THE WELCH COMPANY
440 Davis Court #1602
San Francisco, CA 94111-2496
415 781 5700


S U M M A R Y


DIARY: September 20, 1995 12:15 PM Wednesday; Rod Welch

Received call from Don Harms at Transamerica re Comm. Metrics.

1...Summary/Objective
2...Communication Engineer
3...No Budget for Extra Work
4...Business Metrics - Accounting


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CONTACTS 
0201 - Transamerica Realty Services, Inc. 415 983 5497
020101 - Mr. Donald G. Harms

SUBJECTS
SDS, Marketing, Sales discussions
Welch Management Method, Metrics
Accounting Analogy

0805 -    ..
0806 - Summary/Objective
0807 -
080701 - Follow up ref SDS 6 0000, ref SDS 5 0000.
080702 -
080703 -
080704 -
080705 -
0808 -
0809 -
0810 - Discussion
0811 -
081101 - I suggested that Don prepare a summary of his understanding of the NWO
081102 - paper, so his attention can focus on the ideas.  The summary should
081103 - accomplish his recommendation of preparing something that would be
081104 - receptive to his management. He can submit the summary and the paper
081105 - to his management for consideration of options in relation to applying
081106 - Lotus notes.
081107 -
081108 -
081109 - Communication Engineer
081110 -
081111 - I asked Don if he recognized from the paper that SDS is to be applied
081112 - by a Scribe or communincation manager.  He had not focused on that.
081113 -
081114 -
081115 -
081116 - No Budget for Extra Work
081117 -
081118 - He said these are lean times so they don't have a budget for this.  I
081119 - asked him to see if he could grasp from the article where the budget
081120 - would come from to support an effort to avoid mistakes that cost a lot
081121 - of money and lead to costly litigation.
081122 -
081123 -
081124 -
081125 - Business Metrics - Accounting
081126 -
081127 - When we played tennis a few days later, I asked Don if Transamerica
081128 - has enough money to employ accountants.  He said they use a lot of
081129 - accountants to determine their chart of accounts and to report once a
081130 - month, and at the year end on whether the firm is meeting its
081131 - financial goals.
081132 - ..
081133 - I mentioned that one of the main reasons experts claim
081134 - organizations like Transamerica have difficulty meeting financial
081135 - goals is because they make mistakes that cost money and cause delays.
081136 -
081137 - Most of these mistakes can be traced to communication errors.
081138 -
081139 - Communication Metrics says if we align communication in advance of
081140 - taking action, then, like accounting, we can discover problems that
081141 - can be fixed before a mistake occurs that costs money and delays the
081142 - work. This is better than waiting to the end of the month or the end
081143 - of the year for an accountant to tell us we made mistakes because the
081144 - dollars don't add up.
081145 -
081146 -    [See management seminar where Peter Drucker identifies accounting
081147 -    as the oldest "information system" and consideration that
081148 -    Communication is a modern refinement. ref SDS 7 1368]
081149 -
081150 -
081151 -
081152 -
081153 -
0812 -
Distribution. . . . See "CONTACTS"