CONTACTS 
0201 - Dinwiddie, LMU Job                 310 649 6040 fax 5651
020101 - Mr. Steve Losie; Project Manager

SUBJECTS
SDS Marketing, Sales, Demonstrations

0403 -    ..
0404 - Summary/Objective
0405 -
040501 - Steve returned my call from yesterday, ref SDS 9 line 41, following up
040502 - meeting at ref SDS 7 line 47, confirmed by memo at ref DIP 4 line 26.
040503 -
040504 - At this point, they feel SDS cannot help them, but he plans to read
040505 - the POIMS paper and call some of the references to verify his
040506 - impression.
040507 -
040508 - I will call him next week on his progress.
040509 -
040510 -       [On 940510 Steve did not have enough time. ref SDS 10 9472]
040511 -
040512 -
0406 -
0407 -
0408 - 1117 Steve called back
0409 -
040901 - Steve said he and Rodger feel SDS will not work for them.
040902 -
040903 - He indicated that SDS offers significant advantages, but their project
040904 - cannot afford the cost of training and support by Welch.
040905 -
040906 -       [On 940510 Steve is waking up screaming at 0300 in the morning
040907 -       worring about overlooked management tasks. ref SDS 10 9482]
040908 -
040909 - I asked if he felt the demonstration showed that SDS implements the
040910 - ideas in the paper explaining POIMS technology, ref OF 2, submitted
040911 - during my visit last Wednesday?
040912 -
040913 - Steve said he has not yet read the paper, but will read it over the
040914 - weekend, and plans to call the references I gave him on how this
040915 - system saves a lot more money than it costs.
040916 -
040917 - Steve asked me to call him on Monday to discuss this point further.
040918 -
040919 - He has talked to Mark about SDS.
040920 -
040921 - Mark was suprised about the cost of training.  Mark had expected that
040922 - if Steve felt SDS could be helpful, they could purchase the program
040923 - and use it for the published price. Steve understands that Dinwiddie
040924 - can do this if it wishes, but he recognizes SDS requires training
040925 - because it automates "management" which is a more complex craft than
040926 - typing letters and assembling spreadsheets. Improving management
040927 - requires more effort.
040928 -
040929 - Steve said he lost a day yesterday working with Excell and MS Word; he
040930 - could not afford to take a week or so off to learn enough of SDS to
040931 - apply it usefully.  Therefore, SDS has to be introduced gradually
040932 - through support of other job budgeted needs, as discussed with Mark at
040933 - ref SDS 3 line 243, and with Steve at ref SDS 7 line 167.
040934 - ..
040935 - I explained that SDS brings expert management that can get
040936 - things done correctly, so that problems do not escalate into crisis.
040937 -
040938 - Contractors fall behind on correspondence, fail to respond to claims
040939 - and do not have time to advance initiatives that can protect the
040940 - contractor's interests.
040941 -
040942 - These matters generate their own budget, though often contractors at
040943 - first try to perform the work without budgeting the needed resources.
040944 -
040945 - Problmes seem to go away, but later come back worse than before, as
040946 - crises ebb and flow.  Dinwiddie can use Welch to solve such problems,
040947 - and in the process transition the project team, or key members, into
040948 - using SDS.
040949 -
040950 - Steve said they are behind now in responding to correspondence.
040951 -
040952 -     [On 940510 Steve is waking up at 0300 screaming about overlooked
040953 -     details. ref SDS 10 9482]
040954 -
040955 - Alternatively, Dinwiddie could recognize that SDS puts unrelenting
040956 - pressure on external contract parties (e.g. subs, owners, architects,
040957 - CM), to perform in the manner desired by the contractor, and it is
040958 - better to do this earlier than later, when serious money is at risk.
040959 -
040960 -
040961 -
040962 -
040963 -
040964 -