CONTACTS 
0201 - Richardson Associates              415 563 2672
020101 - Mr. Jerry Richardson; President

SUBJECTS
SDS Marketing, Sales
Education, institutional courses
Demonstrations
Sales Presentation Ideas
Methods & Groups
Resistance, Conflict with Existing Methods                                          y
Theory, Human Memory                                                                y Human Memory, SDS Emulates                                                          y
Demonstrations                                                                      y Human Memory, SDS Emulates                                                          y

1010 -    ..
1011 - Summary/Objective
1012 -
101201 - Gave demonstration per telecon at ref SDS 7 line 040609.
101202 -
101203 - Jerry feels executive training is not a good way to explain POIMS
101204 - technology and offer SDS to implement it.  He suggested ideas to
101205 - improve SDS demonstrations.
101206 -
101207 - Submitted ref DIT 1, confirming our understandings.
101208 -
101209 -
1013 -
1014 -
1015 - Discussion
1016 -
101601 -  ..
101602 - Human Memory - Automated
101603 -
101604 - Initially, I explained how SDS automates human memory to both segment
101605 - and link information according to multiple criteria, i.e. time,
101606 - people, objectives, information.  The mind automatically identifies
101607 - all human activity without conscious effort, gradually acquiring an
101608 - array of "subjects", like barnacles on a ship, which are prioritized
101609 - by time and emotion.  Events nearest to the present moment are
101610 - remembered best.  As time passes, important events are remembered
101611 - better than those of seemingly less importance.  Events that pertain
101612 - to many subjects are remembered better than those about a single
101613 - subject, where time and emotion are comparable.  SDS overcomes the
101614 - limitations of time and emotion, to greatly improve the speed and
101615 - accuracy of human memory.  This allows people to work faster with
101616 - fewer mistakes fulfilling the TQM mantra:
101617 -
101618 -
101619 -                   Faster    Better     Cheaper
101620 -
101621 -
101622 - Jerry's summary of my comments showed a good grasp of SDS objectives
101623 - and functionality in implementing POIMS technology.  I assumed this
101624 - was derived in part from the product information I submitted, ref OF
101625 - 1; but, Jerry said that after reading the material, he could not
101626 - remember anything about SDS.  He said people have to see the demon-
101627 - stration in order to understand SDS, because its new capabilities are
101628 - outside everyone's experience.  Julie Clarke made a similar comment
101629 - per, ref SDS 4 line 68.  He feels sample scenarios for using SDS would
101630 - increase comprehension of SDS concepts.
101631 -
101632 -
101633 -     Comment
101634 -
101635 -     It would be helpful to have Jerry's opinion on the scenario in the
101636 -     SDS Scope Statement at the bottom of page 3, ref OF 1 line 148,
101637 -     under the heading:
101638 -
101639 -
101640 -                    "Convert Plans into Action"
101641 -
101642 -
101643 -     This is a well established management concept that is difficult to
101644 -     implement because increases in legal and regulatory requirements
101645 -     together with faster communications tools, have led to an explo-
101646 -     sion of information.  Current trends to downsize/rightsize mean
101647 -     fewer mangers must absorb more information.  Managers respond by
101648 -     working longer, faster and taking short cuts, which in turn cause
101649 -     mistakes, delays, extra cost and failure.  SDS solves this problem
101650 -     with new concepts of "integrated scheduling and reporting" and
101651 -     "controlled visibility" through automated integration of the
101652 -     management cycle:
101653 -
101654 -
101655 -
101656 -                     Plan                    Perform
101657 -
101658 -
101659 -
101660 -                                Report
101661 -
101662 -
101663 -       This advance is further integrated with:
101664 -
101665 -
101666 -                   Time                     Information
101667 -
101668 -
101669 -           Since "time is money" and "knowledge is power", seasoned
101670 -           executives may recognize that doing things faster and more
101671 -           accurately with SDS gets more done with less mistakes, which
101672 -           means making more money.  That's what SDS is all about.
101673 -
101674 -
101675 - Jerry said the POIMS schematic is a good presentation model for
101676 - executives.
