CONTACTS 
0201 - Performex                                                                                                                                                          O-00000083 0102
020101 - Mr. Ralph Bettman

SUBJECTS
SDS Marketing, Sales, Demonstrations
Education, institutional courses
Reading and Writing, Not Enough Time
Executive Mind Set/Practice
Talking & Listening is Fast and Easy
Executive Training Firms

1208 -
1208 -    ..
1209 - Summary/Objective
1210 -
121001 - Follow up
121002 -
121003 - x0001 Followed up telecon at ref SDS 9 line 040615 and earlier discussion at
121004 - ref SDS 2 line 042801.
121006 -  ..
121007 - Follow Up
121008 -
121009 - Ralph will be out of town for much of August.  He asked me to call
121010 - him in mid September.
121011 -
121012 -     [See follow up at ref SDS 10 line 46.]
121014 -  ..
1211 -
1212 -
1213 - SMP Demo
1214 -   ..
121401 - I asked if they would like to sit in on the demonstration at SMP
121402 - tomorrow as a guest to evaluate SDS and the demonstration relative to
121403 - providing executive training, per ref SDS 5 line 040603.  We can have
121404 - lunch afterward and discuss the prospects of them using it.
121406 -  ..
121407 - This would indicate the level of acceptance and questions that arise
121408 - on SDS and POIMS technology.
121409 -
121410 -     Ralph indicated he is unable to attend due to other business.
121411 -
121413 -  ..
1215 -
1216 -
1217 - Discussion
1218 -
121901 -  ..
121902 - SDS Demonstration
121903 -
121904 - Used poster to explain POIMS technology, supplemented by the record
121905 - for SMP demo per per ref SDS 7 line 040604 (included terminology).
121906 - Explained manual practices replaced and improved by SDS, per ref SDS 8
121907 - line 050604.
121908 -
121909 -     SDS integrates time management and information management to
121910 -     apply well recognized principals:
121911 -
121912 -                      Time is money
121913 -                      Knowledge is power
121914 -     ..
121915 -     Automated integration of these fundamentals greatly improves
121916 -     personal effectiveness and organizational productivity.
121917 -
121919 -  ..
121920 - Ralph asked how SDS is used to follow up on assignments.
121921 -
121922 -     I showed how the record of an assignment is used to schedule a
121923 -     follow up task that is linked back to the original task, emulating
121924 -     and improving upon the mental faculty of remembering chronology.
121925 -
121926 -     Also showed how an executive can examine the Schedule of a staff
121927 -     member and the record of performance to see how they are doing,
121928 -     whether they need help or might be available for additional
121929 -     assignments, all without taking up the persons time.  Ralph feels
121930 -     executives would think it is better to just ask "what's going on."
121931 -
121933 -  ..
121934 - Talking & Listening is Easier than Analysis
121935 -
121936 - Ralph feels presenting SDS to an executive should focus on a narrow
121937 - range of features rather than show it improves productivity through
121938 - better analysis.  He said executives prefer working by conversation
121939 - because it seems faster and easier than the writing up the record.
121940 - Performex trains speaking and listening skills for the "understanding"
121941 - shown in its brochure, ref OF 1 line 41.
121942 -
121943 -        [See meeting with Axiom on 950426, ref SDS 11 4392.]
121945 -      ..
121946 -     We considered how SDS empowers executives to take on more
121947 -     responsibility as they grow in their career, since it has a lot of
121948 -     features that can be learned over time.
121949 -
121951 -  ..
121952 - Ralph asked about my background
121953 -
121954 -     I explained my experience in the military, general contracting,
121955 -     law, and construction management.  SDS was developed over a 10
121956 -     year period to implement well recognized management practice.
121957 -
121959 -  ..
121960 - Implementation of Executive Training
121961 -
121962 - SDS can be marketed as a way to effectively implement the training
121963 - offered by Performex so new skills can be applied consistently.
121964 -
121965 - Ralph wants to consider SDS.  He asked me to call him in mid-September
121966 - after he returns from vacation.
121967 -
121969 -  ..
121970 - Performex Literature - Supports Reengineering
121971 -
121972 - Ralph submitted product information.  It indicates they offer training
121973 - in the things SDS implements, ref OF 4 - 7, as shown in the segment
121974 - above.  Their seminars and Datum Training Units could use the SDS data
121975 - base for examples to illustrate concepts, and set up scenarios.
121976 -
121977 -      Performex business profile is at ref OF 1 line 10, showing they
121978 -      have been in business since 1963.
121979 -
121980 -
121981 -
121982 -
1220 -