CONTACTS 
0201 - Dinwiddie Construction Company      415 986 2718 fax 956 2718
020101 - Mr. Greg Glass; Marketing

SUBJECTS
SDS Marketing, Sales
Construction (DPB)
Demonstrations

0405 -    ..
0406 - Summary/Objective
0407 -
040701 - Follow up discussion at ref SDS 7 line 47, as confirmed at ref DIP 2
040702 - line 30.  Greg feels Commence is better suited to Dinwiddie's
040703 - objectives at this time.
040704 -
040705 - Need to send Greg confirmation of understandings, maybe a spreadsheet
040706 - of features, as he suggested at ref SDS 7 8855.
040707 -
040708 -
0408 -
0409 -
0410 - Discussion
0411 -
041101 - Greg has read through the memo of our meeting, ref DIP 1 line 26, but
041102 - has not read the paper on the NWO, ref OF 4 line 10.  He agreed to
041103 - submit comments on the paper.
041104 -
041105 - He has talked to Mark.  He feels that because SDS does not have a GUI,
041106 - it is not intuitive and will require training (the concern raised in
041107 - the SDS & POIMS scope statement at ref OF 3 line 867).  He is not sure
041108 - it will work in a data base, which is needed for marketing support.
041109 -
041110 -  ..
041111 -
041112 - Greg feels Dinwiddie executives would be unable to use SDS, because
041113 - they have minimal experience with computers and do not like details.
041114 -
041115 - He feels it would not be helpful to submit the memo of our meeting to
041116 - the president of Dinwiddie because it has too much detail.  Greg said
041117 - managers want "bottom line" summaries of the "big picture," rather
041118 - than detail.  He noted that SDS submits a lot of information in a
041119 - useful summary, but managers looking at the size of the memo would
041120 - ignore it, unless someone told them there is something important to
041121 - read.
041122 -
041123 -       [On 960103 Intel executives work by summary and impressions
041124 -       because there is not enough time for details. ref SDS 8 8409
041125 -
041126 -     Executives Need Relevant Details that Impact Earnings
041127 -
041128 -     In my experience, executives are interested in "what happened" and
041129 -     "why it happened."  They know that the "Devil is in the details"
041130 -     and so timely, accurate knowledge of the full "story," is
041131 -     essential to success.  They want to succeed.  In my experience
041132 -     when executives are presented with a ready means to acquire
041133 -     knwowledge that is essential to success, they will make the effort
041134 -     needed to get it. That is how they got to be executives.  They
041135 -     object to inaccurate and untimely information, and having to wade
041136 -     through mountains of "data" when they ask for status.  Once they
041137 -     discover that SDS has valuable knowledge and ideas, they will use
041138 -     it.
041139 -
041140 -     This is an educational effort with the burden on staff, as seen
041141 -     from the discussion wtih Wayne Wetzel at DNRC, ref SDS 1 line 187.
041142 -
041143 - Gregg feels SDS collects and organizes more information, than is
041144 - needed for his work.  He recognizes SDS is intended to capture
041145 - discussions and schedule follow up, but he feels Commence is better
041146 - suited for this task on his assigned duties.
041147 -
041148 -
0412 -