THE WELCH COMPANY
440 Davis Court #1602
San Francisco, CA 94111-2496
415 781 5700
S U M M A R Y
DIARY: April 4, 1992 10:36 AM Saturday;
Discusscion with Morris on marketing ideas for SDS.
2...Feel Good Management Practice
3...How does SDS Help People Make more Money?
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0201 - Chips & Tech. O-00000039 0201
020101 - Mr. Morris E. Jones
020102 - Vice President
020103 - Advanced Products
SDS Record Functions, Data Entry
0404 - ..
0405 - Summary/Objective
040601 - Follow up
040603 - x0001 Morris demoed the outline features of Microsoft Word. It has strong
040604 - data entry features, but not as convenient as those we have created
040605 - for SDS, particularly with respect to enhancing the ability of people
040606 - to make money.
040608 - His method of application is similar to SDS, where he initially
040609 - creates some major headings. Then comes back and creates some
040610 - subheadings, then subheadings under them, as he feels is necessary.
040612 - He can then enter narrative when he needs it. A very good
040613 - feature is the ability to assemble headings at various levels.
040614 - This presents a view of just headings and no narrative for
040615 - summary presentations.
040617 - ..
040618 - We could do this in SDS with the highlight feature, by tagging
040619 - all major headings with a color code, and selecting it.
040622 - ..
040623 - SDS adds to this the ability to assemble chronologies at the headings
040624 - or major subject levels.
Diary record to increase understanding
Making more money (Morris)
Discovery, Advantages and Restraints on saving the Record
Writing "everything" down
Management Details Similar to Construction
Feel Good Management v. SDS
Lessons Learned Trial Error Rework History
1511 - Summary
151201 - ..
151202 - Feel Good Management Practice
151204 - Morris read through the memo to Ross and the one from Mike Sims. He
151205 - has not yet accepted the value of contextual structure provided by
151206 - SDS. We discussed how SDS captures the microcosm of events and rolls
151207 - them up into "controllable action items."
151209 - Morris understands the value of details in engineering, but like
151210 - everyone else, has not transported this understanding to dealing
151211 - with people in managment.
151213 - ..
151214 - His recent experience with the downsizing at Chips has opened his
151215 - eyes somewhat.
151219 - ..
151220 - How does SDS Help People Make more Money?
151222 - Reduces mistakes by recalling things correctly.
151223 - Discover what needs to be done before mistakes occur, through writing.
151224 - Avoid overlooking something that is scheduled to be done.
151225 - Remembering the links between issues.
151226 - Discovering relationships between events that have been forgotten.
151229 - ..
151230 - Can they reduce litigation expense?
151232 - If they reduce mistakes; they will have less litigation expense.
151234 - If they reduce mistakes they will be more successful in the
151235 - litigation they do undertake.
151237 - ..
151238 - If they capture the record, they can better control the outcome of
151239 - litigation and greatly reduce litigation expense by reducing the
151240 - time required to educate their attornies on issues.
151242 - ..
151243 - If they craft the record, they can create the tools they need to
151244 - make understandable arguments. The usual problem is that attornies
151245 - and judges do not understand the material evidence which is needed
151246 - to develop rules consistent with the nature of a particular busi-
151247 - ness practice, such as competitive bidding. The battle during
151248 - trial is to get evidence into the record from which one can argue.
151249 - SDS does this by scripting the evidence. It actually controls what
151250 - can be said.
151254 - ..
151255 - Morris feels the state of the law today is that the defendent must
151256 - prove innocence, under a presumption of guilt!
Marketing Resistance to Sales
160501 - ..
160502 - Morris said SDS would be easier for him to use if the calendar was
160503 - presented in a standard view. He cited many instances when someone
160504 - calls and wants to do something in say 6 weeks. It is difficult to
160505 - figure this out in the SDS schedule screen because it does show the
160506 - calendar in standard format.
160508 - We provide cal.com which enables people to look up this type of
160509 - information. Windows has the same capability. SDS provides
160510 - features that supplement this capability that are much more
160511 - valuable to making money.
SDS marketing, Sales Strategy
Correlation to accepted practice and concepts, 910817
Writing "everything" down
Too busy to manage effectively
Visualization, Executive Work Methods
Executives Fear Writing, Cannot Think of
Writing, Reading, Expedited by SDS
2310 - ..
231001 - Morris explained a theory he has that people have different
231002 - forms of intelligence. He feels some people can express their ideas
231003 - in writing and others cannot.
231005 - ..
231006 - We reviewed the letter of discussions with Ross, ref SDS 12 0344 and
231007 - ref DIP 1 4455, which includes the memo from Mike Sims, explaining he
231008 - did not use writing and had a difficulty initially, but found that
231009 - when he could not explain what happened in writing, he concluded this
231010 - indicated he did not understand it, rather than that he possessed a
231011 - different form of "intelligence."
231013 - [On 931130 Peter Drucker notes inability to write often
231014 - indicates lack of understanding, which is an effective metric
231015 - calling for further inquiry before taking action, or putting
231016 - off a decision. ref SDS 14 4966
231018 - ..
231019 - Morris has used this formulation before indicating SDS is not a
231020 - good tool for him because he does not write well, and so the
231021 - company has a "writing expert" to edit Morris' work.
231023 - ..
231024 - I believe this kind of support is different from at least being
231025 - able to explain ourself to ourself as to what we think about
231026 - something.
231028 - ..
231029 - In any event, my experience shows Morris is a good enough writer
231030 - to explain what he thinks and believes about events. He has the
231031 - ability to write down his knowledge and ideas and to thereby
231032 - "discover" gaps in his understanding.
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