CONTACTS 
0201 - O-0169 0101 Rusher & Loscavio          415 391 0430 fax 397 2842
020101 - Mr. J. Michael Loscavio,

SUBJECTS
WMA Marketing,
Sales Strategies
Concepts, ideas

0405 -    ..
0406 - Summary/Objective
0407 -
040701 - I gave Mike a brief explanation of the progress at Varian, AT&T and
040702 - Stanford.
040703 -
040704 -
040705 - Industry groups
040706 -
040707 - Mike feels the best way to market SDS is to target particular groups
040708 - like AT&T where "project work" is a mainstay of their business.
040709 -
040710 - This would include contractors, engineers and government.  Utility
040711 - companies are another good market area.
040712 -
040713 - He feels going after the individual, "average" manager is not
040714 - fruitful, at least in the beginning.  Mike suggests using AT&T as a
040715 - springboard to establish credibility and acceptability of SDS.
040716 -
040717 -
040718 -
0408 -

SUBJECTS
Concepts, ideas
Remembering (linked records)
Management productivity & Teamwork
Accurate, Complete Notes Can be Prepared
Deferred Rewards Knowledge Knowledge Information Immediate Use
Front-end Investment Ignorant Power Microcosm Analysis Intelligence S

2009 -
200901 -  ..
200902 - Value of Planning to Take Timely, Effective Action
200903 -
200904 - Mike asked how much time does SDS save the user?
200905 -
200906 - I explained that it depends upon the situation.
200907 -
200908 - From the standpoint of retrieving information quickly and in good
200909 - order, it saves enormous time.  This is only valuable to the manager
200910 - though when information is perceived to be needed in the near term.
200911 - If "staff" assembles a report, and he can get it at the end of the
200912 - day, tomorrow, or next week, his personal time is not saved at all
200913 - with SDS.  Of course a lot of staff time is "saved" by SDS because it
200914 - can do in seconds what otherwise takes hours, days and weeks.
200915 -
200916 - If information is needed now, and it is not available by manual
200917 - means, managers "wing it."  So, they may not perceive the value of
200918 - SDS unless they have been stung by not remembering correctly on an
200919 - important matter.  If they have not been hurt, being able to get
200920 - something quickly they have not had before, does not seem valuable.
200921 - ..
200922 - The question is how valuable is it to retrieve information that
200923 - is not now being saved, relative to the time needed to create the data
200924 - base?
200925 -
200926 -      [On 901007 discussed with Morris re writing notes twice.
200927 -      ref SDS 4 ZS4H
200928 -
200929 -      [On 901010 discussed using SDS for sales. ref SDS 5 KD7Y
200930 -
200931 - This is similar to the question of how much time should be invested to
200932 - understand events by adding "intelligence" to information, see POIMS,
200933 - ref OF 1 0561, and then "plan" a course of action, rather than simply
200934 - do what seems needed at the moment, per POIMS. ref OF 1 2049  More and
200935 - more managers are recognizing the value of front end investment to
200936 - plan.  It is the same for the individual, as it is for the
200937 - organization, i.e., the
200938 -
200939 -             Long way around, is really the short way there!
200940 -
200941 -
200942 - There is always enough time and money to do things over again, but
200943 - never enough time to do things correctly in the first place.
200944 -
200945 -     [On 971008 USACE report showing SDS adds intelligence to
200946 -     management that reduces cost of rework. ref SDS 6 1273
200947 -
200948 -     [On 001221 people are driven to avoid KM planning in order to
200949 -     alleviate desparate conditions of human survival. ref SDS 7 H84I
200950 -     and ref SDS 7 L76K
200951 -
200952 -
200953 -
200954 -
200955 - Data Entry
200956 -
200957 - Mike feels that if managers can dictate, or submit handwritten
200958 - material for input by trained staff into SDS, then SDS might gain
200959 - wider acceptance.
200960 -
200961 - I explained that generally, if managers simply dictate, then they will
200962 - not improve productivity and earnings very much, if at all, because
200963 - date entry is not the objective of SDS, but rather testing and
200964 - checking internal thoughts is the goal, called "debugging" by adding
200965 - "intelligence" to management that verifies alignment.  This cannot be
200966 - done by talking.
200967 -
200968 - Mike explained a lot of managers care more about getting a pay check
200969 - and going home, than about improving earnings.  They feel they can
200970 - accomplish this faster and easier by "talking" to SDS, rather than
200971 - pounding a keyboard, because they are ignorant about the effect of
200972 - synergy from the ergonomics of using both hands, eyes and ears, and of
200973 - crafting analysis, rather than relying on spontaneous impressions
200974 - that occur in speech.
200975 -
200976 -
200977 -
200978 -
200979 -
2010 -
2011 - Gave Mike a brochure
2012 -
201201 - He did not comment on it specifically, but read it carefully and
201202 - seemed to feel it is a good presentation.
201203 -
201204 -
201205 -
2013 -
2014 -
2015 - Mike asked how he can help me
2016 -
201601 - I explained he has already been a big help in listening to the ideas,
201602 - permitting me to present them to his class, and giving me feed back.
201603 -
201604 - Call Mike to play tennis.
201605 -
210507 -
210508 -
2106 -