101677 -
101678 - Jerry uses a MacIntosh, and so was familiar with windows apps.  He
101679 - uses a Day Timer for personal scheduling.  He quickly grasped how SDS
101680 - automates this function and is integrated with notetaking.  He liked
101681 - the way SDS citations improve upon hypertext technology to connect
101682 - free form narrative analysis to prior events, documents, files and
101683 - contacts.  He said this is an advantage for SDS in the market place.
101684 -
101685 - He feels executive training consultants are not good avenues to market
101686 - SDS, because it is too advanced.  Jerry indicated that increasing
101687 - productivity and income would not motivate executives to absorb how
101688 - easily SDS implements good business practices more consistently
101689 - through automated integration, as set out at ref OF 1 line 117.  Con-
101690 - sultants prefer to offer systems that are already established, even
101691 - though they don't work very well due to the explosion of information
101692 - that confronts executives today.  We discussed this challenge raised
101693 - in the Cal Tech management seminar, ref SDS 1 line 128.
101694 -
101695 - Jerry suggested we seek out new technology "adapters", and that we
101696 - contact Microsoft as a potential marketing agent.
101697 -
101698 -
101699 - Sales Presentation Ideas
101700 -
101701 - Jerry recommends focusing the SDS presentation on improving particular
101702 - function like R&D, engineering, manufacturing, procurement, marketing,
101703 - service, etc., rather than show SDS is an advanced form of reading and
101704 - writing that improves all of these functions.
101705 -
101706 - Jerry feels my presentation today was too technical.  He said that too
101707 - many screens flash by, raising questions that cause frustration by
101708 - going to the next screen before the customer can absorb what is taking
101709 - place.
101710 -
101711 - For small groups of 1 or 2 people, it is helpful to visit with them
101712 - about their management practice, and then show how that is improved
101713 - with SDS.
101714 -
101715 -     Comment
101716 -
101717 -     I created SDS to help people do a better job so they can make more
101718 -     money.  People who seek executive training, typically hope to get
101719 -     new ideas and methods.  So if someone is not presently capturing
101720 -     the record, it seems appropriate for an executive trainer to
101721 -     explain the advantages of this practice, and to suggest SDS as the
101722 -     only means to effectively carry it out.  It is not much good know-
101723 -     ing what to do, if it cannot be implemented consistently.
101724 -
101725 -     Need to work out a presentation sequence that meets Jerry's
101726 -     concern about going too fast, by identifying a core range of
101727 -     features to show.  Probably should have a large graphic to explain
101728 -     the various parts of the SDS record, as an electronic form.
101729 -
101730 -         I explained this point later to Ann Bevington at ref SDS 8
101731 -         line 051278.
101732 -
101733 -         However, showing a graphic of the SDS record design, seems to
101734 -         confict with Jerry's concern, also cited by others, of making
101735 -         the presentation too technical. The initial presentation
101736 -         should not be to "teach" SDS, but merely to develop interest
101737 -         in evaluating it further by showing it can accomplish useful
101738 -         tasks.
101739 -
101740 -
101741 - Jerry asked if SDS has been reviewed in a publication, and I advised
101742 - that my efforts to do that have been unsuccessful so far.  We are
101743 - working to demonstrate a measure of acceptance in the market, as an
101744 - incentive for recognition in the public press.
101745 -
101746 - We reviewed how SDS implements Stephen's Covey's ideas at ref SDS 2
101747 - line 352.  Jerry mentioned several times that SDS is a powerful tool
101748 - to improve management productivity, however at this time, he does not
101749 - see a good correlation between his work, and SDS.  He is concerned
101750 - that Welch Co. presents a credibility problem with respect to long
101751 - term support and product evolution.
101752 -
101753 - I asked him to keep SDS in mind for clients seeking automated support
101754 - or ways and means to implement good business practices consistently.
101755 - He mentioned a contact who uses ACT for marketing work, who might be
101756 - interested in SDS.
101757 -
101758 -
101759 -
101760 -
1018 -