CONTACTS 
0201 - Digital Equipment Corporation      415 882 3600 fax or 800...
020101 - Mr. Merrill Malvini Jr.
020102 - Sales Executive =415 882 3592 car 415 269 0733
020103 - Multivendor Customer Service Sales

SUBJECTS
DigiCon, 951010, Sales discussions
New World Order
Big Picture Hides Little Deviations that
Bottom Line Needs Spreadsheet for Knowledge
Email Does Not Improve Productivity,

0907 -    ..
0908 - Summary/Objective
0909 -
090901 - Followed up work at ref SDS 9 line 54, ref SDS 7 line 41, re
090902 - line 65, ref DIP 1 line 30 on the PMI Event.
090903 -
090904 -
090905 - Completed analysis of discussion with Merrill ref SDS 9 line 69, and
090906 - his email, ref DRP 1 line 24.  Merrill called to follow up discussion
090907 - yesterday.  Submitted ref DIT 1 line 30 confirming understandings, per
090908 - his request.  Included this record and from yesterday, ref SDS 9 line
090909 - 70.
090910 -
090911 -    Sent this via regular mail and by internet.
090912 -
090913 -
0910 -
0911 -
0912 - 1202 received call from Merrill
0913 -
091301 - New World Order Impacts Everybody
091302 -
091303 - He has nearly completed reading the NWO paper.  He feels it addresses
091304 - a critical need to improve management productivity, and offers a clear
091305 - explanation of complex phenomena that are not easily recognized by
091306 - practitioners nor discussed in the liturature.  Merrill said solutions
091307 - in the paper should have broad appeal relative to our discussion
091308 - yesterday about PMI membership, ref SDS 9 line 112.
091309 -
091310 - He feels email is not working as well as a lot of people think,
091311 - because it is not organized to find information quickly when it is
091312 - really needed, and it is difficult to correlate with action items.  I
091313 - reminded him of our discussion 2 years ago on this point, ref SDS 2
091314 - line 100.  He said the problem is worse now.
091315 -
091316 -      [See later discussion with General Hatch, ref SDS 12 line 519.]
091317 -
091318 -  ..
091319 - Executives Need More "Religion"
091320 -
091321 - Merrill said the description in the paper of executives who demand the
091322 - "bottom line" and "big picture," accurately reflects the impact of
091323 - faster paced business life causing hidden mistakes, ref OF 2 line 491.
091324 - He feels executives are not aware of the disconnect created by cursory
091325 - analysis forced upon them by the Information Highway.  I was pleased
091326 - he grasped a key insight of the paper that the original meaning of
091327 - religion, to link back to original sources, solves this disconnect and
091328 - that automation produced by DEC and others can make this a practical
091329 - tool, if properly applied.  This idea was presented to Intel in the
091330 - Sep 27 meeting last year, ref SDS 3 line 312.
091331 -
091332 -     [See 960419 letter to PMI Comm, ref SDS 13 line 136.]
091333 -
091334 -  ..
091335 - Reengineering Blends Strategic and Tactical Management
091336 -
091337 - Merrill noted that Communication Metrics applies equally to trends in
091338 - organizational theory that differentiate between "strategic" and
091339 - "tactical" management.  I explained the meeting with Morris at Chips
091340 - about how reduction in the ranks of executives from reengineering,
091341 - ref SDS 5 line 331, creates a need for executives who remain to gain
091342 - greater control of the details which impact their "strategies" and
091343 - support their "tactics," ref SDS 6 line 86.  Failure to do so means
091344 - more reengineering.
091345 -
091346 -     [See 960419 letter to PMI Comm, ref SDS 13 line 173.]
091347 -
091348 -
091349 - Difficulties on Information Highway
091350 -
091351 - Merrill asked if I received his email and developed any comments?
091352 -
091353 - I advised him of the analysis at ref SDS 9 line 194.
091354 -
091355 - He asked if I would submit my response via email.  I said often email
091356 - does not show SDS records in the correct format, so my general
091357 - inclination is to send it by mail.  I will send him an email as well.
091358 -
091359 -     [See follow up at ref SDS 10 line 58.]
091360 -
091361 - Follow Up
091362 -
091363 - Merrill plans to submit the NWO paper to his boss.
091364 -
091365 -    [See follow up at ref SDS 11 line 69.]
091366 -
091367 - I suggested he recommend consideration at DEC about attending the PMI
091368 - Asilomar Conference in July which will treat Communication Metrics in
091369 - detail.  He might further recommend that DEC get a demonstration of
091370 - how SDS implements Communication Metrics.
091371 -
091372 - He did not mention submitting Bill Walsh's book, which I need per, ref
091373 - SDS 7 line 69.
091374 -
091375 -    [See follow up at ref SDS 11 line 122.]
091376 -
091377 -
091378 -
091379 -