048 - reengineering, TQM et al, were being sold by experts and corporate
343049 - saviors to replace experienced managers with team leaders who got
343050 - computers and an email address. ref SDS 5 4096