THE WELCH COMPANY
440 Davis Court #1602
San Francisco, CA 94111-2496
415 781 5700
S U M M A R Y
DIARY: May 6, 1994 09:00 AM Friday;
Called Greg at Dinwiddie re SDS demonstration.
.....Executives Need Relevant Details that Impact Earnings
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0201 - Dinwiddie Construction Company 415 986 2718 fax 956 2718
020101 - Mr. Greg Glass; Marketing
SDS Marketing, Sales
0405 - ..
0406 - Summary/Objective
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.
040705 - Need to send Greg confirmation of understandings, maybe a spreadsheet
040706 - of features, as he suggested at ref SDS 7 8855.
0410 - Discussion
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.
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.
041110 - ..
041112 - Greg feels Dinwiddie executives would be unable to use SDS, because
041113 - they have minimal experience with computers and do not like details.
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.
041123 - [On 960103 Intel executives work by summary and impressions
041124 - because there is not enough time for details. ref SDS 8 8409
041126 - Executives Need Relevant Details that Impact Earnings
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.
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.
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.
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